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Dell EMC-VMware distribution simplifies top-tier channel sales

The distributor agreement streamlines combined hardware and software deals for Dell EMC's Titanium and Titanium Black partners; other news from the week.

Dell Technologies this week has tightened Dell EMC's strategic alliance with VMware through a new distribution agreement.

According to the vendor, top-tier Dell EMC channel partners now can procure VMware enterprise licensing agreements through Dell Technologies and earn benefits, incentives and revenue credits available in the VMware partner program. The aim of the tighter Dell EMC-VMware alignment is to make it easier for partners to combine Dell EMC hardware with VMware software in single deals, while also removing friction between Dell EMC sales reps and partners competing for VMware sales.

"The essence of this [distribution agreement] is really in response to very consistent feedback that the partners have shared both with VMware and their executives, as well as us" at Dell EMC, said Cheryl Cook, vice president of global channels and alliances at Dell EMC.

The Dell EMC-VMware distribution option is available exclusively to Dell EMC's Titanium and Titanium Black partners in the U.S., Canada, Mexico, Brazil, the U.K. and France. Cook noted plans to expand the option to 25 more countries by February 2018. Additionally, partners in lower tiers will eventually see the option, she said. "The intent is to take it more global and through the rest of the partner community as soon as we can," Cook said.

Cheryl Cook, vice president of global channels and alliances, Dell EMCCheryl Cook

Scott Miller, senior director of data center at World Wide Technology (WTT), a technology and systems integrator and Titanium Black partner, said WWT was excited about the new Dell EMC-VMware distribution option.

"First and foremost for me, it really shows the new channel leadership in this Dell EMC entity and VMware were really listening to their partners' feedback," he said. "This change allows everybody to win. Mainly, the customer wins because they can procure an end-to-end software-defined data center contract all the way down to the infrastructure with VMware and Dell EMC from a sole source."

"It was a change that was needed," he added.

MSPs stymied by cybersecurity staff shortage

A recent study published by Kaspersky Labs revealed that managed services providers are struggling to obtain cybersecurity talent.

According to the Kaspersky study, two out of three managed services providers (MSPs) are hindered by a shortage of qualified cybersecurity staff. As result, MSPs aren't expanding their security practices to meet market demands.

"It is clear that MSPs are currently suffering a security talent shortage given the results from our report," said Kevin Lozeau, head of channel marketing at Kaspersky Lab North America, in an email.

He recommended MSPs select cybersecurity products that easily integrate with existing management technology as a means of overcoming staffing challenges. Additionally, he suggested MSPs turn to vendor partnerships for help. Vendors can support an MSP's staff by providing cybersecurity research, technical training and comprehensive technical assistance, he said.

The study also found that cybersecurity is becoming a compulsory area of focus for MSPs, with 92% of MSPs now offering cybersecurity services in their portfolios. Lozeau said qualitative interviews with respondents showed MSPs provide a range of cybersecurity services, including advanced threat defense, application control, web and email filtering, endpoint and network protection, threat intelligence and data loss prevention.

Other news

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

  • Kentik, a network traffic intelligence vendor, debuted a formal channel program. The global program features two tiers -- one for independent sales agents and small consulting firms and one for reseller partners. Twenty partners have joined the program, the vendor said.
  • Boston-based Continuum, an IT management platform provider, partnered with distributor Bluechip Infotech to offer its remote monitoring and management platform to MSPs in Australia and New Zealand. Continuum opened a headquarters in Sydney earlier this year.
  • Software company Axway inked a deal with Ingram Micro to distribute Syncplicity enterprise file sync-and-share technology to its partners. Axway acquired Syncplicity in February.
  • ScienceLogic, a software and services company, introduced a Technical Services Partner Program to train partners on its services assurance platform.

Market Share is a news roundup published every Friday.

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