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5 Channel Partner Updates: 24 August 2016

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Suresh Vasudevan

Suresh Vasudevan

10. Nimble Storage Is 100% Channel: At first glance, roughly 48 percent of Nimble’s business involves channel partners. But CEO Suresh Vasudevan says the actual figure is 100 percent. “But just to be clear, everything that we do the revenue flows through channel partners for us,” he said during an earnings call last night. “What we internally distinguish is how many of our opportunities are brought to us by a channel partner that first identifies the opportunity versus how many of the opportunities are identified by our own sales and marketing efforts where we then engage a channel partner. But from a fulfillment standpoint all of our business is fulfilled through the channel, so you’re going to find us say that all our business is channel.” Nimble delivered stronger-than-expected quarterly results yesterday, and largely credited channel partners for the momentum.

9. Distribution: Avnet Inc. has launched its EMC Reach partner program in the UK. The program helps business partners maximize EMC revenue opportunities while they work towards EMC Silver Tier status and the associated benefits, including higher performance rebates, Avnet asserts. The move comes as Dell strives to finalize the EMC buyout — setting the stage for a converged company called Dell Technologies.

8. Hyperconverged Data Centers: SimpliVity has unveiled a range of new offerings for midmarket and enterprise data centers. The lineup includes “a high-powered, all-flash hyperconverged offering, a one-click disaster recovery solution, an application-aware backup capability, and increased scalability for VDI that broadens the company’s portfolio for providing top-tier performance and agility for the enterprise, while still being accessible for the midmarket,” the company claims.

7. Intuit Channel Strategy: Keep a close eye on new Intuit Chief Marketing Officer Lucas Watson — a Google and P&G veteran. Watson joined Intuit in July and will bolster the company’s channel sales strategy, CEO Brad Smith said during an earnings call yesterday.

6. VMware IoT Partner Strategy: VMware has formed strategic alliances in the Internet of Things (IoT) space with Bayshore Networks, Dell, Intwine Connect, Deloitte Digital, PTC and V5 Systems. Among the moves to watch:VMware in June announced Liota (Little IoT Agent), an open source software development kit (SDK) for building secure IoT gateway data and control orchestration applications. VMware plans to continue to develop IoT-related alliances to help customers address complex IoT use cases across healthcare, transportation, manufacturing, government, CPG and more, the company says.

5. Is Encryption Unstoppable: We’ve got some new thoughts on Encryption as a Service — including momentum in the U.S. vs. regulatory concerns in Europe. Stay tuned for more perspectives really, really soon.

4. Palo Alto Channel Momentum: Palo Alto Networks had another good quarter, according to channel checks with resellers performed by Nomura. Roughly 79 percent of resellers ran ahead of plan for the company’s most recent quarter. The typically reseller was 5.2 percent ahead of plan, the Wall Street firm said. The security company is expected to announce quarterly results on Aug. 30.

3. Major Veeam Update: Keep an eye on Veeam Availability Platform for the Hybrid Cloud, which apparently addresses enterprise continuity, workload mobility, compliance and visibility. It’s a safe bet Veeam will make major noise about the platform at next week’s VMworld 2016 in Las Vegas.

2. Tech Earnings Today: Both HP Inc. (HPQ) and Workday (WDAY) are expected to announce quarterly results today. We’ll be tracking channel-related news tied to the results…

1. Best IT Media Job In America: That would be mine. Thanks for the role you play in keeping me gainfully employed.

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