Tag Archives: channel

5/14: Hyper-V HyperClear Update

‎05-14-2019 12:54 PM

Four new speculative execution side channel vulnerabilities were announced today and affect a wide array of Intel processors. The list of affected processors includes Intel Xeon, Intel Core, and Intel Atom models. These vulnerabilities are referred to as CVE-2018-12126 Microarchitectural Store Buffer Data Sampling (MSBDS), CVE-2018-12130 Microarchitectural Fill Buffer Data Sampling (MFBDS), CVE-2018-12127 Microarchitectural Load Port Data Sampling (MLPDS), and CVE-2018-11091 Microarchitectural Data Sampling Uncacheable Memory (MDSUM). These vulnerabilities are like other Intel CPU vulnerabilities disclosed recently in that they can be leveraged for attacks across isolation boundaries. This includes intra-OS attacks as well as inter-VM attacks.

In a previous blog post, the Hyper-V hypervisor engineering team described our high-performing and comprehensive side channel vulnerability mitigation architecture, HyperClear. We originally designed HyperClear as a defense against the L1 Terminal Fault (a.k.a. Foreshadow) Intel side channel vulnerability. Fortunately for us and for our customers, HyperClear has proven to be an excellent foundation for mitigating this new set of side channel vulnerabilities. In fact, HyperClear required a relatively small set of updates to provide strong inter-VM and intra-OS protections for our customers. These updates have been deployed to Azure and are available in Windows Server 2016 and later supported releases of Windows and Windows Server. Just as before, the HyperClear mitigation allows for safe use of hyper-threading in a multi-tenant virtual machine hosting environment.

We have already shared the technical details of HyperClear and the set of required changes to mitigate this new set of hardware vulnerabilities with industry partners. However, we know that many of our customers are also interested to know how we’ve extended the Hyper-V HyperClear architecture to provide protections against these vulnerabilities.

As we described in the original HyperClear blog post, HyperClear relies on 3 main components to ensure strong inter-VM isolation:

  1. Core Scheduler
  2. Virtual-Processor Address Space Isolation
  3. Sensitive Data Scrubbing

As we extended HyperClear to mitigate these new vulnerabilities, the fundamental components of the architecture remained constant. However, there were two primary hypervisor changes required:

  1. Support for a new Intel processor feature called MbClear. Intel has been working to add support for MbClear by updating the CPU microcode for affected Intel hardware. The Hyper-V hypervisor uses this new feature to clear microarchitectural buffers when switching between virtual processors that belong to different virtual machines. This ensures that when a new virtual processor begins to execute, there is no data remaining in any microarchitectural buffers that belongs to a previously running virtual processor. Additionally, this new processor feature may be exposed to guest operating systems to implement intra-OS mitigations.
  2. Always-enabled sensitive data scrubbing. This ensures that the hypervisor never leaves sensitive data in hypervisor-owned memory when it returns to guest kernel-mode or guest user-mode. This prevents the hypervisor from being used as a gadget by guest user-mode. Without always-enabled sensitive data scrubbing, the concern would be that guest user-mode can deliberately trigger hypervisor entry and that the CPU may speculatively fill a microarchitectural buffer with secrets remaining in memory from a previous hypervisor entry triggered by guest kernel-mode or a different guest user-mode application. Always-enabled sensitive data scrubbing fully mitigates this concern. As a bonus, this change improves performance on many Intel processors because it enables the Hyper-V hypervisor to more efficiently mitigate other previously disclosed Intel side channel speculation vulnerabilities.

Overall, the Hyper-V HyperClear architecture has proven to be a readily extensible design providing strong isolation boundaries against a variety of speculative execution side channel attacks with negligible impact on performance.

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Author: brucesherwin

[email protected] Launches a New YouTube Channel for Independent Gaming – Xbox Wire

Today marks the launch of the [email protected] YouTube channel! Click here to give it a visit. With this channel, we are going to present the very best in Independent games coming to Xbox One and Windows PC, and maybe even some fun original programming along the way. [email protected] has been around since 2013 (ed – holy cow has it been that long?). The very first [email protected] game, Strike Suit Zero, shipped on April 4, 2014, and since then we’ve helped Independent developers, both big and small, launch nearly 1,500 games on Xbox.

We know there’s a community out there that’s passionate about Independent gaming – we interact with them every day on social media, at shows and events, on Mixer, and in games. And we’re extremely passionate about Independent games ourselves, if you hadn’t guessed! With this channel we simply want to share stuff that we think is awesome and see what you think. Please feel free to jump in the comments and let us know what you like and want to see more of, and what games you’re excited about.

We’ve created a video to celebrate the launch – check it out to meet some members of the [email protected] and hear what some of our favorite games are. The [email protected] YouTube channel is live now and don’t forget to subscribe so you don’t miss any of the amazing content from Independent games going forward.

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Author: Microsoft News Center

IBM Cloud Paks open new business for channel partners

IBM said its latest push into the hybrid and multi-cloud market is setting the stage for new channel opportunities. 

The company this week revealed IBM Cloud Paks, a new set of IBM software offerings containerized on Red Hat OpenShift. According to IBM, Cloud Paks aim to help customers migrate, integrate and modernize applications in multiple-cloud environments.

Those environments include public clouds such as AWS, Azure, Google Cloud Platform, Alibaba and IBM Cloud, as well as private clouds. The Cloud Paks launch follows on the heels of IBM closing its $34 billion Red Hat acquisition in July and is part of a broader strategy to make its software portfolio cloud-native and OpenShift-enabled.

“The strategy has been to containerize the middleware on a common Kubernetes platform. That common Kubernetes platform is Red Hat OpenShift,” said Brian Fallon, director of worldwide digital and partner ecosystems, IBM Cloud and cognitive software.

For IBM business partners, Cloud Paks offer a modular approach to solving common problems faced by customers in their journeys to cloud, he said. The company released five Cloud Pak products, addressing data virtualization; application development; integration of applications, data, cloud services and APIs; process automation; and multi-cloud management.

IBM Cloud Paks can be mixed and matched to address different customer scenarios. For example, the Cloud Pak for Applications and Cloud Pak for Integration “together represent a great opportunity for partners to help their clients move and modernize workloads to a cloud environment,” Fallon said.

Dorothy Copeland, global vice president of programs and business development for the IBM partner ecosystem, said IBM’s push into hybrid and multi-cloud products is creating new opportunities for IBM and Red Hat partners, respectively.

“We are enabling the market to drive hybrid, multi-cloud solutions and, in that, enabling our business partners to be able to do that, as well. … There is a huge opportunity for partners, especially around areas where partners can add specific knowledge, services and management of the deployment,” she said.

Cloud Paks may also serve as an entry point for Red Hat partners to build IBM practices. Copeland noted that Red Hat partners have shown increasing interest in joining the IBM partner ecosystem since the acquisition was announced. IBM has stated it intends Red Hat to operate independently under its ownership.

Logically acquires New York-area IT services company

Christopher Claudio, CEO at LogicallyChristopher Claudio

Logically, a managed IT services provider based in Portland, Maine, has acquired Sullivan Data Management, a 10-employee outsourced IT services firm located north of New York City.

Launched earlier this year, Logically formed from the merger of Winxnet Inc., an IT consulting and outsourcing firm in Portland, and K&R Network Solutions, a San Diego-based managed service provider (MSP). 

Christopher Claudio, Logically’s CEO, said in an April 2019 interview that the company was looking for additional acquisitions. The Sullivan Data Management deal is the first of those transactions. Claudio said two or three acquisitions may follow by the end the year.

Sullivan Data Management fits Logically’s strategy of focusing on locations outside of top-tier metropolitan areas, where MSP competition is thickest. The company is based in Yorktown Heights in Westchester County, an hour’s drive from New York. Sullivan Data Management services customers in Westchester and neighboring counties.

This is the type of acquisition we are looking for.
Christopher ClaudioCEO, Logically

“This is the type of acquisition we are looking for,” Claudio said.

He also pointed to an alignment between Logically’s vertical market focus and Sullivan Data Management’s local government customer base.

“We do a lot of work within the public sector,” Claudio said, noting the bulk of Sullivan Data Management’s clients are in the public safety and municipal management sectors.

Barracuda reports growth in email security market

Barracuda Networks said its email security business is booming, with a $200 million annual revenue run rate for fiscal year 2019, which ended Feb. 28.

For the first quarter of its fiscal year 2020, Barracuda said its email security product, Barracuda Sentinel, saw 440% year-over-year growth in sales booking. In the same time frame, its email security, backup and archiving package, Barracuda Essentials, saw 46% growth in sales bookings, the vendor said.

Meanwhile, Barracuda’s business unit dedicated to MSPs reported the annual recurring revenue for its email protection business increased 122% year over year for the first quarter of fiscal year 2020.

Ezra Hookano, vice president of channels at Barracuda, based in Campbell, Calif., cited conditions of the email security market as one driver behind the company’s growth. Phishing attacks have become more sophisticated in their social-engineering tactics. Email security threats are “very specific and targeted to you and your industry, and [no one is] immune — big or small,” he said.

Hookano also pointed to Barracuda’s free threat scan tool as an important business driver. He said many Barracuda resellers are using the threat scans to drive the sales process.

“We, to this point, have never run a threat scan that didn’t come back with at least some things that were wrong in the [email] network. … About 30% to 40% of the time, something is so bad that [customers] have to purchase immediately.”

Barracuda is looking to differentiate itself from its pure-play email security competitors by tapping into its portfolio, he noted. The company’s portfolio includes web filtering and firewall products, which feed threat data into Barracuda email security.

“If I’m a pure-play email security vendor now, I no longer have the ability to be as accurate as a portfolio company,” Hookano said.

Data from Barracuda’s remote monitoring and management product, Managed Workplace, which the vendor acquired from Avast earlier this year, also bolster email security capabilities.

“Our goal in the email market … is to use all of our other products and the footprint from our other products to make our email security signatures better and to continue to build on our lead there,” he said.

Equinix cites channel in Q2 bookings, customer wins

Equinix Inc., an interconnection and data center company based in Redwood City, Calif., cited channel sales as a key driver behind second-quarter bookings.

The company said channel partners contributed more than 25% of the bookings for the quarter ended June 30. And those bookings accounted for 60% of Equinix’s new customer wins during the quarter, according to the company. Equinix’s second-quarter revenue grew 10% year over year to $1.385 billion.

In a statement, Equinix said it has “deepened its engagement with high-priority partners to drive increased productivity and joint offer creation across its reseller and alliance partners.”

Those partners include Amazon, AT&T, Microsoft, Oracle, Orange, Telstra, Verizon and World Wide Technology, according to a company spokeswoman. New channel wins in the second quarter include a deal in which Equinix is partnering with Telstra to provide cloud connectivity at Genomics England.

Equinix has also partnered with Assured DP, a Rubrik-as-a-service provider, in a disaster recovery offering.

Other news

  • Microsoft partners could see a further boost in momentum for the company’s Teams calling and collaboration platform. Microsoft said it will retire Skype for Business Online on July 31, 2021, a move that should pave the way for Skype-to-Teams migrations. Microsoft officials speaking last month at the Inspire conference cited Teams as among the top channel opportunities for Microsoft’s 2020 fiscal year. Partners expect to find business in Teams training and governance. The Skype for Business Online retirement does not affect Skype Consumer services or Skype for Business Server, according to a Microsoft blog post.
  • Google said more than 90 partners have obtained Google Cloud Partner specializations in the first half of 2019. Partners can earn specializations in areas such as applications development, cloud migration, data analytics, education, work transformation, infrastructure, IoT, location-based services, machine learning, marketing analytics and security. Partners that acquired specializations during the first half of the year include Accenture, Agosto, Deloitte Consulting and Maven Wave Partners. The specialization announcement follows the launch of the Google Cloud Partner Advantage Program, which went live July 1.
  • Mimecast Ltd., an email and data security company based in Lexington, Mass., unveiled its Cyber Alliance Program, which aims to bring together security vendors into what it terms a “cyber-resilience ecosystem.” The program includes cybersecurity technology categories such as security information and event management; security orchestration, automation and response; firewall, threat intelligence and endpoint security. Mimecast said the program offers customers and partners purpose-built, ready-to-use integrations; out-of-the-box APIs; documented guides with sample code; and tutorials that explain how to use the integrations.
  • Two-thirds of channel companies said they have changed their customer experience tactics, with 10% reporting a move to an omnichannel approach for customer interaction in the past year. Those are among the results of a CompTIA survey of more than 400 channel companies. The survey cited customer recruitment and customer retention as areas where the most respondents reported deficiencies.
  • CompTIA also revealed this week that it will acquire Metacog, an assessment, certification and training software vendor based in Worcester, Mass. CompTIA said Metacog’s technology will be incorporated into the upcoming release of its online testing platform. Metacog’s technology uses AI, big data and IoT APIs.
  • Naveego unveiled Accelerator, a tool for partners to analyze data accuracy across a variety of sources. Accelerator “is a great starting point for our partners to get a feel for just how ready a customer’s data is to participate in [data-based projects]. In general, that makes the projects have a higher degree of success, as well as go much more smoothly,” said Derek Smith, CTO and co-founder of the company. Naveego works with about 10 partners, recently expanding its roster with Frontblade Systems, H2 Integrated Solutions, Mondelio and Narwal.
  • US Signal, a data center services provider based in Grand Rapids, Mich., said its DRaaS for VMware offering is generally available. The offering, based on VMware vCloud Availability, provides disaster recovery services for multi-tenant VMware clouds.
  • Synchronoss Technologies Inc., a cloud and IoT product provider based in Bridgewater, N.J., is working with distributor Arrow Electronics to develop and market an IoT smart building offering. The IoT offering is intended for telecom operators, service providers and system integrators.
  • Distributor Synnex Corp. inked a deal with Arista Networks to provide its data center and campus networking products.
  • Peerless Networks, a telecom services provider, named Ryan Patterson as vice president of channel sales. Patterson will oversee the recruitment of new master and direct agents for Peerless’ national channel program, the company said.
  • Nintex, a process management and workflow automation vendor, hired Michael Schultz as vice president of product, channel and field marketing, and Florian Haarhaus as vice president of sales for EMEA.

Market Share is a news roundup published every Friday.

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For Sale – KINGSTON FURY WHITE 32GB (2X16GB) DDR4 PC4-19200C15 2400MHZ DUAL CHANNEL KIT – Brand new

FURY WHITE 32GB (2X16GB) DDR4 PC4-19200C15 2400MHZ DUAL CHANNEL KIT

This kit was used for a day before I decided to go back to 16GB RAM so it’s barely had any use at all. These kits are £330 new so I am asking £295 including special delivery

—–

Asus VX24AH IPS 1440p monitor for sale

The monitor is in perfect condition, it is fully boxed

I can’t see any stuck pixels on the monitor and backlight bleed doesn’t seem to be an issue

I’m asking £120 for a quick sale, but may consider close offers if you’re a serious buyer

SOLD

Price and currency: £Various
Delivery: Delivery cost is included within my country
Payment method: Bank transfer
Location: Stoke on trent
Advertised elsewhere?: Advertised elsewhere
Prefer goods collected?: I have no preference

______________________________________________________
This message is automatically inserted in all classifieds forum threads.
By replying to this thread you agree to abide by the trading rules detailed here.
Please be advised, all buyers and sellers should satisfy themselves that the other party is genuine by providing the following via private conversation to each other after negotiations are complete and prior to dispatching goods and making payment:

  • Landline telephone number. Make a call to check out the area code and number are correct, too
  • Name and address including postcode
  • Valid e-mail address

DO NOT proceed with a deal until you are completely satisfied with all details being correct. It’s in your best interest to check out these details yourself.

For Sale – KINGSTON FURY WHITE 32GB (2X16GB) DDR4 PC4-19200C15 2400MHZ DUAL CHANNEL KIT – Brand new

FURY WHITE 32GB (2X16GB) DDR4 PC4-19200C15 2400MHZ DUAL CHANNEL KIT

This kit was used for a day before I decided to go back to 16GB RAM so it’s barely had any use at all. These kits are £330 new so I am asking £295 including special delivery

—–

Asus VX24AH IPS 1440p monitor for sale

The monitor is in perfect condition, it is fully boxed

I can’t see any stuck pixels on the monitor and backlight bleed doesn’t seem to be an issue

I’m asking £120 for a quick sale, but may consider close offers if you’re a serious buyer

SOLD

Price and currency: £Various
Delivery: Delivery cost is included within my country
Payment method: Bank transfer
Location: Stoke on trent
Advertised elsewhere?: Advertised elsewhere
Prefer goods collected?: I have no preference

______________________________________________________
This message is automatically inserted in all classifieds forum threads.
By replying to this thread you agree to abide by the trading rules detailed here.
Please be advised, all buyers and sellers should satisfy themselves that the other party is genuine by providing the following via private conversation to each other after negotiations are complete and prior to dispatching goods and making payment:

  • Landline telephone number. Make a call to check out the area code and number are correct, too
  • Name and address including postcode
  • Valid e-mail address

DO NOT proceed with a deal until you are completely satisfied with all details being correct. It’s in your best interest to check out these details yourself.

For Sale – KINGSTON FURY WHITE 32GB (2X16GB) DDR4 PC4-19200C15 2400MHZ DUAL CHANNEL KIT – Brand new

FURY WHITE 32GB (2X16GB) DDR4 PC4-19200C15 2400MHZ DUAL CHANNEL KIT

This kit was used for a day before I decided to go back to 16GB RAM so it’s barely had any use at all. These kits are £330 new so I am asking £295 including special delivery

—–

Asus VX24AH IPS 1440p monitor for sale

The monitor is in perfect condition, it is fully boxed

I can’t see any stuck pixels on the monitor and backlight bleed doesn’t seem to be an issue

I’m asking £120 for a quick sale, but may consider close offers if you’re a serious buyer

SOLD

Price and currency: £Various
Delivery: Delivery cost is included within my country
Payment method: Bank transfer
Location: Stoke on trent
Advertised elsewhere?: Advertised elsewhere
Prefer goods collected?: I have no preference

______________________________________________________
This message is automatically inserted in all classifieds forum threads.
By replying to this thread you agree to abide by the trading rules detailed here.
Please be advised, all buyers and sellers should satisfy themselves that the other party is genuine by providing the following via private conversation to each other after negotiations are complete and prior to dispatching goods and making payment:

  • Landline telephone number. Make a call to check out the area code and number are correct, too
  • Name and address including postcode
  • Valid e-mail address

DO NOT proceed with a deal until you are completely satisfied with all details being correct. It’s in your best interest to check out these details yourself.

For Sale – FURY WHITE 32GB (2X16GB) DDR4 PC4-19200C15 2400MHZ DUAL CHANNEL KIT – Brand new

FURY WHITE 32GB (2X16GB) DDR4 PC4-19200C15 2400MHZ DUAL CHANNEL KIT

This kit was used for a day before I decided to go back to 16GB RAM so it’s barely had any use at all. These kits are £330 new so I am asking £295 including special delivery

—–

Asus VX24AH IPS 1440p monitor for sale

The monitor is in perfect condition, it is fully boxed

I can’t see any stuck pixels on the monitor and backlight bleed doesn’t seem to be an issue

I’m asking £120 for a quick sale, but may consider close offers if you’re a serious buyer

SOLD

Price and currency: £Various
Delivery: Delivery cost is included within my country
Payment method: Bank transfer
Location: Stoke on trent
Advertised elsewhere?: Advertised elsewhere
Prefer goods collected?: I have no preference

______________________________________________________
This message is automatically inserted in all classifieds forum threads.
By replying to this thread you agree to abide by the trading rules detailed here.
Please be advised, all buyers and sellers should satisfy themselves that the other party is genuine by providing the following via private conversation to each other after negotiations are complete and prior to dispatching goods and making payment:

  • Landline telephone number. Make a call to check out the area code and number are correct, too
  • Name and address including postcode
  • Valid e-mail address

DO NOT proceed with a deal until you are completely satisfied with all details being correct. It’s in your best interest to check out these details yourself.

OVHcloud expands US footprint with channel partner program

Europe’s largest cloud provider has stepped up its channel presence in the U.S. with a new partner program.

OVHcloud, which has its global headquarters in Roubaix, France, broke into the U.S. market only recently, following its acquisition of VMware’s vCloud Air business. With its U.S.-based partner program, launched this week, OVHcloud hopes to expand the reach of its IaaS portfolio, spanning VMware-based hosted private cloud, bare-metal server and public cloud options.

David WigglesworthDavid Wigglesworth

“I think we are the best-kept technical secret nobody has heard of,” said David Wigglesworth, chief revenue officer at OVHcloud, which has its U.S. corporate headquarters in Reston, Va.

The OVHcloud channel program features four partner tiers with incremental benefits and requirements. Partners will have access to training; marketing support, such as market development funds; and sales activity planning, the company said.

OVHcloud has already signed a handful of U.S.-based partners, including solution provider FusionStorm. Wigglesworth noted that OVHcloud’s offerings will also be sold by VMware sales reps.

HPE updates Partner Ready program

Hewlett Packard Enterprise (HPE) this week unveiled enhancements to the Partner Ready program, which now features increased rewards for resellers.

According to HPE, resellers can now earn increased rebates and other incentives for selling products in “high-growth markets,” specifically storage, composable infrastructure, hyper-converged technology, software and consumption services. The Partner Ready program enhancements will take effect on Nov. 1, HPE said.

“Because of the changes that we have made, resellers and other partner business types ought to look at this as an opportunity to redouble their focus and efforts around HPE because it will prove to be very rewarding,” said Terry Richardson, vice president of North American channels and alliances at HPE.

HPE’s products that align with the market opportunities it is targeting include HPE Nimble Storage and 3PAR for storage, SimpliVity and Synergy for composable and hyper-converged technology, and GreenLake and Datacenter Care for service-led offerings.

HPE said it will also enhance the Partner Ready program with the following features:

  • Further simplifications. For example, partners will now receive rewards from the first sale without gates, caps or targets, HPE said.
  • A push to increase HPE’s consumption-based offerings. HPE said it will roll out a new competency for the HPE GreenLake suite of pay-per-use on-premises offerings, in addition to a rebate for partners enabled in consumption-based models.
  • Expanded technical enablement, especially around HPE’s high-growth market opportunities.

RapidFire Tools expands MSP offerings

RapidFire Tools Inc., based in Atlanta, is expanding its managed services provider (MSP) offerings with InDoc, a tool that provides web-based access to clients’ network data.

InDoc, an Amazon cloud-based portal, is built into RapidFire Tools’ Network Detective Reporter product for scheduling automated network scans and reports. MSP technicians can use InDoc to obtain network data via desktop or mobile devices and can also store information on the portal, such as client-specific notes, remediation procedures, checklists and passwords. Information is stored in an encrypted data store. InDoc employs additional layers of encryption for confidential data and passwords. The tool includes a usage log that provides an audit trail of technicians who have accessed data and when they did so, according to RapidFire Tools.

Michael Mittel, CEO at RapidFire Tools, said more than 95% of the company’s business is to MSPs, noting service providers “are still a growing part of our business.”

He said RapidFire Tools now has more than 6,000 MSPs using its tools worldwide. He added the company is expanding its offerings to include products that MSPs can resell to their customers.

InDoc will be offered to existing Network Detective Reporter customers as a free upgrade. New subscribers to Network Detective Reporter will receive InDoc as a value-added feature at no extra charge. An unlimited amount of data can be stored via InDoc for each MSP location subscribing to Network Detective Reporter. The company said MSPs with multiple locations should purchase separate Network Detective Reporter subscriptions for each office.

Kaseya reports 30% growth, MSP signings

Kaseya cited MSP growth as it reported year-over-year growth in excess of 30% and projected annual bookings of more than $250 million.

The IT infrastructure management solutions provider said uptake of the latest version of its remote monitoring and management product, VSA, has exceeded the company’s expectations. In the first several months since its release, more than 300 organizations have adopted the technology, according to Kaseya. In addition, the company said about 400 MSPs have signed up for Unitrends MSP thus far in 2018. Kaseya acquired Unitrends, a business continuity and disaster recovery (DR) technology vendor, in May.

Other news

  • Sungard Availability Services, a DR and cloud service provider in Wayne, Pa., has expanded its Payment Card Industry Data Security Standard certification, offering compliant production and DR services on AWS and its managed private cloud.
  • AWS introduced a new program for channel partners in the public sector to grow their cloud businesses within a 110-day time frame. The AWS Public Sector Partner Transformation Program offers a cloud-readiness assessment, training and enablement resources.
  • HCL Technologies, a global technology company that provides infrastructure services, is partnering with ScienceLogic’s IT operations management technology. The partnership addresses the need for automated IT operations among HCL’s enterprise clients embarking on digital transformation projects, according to ScienceLogic. The arrangement also lets HCL’s DRYiCE division use ScienceLogic’s SL1 Automation Engine.
  • Cloud communications provider Avoxi unwrapped a global partner program. Through the program, partners can provide Avoxi’s virtual numbers in more than 120 countries for packaged minutes. Avoxi said it will soon roll out a new partner portal featuring partner sales and management tools and materials.
  • Calligo, a cloud infrastructure services provider based in St. Helier, Jersey, is offering Microsoft Azure Stack services from its Toronto branch. The company said the Toronto installation is its fifth Azure Stack deployment.
  • PSIGEN Software Inc., a document capture, business process automation and document management solutions developer, has inked a distribution pact with Access Control Devices Inc. (ACDI). PSIGEN Software, based in Madison, Ala., said ACDI will serve as its exclusive distributor in North America and Latin America. ACDI, a PaperCut Authorized Solution Center, targets the office equipment reseller channel.

Market Share is a news roundup published every Friday.

Lucidworks Fusion platform to scale via channel partnerships

Lucidworks, a vendor of search and discovery applications, has revealed a channel program designed to make partners central to its business growth.

The program, launched this week, offers channel staples such as deal registration, a partner portal, and training and certification. The program also features engagement models to support various channel partner types, including technology vendors, systems integrators, value-added resellers, managed services providers (MSPs) and SaaS providers, Lucidworks said.

“The design philosophy around this was to formalize the way that partners engage with us,” said Simon Taylor, vice president of worldwide channels and alliances at Lucidworks, based in San Francisco. The vendor, which developed the Lucidworks Fusion platform, currently has about 60 to 80 core partners, he noted.

The company launched the program on the heels of a $50 million funding round and an alliance struck with storage vendor Commvault in June. Looking to expand, Lucidworks identified the channel as the means for transforming “our scale and growth as a company,” Taylor said.

“What we decided to do … is to really change the way the organization operates and make it as much as possible 100% channel-centric,” he added.

The tracks for different channel partner types within the Lucidworks program are intended to develop the vendor’s relationships “so that we could focus on partners that were meaningful to our business,” he said.

What we decided to do … is to really change the way the organization operates and make it as much as possible 100% channel-centric.
Simon Taylorvice president of worldwide channels and alliances, Lucidworks

The reseller program is structured with three partner tiers — Authorized, Gold and Platinum — with incremental requirements and benefits. Benefits include market development funds, qualified sales leads and technical assistance.

Other partner tracks within the program include the following:

  • an OEM and SaaS partner program, providing tools for embedding Lucidworks Fusion technology into solutions or using the Fusion software development kit and App Studio platforms to build apps and connectors.
  • a Certified Partner Consultant program for partners qualified to design and deploy offerings using the Lucidworks Fusion platform and applications, according to the vendor.

Taylor noted the company has invested significantly — and will continue to invest — in hiring channel management staff.

“It is a core part of our overall business plan: to embrace partners and grow this way,” he said.

Informatica ramps up partner training

Informatica, an enterprise cloud data management vendor, plans to train thousands of partner employees over the next year, as it seeks digital transformation resources.

Richard Ganley, senior vice president of digital transformation solutions and global partners at Informatica, based in Redwood City, Calif., said the company aims to cultivate partners that can help its customers navigate digital transformation projects.

“As good as we think our technology is … we really need partners to help us,” he added, noting the complexity of transformative IT initiatives.

Informatica’s training push includes a series of Elevate enablement events, which will conclude next week in Denver. The Denver event, scheduled for Aug. 20 to 23, follows training events held earlier this year in Copenhagen, Denmark, and Bangkok. The events include presales, sales and implementation tracks.

Over the course of the three events, Informatica will have trained some 750 people, Ganley estimated.

In another training effort, Informatica plans to send a training team to visit the campuses of eight of the largest systems integrators in India. Ganley said the company aims to train several thousand people over the course of the next year. Not all of the integrator personnel will be trained to the deepest level, but some will, he added.

Informatica’s goal is to provide a “much bigger pool of trained resources in the market,” he said.

“We are trying to train our partners on our technology on an industrial scale,” Ganley said.

Accenture focuses on digital twin tech

Accenture’s Industry X.0 practice, which focuses on the smart connected products market, is concentrating on digital twin technology.

Craig McNeil, managing director at Accenture and North American lead for Industry X.0, said digital twin is “one of the bigger areas of focus in our current fiscal year and definitely will be in the next fiscal year.” Accenture’s fiscal year begins Sept. 1.

A digital twin is a virtual representation of a product that can be used in design and simulation.

In other news, Accenture has entered an alliance with Malong Technologies, an AI startup based in Shenzhen, China. Accenture also made a minority investment in the company. Malong and Accenture’s Applied Intelligence practice will provide “computer vision and product recognition capabilities” to customers.

Other news

  • Cloudreach, a cloud services provider based in London, has inked a letter of intent to purchase Relus Cloud, an Amazon Web Services partner in Peachtree Corners, Ga. Relus Cloud, founded in 2013, is a Premier Consulting Partner in the AWS Partner Network, focusing on the North American market.
  • Qualys, a cloud-based security and compliance vendor, revealed it will release a version of its cloud platform for consultants, consulting firms and MSPs. Qualys Consulting Edition provides vulnerability assessments capabilities, as well as features such as customizable reporting and trending reports and dashboards, Qualys said. The vendor said Qualys Consulting Edition will be available by the end of this month.
  • Beachhead Solutions reported 72% year-over-year revenue growth for the first half of 2018 on the strength of managed service provider partnerships. The company said about 250 MSPs now work with the company, which provides cloud-managed PC and mobile device encryption, security and data access control offerings.
  • OPAQ, a network security cloud vendor, is teaming with Palo Alto Networks’ MSSP Partner Program in an alliance that lets MSPs and managed security services providers deliver Palo Alto’s security-as-a-service offering to midsize companies.
  • Cask LLC has joined Unified Compliance’s partner network as a value-added reseller.
  • ERGOS, an MSP based in Houston, has tapped Liongard’s Roar platform, which automates system discovery and documentation.

Market Share is a news roundup published every Friday.

Digital marketing partnerships key to vendors’ channel strategies

For some vendors, the key to a thriving channel ecosystem means engaging and supporting a variety of partner types, including digital marketing partnerships.

Digital marketing organizations were among the earliest firms to recognize the IT budgets for marketing shifting from the purview of customers’ IT departments to marketing executives. Vendors took note of the agencies’ influence and unique reach within customer organizations. While on the surface, digital marketing agencies didn’t appear to be direct competition for traditional channel partners, some industry watchers asserted the agencies did in fact pose a potential threat. For example, agencies working on digital initiatives with a client’s marketing department could hypothetically annex the client’s infrastructure decisions, cutting channel partners out from those deals.

Vendors, however, view their digital marketing partnerships as an important subgroup of their overall partner ecosystems that, if anything, is complementary to a traditional channel base.

Progress cites potential partner synergies

Progress Software, an application development and deployment software vendor, said it sees an opportunity for digital marketing agencies to partner up with traditional channel firms.

Progress began to pursue digital marketing partnerships following its acquisition of app development vendor Telerik in 2014, said Matthew Gharegozlou, vice president of sales at Progress. The Telerik buyout brought with it Sitefinity, a content management system, as well as digital marketing agencies that had been working with the product.

Matthew Gharegozlou, vice president of sales, Progress SoftwareMatthew Gharegozlou

“The acquisition of Telerik and Sitefinity gave us the ability to go after these relationships,” Gharegozlou said.

He noted that about 65% of Progress’ content management business is now derived from channel partners. About 80% of those partners are digital marketing agencies.

Progress’ traditional partners typically share a few traits: They work in the app development space, deal with customers’ IT departments and lack skill sets related to digital experience and digital marketing. “So far, we haven’t had any conflict” between traditional and agency partners, he said, because “the bulk of the experience needed on the digital side, our traditional partners don’t have it.”

Traditional Progress partners also usually have expertise in vertical industries, he said, adding that most are based in markets such as financial services, government, healthcare and education. “Our traditional partners are extremely knowledgeable” and have strong relationships in their vertical spaces, he said.

Because of traditional partners’ strengths, Gharegozlou said Progress looks to pair them up with digital marketing agencies for certain leads. Combining the expertise in back-end work and vertical markets with agencies’ expertise in web development and related technologies can produce compelling offerings. 

But while optimistic about these synergies, he recognized that a “full-service” digital marketing agency, which can do both the front-end and back-end work for a customer, diminishes the value that traditional partners may offer. In this sense, full-service agencies may be preferable to customers “because they can do the entire project,” he said.

Salesforce supports acquisition trend

For Salesforce, digital marketing partnerships play a critical role in advancing its marketing platform.

Stephane Viallet, vice president of global alliances, agencies, at SalesforceStephane Viallet

Salesforce has signed numerous digital marketing agencies over the last six years, spurred by several acquisitions to build out its business-to-commercial and marketing portfolio, said Stephane Viallet, vice president of global alliances, agencies, at Salesforce. Salesforce’s acquisitions have included digital marketing software company ExactTarget in 2013, as well as e-commerce provider Demandware and data management platform Krux in 2016. Viallet also cited Salesforce’s alliance with Google as a driver behind the company’s growing digital marketing agency partnerships.

“Partners, including digital marketing agencies, are the lifeblood of Salesforce, extending our platform in new and exciting ways and fueling our growth,” Viallet said in an email. He said Salesforce and its partners are pursuing opportunities created by “our ability to merge media, adtech and martech to execute on a whole new way for brands to connect with customers.”

Digital marketing organizations use Salesforce’s products such as Salesforce Commerce Cloud, Marketing Cloud and Service Cloud to offer “transformative digital experience that enable clients to meet consumer expectations,” he noted.

I think often agencies can help us get into areas of the business or with clients that we may not thoroughly be in today.
Adrianna Bustamantedirector of digital sales and alliances, Rackspace

In addition to having digital marketing and advertising skills, Viallet said Salesforce seeks partners that understand “the importance of merging data, technology and creativity” to deliver customer experience strategies.

Viallet also pointed to a trend among digital marketing organizations acquiring Salesforce practices, such as Publicis.Sapient’s 2016 buyout of Vertiba, a Gold-level Salesforce Consulting partner.

Other notable acquisitions have included the following:

  • Wunderman bought a majority stake in Salesforce consultancy Pierry Inc. in September 2017.
  • Dentsu Aegis purchased Swiss digital marketing company Blue-Infinity in January 2017.
  • MRM//McCann acquired e-commerce service provider Optaros in December 2014.

“Digital marketing agencies haven’t just built Salesforce practices around the globe organically — they’ve been acquiring them as well,” he said. “Salesforce supports these collaborations as we work to provide our partners with an edge that enables them to exceed customers’ expectations.”

Rackspace: Little overlap between the channels

Managed cloud provider Rackspace, meanwhile, looks at digital marketing partnerships differently: Traditional channel firms and digital marketing agencies can do business with the same customers without necessarily encroaching on each other’s turf.

Rackspace’s alliances with digital marketing agencies stem from its digital services practice. Launched in 2014, Rackspace Digital provides application and infrastructure hosting for web content management systems, e-commerce products, and mobile and critical application services. Adrianna Bustamante, Rackspace’s director of digital sales and alliances, noted that the company has formally developed strategic digital marketing partnerships since about 2010.

Adrianna Bustamante, director of digital sales and alliances, RackspaceAdrianna Bustamante

“I think often agencies can help us get into areas of the business or with clients that we may not thoroughly be in today,” Bustamante said.That’s partly because digital marketing organizations tend to target a customer’s marketing department — versus the IT department.

“Nowadays … your traditional agencies have to be more digitally focused. … But still their main focus is very much around the consulting, the service and the creative — potentially integration and development,” Bustamante said.

She noted that the line between digital marketing organizations and systems integrators are blurring. Digital marketing organizations now look a lot more like systems integrators, while systems integrators “look a lot more like agencies,” she said.

Rackspace works with its agency partners in reseller and referral models. The company offers enablement resources for creating “sticky engagements for their customers and successful projects,” she said, while Rackspace focuses on the back end to ensure their projects meet scale, security and compliance requirements.

“We are heavily focused on trying to … accelerate now in certain verticals and certain segments, now in midmarket and enterprise. We can form a strong partnership when the agency realizes and understands that we are that trusted partner for them,” she said.

Rackspace generally doesn’t see any tension between its traditional and digital marketing partnerships, according to Bustamante.

“There might be several partners that we might have within … a certain customer that we are working with, but they might be working on five different projects, 20 different workloads, across three different business units,” she said.