FireEye sells almost entirely through the channel, but has recently doubled down on channel enablement with a series of enablement initiatives that cover product, pricing models, and partner compensation.
As its Varnex reseller community turns ten, Synnex looks back at its history and forward to what comes next for partner members.
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.
Synnex purchases Westcon Comstor’s North American business, gets access to new key vendors, including Cisco.
Sennheiser adds a distributor with focus on the communications space, after trimming its distribution channel by about half a year ago.
Westcon-Comstor will leverage its BlueSky cloud and service management platform and its previous experience as an AWS Value Added Distributor in Asia Pacific to help its resellers build strong practices around AWS.
Embrava makes status indication tools, with the main focus being Skype for Business, although they support a broad range of United Communications-as-a-Service solutions.
BeyondTrust also joins Westcon-Comstor’s Accelerate program. Their Privileged Access Management solutions are highly complementary to the solution sets of most of the distributor’s key vendor partners.
Speakerbus makes a high quality product used in financial segments, and by first responders and the military, but it is also exceptionally well suited to managed services.
Andrew Warren moves from GM of the distributor’s successful security practice to replace longtime Westcon vet Lynn Murphy, who gave Westcon notice of her intent to leave six months ago.
Cloud-focused contact centre software vendor Five9 continues its channel expansion by signing its first distribution deal, a global one with Westcon-Comstor. Westcon will help Five9 build out its solution provider channel
The move of the distributor’s facilities from Montreal to a facility of double the size in the Greater Toronto Area will enable more Canadian integration work, better SLAs for more customers, and improved co-ordination with the U.S. distribution facility in Indianapolis.
Juniper CEO Rami Rahim on how the networking vendor is turning its business around, and why the near future looks good.
While Avaya is not contemplating adding or dropping any distribution partners, it is working on restructuring their compensation model, to encourage them to fulfil the role Avaya wants them to play in their new go-to-market strategy.
Westcon’s Comstor group teams with Polycom to offer cloud-based video-as-a-service that solution providers can offer under its GoldSeal services label.
RingCentral already has a diverse go-to-market strategy which includes several top technology distributors, but they see additional benefits in adding Westcon to the mix.
ForeScout has shown strong recent growth that has begun to strain its old policy of dealing directly with its partners, so it has signed North American deals with the two VADs which best complement their product set. The company is already fairly strong in Canada, and is looking to distribution to strengthen Canadian presence further.
Westcon says Guidance’s endpoint security solutions are best-of-breed, and that they are already allied with some of Westcon’s other security vendor partners.
Distributor Westcon has a new program that aims to help new vendors bring their technology to the channel, or to broaden their reach around the world.
The new cloud offering comes from a Canadian-based datacentre, and is designed to appeal to SMBs as well as midmarket customers considering cloud.
