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Anomali targets managed security service providers for global expansion

Threat management platform vendor Anomali said it will tap MSSPs for help reaching medium-sized businesses; other channel news from the week.

Anomali, a threat management and collaboration vendor, has revealed plans to build out partnerships with managed security service providers.

The company this week updated its channel program, rebranded the Anomali Cyber Pillar Acceleration Partner Program, under its new channel chief Darren Gaeta. Gaeta joined Anomali as vice president of worldwide alliances and channels in November. The revamped program features enhanced margins and training programs for Anomali's partners, which today include Accenture, PwC, KPMG, GuidePoint Security, Verizon and AT&T.

Although Anomali targets the global enterprise market, Gaeta said the vendor is also looking to move downstream to midsize businesses, a segment he defines as organizations of 10,000 or less users. Anomali views managed security service providers (MSSPs) as a means for penetrating that segment.

MSSPs can offer the Anomali security platform in three ways, he said. They can offer it as a managed offering that they host, a hybrid offering that they can install on premises and manage offsite, and as a complete resell offering. "It gives the client three types of ways to acquire the Anomali technology," Gaeta said.

Gaeta noted that Anomali partnered with a small number of managed services providers when he came to the company. Anomali now aims to recruit MSSPs in EMEA, Asia-Pacific and Latin America markets.

Having targeted the financial services sector in the past, Anomali will continue to develop its channel partnerships there and also pursue healthcare, legal services, and oil and gas, he said.

Anomali wants to work with partners on developing vertical-specific products as part of its vertical strategy. "We absolutely want to get their ideas and thoughts. A lot of these partners are the experts in ... vertical markets," he said.

Infoblox upping commitment to top-tier partners

Infoblox's channel chief said the company is aligning more resources with its top-tier partners in 2018.

The networking vendor redesigned its BuildingBlox partner program in September 2017, enriching partner rewards for training and certifications and building Infoblox security platform technology businesses. Infoblox also updated its deal registration with deeper discounts for registering leads.

"A big part of what we are doing in regards to our channel strategy is continued commitment to our channel," said Sandy Janes, director of partner programs at Infoblox. "Ninety percent to 95% of our revenue today already flows through our channel."

Infoblox has about 900 partners globally but will focus its channel investments on partners in the BuildingBlox program's top Gold and Platinum tiers, Janes said. Investments will range from new tools and added incentives to more training material and improved partner user experience via Infoblox's learning management system and partner portal.

Janes noted that as Infoblox evolves into "more of a security and subscription company," it will seek partnerships with channel firms experienced in security and subscription businesses.

ConnectWise's David Bellini takes leave of absence

David Bellini, co-founder and president of international at ConnectWise, will take an indefinite leave from the business software vendor in light of what the company described as "health issues associated with the use of prescription and non-prescription pain medications." ConnectWise said Bellini "has been suffering chronic pain for several years and has unfortunately fallen prey to overuse of these substances."

Gregg Lalle, vice president of international sales at ConnectWise, will report directly to ConnectWise CEO Arnie Bellini while David Bellini is on leave.

Other news

  • Microsoft launched an initiative to help cloud startups sell their Azure-based offerings and is readying a program to support ISVs building new apps or migrating existing software to the cloud. The Microsoft for Startups initiative, a $500 million two-year commitment, aims to provide startups co-selling options, as well as technical and business support. The startup program will prepare startups to sell their cloud offerings to customers in conjunction with Microsoft's sales force and the vendor's partner ecosystem. The ISV program, meanwhile, will offer a starter kit, an annual subscription that will include Azure credits, development and test licenses and technical assistance, according to a Microsoft blog post. That program will launch later this year, according to the company.
  • ConvergeOne, an IT services provider based in Eagan, Minn., has agreed to acquire the systems integration business of distributor Arrow Electronics. The integration unit focuses on unified communications, contact center and voice and data technologies. The deal is expected to close within 30 days, according to ConvergeOne. The company targets a number of vertical markets, including financial services, government, healthcare and educational institutions.
  • Cisco has bundled three products into an endpoint security portfolio for managed security service providers. The Cisco offerings incorporated into the portfolio include Cisco AMP for Endpoints, Cisco Umbrella and Meraki Systems Manager.
  • Networking vendor Veriflow unwrapped its Select partner program for its Continuous Network Verification platform. Veriflow noted it will have strict criteria for partners that can join the program, such as aligned market vision and complementary market expertise.
  • Insight Enterprises unveiled a backup-as-a-service offering that the company said supports on- and off-site enterprise workloads. The service is based on a consumption-based pricing model and employs public cloud resources to handle spikes in usage.
  • Colocation data center services company VXchnge launched a partner program for selling its colocation and interconnection services. The program gives partners access to training, solution architects and support technicians. Launch partners include Unitas Global, Bridgepointe Technologies, Avant and MicroCorp.
  • Pulseway, a San Jose, Calif., provider of remote monitoring and management software, launched new OS patch management capabilities that the company said let managed service providers better respond to security issues such as Spectre and Meltdown. The company also rolled out integrations with Customer Thermometer and QuoteWerks to extend its professional services automation offering.
  • Cloud distributor Pax8 said it will sell the full portfolio of Webroot cloud security products. The portfolio includes SecureAnywhere Business Endpoint Protection, DNS Protection and Security Awareness Training.
  • Xerox packaged its managed print services software in its new MPS Essential Suite offering for partners. The suite's tools cover areas such as secure authentication, mobile print functionality and advanced scanning capabilities, Xerox said.
  • Convey Services, based in Roswell, Ga., launched the IoT Channel Accelerator program, an online portal that provides internet of things offerings and education to channel partners in the telecommunications and cloud markets.
  • Oracle NetSuite added four companies to its channel partner roster. ERA Consulting Group, Smartbridge, Softengine and Vibrant Inc. have joined the NetSuite Solution Provider Program.
  • Business software vendor Agiloft recruited Sequent as an Agiloft Certified Reseller. According to Agiloft, Sequent will help expand the reach of its Contract Management Suite in the life sciences market.
  • ESentire, a Canadian managed detection and response provider, appointed IT industry veteran Kerry Bailey as CEO. Bailey recently served as senior vice president of worldwide indirect sales at Hewlett Packard Enterprise. Former ESentire CEO, J. Paul Haynes, will take the role of president and COO, the company said.
  • Cloud communication platform vendor Twilio named Ron Huddleston as its chief partners officer. Huddleston previously held channel roles at Microsoft and Salesforce.

Market Share is a news roundup published every Friday.

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