Category Archives for "Managed Services News"

Jun 22

DartPoints Expands Partner Program with AT&T Channel Vet as First Leader

By | Managed Services News

The new hire made the very first sale through AT&T’s ACC Business partner program.

Jackie Steinberg has joined digital infrastructure provider DartPoints as channel leader. It’s a new position for the company, and Steinberg will lead DartPoints’ expanding channel program. She will develop relationships with the channel community, ultimately growing and streamlining DartPoints’ channel sales, the company said.

Steinberg was formerly a regional partner development manager for AT&T. There she was responsible for expanding AT&T Business and ACC Business services through technology services distributors (TSDs, formerly master agents) and their partners.

DartPoints' Monty Blight

DartPoints’ Monty Blight

A ‘Passion’ for Channel Programming

Monty Blight is VP of sales for DartPoints.

“Jackie brings a unique blend of leadership, passion and industry experience to the team. We look forward to seeing how our channel partner program will flourish with her at the helm,” Blight said. “Whether delivering our hybrid cloud and colocation services or next generation edge services, the channel will greatly benefit from Jackie’s expertise and sales prowess.”

Steinberg has 13 years of experience in telecommunications, building and sustaining high-performance sales teams. She established and maintained relationships with key clients and strategic partners. Steinberg was responsible for the re-launch of AT&T’s “colocation ecosystem” across all TSDs and their partners. She also launched and successfully made the first-ever sale for ACC Business. Prior to her role at AT&T, she was regional channel director of Nitel and consecutively ranked as the company’s top channel manager and president’s club winner for multiple years.

DartPoints' Jackie Steinberg

DartPoints’ Jackie Steinberg

“Given my background in growing industry channel programs, with a particular passion for solving customers’ technology issues, DartPoints is an exciting next step,” Steinberg said. “I’m thrilled to show the incredible value of DartPoints’ infrastructure and cloud solutions to the channel community that I’m so passionate about.”

Jun 22

New Supplier Agreements: Upstack Signs CallTower, Avant Adds Netacea

By | Managed Services News

Avant expanded its cybersecurity portfolio, while Upstack formed another direct vendor agreement.

Technology providers CallTower and Netacea are diversifying their sales footprints with new partner agreements.

Avant has signed bot detection and mitigation provider Netacea to its line card. Netacea is the first bot management supplier to join Avant’s portfolio, according to Shane McNamara, executive vice president of operations and engineering. He cited Netacea’s use of threat intelligence and machine learning for the selection.

Avant's Shane McNamara

Avant’s Shane McNamara

“Netacea is an ideal supplier for Avant. As the cybersecurity landscape continually evolves, we are committed to addressing the threats global enterprises face and provide trusted advisers with the very best and most comprehensive forward-looking security tools,” McNamara said. “This is why joining forces with Netacea, which has the technology and know-how to fight 21st century threats, makes perfect sense.

Avant unveiled its enhanced cybersecurity practice in the spring. The program includes more than 50 suppliers. In addition, more than 900 agents have completed a certification in the Avant cybersecurity practice.

Horton, Kirk_Netacea

Netacea’s Kirk Horton

“In my more than 20 years of experience in building IT channel programs, one important component to a successful partnership has always been the alignment on goals and a shared vision — which is exactly why we’re certain Avant is a great fit for Netacea,” said Kirk Horton, Netacea’s vice president of channels and partners.

Avant last month announced the acquisition of PlanetOne.

Upstack-Netacea

Upstack, which signed a deal with Netacea in the winter, has also inked a direct agreement with CallTower. The vendor provides unified communications, collaboration and contact center offerings. Its products include direct routing for Microsoft Teams and support for Cisco Webex.

CallTower as a result of the partnership accesses to the more than 20 technology advisers that conduct sales under the Upstack umbrella. The company also cited Upstack’s “web-based tools.”

CallTower chief revenue officer William Rubio expressed his excitement.

“We are thrilled to partner with Upstack and combine their sourcing platform with our suite of solutions,” Rubio said. “We’re excited to offer powerful partnerships in order to ensure the continued success and communication of our customers and clients.”

CallTower’s William Rubio

Upstack’s customers number more than 2,500, according to Danielle DeCosta, vice president of supplier and sales enablement.

Upstack's Danielle DeCosta

Upstack’s Danielle DeCosta

“The partnership with CallTower adds market-leading UCaaS and CCaaS solutions to Upstack’s portfolio that our advisers can recommend to our valued business customers,” DeCosta said.

Upstack earlier this month drew the attention of the channel by announcing a direct agreement with Lumen Technologies. The deal represented a shift for Lumen, which has historically relied on technology services distributors like Avant to form relationships with customer-facing sales agencies. The deal also highlighted the efforts Upstack has made in building a back office to be able to support more direct partnerships with vendors.

Upstack has used funding from Berkshire Partners and other private equity companies to acquire several high performing channel partner firms.

Jun 22

ODP Corp. No Longer Plans to Sell Office Depot, OfficeMax

By | Managed Services News

digitalreflections/Shutterstock

Channel Fail? Office Depot

The company expects consolidated revenue to be approximately $2 billion for the second quarter of 2022.

Office Depot and OfficeMax retail stores and channel business won’t be up for sale by the ODP Corp. any time soon.

The board of the corporation also said it would no longer pursue a separation of its business and consumer units — at least for now. Furthermore, it will maintain all its businesses under common ownership. ODP Corp. put that separation process on hold earlier this year pending evaluation of potential opportunities to sell off the company’s consumer business.

ODP's Joseph Vassalluzzo

ODP’s Joseph Vassalluzzo

Joseph Vassalluzzo is chair of the board of directors of ODP.

“Given current market and macroeconomic conditions, as well as the benefits of maintaining purchasing and supply chain synergies, the board has determined that now is not the right time to further pursue separating the company into two independent, publicly traded companies,” said Vassalluzzo. “However, the completion of our internal reorganization will make such a potential separation substantially simpler should the company determine to resume the separation process following a change of market conditions in the future.”

Holding Company Structure

ODP Corp. recently transformed its operations under its holding company structure into its B2C business and three distinct B2B business and digital segments. These focused on enhancing value for shareholders. They include Office Depot, ODP Business Solutions, Veyer (a supply chain, distribution, procurement and global sourcing operation) and Varis (a B2B digital platform technology business). The company expects total revenue to be approximately $2 billion in the second quarter.

Earlier this year, ODP sold its CompuCom Systems subsidiary to an affiliate of Variant Equity in a deal worth up to $305 million. Office Depot acquired CompuCom for $1 billion in 2017. At the time, the acquisition highlighted Office Depot’s new strategic direction — one poised to make it significant player in the channel.

Channel analyst Jay McBain of Canalys in January wasn’t high on the sale to Variant. He described it as an “extremely low valuation for MSP revenue with blue chip clients.” Ultimately, Office Depot’s attempts to become a force in the channel were unsuccessful.

ODP’s Gerry Smith

Gerry Smith is chief executive officer of ODP.

“Completing [this recent] realignment of our operating businesses enables our dedicated management teams to focus on meeting their respective customers’ needs and implement channel specific go-to-market strategies. And by the end of the year, it will also enable us to provide greater visibility to our investors about these operating businesses’ performance on a go-forward basis,” Smith said.

 

Jun 22

DartPoints Expands Partner Program with AT&T Channel Vet as First Leader

By | Managed Services News

The new hire made the very first sale through AT&T’s ACC Business partner program.

Jackie Steinberg has joined digital infrastructure provider DartPoints as channel leader. It’s a new position for the company, and Steinberg will lead DartPoints’ expanding channel program. She will develop relationships with the channel community, ultimately growing and streamlining DartPoints’ channel sales, the company said.

Steinberg was formerly a regional partner development manager for AT&T. There she was responsible for expanding AT&T Business and ACC Business services through technology services distributors (TSDs, formerly master agents) and their partners.

DartPoints' Monty Blight

DartPoints’ Monty Blight

A ‘Passion’ for Channel Programming

Monty Blight is VP of sales for DartPoints.

“Jackie brings a unique blend of leadership, passion and industry experience to the team. We look forward to seeing how our channel partner program will flourish with her at the helm,” Blight said. “Whether delivering our hybrid cloud and colocation services or next generation edge services, the channel will greatly benefit from Jackie’s expertise and sales prowess.”

Steinberg has 13 years of experience in telecommunications, building and sustaining high-performance sales teams. She established and maintained relationships with key clients and strategic partners. Steinberg was responsible for the re-launch of AT&T’s “colocation ecosystem” across all TSDs and their partners. She also launched and successfully made the first-ever sale for ACC Business. Prior to her role at AT&T, she was regional channel director of Nitel and consecutively ranked as the company’s top channel manager and president’s club winner for multiple years.

DartPoints' Jackie Steinberg

DartPoints’ Jackie Steinberg

“Given my background in growing industry channel programs, with a particular passion for solving customers’ technology issues, DartPoints is an exciting next step,” Steinberg said. “I’m thrilled to show the incredible value of DartPoints’ infrastructure and cloud solutions to the channel community that I’m so passionate about.”

Jun 22

Inside the ‘Freight Train’ Telarus-TCG Acquisition and Future of Technology Sourcing

By | Managed Services News

Will partners of the future take up the brands of their distribution partners? Leaders from Telarus think many will.

Proliferating M&A in the technology sourcing channel might point to a future where partners align themselves more closely with their distribution partners.

So said Telarus CEO Adam Edwards when we asked where he sees the market moving in the next few years. Telarus made waves this week with the purchase of TCG. The companies say the deal creates the largest technology solutions brokerage in the world.

In fact, it’s the latest in a series of consolidation involving Telarus and its peers. The number of companies identifying themselves as national TSDs/TSBs in the last three years by some estimates has halved. Now a handful of players, most of them backed by private equity or a larger parent company, are positioning themselves to be the last ones standing.

“I think this is progressing the way that we envisioned,” Edwards told Channel Futures. “There’s going to be a consolidation because there’s going to be a need for value and for resources. The only way to provide that resource is to be a large organization and reinvest.”

Edwards and Dan Pirigyi, who has joined Telarus as senior vice president of strategic partners, shared their vision for the future of the agent channel. Check out our slideshow above to read what they had to say.

 

Jun 22

TBI Names First Diamond Partner in New Incentive Program

By | Managed Services News

Renodis is generating more than $1,000,000 of monthly recurring revenue with TBI.

Telecom management provider Renodis is the first firm to achieve diamond status in TBI‘s new partner incentive program.

Minnesota-based Renodis has achieved more than $1,000,000 in monthly recurring revenue through TBI. As a result, the firm will receive the highest level of benefits TBI affords its partners through its recently launched Partner GEM Awards (PGA) Program. The program splits partners into four different tiers and provides qualifying partners with direct market development funds correlating to the TBI revenue they drove the previous year.

The Chicago-based technology services distributor first announced the Partner GEM Awards Program (PGA) at its Big Event in April.

TBI's Brandon Smith

TBI’s Brandon Smith

“We are so proud to have such a loyal partner working with our organization and look forward to seeing their continued success in the years to come,” TBI senior vice president of global sales Brandon Smith said.

Renodis was founded in 2002. It brands itself as an expert in both telecom and mobility procurement and management. It provides technology road map and vendor selection services. The firm also offers a telecom and mobility support desk.

Renodis owner and CEO Craig Beason said leveraging TBI and its vendor portfolio has helped the firm with its customers. Specifically, TBI has helped Renodis with a “faster approach to decision-making and technology road map planning.”

Beason, Craig_Renodis

Renodis’ Craig Beason

“This enables voice and data connectivity solutions to evolve from copper to cloud regardless of where clients are on that path,” Beason said. “We are excited to see this partnership grow in years to come and how we can bring more benefits to our clients.”

Jun 22

DartPoints Expands Partner Program with AT&T Channel Vet as First Leader

By | Managed Services News

The new hire made the very first sale through AT&T’s ACC Business partner program.

Jackie Steinberg has joined digital infrastructure provider DartPoints as channel leader. It’s a new position for the company, and Steinberg will lead DartPoints’ expanding channel program. She will develop relationships with the channel community, ultimately growing and streamlining DartPoints’ channel sales, the company said.

Steinberg was formerly a regional partner development manager for AT&T. There she was responsible for expanding AT&T Business and ACC Business services through technology services distributors (TSDs, formerly master agents) and their partners.

DartPoints' Monty Blight

DartPoints’ Monty Blight

A ‘Passion’ for Channel Programming

Monty Blight is VP of sales for DartPoints.

“Jackie brings a unique blend of leadership, passion and industry experience to the team. We look forward to seeing how our channel partner program will flourish with her at the helm,” Blight said. “Whether delivering our hybrid cloud and colocation services or next generation edge services, the channel will greatly benefit from Jackie’s expertise and sales prowess.”

Steinberg has 13 years of experience in telecommunications, building and sustaining high-performance sales teams. She established and maintained relationships with key clients and strategic partners. Steinberg was responsible for the re-launch of AT&T’s “colocation ecosystem” across all TSDs and their partners. She also launched and successfully made the first-ever sale for ACC Business. Prior to her role at AT&T, she was regional channel director of Nitel and consecutively ranked as the company’s top channel manager and president’s club winner for multiple years.

DartPoints' Jackie Steinberg

DartPoints’ Jackie Steinberg

“Given my background in growing industry channel programs, with a particular passion for solving customers’ technology issues, DartPoints is an exciting next step,” Steinberg said. “I’m thrilled to show the incredible value of DartPoints’ infrastructure and cloud solutions to the channel community that I’m so passionate about.”

Jun 22

Ataccama Partners to Get More Support Through $150 Million Bain Investment

By | Managed Services News

Ataccama partners will benefit from the company receiving $150 million in growth capital from Bain Capital Tech Opportunities.

That’s according to Sona Smid, Ataccama’s director of partner success. The company provides a unified data management platform.

Ataccama will use the funds to strengthen its go-to-market engine, further invest in new product innovation and expand its global reach. These efforts will allow Ataccama to build on its significant growth and cement its position “at the forefront of the data management and governance sectors.”

Ataccama spun off from Adastra in 2007. Its platform, Ataccama One, unifies data governance, data catalog, data quality and master data management functions across hybrid and cloud environments. It allows organizations to maintaining data accuracy, control and governance.

Investing More in Ataccama Partners

Ataccama's Sona Smid

Ataccama’s Sona Smid

“In the last 18 months, Ataccama has significantly revamped and invested in its global partner program, including onboarding and upskilling a large number of technology partners, VARs and SIs,” Smid said. “With the recent growth investment from Bain Capital Tech Opportunities, we look forward to further growing the global partner network with new strategic partners and expanding our footprint with existing partner organizations. We will also be growing our partner success team, providing increased support to our partners, investing in more training, including on-demand training and enablement. The investment will also allow us to allocate more funds to joint lead generation and other strategic initiatives.”

In the first quarter of fiscal year 2022 (Q4 2021), Ataccama averaged welcoming a new customer every three days, significantly expanding its footprint in the banking, financial services, insurance, life sciences, health care and retail industries. The company also doubled its annual recurring revenue (ARR) in 2021.

“We see the Ataccama partner channel as strategic to current and future growth of our company,” Smid said. “A substantial percentage of our revenue is currently sourced through our partner channel. And going forward, we expect this percentage [to] increase further. Partners are also key to territorial expansion. In the future, we are looking closely at Latin America, expanding our footprint in the DACH region, Japan and the Middle East.”

Competitive Advantage

The investment will provide both Ataccama and its partners a competitive advantage, Smid said.

“We will be applying the investment primarily towards geographic expansion, product innovation and go-to-market functions, including the partner channel,” she said. “We will also work to tighten the integrations with data processing platforms, including Databricks, Snowflake, etc. The Ataccama One platform is well-loved by clients and industry analysts. And with this infusion of capital, we look forward to improving the partner experience with greater enablement, improved sandboxing environments, a new e-learning program, implementing a refreshed partner portal, partner marketing support, and generally offering greater capacity and increased resources to our partners.”

Dewey Awad is a managing director at Bain Capital Tech Opportunities.

“Businesses require better and more actionable data to remain competitive in today’s evolving marketplace,” he said. “And they understand this requires stronger collaboration between IT and business analysts. Ataccama’s cloud-friendly, best-in-class platform makes it simple for technical and non-technical roles to collaborate on data quality and governance. Demand for the platform has driven a significant increase in the company’s average deal size, fueling incredible momentum. We see a significant runway for further growth.”

Jun 22

DartPoints Expands Partner Program with AT&T Channel Vet as First Leader

By | Managed Services News

The new hire made the very first sale through AT&T’s ACC Business partner program.

Jackie Steinberg has joined digital infrastructure provider DartPoints as channel leader. It’s a new position for the company, and Steinberg will lead DartPoints’ expanding channel program. She will develop relationships with the channel community, ultimately growing and streamlining DartPoints’ channel sales, the company said.

Steinberg was formerly a regional partner development manager for AT&T. There she was responsible for expanding AT&T Business and ACC Business services through technology services distributors (TSDs, formerly master agents) and their partners.

DartPoints' Monty Blight

DartPoints’ Monty Blight

A ‘Passion’ for Channel Programming

Monty Blight is VP of sales for DartPoints.

“Jackie brings a unique blend of leadership, passion and industry experience to the team. We look forward to seeing how our channel partner program will flourish with her at the helm,” Blight said. “Whether delivering our hybrid cloud and colocation services or next generation edge services, the channel will greatly benefit from Jackie’s expertise and sales prowess.”

Steinberg has 13 years of experience in telecommunications, building and sustaining high-performance sales teams. She established and maintained relationships with key clients and strategic partners. Steinberg was responsible for the re-launch of AT&T’s “colocation ecosystem” across all TSDs and their partners. She also launched and successfully made the first-ever sale for ACC Business. Prior to her role at AT&T, she was regional channel director of Nitel and consecutively ranked as the company’s top channel manager and president’s club winner for multiple years.

DartPoints' Jackie Steinberg

DartPoints’ Jackie Steinberg

“Given my background in growing industry channel programs, with a particular passion for solving customers’ technology issues, DartPoints is an exciting next step,” Steinberg said. “I’m thrilled to show the incredible value of DartPoints’ infrastructure and cloud solutions to the channel community that I’m so passionate about.”

Jun 22

DartPoints Expands Partner Program with AT&T Channel Vet as First Leader

By | Managed Services News

The new hire made the very first sale through AT&T’s ACC Business partner program.

Jackie Steinberg has joined digital infrastructure provider DartPoints as channel leader. It’s a new position for the company, and Steinberg will lead DartPoints’ expanding channel program. She will develop relationships with the channel community, ultimately growing and streamlining DartPoints’ channel sales, the company said.

Steinberg was formerly a regional partner development manager for AT&T. There she was responsible for expanding AT&T Business and ACC Business services through technology services distributors (TSDs, formerly master agents) and their partners.

DartPoints' Monty Blight

DartPoints’ Monty Blight

A ‘Passion’ for Channel Programming

Monty Blight is VP of sales for DartPoints.

“Jackie brings a unique blend of leadership, passion and industry experience to the team. We look forward to seeing how our channel partner program will flourish with her at the helm,” Blight said. “Whether delivering our hybrid cloud and colocation services or next generation edge services, the channel will greatly benefit from Jackie’s expertise and sales prowess.”

Steinberg has 13 years of experience in telecommunications, building and sustaining high-performance sales teams. She established and maintained relationships with key clients and strategic partners. Steinberg was responsible for the re-launch of AT&T’s “colocation ecosystem” across all TSDs and their partners. She also launched and successfully made the first-ever sale for ACC Business. Prior to her role at AT&T, she was regional channel director of Nitel and consecutively ranked as the company’s top channel manager and president’s club winner for multiple years.

DartPoints' Jackie Steinberg

DartPoints’ Jackie Steinberg

“Given my background in growing industry channel programs, with a particular passion for solving customers’ technology issues, DartPoints is an exciting next step,” Steinberg said. “I’m thrilled to show the incredible value of DartPoints’ infrastructure and cloud solutions to the channel community that I’m so passionate about.”

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