midmarket

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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Cloud

SAP names Karl Fahrbach first chief partner officer in reworking of channel chief role

March 7, 2019 Mark Cox Comments Off on SAP names Karl Fahrbach first chief partner officer in reworking of channel chief role
Fahrbach’s new position is a hybrid of the work he had already been doing and the large scope of the role formerly filled by Rodolpho Cardenuto, who recently left SAP.

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Security

Proofpoint emphasizes usability, visibility enhancements in SMB-focused Essentials solution

February 27, 2019 Mark Cox Comments Off on Proofpoint emphasizes usability, visibility enhancements in SMB-focused Essentials solution
Proofpoint’s historical focus has been higher upmarket, but Essentials, which came originally from a 2013 acquisition, and has been substantially rebuilt from the ground up with an SMB focus, is a key part of their strategy as well.

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Solution Provider News

Citrix North American partner of the year XenTegra setting up shop in Canada

February 8, 2019 Mark Cox Comments Off on Citrix North American partner of the year XenTegra setting up shop in Canada
Citrix-focused solution provider XenTegra, who just won Citrix’s North American partner of the year, is coming into the Canadian market — at Citrix’s request.

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Networking

Netsurion announces BranchSDO ‘branch network in a box’ for sub-150 seat market

February 5, 2019 Mark Cox Comments Off on Netsurion announces BranchSDO ‘branch network in a box’ for sub-150 seat market
BranchSDO becomes Netsurion’s new flagship product, although the company emphasizes that it won’t lose focus on its managed firewall business and larger customers.

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Backup

Arcserve steps up disaster recovery capabilities in third generation of appliance series

February 5, 2019 Mark Cox Comments Off on Arcserve steps up disaster recovery capabilities in third generation of appliance series
The enhanced DR capabilities and a doubling of effective capacity will allow Arcserve to position the new appliances a little higher upmarket than before.

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Partnerships

Dell expands endpoint security portfolio through collaboration with CrowdStrike and Secureworks

February 4, 2019 Mark Cox Comments Off on Dell expands endpoint security portfolio through collaboration with CrowdStrike and Secureworks
Dell has had an endpoint security partnership with Cylance, and that remains in effect, but this new one around Dell SafeGuard and Response solutions is considerably deeper and becomes the jewel in Dell’s endpoint security crown.

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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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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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Channel Programs

Vancouver-based engagement platform provider Comm100 continues to build out channel

December 21, 2018 Mark Cox Comments Off on Vancouver-based engagement platform provider Comm100 continues to build out channel
Comm100, which has been in business since 2009, just formalized its first partner program in September, and has onboarded four new partners, with many more in the pipeline. They are looking to build the channel business to 20 per cent within the next 1-2 years.

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Data Centre

Big Switch Networks deepens Nutanix partnership with AHV Ready Integration designation, and solution bundle

December 18, 2018 Mark Cox Comments Off on Big Switch Networks deepens Nutanix partnership with AHV Ready Integration designation, and solution bundle
The deep integration with Nutanix, which exceeds that which Big Switch has with other HCI vendors, also includes an optimized Nutanix Ready Interconnect Fabric Bundle.

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Storage

Tintri sends message to market with first product release since being acquired by DDN

December 17, 2018 Mark Cox Comments Off on Tintri sends message to market with first product release since being acquired by DDN
In addition to their Tintri Global Center 4.0 release, Tintri by DDN announces new staff and resource additions, as they continue their rebuild from the collapse that preceded their being purchased by DDN in September.

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Cloud

Integration of SAP Business One and Business ByDesign units producing positive channel synergies

December 10, 2018 Mark Cox Comments Off on Integration of SAP Business One and Business ByDesign units producing positive channel synergies
SAP has been encouraging Business One partners to start Business ByDesign practices as well, touting the success of partners who have recently made the move, like Calgary-based VistaVu.

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Backup

New Arcserve North American Channel Director Sue Fossnes looks to further ramp up support for MSPs

December 5, 2018 Mark Cox Comments Off on New Arcserve North American Channel Director Sue Fossnes looks to further ramp up support for MSPs
Increasing their MSP business is a major Arcserve priority, and the development of some kind of track for them within the company’s new channel program is one new enablement activity that is under active consideration.

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Backup

Nutanix-focused backup vendor HYCU to be resold by Lenovo

December 4, 2018 Mark Cox Comments Off on Nutanix-focused backup vendor HYCU to be resold by Lenovo
HYCU extends the market reach for their backup solution designed specifically for Nutanix environments with this new reseller agreement, which will let Lenovo sell HYCU with their Nutanix solutions in a single sale.

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Artificial Intelligence

Changing AI market impacts SAS strategy and channel

November 15, 2018 Mark Cox Comments Off on Changing AI market impacts SAS strategy and channel
SAS has reacted to the huge changes in the market around artificial intelligence, by rethinking how they approach the market, and how they sell into it.

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Backup

HYCU unveils new sub-program to provide additional benefits to Nutanix Velocity partners selling HYCU

October 29, 2018 Mark Cox Comments Off on HYCU unveils new sub-program to provide additional benefits to Nutanix Velocity partners selling HYCU
HYCU was created to develop and sell a custom-built backup solution for Nutanix, and this new program is designed to parallel the go-to-market strategy for the upper SMB and midmarket that Nutanix launched with their Velocity program in June.

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Cloud

Symantec broadens market for their cloud security services with Cyber Defense Platform enhancements

October 15, 2018 Mark Cox Comments Off on Symantec broadens market for their cloud security services with Cyber Defense Platform enhancements
The net new additions are a new Managed Cloud Defense monitoring and response service, and a new Managed Cloud Defense service that brings a service Symantec had provided to very large customers to the broader market.

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Managed Services

Solarwinds MSP launches Threat Monitoring Service Program for MSSPs, and through Master MSSPs for small MSPs

September 19, 2018 Mark Cox Comments Off on Solarwinds MSP launches Threat Monitoring Service Program for MSSPs, and through Master MSSPs for small MSPs
SolarWinds launches a Threat Monitoring service based on their Trusted Metrics acquisition, in a go-to-market model designed to make it widely available to partners, but in a way that the company thinks maximizes the chances of success for specific partners.

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