Services

Security

eSentire adds new RAMP services to MDR portfolio to provide customers with more holistic protection strategy

December 5, 2018 Mark Cox Comments Off on eSentire adds new RAMP services to MDR portfolio to provide customers with more holistic protection strategy
eSentire has always offered consulting services, but will now offer them as part of a formalized and holistic strategy, that is integrated with the MDR for the first time.

Channel Programs

Silver Peak completely reworks channel program to add predictability and enhance partner profitability

November 6, 2018 Mark Cox Comments Off on Silver Peak completely reworks channel program to add predictability and enhance partner profitability
Silver Peak acknowledged that its old partner program, implemented in 2015, was deficient in key respects, and has completely restructured the program in order to remedy those problems.

Security

New Proofpoint sales head Blake Sallé stresses commitment to channel

November 2, 2018 Mark Cox Comments Off on New Proofpoint sales head Blake Sallé stresses commitment to channel
Proofpoint has elevated Americas Theater VP Blake Sallé to its worldwide sales lead. He stressed that while he sees no big issues with the company’s go-to-market strategy, improving channel productivity is one of his top priorities.

Cloud

New Equinix President and CEO Charles Meyers talks strategy going forward

September 12, 2018 Mark Cox Comments Off on New Equinix President and CEO Charles Meyers talks strategy going forward
Equinix names company veteran Meyers, most recently their President of Strategy, Services and Innovation, as President and CEO. He talks with ChannelBuzz about the opportunities he sees in the market, and how the company can best leverage them, including how their channel fits in.

Security

Optiv introduces new Enemy Perspectives service with a new approach to improving defenses

August 7, 2018 Mark Cox Comments Off on Optiv introduces new Enemy Perspectives service with a new approach to improving defenses
Optiv’s new Enemy Perspectives services offering is designed to help organizations understand the specific kinds of attacks likely to impact them, so that they can better prepare for them, and improve the speed and efficiency of responses to an incident.

Channel Programs

Dell EMC storage channel business shows positive signs in Q4

March 26, 2018 Mark Cox Comments Off on Dell EMC storage channel business shows positive signs in Q4
The Dell EMC channel business overall picked up in the second half of the year – always a good sign.

Channel Programs

New storage incents and rebate changes highlight Dell EMC partner program improvements

February 8, 2018 Mark Cox Comments Off on New storage incents and rebate changes highlight Dell EMC partner program improvements
The beginning of the new Dell EMC fiscal year in February is always the time for the most significant changes to their partner program, although the company acknowledged the changes this year are more about fine-tuning.

Security

Kaspersky Lab integrates three offerings into unified Kaspersky Threat Management and Defense

February 8, 2018 Mark Cox Comments Off on Kaspersky Lab integrates three offerings into unified Kaspersky Threat Management and Defense
Kaspersky Lab sees its combination of solutions and a service as a highly differentiated offering to protect customers against targeted attacks.

Unified Communications

Avaya CEO lays out forceful agenda for reborn company

January 29, 2018 Mark Cox Comments Off on Avaya CEO lays out forceful agenda for reborn company
New Avaya CEO Jim Chirico acknowledged the old Avaya was the equivalent of a team that loses football games by playing a prevent defense, and told the company’s customers and partners that now they have a fundamentally different gameplan.

Channel Programs

New Nutanix channel chief says big changes coming to sales motions

January 25, 2018 Mark Cox 1
Incents for new logos are on the way, but an even bigger change will be Nutanix moving from partners teaming with sales to making partners more autonomous.