Adaptiva has hedged its bets on predictions for an explosion in Windows 10 deployments among large enterprises.
The IT systems management company provides OneSite, a content distribution engine, to simplify customers' Microsoft System Center Configuration Manager (ConfigMgr) infrastructure and fast-track enterprise-wide software deployments. Adaptiva yesterday unveiled a redesigned Global Channel Partner Program, citing an upcoming wave of Windows 10 deployments as an impetus for the update. The program introduces a structure of Bronze, Silver and Gold tiers, joint go-to-market programs, as well as a new partner portal, tier-based discount levels, and training and certification for Silver-level partners.
The partner program is built around the company's suite of systems management products, which includes OneSite; Client Health, an endpoint security engine for device security health checks, troubleshooting and remediation; and Green Planet, an add-on tool for energy-efficient power management and software patching.
"Like a lot of startup companies, we started by partnering with a lot of people in an unstructured, opportunistic way," Souders said. He added that Adaptiva has developed relationships with partners that range from "boutique types of value-added resellers that specialize in certain aspects of content distribution" or ConfigMgr to large managed services companies like Hewlett Packard Enterprise. The redesigned program aims to formalize the support and resources Adaptiva previously provided, distributed according to three membership levels.
Windows 10 deployments: An impending surge?
Microsoft has stated that ConfigMgr is used by 90,000 customers worldwide to deploy software on over 125 million devices across every major vertical, from finance to retail, according to Adaptiva. In a survey report published by Adaptiva in August of more than 300 IT professionals, the company found 64% of companies plan to migrate to Windows 10 within the next year, and 83% will use ConfigMgr to perform the update.
As further evidence of massive Windows 10 deployments ahead, Adaptiva cited Gartner's prediction that 50% of enterprises will begin deploying Windows 10 by January 2017.
"What we're finding is almost all of our customers are going to Windows 10 [but] that not many of them have gotten there yet, but a good number of them are planning to. … What we're seeing right now is just going to get bigger," Souders said. He noted the No. 1 factor driving Windows 10 deployments is the OS's enhanced security features.
According to Adaptiva's survey report, application compatibility was the top Windows 10 adoption barrier. The OS's touch-enabled features, which service provider Softchoice recently indicated was a potential adoption barrier for its customer base, was not a major reason Adaptiva's customers have resisted the upgrade, Souders said. "I think that's a barrier that's out there, but it's downstream from some of the bigger challenges."
EXalt targets channel with knowledge work as a service
Targeting the B2B sales process, eXalt Solutions Inc. has launched commercial availability of its knowledge-work-as-a-service (KWaaS) platform. Leslie Swanson, president and CEO of eXalt Solutions, said channel sales is one area her company will pursue with the new offering. She described channel sales as high touch with many humans in the loop to assist channel partners with questions on technical interoperability and partner program components such as deal registration.
"We realized that with a major technology uplift we could take a tremendous amount of high touch out of the channel," Swanson said.
The KWaaS platform generates rules-based digital workers, using technologies such as robotic process automation. The digital workers, which include Digital Advisors that help customers through the sales process, complement human workers "for the front-to-back B2B sales process," according to eXalt.
Other IT channel news
Here's a look at the week's highlights:
- Security vendor Siemplify launched the Nucleus Channel Partner Program to sell its ThreatNexus security operations platform. The ThreatNexus platform aims to help enterprise security operations center teams perform threat management and incident response. The program will initially have one tier "for the sake of simplicity" and "to create an even playing field" for partners, stated Ryan Snell, vice president of sales, North America, at Siemplify, in an email. "As the program evolves, and certain partners become a more reliable delivery vehicle for the platform, tiers will emerge." He said the program contains "all of the ingredients that premium solution providers expect," including free, hands-on technical certification; deal registration via a partner portal; marketing development funds; and sales and marketing playbooks. Siemplify announced new partnerships with security firms INNO4, SeeGee Technologies, RKON Technologies, and Gotham Technology Group as part of the launch.
- The first offering in Microsoft's recently debuted Microsoft Professional Degree program, a data science course, has "seen tremendous interest from prospective students," according to Gavriella Schuster, corporate vice president of the company's Worldwide Partner Group. Writing in a blog post, Schuster said Microsoft partners are also interested in building business offers around Microsoft's online content. She noted partners will soon be able to provide learning offerings built on the Open EdX platform.
- Interactive Intelligence Group Inc., which offers cloud services for customer engagement, communications and collaboration, said it has rapidly expanded its partner ecosystem, signing 50 new partners since January 2016. The company said indirect sales generate about half of new customer deals. Interactive Intelligence counts nearly 440 companies worldwide in its partner ecosystem. Interactive Intelligence last year overhauled its Global Partner Program to provide new cloud revenue opportunities and make it easier for partners to do business with the company, according to the company.
- Security vendor Palo Alto Networks appointed Dave Peranich as its executive vice president of worldwide sales and promoted Mark Anderson to president. Peranich joins Palo Alto from Riverbed Technology, where he served in various positions, including senior vice president of worldwide sales, executive vice president of worldwide field operations and president of worldwide field operations. Anderson will oversee Palo Alto's sales, go-to-market strategy, customer support and business development.
The Market Share is a news roundup published on SearchITChannel.com every Friday.