Enterprise

Unified Communications

Video conferencing provider StarLeaf releases Pronto cable solution for instant access to video conferences

March 11, 2019 Mark Cox Comments Off on Video conferencing provider StarLeaf releases Pronto cable solution for instant access to video conferences
U.K.-based StarLeaf, which sells entirely through channel partners, has some in the U.S. and Canada, but is not well known in North America overall, and is hoping that this new device increases their exposure here.

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Channel Programs

Sectigo hones focused enterprise strategy to drive explosive channel growth in 2019

February 19, 2019 Mark Cox 1
Sectigo has been expanding its channel to both increase the amount of business it does, and to broaden it out beyond its historic base in carriers and MSPs. That has included a new channel program, and a focused strategy to make partners successful.

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Cloud

Avaya builds out cloud strategy with new private cloud delivery model

January 22, 2019 Mark Cox Comments Off on Avaya builds out cloud strategy with new private cloud delivery model
Avaya’s cloud strategy in the past could never be described as crisp, but major changes were announced at Engage to change that, with new OneCloud branding and ReadyNow enterprise bundles to bring solutions to market quickly.

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Unified Communications

Canada continues to be strong market for Avaya as company transforms itself

January 22, 2019 Mark Cox Comments Off on Canada continues to be strong market for Avaya as company transforms itself
Avaya’s Canadian country manager Dave Robertson provides an update on Avaya’s business and channel in Canada, including why they are confident that legacy Nortel customers will modernize with them and not with competitors.

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Backup

Commvault, Cisco extend partnership with integration around Cisco HyperFlex HCI systems

January 16, 2019 Mark Cox Comments Off on Commvault, Cisco extend partnership with integration around Cisco HyperFlex HCI systems
The new integration extends ScaleProtect with Cisco UCS to Cisco’s HyperFlex hyperconverged products, and validates Commvault’s IntelliSnap snapshot technology with them.

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Partnerships

HPE, Datera partner on ‘ScaleIO-killer’ solution

January 15, 2019 Mark Cox Comments Off on HPE, Datera partner on ‘ScaleIO-killer’ solution
Datera, which now has EMC veteran Guy Churchward at the helm, will also join the HPE Complete program, with a strategy that remains vendor-agnostic, but which for the moment has a strong leaning towards HPE.

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Security

SonicWall stresses continuity despite announcement of Steve Pataky leaving the company

January 9, 2019 Mark Cox Comments Off on SonicWall stresses continuity despite announcement of Steve Pataky leaving the company
Bob VanKirk becomes CRO, which will strengthen SonicWall’s push to become a more significant enterprise player, but the company is emphasizing this won’t impact their commitment to the SMB market and their partners who serve that space.

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Virtualization

NComputing looks to drive North American business in 2019 on both enterprise and SME fronts

January 7, 2019 Mark Cox Comments Off on NComputing looks to drive North American business in 2019 on both enterprise and SME fronts
At Citrix Summit this week, NComputing will be displaying a new device, the RX-HDX+, to strengthen their enterprise platform, and is looking to make major gains this year in the enterprise, with strategic partner Citrix, as well as in the SME space, with an aggressive push of their Verde offering into the MSP market.

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Networking

Kemp strengthens application delivery and load balancing interconnect with improved analytics, platform support

December 12, 2018 Mark Cox Comments Off on Kemp strengthens application delivery and load balancing interconnect with improved analytics, platform support
Kemp makes enhancements that leverage the load balancer’s position to provide much deeper analytics about applications, including the ability to assess application health and pre-emptively remediate problems.

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Uncategorized

Expanded HPE partnership makes Cohesity an OEM partner and greatly expands go-to-market motion

November 27, 2018 Mark Cox Comments Off on Expanded HPE partnership makes Cohesity an OEM partner and greatly expands go-to-market motion
Long-time HPE partner Cohesity expects to see major go-to-market gains from the expanded relationship, which makes HPE more likely to position Cohesity aggressively in takeaway deals, and further encourages HPE salespeople to sell Cohesity.

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Managed Services

Lexmark Cloud Fleet Management service generates most channel excitement in new Lexmark Cloud Services

October 26, 2018 Mark Cox Comments Off on Lexmark Cloud Fleet Management service generates most channel excitement in new Lexmark Cloud Services
Lexmark has unveiled three new Lexmark Cloud Services on a new purpose-built cloud platform, with more services to come. While one service, Lexmark Cloud Print Management, is direct, the other two are channel, provided free for partners to offer, and where they fully control the contracting with the customer.

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Artificial Intelligence

Veritas partners with Pure Storage on joint solution around Pure’s data hub architecture

October 9, 2018 Mark Cox Comments Off on Veritas partners with Pure Storage on joint solution around Pure’s data hub architecture
The joint solution is targeted at larger customers, and will initially go to market through a select number of the two companies’ joint channel partners, before having its availability broadened out subsequently.

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Channel Programs

Robotic Process Automation vendor UiPath ups commitment to partners with two new partner-focused initiatives

October 3, 2018 Mark Cox Comments Off on Robotic Process Automation vendor UiPath ups commitment to partners with two new partner-focused initiatives
UiPath, a red-hot player in the robotic process automation space, is ramping up their channel business to accelerate the momentum that has taken them from $1 million to $100M in annual recurring revenue in less than 21 months, and are also announcing a new channel program.

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Cloud

Tango Networks announces North American availability of Kinetic Cloud enterprise mobile UC management solution

September 18, 2018 Mark Cox Comments Off on Tango Networks announces North American availability of Kinetic Cloud enterprise mobile UC management solution
Texas-based Tango Networks launched their cloud offering in Europe first, but now brings it to the North American market, and are expanding their channel of enterprise-focused partners to help sell it.

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Security

European threat intelligence provider EclecticIQ increases North American investment with channel manager appointment

September 12, 2018 Mark Cox Comments Off on European threat intelligence provider EclecticIQ increases North American investment with channel manager appointment
SIEM industry veteran Michael Seguinot is tasked with building up and enabling a select EclecticIQ channel to target the enterprise and SMB markets in the U.S. and Canada.

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Managed Services

Infoblox adds new MSP consumption-based pricing model for DDI and DNS-based security solutions

September 6, 2018 Mark Cox Comments Off on Infoblox adds new MSP consumption-based pricing model for DDI and DNS-based security solutions
Infoblox already has a significant number of MSP partners, and their focus has been primarily on the enterprise, but the new consumption-based pricing option is much more attractive if they are also pushing downmarket into the midmarket and the SMB.

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VMware CEO Pat Gelsinger at VMworld 2018
Cloud

At VMware’s 20th birthday party, CEO Gelsinger plots company’s next act

August 28, 2018 Robert Dutt Comments Off on At VMware’s 20th birthday party, CEO Gelsinger plots company’s next act
Kicking off VMworld in VMware’s 20th year, Pat Gelsinger outlines the company’s history of building bridges, and identifies the next bridge to cross.

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Cloud

Vancouver AWS Premier Consulting Partner TriNimbus sold to Onica in move to create AWS goliath

August 27, 2018 Mark Cox Comments Off on Vancouver AWS Premier Consulting Partner TriNimbus sold to Onica in move to create AWS goliath
While TriNimbus disappears as a separate entity, it retains legal ownership of the relationship with Canadian clients for privacy law compliance, and Canadian customers will also have access to new offerings, such as around IoT, where TriNimbus was more limited before.

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Channel Programs

Panasonic reshapes product portfolio and channel enablement to push deeper into new rugged device markets

August 1, 2018 Mark Cox Comments Off on Panasonic reshapes product portfolio and channel enablement to push deeper into new rugged device markets
Panasonic has made major changes to its product set and its channel go-to-market mechanisms in order to better expand in enterprise markets outside their rugged PC stronghold.

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Channel Programs

First-ever OneLogin global channel chief Hurley increasing enterprise emphasis with channel program, strategy changes

July 27, 2018 Mark Cox Comments Off on First-ever OneLogin global channel chief Hurley increasing enterprise emphasis with channel program, strategy changes
OneLogin, which has been focused more on cloud identity management for SMBs, has gotten more aggressive in the enterprise with the differentiating hybrid capabilities from its introduction of OneLogic Access earlier this year.

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