Category: News

Nutanix releases new channel charter

Nutanix has launched its new channel charter which it claims providw a unique emphasis on partner investments in Nutanix rather than solely on revenue targets

Dubbed Power to the Partner, the charter provides partners with the tools they need to support their customers in adopting next-generation data centre technologies. Partners will gain further avenues to grow their businesses with Nutanix and will be enabled to achieve ongoing, predictable success.

The charter has tiered status with partner status based on number of deals closed and depth of Nutanix skills rather than revenue targets. This new structure enables partners of all sizes to achieve the highest partner category. Categories are defined as the following:

Master Partner – Deepest Nutanix partnership and capabilities, where partner is closing the most deals, and holds the most certifications with focused selling on Nutanix’s core HCI products as well as new products such as Flow, Era and Beam
Scaler Partner – Growing Nutanix partnership and knowledge, where partner is developing integrated solutions around the Nutanix Enterprise Cloud OS software ecosystem and has increased the number and level of certified staff and deals
Pioneer Partner – Initial Nutanix partnership and engagement, where partner is moving first customers to the Nutanix hyperconverged solution and gains initial skills in the Nutanix core products

The Power to the Partner charter has multiple features to help partners guide customers through digital transformations. These features provide tools and resources to enable partner success aligned to each stage of their customer engagement process, such as:

Land – Full service demand-gen platforms and tools to help with acquisition of new customers
Adopt – Resources for partners to run Nutanix demos, Sizer, TCO/ROI, and Xtract tools so partners can deliver rapid, smooth implementations of Nutanix-based solutions
Expand – Training for products such as Beam, Calm, Flow, Era and new technologies to help existing customers gain more value from their Nutanix environments
Renew – The cornerstone for generating recurring revenue, the program provides resources to help Nutanix and partners continue to delight existing customers

Supporting the Power to the Partner charter are rebates and incentives, certifications and training, differentiating marketing tools, and more automated sales support processes. This charter combines the resources of Nutanix with the unique talents of partners to best serve joint customers. Notably, Nutanix recently announced its channel Velocity Program, as one of the first stages of the channel charter in action – providing pre-configured customer offerings and content, as well as unique sales processes and investments – to enable partners to accelerate their success in the mid-market.

Tim Jeans, Datacenter & Cloud Practice Manager, Softcat said: “We have seen a fantastic return on investment in our Nutanix resources and activity to date, due to the continually increasing demand by our clients for Nutanix based solutions,” said t. “We welcome this new channel charter as another sign that Nutanix is investing in committed partners such as ourselves, and look forward to additional growth and success together.”

“We’re thrilled to launch Nutanix’s very first channel charter that was created directly with our partners in mind,” said Rodney Foreman, Vice President of Global Channel Sales, Nutanix. “As Nutanix’s presence has grown, we see this charter as the stepping stone in our vision to empower our partners with the support and resources they need to reach their maximum potential alongside Nutanix. When our partners are successful, our customers’ businesses can better benefit from simplified and harmonised data centres for all of their cloud needs today and in the future.”

Teneo swallows its networking parther Geode

Teneo has bought its networking partner Geode Networks Europe to bolster its services capabilities.

Teneo CEO Piers Carey said: “Our customers struggle to provide seamless global IT operations in this ‘always-on’, digital and data-driven era and are moving away from the concept of owning and managing technology themselves. Instead, they seek the additional ‘smart person in the room’ to analyse operations on their behalf.

“Services First is one of our growth strategies and Geode has an excellent reputation for delivering services. Not only that, but their people are exceptionally smart. Their company DNA is a great fit for our business and helps us to provide exactly what our customers are asking us for.

“Having Geode’s capabilities driving our service delivery arm gives us the opportunity to diversify, and accelerate the way in which we introduce relevant, cutting-edge technologies to our customers, understanding their needs through consultancy and delivering technology as a service.”

Teneo wants Geode’s engineering capabilities to build out its services platform.

It has been buying up arther a lot lately particularly in the US.

Nigel Townsend, director at Geode, said: “Teneo has a unique structure that provides global reach and fantastic deployment capabilities so this certainly opens up new markets for us geographically.
Equally, the exclusive industry partnerships we’ve established at Geode opens up new markets for Teneo.”

Cloud Distribution partners with CybSafe

Cloud Distribution, the ‘Cloud First’ value-added distributor, has partnered with CybSafe, the cloud-based cybersecurity awareness platform combining AI and data analytics with behavioural science.

The partnership arms the channel with end-to-end cyber security protection to offer businesses in the fight against data breaches – a rising concern in the data-rich, post-GDPR world.

CybSafe looks at the human component of cybersecurity by improving awareness, behaviour and culture. It makes substantial changes to employee behaviour to combat threats related to phishing, social media, public WiFi, malware, identity, passwords and many others. It creates modules which evolve with the support of machine learning technology. With its analytical engine, the award-winning software solution lets businesses see the type and location of risk, and what they can do to mitigate these risks.

Adam Davison, sales and marketing director, Cloud Distribution said: “Human error is involved in the majority of security breaches, and these casual mistakes can cost organisations their reputation and considerable amounts of money. But companies often aren’t effectively grappling with this, and human cyber security has traditionally been viewed as a tick-box exercise. Companies often use unwieldy training manuals with the unreasonable expectation that staff will act on information, simply because they have read it. Others use unengaging online training programmes that merely make the business ‘compliant’. Ultimately, training that doesn’t take into account the way people learn and behave is never going to work. It’s one thing to train staff; it’s quite another thing for staff to act on that training. CybSafe is there to fix that disconnect.”

Davison said: “For resellers, CybSafe’s product comes at exactly the right time, considering the rising threat of cybercrime and the potential problems presented by data protection legislation. With the human element now the front of mind for customers, partners have been crying out for a modern, high-margin cyber security solution that tackles this. We believe CybSafe is what they’ve been looking for. CybSafe provides strong differentiation and upselling opportunity and offers the chance to unlock budgets beyond security, such as legal and compliance, and human resources.”


Symantec axes jobs after revenue decline

Symantec is set to axe eight percent of its workforce after the vendor saw quarterly revenue decline.

The vendor slashed its yearly adjusted revenue forecast from $4.76- $4.90 billion to $4.67- $4.79bn billion.

The redundancies are expected to save Symantec around $115 million each year .

Symantec CFO Nicholas Noviello said: “In fiscal year 2020, our outlook for total company operating margins is in the mid-30s.

“In this fiscal year 2020 operating margin outlook reflects expected revenue growth in both our enterprise security and consumer digital safety segments, as well as a set of cost reduction actions we will take during the remainder of fiscal year 2019.

“As part of these actions, our board has approved approximately $50m of restructuring costs in connection with a plan to reduce company global headcount by up to approximately eight percent.

“We expect that these actions will partially benefit fiscal year 2019 operating margins and will have full effect for fiscal year 2020.”

Symantec’s share price nosedived almost 13 percent when the stock market reopened, meaning the vendor’s share price has now fallen by over a quarter this year.


Sage comes back from the dead in third quarter

Sage has clawed back a recovery in Q3 after a revenue miss earlier in the year.

The outfit said organic revenue in its third quarter was up 6.8 percent.

Sage said that cloud recurring revenue was up 56 percent year on year to £386 million.

Steve Hare, CFO at Sage, said: “We have delivered acceleration in both organic and recurring revenue growth, demonstrating the impact of our primary focus on driving high-quality recurring revenue growth through Sage Business Cloud.

“We remain confident of achieving full-year FY18 guidance of around seven percent organic revenue growth and around 27.5 percent organic operating margin.”

Revenue in northern Europe, including the UK and Ireland, was flat, while Iberia and central Europe saw double-digit growth and France saw “early signs of recovery.”

All this is good news for an outfit which saw its share price drop almost 19 percent earlier in the year.


Perrywell gets Advanced

Channel reseller Perrywell has today announced that it has joined the Advanced partner programme – TruePartner.

Perrywell’s appointment to the TruePartner programme will help SMEs to accelerate their transition to the Cloud.

With its history in the SME manufacturing sector, Warwickshire-based Perrywell said it is an established provider of IT support and services to companies throughout the country. It launched three decades ago, in 1988.

Simon Edmunds, sales and marketing manager at Perrywell, commented: “It’s becoming increasingly clear that the market is moving to software-as-a-service (SaaS) and we are therefore seeing a growing appetite for Cloud-based services. A new generation of decision maker is entering the workforce; they want fully integrated solutions with minimal upfront expenditure and a single monthly cost. To this generation, the platform is immaterial; functionality and affordability are key.

“Advanced’s solutions offer this level of functionality as a Cloud-based, fully integrated ERP system. In addition, a key driver for us joining the TruePartner programme is the way in which Advanced is fully supporting the traditional reseller channel in its transformation to adopt the Cloud. This allows our customers to have the best of both worlds – the latest Cloud software technology, implemented and supported by our team of business software specialists.

“Initial feedback from our customers has been very positive, particularly around manufacturing and order processing. Based on this, we hope to significantly boost new client acquisition while retaining our existing customer base.”


Qualcomm looks to channel to push its IoT plans

Qualcomm has expanded the distribution channels for its products and now reaches more than 9,000 customers, nearly 20 times the number of customers compared to 2014, through indirect sales channels including more than 25 global distributors.

This expansion complements direct sales activities to help a broad range of customers develop new and exciting consumer and industrial IoT solutions using Qualcomm Technologies system-on-chips (SoCs), modems and connectivity solutions.

Qualcomm Technologies has made available more than 30 production-ready reference design platforms through a network of original design manufacturers (ODMs) for products including voice-enabled home hubs and smart displays, smart speakers, connected cameras, appliances, smart watches and more – all as part of Qualcomm Technologies’ core strategy of driving its technologies into higher growth industries.

Cristiano Amon, president, Qualcomm said: “The strategy we set a few years back of taking our leading-edge technologies into growth opportunities is delivering results. We expect IoT revenues in excess of $1 billion this fiscal year after solid double-digit growth over the last couple of years, driven by our ability to reuse our investments and R&D in mobile technology to make this a very healthy business.”


Getronics gets an Overlap

Getronics has acquired ITS Overlap, a French ICT integrator and a subsidiary of the ITS Group.

ITS Overlap has five locations across France and has a turnover of €50 million per year, serving 400 customers. As one of the players in the French ICT market, the digital services provider focuses, it said, primarily on delivering and optimising customer IT infrastructures for medium-sized companies, specialising in digital integration and transformation.

Francis Weill, Managing Director France and Western & Central Europe for Getronics said that with three of its 20 European Data Centres based in France, Getronics was already a well-established entity. Now, thanks to the acquisition, it  will provide a broader offer of end-to-end solutions in terms of integration, business software tools.

Chairman and Group CEO of Getronics Nana Baffour said: “It goes without saying that we are very pleased with this most recent acquisition. Thanks to this new size, we are ready to fulfill our ambition of being the best partner for our customers in France as in the rest of the world, using the latest technologies to support them in their digital transformations. As ever, it’s a matter of honor for us to consistently deliver the best services and solutions in order to build long-lasting relationships with our customers.”

The chairman and CEO of the ITS Group Jean-Michel Bénard said: “Getronics presented the best plan ITS Overlap employees. They will join an ambitious group, with whom we will continue to collaborate on joint opportunities. For the clients and partners of ITS Overlap, too, Getronics was the best project. Thanks to the complementarity of our respective services, but also our specific knowledge of the French market on the one hand and Getronics’ global reach on the other, we will be able to further extend and strengthen our combined portfolios, in order to serve our clients even better.”


Visa MD moves to Nuggets

Kevin Jenkins, the former Managing Director of Visa, has joined the board of blockchain payments and identity brand Nuggets. In a major coup for the fast-growing British company, Jenkins has signed on as a non-Executive Director, bringing years of invaluable experience to the team.

Nuggets has already been making rapid progress in the worldwide payments area, especially recently in China, it claims. As the platform rolls out across the globe, Jenkins’ “considerable expertise” looks set to accelerate that progress even further.

Alastair Johnson, founder and CEO of Nuggets, said: “Kevin is a true payments pioneer, with an amazing reputation for establishing partnerships with financial Institutions, technology partners, retailers and e-commerce providers.

“He’ll help us build the relationships we need to roll out the product as quickly as possible. We’re thrilled that, after so long working on customer payment journeys at Visa, Kevin will be helping us bring even more fundamental and exciting change to the way people manage payments and ID.”

The Visa the brand was used to spend over £1 in every £3 in the UK. He also drove the adoption of contactless payments at UK merchants.  The successful partnership with TFL has led to more than a billion contactless journeys and more than 40 percent of all pay-as-you-go London transport journeys a day.

Kevin Jenkins said: “The current model of businesses holding personal information is broken. It needs fundamental change, study after study shows that customers are frustrated by the payments journey: the many steps they have to take, and the security fears.

“For decades, the payments industry has been trying to achieve a balance between security and convenience. What impresses me so much about Nuggets is that it manages to optimise both.

“I’m convinced that every stakeholder in the payments ecosystem, from customers to retailers, will embrace Nuggets. I’m incredibly excited to be part of a genuine revolution.”

This latest board announcement follows the news, at the end of June, of Nuggets’ partnership with QFPay, the Chinese payment provider used by Asian commerce giants Alipay and WeChat.

QFPay has managed more than 500 million mobile payment transactions to date. Now, Asian merchants using QFPay will also be able to use Nuggets’ unique payments and identity features.

HP buys Apogee

HP today announced a definitive agreement to acquire UK office equipment dealer (OED) Apogee.

The transaction values Apogee as of closing at £380 million.

This acquisition furthers HP’s plan to disrupt the $55 billion A3 copier market and builds on its printing strategy to: enhance its A3 and A4 product portfolio; build differentiated solutions and tools to expand its Managed Print Services (MPS); and invest in its direct and indirect go-to-market (GTM) capabilities. This includes the selective acquisition of OEDs that provide access to increased profit pools from higher margin services. Or so HP thinks.

“The Apogee acquisition extends HP’s print leadership by boldly leveraging the industry shift to contractual sales as we aggressively pursue the A3 office market,” said Enrique Lores, President, HP Imaging and Print. “We’re augmenting our go-to-market and enhancing our ability to deliver the services necessary to win in the profitable contractual market. This deal complements our broader channel strategy and HP remains committed to building our business through our best-in-class partner programme.”

HP has been investing in the A3 business with strategic initiatives including the acquisition of Samsung’s printer business and the launch of a portfolio of superior A3 and A4 multi-function printers based on unique IP and value-added services and solutions. Today’s transaction expands HP’s services portfolio in contractual office printing and MPS categories, where solutions are increasingly important for small and medium businesses (SMBs).

Apogee is an OED. The company brings what HP considers to bestrong capabilities in contractual printing services and solutions, an experienced leadership team and access to SMB and mid-market customers.

The deal is expected to close by the end of calendar year 2018, pending regulatory review and other customary closing conditions.

Following the close, Apogee will operate as an independent subsidiary of HP, with a governing board comprised of HP and Apogee management. Apogee will have the same commercial relationship with HP as any other premium partner with access to the same tools and partner programmes, HP reckons.




Avaya rules Gartner’s 2018 Magic Quadrant for Unified Communications

Avaya has won the top slot in the Gartner Magic Quadrant for Unified Communications for the ninth time.

Companies in the Leaders quadrant of the Gartner Magic Quadrant are defined as companies that “execute well against their current vision and are well positioned for tomorrow”.

Jim Chirico, President and CEO, Avaya said: “We are proud to have been named as a Leader by Gartner in the 2018 Magic Quadrant for Unified Communications, included for the ninth time. Earning this distinction, we believe, reflects our continued innovation and differentiated and valued solutions in UC. More importantly, we feel it also reflects on the deep relationships we have with our clients, providing them with communication solutions that help enable their organizations to operate in a highly mobile, competitive and fast-paced environment. Combined with our recognition earlier this year as a Leader in the 2018 Magic Quadrant for Contact Center Infrastructure, Worldwide, it’s our view that Avaya is clearly reinforcing our status as a trusted solution provider for companies of all sizes on their digital transformation journeys.”

Avaya improved its position on both ability to execute and completeness of vision compared to the previous year’s results.

Avaya has been investing significantly in its Unified Communications portfolio to provide customers the solutions they want and need to fully leverage UC, including telephony, video, mobility, messaging, meetings and team collaboration.

The 2018 Magic Quadrant for Unified Communications report evaluated eight UC vendors on completeness of vision and ability to execute. Gartner then positions companies within one of four quadrants: Visionaries, Niche Players, Challengers, and Leaders. Gartner defines “Unified Communications Solutions — equipment, software and services — as offerings that facilitate the use of multiple enterprise communications methods to achieve those aims. UC solutions integrate communications channels (media), networks and systems, as well as IT business applications, and, in some cases, consumer applications and devices.” Gartner divides UC into six broad communication product areas: Telephony, Meeting Solutions, Messaging, Presence and Instance Messaging (IM), Clients, and Communications-Enabled Business Processes.


In May, Avaya was positioned as a Leader in the 2018 Gartner Magic Quadrant for Contact Center Infrastructure, Worldwide, marking the 17th time that Avaya has been in a Leader position.


RedstoneConnect rebrands after sell off

RedstoneConnect is about to change its name to Smartspace Software after selling off its managed services and systems integration businesses.

For those who came in late, the outfit flogged its revenue-generating businesses earlier this year, leaving it with just its software arm.

In a statement to the stock exchange RedstoneConnect said: “As part of the recent disposal of the company’s systems integration and managed services divisions, the company is required to change its name from RedstoneConnect plc.

“Furthermore, the directors of the company believe that the proposed name of Smartspace Software is more appropriate for the company’s focus on the provision of software into the smart building and co-working space markets.”

For the year ending 31 January RedstoneConnect generated sales of £47.57 million, with the software division contributing £5.3 million.

The software division houses OneSpace – an occupancy management firm developed by RedstoneConnect.


Getronics buying spree continues

Days after acquiring Pomeroy in the US, Getronics has written a cheque for the French ITS Overlap.

It is all part of a cunning plan to broaden its services offering globally.

ITS Overlap has locations across France and has a turnover of €50 million per year, serving 400 customers. As one of the historic players in the French ICT market, the digital services provider focuses primarily on delivering and optimising customer IT infrastructures for medium-sized companies, specialising in digital integration and transformation.

With the acquisition, Getronics wants to become an even stronger force in the European data centre market.

Francis Weill, Managing Director France and Western & Central Europe for Getronics said: “With 3 of its 20 European Data Centres based in France, Getronics was already a well-established entity. Now, thanks to the acquisition, we will be able to serve our customers even better with a broader offer of end-to-end solutions in terms of integration, business software tools (for airports and health systems, for example), multi-cloud management and unified communication.”

Adlink teams up with Foghorn

Adlink has partnered with IoT outfit FogHorn Systems to bring edge intelligence to its DXS IoT digital experiments as-a-service.

DXS enables the testing of potential IoT-based endeavours to determine the viability of possible solutions with none of the upfront costs and risk associated with a full solution commitment.

Full IoT solutions conventionally require significant upfront investment, despite, according to industry studies, success rates for such projects only reaching 26 per cent. The vendor-agnostic DXS provides all the resources required to get digital experiments up and running – including pre-validated hardware, client asset connection, data movement consolidation to bridge the IT/OT gap, enterprise sharing, endpoint management, and field and professional services – without associated upfront costs.

Andy Penfold, director of offering management, ADLINK IoT Solutions and Technology said: “ADLINK DXS enables industrial organisations to think big, start small and work fast when integrating IoT-based functionality within new business models or processes. It’s clear an edge-to-cloud approach will emerge as a primary design principle in IIoT production deployments, so adding the leading provider of edge intelligence into the DXS creates, in our opinion, the most advanced testing ground available for IIoT projects.”

FogHorn’s Lightning product portfolio embeds intelligence as close as possible to the source of streaming sensor data. FogHorn delivers unprecedented low latency for onsite data processing and real-time analytics in addition to its machine learning and artificial intelligence capabilities. FogHorn’s cloud-agnostic approach offers a fully-integrated, closed-loop edge-to-cloud solution, maximising real-time insights and rapidly iterating ML models to adjust to constantly changing operating conditions.

UKFast mulls IPO

UKFast is considering an IPO where it should be worth upwards of £350 million.

UKFast flogs dedicated servers, cloud services and colocation to more than 5,000 government, public sector and commercial organisations. It has been doing well and last year it turned over £47 million.

UKFast CEO Lawrence Jones said: “We’ve given away shares in the company to loyal teammates who work incredibly hard, but we’ve never seriously considered selling shares before now. Timing is critical and a great deal depends on market conditions, so that’s why we’ve appointed GCA Altium.”

Jones claimed in this latest announcement that there is firmly a place for British providers in the multicloud world.

“The British hosting market is incredibly exciting and, whilst there’s a lot of talk around AWS and Azure, the industry’s adoption of multicloud strategies means there’s a huge opportunity for British cloud providers to give the US organisations a run for their money”, he said.

“We’ve seen from the deals we’re winning in the public sector and at government level that there’s an appetite from British organisations to deal with other British organisations. By continuing to invest in our technology and our product set, I see UKFast as being the definitive British alternative.”