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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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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.

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Channel Programs

New Masergy global channel chief touts analytics approach to channel management

January 24, 2018 Mark Cox Comments Off on New Masergy global channel chief touts analytics approach to channel management
William Madison, the new global channel chief at Masergy, credits the company’s analytics-based remodelling of their partner program as a major key to their success in the last year.

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Managed Services

Tintri, Neverfail partner on DRaaS solution

January 16, 2018 Mark Cox Comments Off on Tintri, Neverfail partner on DRaaS solution
The Tintri collaboration provides a packaged replication service for higher tier disaster recovery needs. It will be available through Neverfail partners, and will likely be able to be sold by Tintri partners too.

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Security

ISA expands incident response capabilities with preparedness-focused service

December 21, 2017 Mark Cox Comments Off on ISA expands incident response capabilities with preparedness-focused service
Proactive preparation for an attack is the key element of the six-step process at the heart of the new ISA Incident Response Readiness Service.

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Storage

Cloudian expands beyond object storage with Cloudian HyperFile integrated NAS Controller

December 6, 2017 Mark Cox Comments Off on Cloudian expands beyond object storage with Cloudian HyperFile integrated NAS Controller
The integration of full-featured file support to the Cloudian object platform opens them to some new markets – and is also opening them to some new types of channel partners.

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Training

AWS gears up training efforts at re:Invent event

December 1, 2017 Mark Cox Comments Off on AWS gears up training efforts at re:Invent event
2017 saw the largest AWS re:Invent event, and as a consequence, the largest ramping up of AWS’s training efforts there.

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Cloud

AWS unveils potentially disruptive Alexa for Business

November 30, 2017 Mark Cox Comments Off on AWS unveils potentially disruptive Alexa for Business
AWS brings its Alexa technology to the office. The one negative for Canadian users is that out of the gate, it’s only available in the U.S East region.

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Internet of Things

Rebuilding the BlackBerry brand

November 15, 2017 Mark Cox Comments Off on Rebuilding the BlackBerry brand
BlackBerry senior executives discuss the progress of their strategy to rebuild the company and their brand, and where they are going on the road ahead.

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Channel Programs

Twilight Zone Time? Dell EMC touts value of distribution to partners

October 26, 2017 Mark Cox Comments Off on Twilight Zone Time? Dell EMC touts value of distribution to partners
Dell EMC’s VP of North American Distribution emphasized why partners need to sell more through distis at the Dell EMC Canada Partner Summit, and while it had the something of the air of preaching to the converted, there was a clear theme being stressed.

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Channel Communities

TSANet introducing new solution support framework in bid to increase channel involvement

August 11, 2017 Mark Cox Comments Off on TSANet introducing new solution support framework in bid to increase channel involvement
TSANet has successfully facilitated IT vendor interoperability for almost a quarter-century. Getting channel partners to join has been a challenge, however. The new initiative is designed to encourage their vendor members to bring their channel partners in.

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Citrix Systems CEO Kirill Tatarinov
Security

Citrix shines light on security at Synergy

May 23, 2017 Robert Dutt Comments Off on Citrix shines light on security at Synergy
Citrix CEO Kirill Tatarinv urges customers to switch from defense to offense on security, launches new security services practice.

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