Optanix to sell IT operations management services via channel partners

Optanix's new go-to-market strategy entails selling its IT operations management platform through three channels; more news from the week.

Optanix, a company that spun out of a managed service provider, announced an IT operations management platform that will be sold primarily through channel partners. The Optanix platform will be sold in a software as a service subscription model via three channels:

  • Sold directly to enterprises, service providers and government agencies through channel partners.
  • Purchased by solution providers, such as MSPs and value-added resellers, as the platform on which those companies develop their own managed services practices.
  • Resold via channel partners as a turnkey services offering that Optanix creates. The services include the SaaS-based Optanix IT operations management platform and ITIL-defined management services, such as incident management, problem management and change management.

"The channel partner ... is encouraged to provide their own differentiated services in conjunction with the Optanix delivered services, such as additional consulting and optimization offerings," an Optanix spokesman said.

Optanix, based in New York, spun out of ShoreGroup, an MSP, following Francisco Partners' majority investment. The spokesman said Optanix's go-to-market approach will focus on a "channel partner-based strategy, with limited direct sales for those whom require a direct relationship."

The week's top stories

Dell targets security partners with a new password management offering.

Oracle launches its first cloud program for partners.

CompTIA publishes its IT Industry Outlook report for 2016.

Xerox hires a new president of the U.S. channels group.

Green House Data formalizes a partner program for VARs  and MSPs.

Vijilan Security  grows its channel

Vijilan Security LLC has signed 90 partners to its channel program -- 60 since the company discussed its partner strategy at the August 2015 ChannelCon conference. The company offers 24/7 cyber threat monitoring services to MSPs and IT service providers, which provide the services to their small and medium-sized business customers.

Gary Mullen, chief sales and marketing officer at Vijilan, said the company is working with partners to pursue deals with their existing clients and collaborating with some partners on demand generation exercises.

More IT channel news

Other news made this the week:

  • Security vendor FireEye has updated the Fuel partner program, with increased incentives and access to a recurring revenue-based FireEye as a service offering. The updates follow the release of FireEye Power and FireEye Essentials, two new product editions of its threat management platform.
  • Network services provider EarthLink sold assets associated with its IT services offering to Synoptek, an IT managed services and support organization. EarthLink's IT services assets generate about $37 million in annualized run-rate revenue. Proceeds from the transaction are approximately $29 million and subject to post-closing contingencies.
  • IT management platform company Continuum expanded its MSPedia collection of educational articles for MSPs. New resources include information on MSP pricing strategies, cloud platform selection, managed services verticals and PCI DSS compliance.

Additional reporting by Spencer Smith.

Next Steps

Read sales and marketing advice for managed services providers.

Blog: Want to sell cloud? Focus on Millennials.

IT security tutorials: SDN, hyper-converged infrastructure, IoT.

Dig Deeper on Channel partner program news