Pivot3 HCI offering relies on channel partnership strategy

Pivot3's newly launched Edge Office HCI offering for remote offices and branch offices will see partners heavily involved in the sales process; more news from the week.

Pivot3's newly unveiled hyper-converged infrastructure offering for the remote office/branch office market revolves around a channel partnership strategy.

The company's Edge Office product is "primarily designed for the channel," said Bruce Milne, chief marketing officer at Pivot3. Edge Office, a hyper-converged infrastructure (HCI) product that also targets small and midsize businesses (SMB), incorporates compute and storage within hyper-converged nodes. Each node ranges from 1.6 to 6.4 terabytes of raw storage capacity.

Milne said partners have an opportunity to sell various services around the HCI technology. Those include establishing hyper-converged readiness for prospective customers, configuring software on the appliances before they ship and capacity planning for storage. Channel companies can also help customers migrate data and applications to the hyper-converged platform, he added.

Milne said vertical markets where partners could find a fit for the new SMB and ROBO product include retail, discrete manufacturing, healthcare, and state and local governments. Customers in such markets tend to have multiple facilities or branches.

Jed Ayres

Overall, Pivot3's HCI business is growing at an annual compound aggregate rate of 65%. The part of the business that includes the new ROBO offering and focuses on such use cases as business continuity and disaster recovery, virtual desktop infrastructure, and data center consolidation is expanding at a 98.5% clip, according to Milne. That business segment represents a bit more than half of Pivot3's revenue, with the remainder coming from the company's data capture and management use case for surveillance video.

AccuImage, Vaporstream team for secure SMS

AccuImage LLC, a business process consulting firm based in Nashville, Tenn., has partnered with software as a service provider Vaporstream in the secure messaging space.

Pivot3's Edge Office is primarily designed for the channel.
Bruce Milnechief marketing officer, Pivot3

C. Roy Payne, CEO at AccuImage, which works with clients on their regulatory and compliance challenges, said his company provides customers secure and accessible storage for critical business data throughout its lifecycle. The addition of Vaporstream to AccuImage's portfolio of offerings will extend the company's services to include SMS text data.

"We have seen ... the growing importance of SMS-type data in today's business environment," Payne said. "In our opinion, SMS texting is the last frontier and the last mile" with respect to business communications data that organizations can effectively manage.

Vaporstream Secure Messaging provides secure chat, encrypting SMS text messages at rest and while they are being transmitted, according to the company. In addition, Vaporstream said its secure messaging product lets the sender control messages in that recipients can't copy, save, print, forward, edit or share messages. Senders can also delete messages from recipient devices after delivery.

AccuImage aims to provide Vaporstream's secure text messaging capabilities to its customers, Payne noted. But the company also plans to use Vaporstream's Information Governance Module (IGM) to let customers integrate SMS text data with the business record and integrate texts transmitted via Vaporstream into the customer's repository of record. Texts could be housed in a customer's enterprise content management system, for example.

Vaporstream's IGM allows a single copy of the customer's Vaporstream messages to be captured -- including metadata and images/documents -- from the Vaporstream cloud server prior to content expiration, Payne said. The IGM, a preconfigured virtual machine, is installed on premises on the customer's hardware.

Payne said Vaporstream's technology captures SMS data on the fly, so a customer can proactively manage text conversations and maintain compliance with the relevant regulatory framework, whether FINRA, HIPAA or PCI.

"That is the ... key benefit of the relationship," he said.

Liz Lederer, senior vice president of channel sales and partners at Vaporstream, said the company has about 18 technology partners and regional partners actively working with its offering. Lederer, who joined the company in April 2016, said the goal for her channel partnership strategy is to "get this first group of partners up and running."

Datapipe partners with Alibaba

Datapipe, a managed cloud services provider, is teaming with Alibaba Cloud, the cloud computing arm of China's Alibaba Group.

Datapipe said the alliance with Alibaba will let the company extend its services to global organizations entering China and Chinese organizations moving into other countries. The company said it will plan, build and operate cloud environments for Alibaba Cloud customers. The partnership will span Alibaba Cloud's computing, storage, database, content distribution network (CDN) and big data offerings.

Datapipe identified Joyful Journey Travel, a company based in China, as its first managed Alibaba Cloud customer. Datapipe's offering for Joyful Journey Travel included Alibaba Cloud Elastic Compute Service instances, AsparaDB and Alibaba's CDN.

An Alibaba spokeswoman said the Datapipe agreement is part of a broader effort to expand its partner base to more than 2,000 partners over the next few years. The company announced that initiative in 2015, targeting a wide spectrum of partners, including cloud brokers, independent software vendors, cloud consulting firms and hardware manufacturers.

"Alibaba's goal is to create an ecosystem around its portfolios that seamlessly integrates with one another for their clients," said Jason Singh, Datapipe's head of marketing for APAC. He said part of that approach takes place in house via Alibaba services in such areas as logistics and payments, while part is accomplished through "best of breed partners."

IGEL vies for spot in U.S. market

IGEL Technology, an endpoint management software vendor based in Bremen, Germany, has unveiled a brand-new effort to push into the North American market.

The company, which has made past attempts to build out into the U.S. market, introduced a North American partner program that features a three-tiered structure of Reseller, Authorized IGEL Partner and Platinum membership levels. According to Jed Ayres, president and CEO at IGEL North America, with North American headquarters in San Francisco, by instituting a modern channel program, establishing the right organization structure and investments in the U.S., and driving English-based marketing initiatives, IGEL will now find U.S. market success.

"[The North American launch] is a big departure from the way it's been done in the past, so hopefully you're going to see a cleaner, lighter message and one that actually highlights the software that makes IGEL significantly different [from] the other thin-client players out there," he said.

Jed Ayres,president and CEO, IGEL North AmericaJed Ayres

The Platinum tier offers benefits such as deal protection, back-end rebates, 4% accrual of market development funds, and discounted not-for-resale equipment. IGEL will also provide qualified sales leads under its channel partnership strategy. Ayers added that IGEL invested in six inside sales team staff members who will cull through and distribute leads to Platinum partners.

Requirements for the Platinum designation include the certification of four sales and four technical staff members and a commitment to $1 million annual sales target. "They are essentially agreeing to lead with IGEL as their preferred solution for thin clients, PC conversion software and endpoint management in these virtualized environments," Ayres said.

IGEL, which employs a 100% channel sales model, has so far announced 13 partners in its Platinum roster: AEC Group, Alchemy Technology Group, Choice Solutions, Coretek, Entisys360, Forthright Technology Partners, Gotham Technology Group, Hogan Consulting Group, MCPc, MTM Technologies Inc., Plan B Technologies Inc., Right! Systems Inc. and XenTegra.

"IGEL in the U.S. has been misunderstood in terms of what the value proposition is around the software. And also, it's been highly underrepresented," Ayres said. "Oftentimes, it's a two-horse race: It's Dell and HP that customers or channel partners are introducing. We believe that we [will] win if we're able to put our solution next to those solutions."

Partners may bundle Tufin, Fortinet offerings

Tufin, a network security vendor, has joined Fortinet's Fabric-Ready Partner Program, a linkup that gives channel partners the ability to provide a bundled offering.

Specifically, the alliance brings together the Tufin Orchestration Suite and the Fortinet Security Fabric. Tufin Orchestration Suite lets organizations visualize and control their network security policies across on-premises environments and cloud platforms, according to Tufin. Fortinet Security Fabric is an integrated architecture for providing distributed security in enterprises.

Mike O'Donohoe, Tufin's North American channel program manager, said partners will be able to promote a joint offering, knowing it has gone through the Fortinet certification process. In addition, O'Donohoe said Tufin is speaking with a number of partners about creating bundled offerings, in which partners would bring together Tufin and Fortinet security components and package them with services.

O'Donohoe said a bit more than 20% of Tufin's partners carry Fortinet products. He said that number is growing, noting a number of partners working with other firewall vendors are in the process of joining Fortinet.

"I'm hearing a lot of buzz around the Fortinet platform," he said.

In other partner program news, Tufin recently rolled out a formalized lead distribution program for Gold-level partners. Leads are distributed through Tufin's partner portal, Partner Center.

Other news

Here's a look at highlights from the week:

  • SAP said the global partner network implementing the company's SAP Hybris Cloud for Sales and SAP Hybris Cloud for Service offerings has grown by more than 570 partners over the last 12 months. Partners include Accenture Interactive, Capgemini, Deloitte Digital and IBM.
  • Netsurion and EventTracker, companies in the managed security services provider space, have agreed to merge. Netsurion, based in Ft. Lauderdale, Fla., focuses on multilocation, highly distributed networks, while EventTracker, a company with offices in Columbia, Md., and Bangalore, India, specializes in security information and event management offerings. Netsurion and EventTracker will "continue to operate as distinct brands," according to Netsurion.
  • SolarWinds N-able and LOGICnow have transitioned to a unified brand, SolarWinds MSP. That label now covers IT automation, security, and network and service management.
  • CloudJumper, a workspace as a service (WaaS) company, launched a partner program to sell its nWorkSpace WaaS technology. The program offers a range of resources for managed services providers (MSPs), independent software vendors, agents and other IT service providers, including sales and marketing tools, deal registration, training, incentives and a new partner portal for web-based quoting and ordering. Citing research from MarketsandMarkets, CloudJumper said the WaaS space -- currently valued at $7.47 billion -- is expected to become an $18.37-billion global market by 2023.
  • In other WaaS channel partnership strategy news: Itopia, a cloud workspace management platform vendor, said it secured $3.5 million in funding. Itopia plans to use the investment to build out its channel development teams, expand partner training resources, and fuel engineering developments.
  • Adar Inc. has launched Nerdio Admin Portal, an extension of the company's IT as a service platform. The company said the portal simplifies management tasks for MSPs.
  • Intermedia, a provider of cloud business applications, expanded its white-label partnership model with private cloud deployments. The company has two managed cloud options -- managed public cloud, in which companies share a multitenant deployment; and managed private cloud, in which companies receive a single-tenant deployment on Intermedia's infrastructure or Amazon Web Services.
  • Vidyo, an embedded video communications vendor, unveiled a partnership with Computacenter, a European IT provider. Computacenter will provide VidyoCloud to customers in the United Kingdom, France and Germany.
  • Seceon, a threat detection and management vendor, entered a strategic partnership with JK Technosoft, an IT services and software company.

The Market Share is a news roundup published every Friday. Additional reporting by Spencer Smith.

Next Steps

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