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Pulse Secure stresses partner competency in new channel program

Access and mobile security vendor Pulse Secure has unveiled a global partner program as it transitions away from Juniper Networks. Also this week, Akamai and Trustwave entered into a strategic alliance.

After spinning off from Juniper Networks in July 2014, access and mobile security vendor Pulse Secure has launched Pulse Secure Connect Now, a global partner program.

The Pulse Secure program features three tiers -- Community, Secure Plus and Secure Premier -- with incentives and rewards differentiated by level. Partner benefits include a dedicated support team and training, as well training materials, sales enablement tools and online education courses through a partner portal. Partners can also use market development funds as well as funding for joint strategic initiatives. In August, Pulse Secure will offer deal registration and product list discounts.

Pulse Secure founded this program on principles of simplicity, competency and profitability, with an emphasis on competency, said Doug Erickson, vice president of worldwide partner sales at Pulse Secure. "Our belief on competency is that customers do business with partners because of a partner's real-world capabilities," he said.

Erickson added Pulse Secure will judge partner competency by reviewing joint case studies and by meeting with them. In addition to competency levels, Plus and Premier tiers have revenue requirements, but Erickson said the company places greater importance on partner growth rate.

Pulse Secure is currently focused on recruiting partners from the Juniper channel.

Akamai Technologies partners with Trustwave

Akamai Technologies Inc., a provider of content delivery network services, has entered a strategic alliance with managed security services company Trustwave. In their new partnership, the companies plan to offer customers products and security services from their respective portfolios.

In the first phase of the alliance, the companies will offer Trustwave's Managed Security Testing; Akamai's managed distributed denial-of-service protection services; Trustwave's Incident Response and Readiness services; and Akamai's Kona Site Defender.

Vijilan Security unveils new security services that partners can white label

IT security company Vijilan Security has unveiled three security services for small and mid-sized businesses (SMBs): ThreatDetect, ThreatAnalyze and ThreatRespond, which are sold exclusively through the Vijilan Partner Program -- a white-label channel sales model including both IT solution and managed security services providers.

The security services include detection, monitoring and incident response guidance from the company's security operations center. Partners can white-label the services with no capital infrastructure or resource costs, the company said.

Tech Data expands big data portfolio

Distributor Tech Data Corp. has expanded its portfolio of big data technology through a new exclusive agreement with storage vendor Saratoga Speed. Under the agreement, Tech Data will offer Saratoga Speed's portfolio of storage products to its channel of U.S. solution providers. The portfolio includes all-flash storage arrays aiming to address storage and analysis requirements of big data sets.

Tech Data partners can take advantage of virtual or personal demonstrations of Saratoga Speed arrays in its Solutions Center lab located at the company's headquarters in Clearwater, Florida.

Avnet Technology Solutions expands VersaStack to Latin America

Distributor Avnet Technology Solutions will begin offering Cisco's and IBM's VersaStack technology in Latin America. As a result, the distributor's channel partners in Latin America will have access to support from the Avnet team and more.

Apttus launches X-Author for Excel partner program

Last week, quote-to-cash software company Apttus introduced a partner program for selling its X-Author for Excel product. Benefits of the program include recurring subscriptions from selling X-Author for Excel Apps and associated support as well as streaming opportunities.

Next Steps

CompTIA's latest "Trends in Managed Services" report revealed the role of the MSP has become more strategic.

LabTech Software launched its Team Builder Toolkit at Automation Nation.

"The Compassionate Geek" author gave Automation Nation attendees tips on how to improve customer service skills.

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