5 companies won this week

Channel news

Rick Whiting

In the week ending Jan. 20, CRN took a look at the companies that brought their “A” game to the channel including ServiceNow, Dell Technologies, Cloudian, Cyrebro, and Innovative Solutions.

The week ending January 20th

This week’s Came to Win lead workflow automation software developer ServiceNow to step up the channel game with a new partner program that expands partner resources and incentives.

Also on this week’s list are managed security services provider Cyrebro for its move to reach 100 percent channel, AWS star partner Innovative Solutions for its ambitious growth plans, Dell Technologies for a major upgrade to its PowerEdge server line, and Cloudian for an impressive funding round in a difficult time. Where to find risk financing.

ServiceNow introduces an expanded Partner Program with new incentives and opportunities

ServiceNow, a digital workflow management software developer, stepped up the channel game this week, revealing significant changes to the company’s channel program with the goal of expanding incentives, benefits, and opportunities for partners.

The redesigned partner program, which launched at a partner launch event in Las Vegas, includes a new partner development fund and new initiatives to facilitate and expand partner expertise, differentiate their skills and maximize their unique contributions, according to ServiceNow.

Within the Partner Program, ServiceNow creates four distinct units: Construction, Consulting, Implementation, Resale, and Service Provider; The company said it will help partners better align their roles and approaches to market within the ServiceNow ecosystem. New incentives such as the Partner Development Fund will help partners develop their expertise and capabilities. Simplified discounts and rebates will boost growth and profitability.

The company also introduced Erica Follini (pictured) as the company’s new channel chief, succeeding David Parsons as senior vice president of alliances and partner ecosystem. Follini has served as Senior Vice President of Partner Market Transitions for ServiceNow since August of 2021. Meanwhile, Parsons is now Senior Vice President of Ecosystem Projects for ServiceNow.

Managed Cyrebro moved from SOC to 100 percent channel with the debut of the partner program

Staying on topic of channel commitment, Cyrebro, which provides managed security operations center services to small and medium businesses, is making the Came to Win list this week with its shift to a 100 percent channel sales model and the launch of its first partner program.

Cyrebro previously worked with MSP channel partners on about half of the deals for their managed SOC service. But Cyrebro, which aims to provide enterprise-grade security to small and medium-sized businesses, is seeking to accelerate its growth with the help of partners and will now pass every customer lead down the channel.

The new program itself offers perks such as double-digit margins, market development funds, and deal scoring while providing partners with opportunities to build their own services around the managed SOC offering. MSP Partners will have the option to resell the managed service or white label the service to their customers.

The Israel-based company currently works with about 50 partners and hopes to double that number by the end of this year.

Innovative solutions plan for AWS Star Partners to win 1,000 new SMB customers

At a time when many IT companies are cutting back, Innovative Solutions, a fast-growing AWS partner, is considering big with plans to hire 200 new employees as the company embarks on a fee to win 1,000 new small and medium-sized business customers over the next four years. With the help of AWS.

This month, the Rochester, New York-based company with 150 employees launched a multi-year strategic collaboration agreement with AWS to align sales, marketing, and delivery teams to accelerate cloud adoption targeting small and medium-sized businesses and startups.

Innovative Solutions, an AWS Premier Tier Services Partner, plans to build new practices in data analytics and machine learning to support customers while also investing in expanding its portfolio and listing its solutions on the AWS Marketplace.

Dell’s new PowerEdge servers are designed for AI, security, and sustainability

Dell Technologies’ IT hardware prowess was on full display this week when it unveiled 13 new servers built around the latest Intel chipsets to provide customers with more computing power across their networks while using less power than older models.

Dell said the new servers and related tools are designed to help customers manage the complexities of migrating to a multi-cloud world, including streamlining and automating management tasks to reduce the burdens of managing systems.

Among the new servers is the Dell PowerEdge R760, which is powered by 4th generation Intel Xeon Scalable processors. The server boosts AI inference by up to 2.9 times while giving a 20 percent boost to the number of virtual desktop infrastructure users, compared to previous models.

The partners told CRN that the new servers’ security capabilities, including a supply chain verification feature, are a major selling point. PowerEdge servers support every stage of a zero-trust environment with an enhanced component security validation system and a resilient online architecture designed to detect, protect, and recover from security threats.

Cloudian closes $60M funding round, aims to grow hybrid cloud storage

Hybrid cloud data management and storage technology company Cloudian is set this week to close a new $60 million funding round at a time when private equity financing has completely dried up.

Cloudian said it will use the additional funding to scale the company and develop technology for a growing set of use cases, including data analytics and hybrid clouds, for its software-defined storage products.

The funding round, which brought Cloudian’s total funding to $233 million, has attracted a number of strategic investors including Intel Capital, Silicon Valley Bank and Wilson Sonsini Investments.


    Learn about Rick Whiting

Rick Whiting

Rick Whiting has been with CRN since 2006 and is currently Feature/Special Projects Editor. Whiting manages a number of CRN’s signature annual editorial projects including Heads of Channel, Partner Program Directory, Big Data 100, Emerging Vendors, Technical Innovators and Product of the Year. It also covers CRN’s big data hits. He can be reached at rwhiting@thechannelcompany.com.


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