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Informatica partner strategy on track for expansion

Data management vendor Informatica has signed a North American distributor agreement with Avnet Technology Solutions, a move the vendor said advances its revised channel strategy.

Under the agreement, Avnet Technology Solutions will provide North American partners with access to Informatica’s portfolio of data integration, cloud, master data management, big data and security technologies. The partnership builds on Informatica and Avnet’s existing relationships in Indonesia, Italy, Malaysia, Singapore and the U.K. Informatica, which also partners with Tech Data and Ingram Micro, in January authorized Arrow Electronics to distribute its portfolio, as well.

Informatica currently derives about 5% of its total revenues from the channel, said Rodney Foreman, senior vice president of worldwide partner ecosystem. Foreman said Informatica aims to increase that number to 40% over the next five years.

“We’re well on track to make that happen,” he said.

Foreman came to the vendor about five months ago after having led IBM’s global cloud channel business. “I joined Informatica with the mission to grow our channel business worldwide by establishing a new channel program and building our partner capacities,” he said.

Under Foreman, Informatica has established a two-tier structure and will officially launch an updated Informatica partner program on Feb. 6. The program introduces a 15% frontend margin for partners and 10% backend rebates for bringing in new customers and selling cloud-centric products. Infromatica will also offer incremental rewards for selling into the midmarket.

He said one of the biggest opportunities for the Informatica partner channel is around its recently released data security product, Secure@Source. The data security market is a new area for the vendor.

“We want partners in the security space to help us grow our revenue and market share because it’s an area that we have not been before,” he said.

Infromatica partners with global system integrators, value-added resellers, managed services providers, cloud service providers and ISVs.

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Brian, thanks for bringing the topic of scalability to the forefront. It’s a hot topic we hear from clients and prospects all of the time. However it’s definitely a case where not all VDI vendors are the same. I would argue that the ease of scalability is a function of the software architecture. For example, web servers are architected to scale horizontally. As your web traffic increases, you simply add more servers and sometimes additional storage capacity. The challenge is that many VDI solutions, including the two most vocal vendors, DO NOT scale horizontally. In fact, Citrix and VMware have multiple software components each of which has its own scaling rules making the process very difficult. Virtual Bridges VERDE, on the other hand, does in fact scale horizontally, just like a web server. There is a single identical software component installed on every server. Increasing the number of desktops simply means increasing the number of servers and adding storage capacity as needed.

When you start really small with just local storage and want to scale out and move to shared storage, it is very easy to do with VERDE. It is simply a matter of copying files from local storage to shared storage and pointing your servers to this new storage. Your system is up and running again. We recently had a customer completely change their storage infrastructure without any downtime for their production users.

The truth is scalability can be an issue with all software, not just VDI. It requires planning and designing the right solution architecture that meets your future needs. At Virtual Bridges, our solution architects work with the customer to understand future scaling needs and leverage our simple scaling architecture to use a building block approach. Scaling from 200 to 2000 users simply means adding additional server and storage blocks. And you can continue to scale to hundreds of thousands of users. There is no need to replace or throw out existing blocks.

Scalability is definitely something that organizations should question when looking at VDI vendors. That said, not all VDI product are alike. Any company that is considering VDI and has plans to scale should definitely give us a call.
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