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.

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.

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.

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.

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.

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.

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.

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.

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.

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.