Global channel exec pursues 'new gen' of IBM business partners

IBM's new general manager of global IBM business partners will take over from Marc Dupaquier in July and pursue 'born in the cloud' partners; other news from the week.

IBM's new global channel chief, who will take the reins next month from Marc Dupaquier, said he will continue the momentum of his predecessor but focus more closely on developing relationships with a "new generation" of partners.

The vendor has named John Teltsch as general manager of global IBM business partners, replacing Dupaquier after he retires at the end of this month. Teltsch has had multiple roles at IBM for about 36 years, most recently serving as general manager of transformation, global markets. He said his experience at IBM has involved having "extensive relationships" with channel companies. 

Teltsch said Dupaquier has "done a phenomenal job of helping us start the transformation of our channel ... which I am going to continue to do." He noted that he is not going to "implement radical changes to some of the great programs and transformation initiatives that [Dupaquier] started."

These initiatives include aligning IBM business partners with the vendor's cognitive computing strategy, the primary focus of this year's IBM PartnerWorld Leadership Conference. The company has been working with partners through workshops to develop skills in cognitive technology and is now providing support and mentoring to those that are "seriously bringing solutions to market based on the Watson set of capabilities," he said.

John Teltsch, general manager of global IBM business partners John Teltsch

But Teltsch also wants to invest in extending IBM's channel reach into new clients and markets. He said pursuing a new generation of partners had previously been one of his aims when he ran IBM's analytics sales organization. He added he has a passion for "going after ... white space, new clients, new client acquisition strategies," which IBM has "not done a great job globally on."

The new generation of IBM business partners would include firms that have built businesses around data analytics and the developer side of the house, he said. "As we continue to grow our business and invest heavily in the cloud, the new generation of partners ... [is] those partners that are born in the cloud."

He noted that expanding IBM's reach and range through resellers will be a top priority as well. "We can't … grow this business without a continued focus and investment around the business partner organization in a global manner."

In addition to Teltsch's appointment, IBM hired Amazon Web Services' former general manager of global partner channels and alliances, Dorothy Copeland, as its vice president of business partners for the North America markets.

Qumulo sees channel boost in HPE partnership

Qumulo, a scale-out file storage vendor, has joined the Hewlett Packard Enterprise Complete program -- a move that the company believes has big implications for its channel.

The HPE Complete program allows customers to buy third-party branded products with HPE's interop assurance validation and currently represents vendors such as Brocade, Cohesity and Veeam Software. Qumulo, which works mainly with small regional channel partners and has found customer traction in the media and entertainment industry, said the HPE partnership provides access to HPE's global enterprise footprint.

"We are continuing to develop and mature [our] ecosystem, and HPE is going to be an important part of that because of [HPE's] reach," said Jay Wampold, vice president of marketing at Qumulo.

Wampold noted that after the Qumulo-HPE partnership was announced internally within HPE recently, Qumulo received significant "inbound interest" from HPE's sales organizations, customers and channel partners. "I would expect this [partnership] will have an impact on the breadth of channel partners that we do business with."

He said Qumulo sees an opportunity to grow its business with its scale-out storage software, which it bundles with off-the-shelf hardware, because "the massive growth of data today" has left enterprise customers with few choices. According to Wampold, customers can either "continue to squeeze the life" out of aging architecture, roll their own, or else rewrite their applications or workloads to run on object-based storage. "None of those are great answers for customers," he said.

"We have customers today that have billions of files, and that is becoming the new normal for a lot of enterprises," he added. "When you have a billion of anything, you can't rely on humans to manage that anymore."

News from HPE Discover 2017

Channel at the core of HPE's hybrid IT strategy

HPE introduces digital marketing program for partners

HPE unveils Project New Stack platform

Aruba Network releases core switch for large campuses, IoT

KeyInfo launches cloud object storage service

Key Information Systems Inc., a cloud and infrastructure provider based in Agoura Hills, Calif., launched a cloud-based object storage service in partnership with data center provider Switch.

KeyInfo's object-storage-as-a-service capability will be offered to Switch's data center customers. The service is priced at a flat rate, which KeyInfo said reduces infrastructure costs compared with public cloud. Clayton Weise, director of cloud services at KeyInfo, said customers in Switch facilities who have direct connections to Amazon Web Services' Simple Storage Service or Microsoft Azure's Block Blob storage incur costs when they push data into or pull data out of those storage services.

In addition to reducing data transfer costs, KeyInfo's cloud object storage service provides multi-regional replication as part of the standard package. Weise said KeyInfo leverages Switch's fiber network and data center facilities in Las Vegas; Reno-Tahoe, Nev.; and Grand Rapids, Mich.; for the replication feature. KeyInfo's storage service also uses Panzura's file storage technology. Panzura, a hybrid cloud storage vendor, launched a partner program earlier this year.

Weise said KeyInfo has found that its clients in the midmarket to large enterprise spaces are using object storage as an alternative to tape for data backup and archiving.

Other news

Here's a look at other highlights from the week:

  • Racemi, a cloud migration technology vendor, formalized its partner program for system integrations and managed services providers (MSPs). Through the program, partners can access five pricing bundles. Bundles are priced per server, starting at $675 per workload, and offers migration services and technology, as well as project management.
  • Handshake, a mobile B2B commerce solution vendor, unveiled a channel partner program for design agencies, business process consultants, systems integrators and solution providers. The Handshake product line consists of mobile sales order entry and B2B e-commerce apps for manufacturers, distributors and wholesalers. Partners can enroll in three categories: Design and Solution Partners, Technology Partners and Referral Partners.
  • A newly released cloud computing report shows that most corporate managers are opting for hybrid cloud or private cloud deployments, with a much smaller group gravitating toward the public cloud. The Harvard Business Review Analytic Services report, sponsored by technology solutions provider Insight, polled 347 respondents. The report found that 42% of the respondents identified the hybrid approach as their main cloud method, while 40% said they hosted most of their systems in a private cloud. Thirteen percent of the respondents said they host most of their systems in the public cloud.
  • Datto Inc., which sells data protection products to service providers, kicked off MarketNow, the company's global marketing automation platform. The platform lets partners use pre-written content to create campaigns, social media posts, webpages and branded collateral, according to the company. MarketNow is built upon MindMatrix, a partner relationship management product. The marketing automation platform was among the announcements at DattoCon, the company's annual partner conference. At DattoCon, the company also announced an expansion of its SIRIS 3X product line and unveiled a new ALTO 3 device for smaller customer environments. A recap of the product debuts will be available June 13 in an online session.
  • Blue Prism, a robotic process automation vendor, took the wraps off its Authorized Training Partner program. Six partners have already been certified: Ascension, Digital Workforce, Robiquity, Reveal Group, Symphony Ventures and WonderBotz.
  • Security vendor Barracuda added two new professional services offerings for MSPs. Available now, the new Managed Firewall and Managed Backup Appliance services work together with the Intronis MSP Editions of Barracuda NextGen Firewall and Barracuda Backup, respectively.
  • In the data center space, Green House Data, which provides cloud hosting, colocation and managed IT services, entered the Dallas-Fort Worth metropolitan area a cloud and disaster recovery data center based in Dallas. TierPoint LLC, meanwhile, has promoted Kenny Ash to vice president of channel. Ash joined TierPoint in 2016 as assistant vice president of national channel sales. He was previously with Peak 10.

Market Share is news roundup published every Friday.

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