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HCI technology: Pivot3 taps Arrow for distribution

HCI technology vendor Pivot3 has entered a partnership with Arrow Electronics that covers distribution, marketing, channel development and contract manufacturing; other news.

Pivot3, a hyper-converged infrastructure vendor, has tapped Arrow Electronics for distribution and contract manufacturing.

The distribution, marketing and channel development components of the Arrow partnership will initially focus on the North American market. But Mark Maisano, vice president of channel sales at Pivot3, based in Austin, Texas, said discussions are underway regarding global distribution for its HCI technology. Arrow's Enterprise Computing Solutions (ECS) brings Pivot3 "a different set of partners," he said, noting the Arrow ECS channel ecosystem in the data center and storage areas.

The arrangement is the second distribution relationship for Pivot3, which partnered with Promark Technology, an Ingram Micro company, in June 2016. Promark specializes in data storage and virtualization products and focuses on the public sector, holding a number of federal and state contract vehicles. One of the Arrow ECS technology specializations is converged and hyper-converged infrastructure products.

In addition to distribution, Arrow will offer configuration services for Pivot3's hyper-converged platform on Lenovo servers. Under the arrangement, Pivot3 will engage with the distributor's Arrow Intelligent Systems for contract manufacturing services worldwide.

In 2015, Pivot3 unveiled a pact with Lenovo to bring its HCI technology to Lenovo hardware. At the time, Pivot3 identified Arrow ECS as its exclusive European distributor for the combined platform.

The arrangement with Arrow in Europe, however, mainly focused on surveillance use cases, Maisano said. The new HCI technology relationship, he added, targets enterprise customers with a broader range of offerings, such as Pivot3's Acuity HCI software platform, which was designed for large enterprise use cases.

Dave Clipp, principal of systems and virtualization at Atom Creek, an IT service provider and Pivot3 partner in Centennial, Colo., said he is pleased Pivot3 selected Arrow, referring to the company as "one of the best distribution partnerships we have."

"There are other distribution partners they could have chosen, and that could have been a deal breaker for us," Clipp said. "We've had some challenging relationships with some distribution partners."

The distribution pact comes amid an HCI technology market set for growth. "We see the use cases expanding where we can come in with a hyper-converged infrastructure," Clipp said, noting that earlier use cases were around virtual desktop infrastructure and video analytics.

Data quality vendor Naveego debuts channel program

Naveego, a provider of cloud-based data quality technology, introduced its Partner Success Program this week.

Through the program, partners can tap resources and support from the vendor to help customers address data quality challenges in hybrid cloud enterprise systems. Resources include sales and technical training, opportunity registration, and marketing and promotions, Naveego said.

"We are very much channel-focused. We don't have a direct sales force team. So, this [program] isn't a 'nice to have' for us; it's a 'have to have,'" said Sean Cavanaugh, director of sales at Naveego, based in Traverse City, Mich.

Partner Success is Naveego's first channel program. The company works with seven partners today, and another 11 partners are currently coming on board, Cavanaugh said. He added that Naveego's software-as-a-service offering has a low barrier of entry for partners, allowing them to rapidly establish themselves as subject-matter experts in data quality and master data management.

Naveego's expertise is in the oil and gas industry, he noted, but the vendor is looking at manufacturing and telecommunications as potential vertical market focuses.

VeloCloud aligns partners to retail market

Software-defined WAN company VeloCloud said partners have a role to play in its recently announced initiative to target the retail sector.

According to Mike Wood, vice president of worldwide marketing at VeloCloud, based in Mountain View, Calif., key IT trends in the retail industry span the shift to cloud, adoption of unified communications and video, internet of things deployment and pervasive in-store Wifi.

"VeloCloud SD-WAN for Retail is enabling our partners to differentiate themselves further in specific verticals using an expanded set of SD-WAN capabilities for the retail market, which includes advanced segmentation, PCI [Payment Card Industry] capabilities and deployment best practices," Wood said in an email.

Other news

  • If your customers use Salesforce, be on the lookout for more spending on AI and analytics. That's the word from Bluewolf, an IBM company and Salesforce consultancy, and its annual State of Salesforce Report. The report, based on a survey of 1,800 Salesforce customers from around the world, said 77% of Salesforce customers already using AI expect to up their investment in "AI or platforms that have embedded AI capabilities" over the next 12 months. In addition, 71% of the respondents said they are "increasing their investment in actionable analytics," according to the report.
  • CompTIA said it has updated its Security+ certification exam to place a greater emphasis on test takers' hands-on ability to identify and address security threats, attacks and vulnerabilities. CompTIA released the new version of Security+ (SY0-501) this month.
  • ConnectWise's business management platform, ConnectWise Management, has integrated with itopia's cloud IT management portal for Google Cloud Platform. According to itopia, the integration provides managed services providers the ability to support clients by synchronizing accounts, ticketing and billing transactions between ConnectWise and itopia.
  • SolarWinds MSP, a vendor of IT service management solutions targeting managed service providers, unveiled SolarWinds Mail Assure, a cloud-based email malware protection and spam filtering offering. Mail Assure integrates with on-premises or cloud-based email services, such as Microsoft Office 365 and Exchange.
  • Data protection vendor Commvault released ScaleProtect with Cisco UCS, an offering that integrates the vendor's HyperScale Software with Cisco's Unified Computing System. Available now through Cisco's SolutionsPlus program, the offering is slated to become available via Cisco's Global Price List. "This [release] really is a game-changer for our partner ecosystem and will create tremendous sales opportunities for them, while providing customers the flexibility, agility and reliability of the cloud to protect data stored on premises," said Ralph Nimergood, vice president of worldwide channels and alliances at Commvault, in an email.
  • Gainsight has extended its customer success management platform with an offering for professional services organizations. Gainsight for Services Success aims to help those organizations adapt to a subscription business model. The company said the offering helps professional services teams bring new clients on board at scale and measure service engagement results based on business outcomes. Gainsight for Services Success can work in conjunction with professional services automation tools, according to the company.
  • Pax8, a value-added cloud distributor, promoted Ryan Walsh to the position of chief channel officer. The company said Walsh will lead the strategic direction of Pax8's IT channel strategy, partner solutions and vendor relations.
  • World Wide Technology, an IT solution provider based in St. Louis, said it has expanded its partnership with Mercy, a health system also based in that city. Under the arrangement, Mercy will manage two on-site Family Health Centers for employees and their families. WWT opened the centers in St. Louis and Edwardsville, Ill., in 2015. The on-site health services include primary care providers, prescription drug dispensing and annual flu vaccinations.
  • Extreme Networks unveiled an updated partner program in the wake of its acquisitions of Zebra Technologies' WLAN and Avaya's networking businesses. Extreme also recently revealed its intent to purchase Brocade Communications Systems' data center networking business. New features of the program include four specialization programs, invitation-only Black Diamond membership status and sales-enablement packages.  

Market Share is a news roundup published every Friday.

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