Category Archives for "Managed Services News"

Nov 23 Adds New Consultancies to Global Partner Program

By | Managed Services News says it has made it easier for partners to work with the company., the autonomous data flow provider, just expanded its global partner program with several enterprise architecture advisory and data consultancy partners.

New consultancy partners include X is Y, The Singularity Mesh, Moviri and Flare Build Systems. The Ascend Partner Program augments the Ascend Unified Data Engineering Platform.

Sean Knapp is CEO and founder of's Sean Knapp’s Sean Knapp

“Recently, a number of companies have reached out to about potential partnership opportunities,” he said. “In response to this growing interest, we recognized the need to formalize and expand the program to ensure our growing partner ecosystem was as successful as possible.”

Many enterprises are seeking out specialty advisory firms and consultancies to ensure the success of their data initiatives, Knapp said.

Global Partner Program Features

Consultancies gain access to technology that creates a competitive advantage for their services, Knapp said. Furthermore, they get resources to better support customers along their digital transformation journeys.

“We’re in lock-step with our partners, and rely on frequent and deep communications with them as we develop our partner and sales strategy,” he said. “We solicit recommendations from our partners on everything from features, pricing, positioning and market insight.” technology helps partners strategically differentiate themselves, Knapp said, and provides greater value for customers.

“Our strategic partners are true subject matter experts for their customers,” he said. “Being able to closely work with helps them apply the right technologies in the right places to harness their data for faster, more actionable analysis.”

The expanded partner program also helps reach new regions and industries faster, Knapp said. This allows it to capture a larger share of the global market for its specific type of data processing.

Easier Working with has created new ways to make it even easier to work with the company, Knapp said. It is investing heavily in co-marketing initiatives. It’s also offering significant revenue share that helps partners grow their businesses.

“We also work with partners on co-road mapping and feature development to provide the highest value possible for their clients,” he said. is investing in dedicated technical support for partners. Moreover, it provides three engagement tracks to match each partner to their capabilities.

“In addition, for consultancies that operate in the partner networks of the three largest cloud providers, now supports most of their co-selling motions,” he said. “Partners are a true extension of the team. And we are committed to ensuring their success and the success of their customers.”

Vijay Menon is principal at The Singularity Mesh.

“Ascend removes the bottlenecks caused by legacy data platforms, empowering our domain-focused customers to securely build and manage data meshes for their businesses,” he said. “Underpinning Ascend is a powerful, cloud-agnostic and intuitive low-code engine. [It] lets data teams focus on what really matters, freeing them from getting bogged down in managing the underlying infrastructure. Together, and The Singularity Mesh are making data truly accessible for the enterprise.”

Nov 23

AppDirect: SMB Cloud Adoption Strong, Partners Preferred

By | Managed Services News

SMBs prefer to buy IaaS from partners.

SMB cloud adoption of SaaS is strong. Now this market segment increasingly is turning its sights to infrastructure as a service (IaaS), with expected IaaS spend expected to reach $90 billion by 2023. That’s according to new research from AppDirect.

The AppDirect report – “A 360-Degree View of the Market for IaaS: Perspectives from Resellers and SMBs – found that 72% of SMBs run most workloads in the cloud. Over the next three years, eight out of 10 SMBs plan to increase IaaS spend. Today, IaaS spend for these businesses is approximately $60 billion.

AppDirect's Dan Saks

AppDirect’s Dan Saks

“As-a-service solutions have been a game-changer for SMBs, giving them access to enterprise-grade technology that levels the playing field, and IaaS is no different,” said Dan Saks, co-CEO of AppDirect. “Our report shows that SMBs are eager to adopt IaaS, but they want trusted partners to help them scale the solutions that are best for their businesses. There’s a huge IaaS opportunity for IaaS resellers who offer the products and ease of use that SMBs want.”

“Resellers” in the AppDirect report encompass VARs, MSPs and telecom companies. The research is based on a survey of 150 qualified IaaS resellers, 325 SMB IaaS decision makers, and five in-depth interviews with IaaS resellers and SMB IaaS decision makers. Cascade Insights did the research on behalf of AppDirect from June-August.

Partners Preferable for SMB Cloud Adoption

Given the two options that SMBs have for buying IaaS services – reseller or direct – 59% prefer resellers. The other 41% buy directly through cloud service providers. The lion’s share of survey respondents (95%) prefer buying though a reseller because they can buy from multiple providers.

There are three other key reasons why SMBs prefer resellers. Sixty-six percent of respondents agree that resellers understand their business needs. Sixty-three percent appreciate the support they get from resellers, and 60% agree that resellers act as trusted consultants to their business.

While the report authors agree that resellers have the edge over cloud service providers in most areas, they falter when it comes to pricing and discount options. Sixty-seven percent of respondents agree that when it comes to price, providers do better.

Among partner types, survey respondents prefer MSPs (81%), followed by VARs (53%) and telecom companies (37%).

What’s on the IaaS Menu?

So what IaaS solutions do partners offer? Storage (100%), databases (100%), both desktop virtualization and machine learning (89%), network (77%), compute (73%) and mobile services (34%).

Additionally, the report notes which IaaS cloud providers partners resell. They are Microsoft Azure (65%), Google Cloud (52%), AWS (48%), IBM (17%), Oracle (10%) and Alibaba Cloud (1%).

Despite SMBs’ preference to buy IaaS from resellers, there are some challenges for partners, according to the report.

Resellers are experiencing significant obstacles to a multiprovider strategy. The biggest challenge is that 82% report a lack of skilled staff. More specifically, respondents cite the cost of developing additional skills or hiring support to include additional suppliers. At the same time, 56% of resellers plan to invest more in IaaS efforts over the never three years.

There’s another important challenge reported by resellers. Nearly one-half (46% say that exclusive deals with the provider they currently work with hold them back from working with additional IaaS providers.

Nov 23

MSP 501 Profile: How DLC Technology Brings Best-in-Class IT to SMBs

By | Managed Services News

This is what happens when expertise and entrepreneurship get together and form a company.

Company Name: DLC Technology
Company MSP 501 Rank: 326
Founder & President: Darren Crane
Headquartered: Marlton, NJ
Primary Services:

  • Managed IT services
  • Security
  • Health care, legal and financial compliance

Twitter: @dlctechnology

DLC Technology's Darren Crane

DLC Technology’s Darren Crane

For the past 15 years, DLC Technology has focused on providing SMBs with best-in-class IT solutions and support. Darren Crane, the company’s founder and president, has the soul of an entrepreneur and an extensive background in IT. After more than a decade of working as a consultant for other companies, he had an opportunity to strike out on his own — and hasn’t looked back.

Crane takes delight in providing best-in-class IT and making technology “do things the vendors said was impossible.” DLC focuses on providing clients with technology aligned to their particular business needs. Crane says he wishes vendors would do the same with their partner models.

Channel Futures: What is the one thing you wish vendors would do that they don’t?

Darren Crane: Vendors have a fundamental misunderstanding of the MSP business model.  Most vendors have a traditional partner or reseller model that they attempt to apply to MSPs. But the model simply does not align with the goals or business strategy of the typical managed service provider.

Vendor partnership models are usually aligned against volumes of sales of their particular widget — be it number of devices sold or under management or number of licenses billed monthly, etc. — with special incentives to sell/buy more and get higher margins, marketing assistance, employee training, etc. They even run specials like “Buy two widgets get a third one free!” and so forth. What these vendors fail to understand is that the average MSP is not out there selling products a la carte!

The 2020 MSP 501 recognizes the top managed service providers in the world. See the full list. Then check out our brand-new Hot 101.

MSPs focus on finding customers that will be placed under their management for all things technology. Part of that management is a standard stack of solutions developed by the MSP itself. So, for example, if the standard backup and disaster recovery device is from vendor X, then acquiring that new customer will likely result in the purchase of one device from vendor X. If vendor X wants another sale, the MSP needs another new customer.

Vendors need to understand this model intimately and change their partnership model, incentives and goals. A more logical partnership model for an MSP would be one where MSPs are rewarded for things like:

  • Exclusively using that vendor’s products for that area of their stack (track percentage of customers with that product, for example)
  • Maximizing the use of all the vendor’s products throughout the MSP’s existing customer base

In addition, the vendor’s MSP partner model should focus on marketing services and materials that help the MSP get new customers as well as providing good neutral, brandable materials on their products and services. The materials should focus on why their widget is best-in-class and a good fit within the standard technology stack of the MSP.

CF: What new opportunities and challenges came with the global COVID-19 pandemic?

DC: The COVID-19 pandemic impacted us like most MSPs. Customers that had limited remote access capabilities suddenly needed it for all end users, and they realized that their 15-year-old phone system just couldn’t be used remotely. There was a burst of work at the start caused by remote work requirements, but we quickly got everything deployed. Some vendors offered solutions that helped, but having standards and virtualized environments that could be expanded quickly was key.

Initially there were several significant challenges:

  • Would our customers stay in business?
  • Would they continue to pay us?
  • How can we service them safely?

We analyzed our customers and spoke with them all. That allowed us to understand and plan. In some cases, we adjusted or rewrote agreements on the spot to allow our services to flex with the size of the customer’s workforce. In the end, we were just plain lucky that our customers were primarily in health care, legal and other verticals that continued to operate.

As COVID continued we faced additional challenges. How do you:

  • Market in this environment? What do you say on social media?
  • Get new customers when you can’t do networking events and other marketing activities?
  • Continue to have a corporate culture when your staff is always at home and never in-person?
  • Onboard and train our new employees?

Our staff and company culture were and continue to be a constant focus for us. We do…

Nov 20

HP Upgrades All-in-One POS for COVID-Era with Engage One Pro System

By | Managed Services News

The new POS system offers improved contactless payments and enhanced security.

HP is upgrading its high-end point-of-sale (POS) offering with the planned rollout of its new Engage One Pro AiO. Set to ship in January, HP claims the new system will be its highest-end all-in-one POS offering to date.

The HP Engage One AiO Pro, introduced last week, is designed primarily for large retail and hospitality businesses. It will replace the aging HP RP9 POS system with improved security and support for contactless transactions. The new Windows 10-based system is powered by Intel 10th Generation Core processors ranging from Celerons to i9s.

HP's Aaron Weiss

HP’s Aaron Weiss

“This will be the world’s most powerful all in one point of sale system delivering what we believe is the strongest price performance value on the market today,” said Aaron Weiss, vice president and general manager of HP’s retail solutions business. Weiss said some of the largest retail and hospitality operators use the current RP9, launched five years ago. HP will discontinue that line when the Engage One Pro ships.

The Engage One Pro will come with the new security technology introduced earlier this year with HP’s commercial PCs. It includes hardware-enforced security, as well as self-healing BIOS. “We have a lot of unique intellectual property that creates a new layer of security at multiple layers of the stack,” Weiss said. “We were able to directly adopt that into our retail point of sale portfolio.”

Increased Versatility and Durability

Weiss said the Engage One Pro builds on the form factor HP introduced with the mid-range HP Engage One. Weiss said the HP Engage One Pro, built with a 24-inch touchscreen display, is more versatile. A new pole mount is designed to offer improved cable management by making it easier to hide them. It offers different I/O hub options including support for a VSA mount, HP’s fan-less hub and support for portrait mode. The latter option will enable partners to configure the new POS systems in kiosks, on countertops and other self-service configurations. The COVID-19 pandemic has created greater demand for self-service and contactless POS solutions, according to Weiss.

“It was already a growing part of the market, but COVID is going to accelerate that part of the market as a total percentage of the TAM [total addressable market],” Weiss said. “In total units, we believe it will increase once we’re past COVID. We’re very hopeful that this product will provide a good solution for customers who are moving in that direction.”

The new system can also withstand new sanitization requirements that COVID-19 has ushered in. Based on HP’s testing, the company said the HP Engage One Pro can handle 10,000 wipe-downs with germicidal disposable wipes. “We wanted to make sure that our customers feel comfortable that this product can withstand all of the cycles of sanitization that are now part of the standard operating process in any in any retail and hospitality environment today,” Weiss said.

While HP markets its POS systems to retailers and hospitality providers, partners have been selling them in adjacent industries. Among them are health care, transportation, manufacturing and banking. “We’ve started to see more and more business in those areas,” Weiss said. “There’s an opportunity for us to cross over and address the needs in those verticals. But from a design standpoint, we will remain laser-focused on the retail and hospitality verticals.”

Nov 20

Zadara Expands Portfolio with Compute-as-a-Service, Hires New Channel Lead

By | Managed Services News

Joseph Sacchetti is the new senior director of channels, North America.

Zadara, known for enterprise storage-as-a-service, recently expanded its cloud platform to include compute-as-a-service solutions for MSPs. At the same time, the cloud services provider, this month, announced new top leadership hires in channel, sales and marketing.

Zadara's Joe Sacchetti

Zadara’s Joe Sacchetti

Joseph Sacchetti is the new senior director of channels, North America and Gene Cunningham is the vice president of sales, North America. Earlier this year, the company hired Tim DaRosa as the new CMO, and Lauren Koszarek as vice president of marketing.

Zadara's Nelson Nahum

Zadara’s Nelson Nahum

“Our upward trajectory shows no signs of slowing down and our growth numbers are in large part due to the strength of our channel partners,” Nelson Nahum, CEO and founder of Zadara said. “Zadara’s cloud services platform provides enormous value to service providers and the enterprise and addresses an expressed need for consumption-based services.”

In June, the company, founded in 2011, noted that year over year gross profits increased by 93%. Zadara attributed the growth to new customer wins, growth of its global partner and MSP network and market conditions that increased the need for flexible storage solutions. The company’s channel currently has 300 partners globally for 100% year over year growth. Zadara embraces all partner types – traditional VAR, MSP, solution providers, consultants and, more recently, colocation providers.

“Zadara is an inflection point. Up until a year ago, channel sales were about 50 percent and about 30% three years ago,” said Sacchetti. “Today, the channel is embracing as a service and we’re about 90% channel.”

Partners as Experts

All new business goes through partners. “The company realizes in order to achieve greatness, we must utilize the channel,” he added. “We want to work with partners deeply and make them experts.”

According to Sacchetti, Zadara embraces the six pillars of success in the channel.

  • Your product can be packaged and easily sold.
  • Offer excellent margins.
  • Registration with integrity: bulletproof, reliable and trackable.
  • A partner portal as the central repository for everything.
  • The creation of services opportunities for the VAR; certifications and cross-vendor tech alliances.
  • Reinvestment.

The company is interested in expanding its channel ecosystem. New partners will have engineering expertise and expertise in storage and compute.

Zadara announced compute-as-a-service in partnership with NeoKarm, who has a multi-cloud hybrid platform. Today, the Zadara Cloud Platform offers compute and storage as a fully managed, cloud-agnostic platform.

“If you look at the last one year, five years and nine years, we see this wave of folks that realize that embracing the cloud is what makes sense,” said Sacchetti. “It began with placing storage in the cloud and storage-as-a-service was the initial offering for Zadara. The most logical progression is to offer the compute platform and it’s what customers asked for.”

Zadara customers cross vertical industries. However, key markets include healthcare, life sciences, retail, and more recently entertainment, oil and gas and law enforcement. Businesses range in size from small and medium enterprise to larger enterprise.

Nov 20

DLT Partners with IBM, Microsoft to Distribute Advanced Technology

By | Managed Services News

Separate deals bring solutions to the public sector and to government entities.

DLT, a Tech Data subsidiary, has partnered with IBM and Microsoft to distribute advanced technology. The solutions aggregator announced on Thursday that it’s bringing IBM’s open hybrid cloud, AI, security and other software solutions, to the U.S. public sector. On Wednesday, DLT partnered with Microsoft to bring more than half-dozen Azure and Modern Workplace offers to government entities.

DLT is a premier government solutions aggregator with access to more than 50 in-house contract vehicles and dedicated channel and enablement services.

IBM's Jay Bellisimo

IBM’s Jay Bellisimo

“We’re seeing organizations increase their investments in hybrid cloud and AI as they accelerate their digital transformations,” said Jay Bellissimo, general manager for the U.S. public and federal market at IBM. “This collaboration with Tech Data and DLT will expand our platforms’ footprint further into the partner ecosystem and with clients in the U.S. government and education markets, which ultimately will provide them with the flexibility, security and innovation of IBM’s open hybrid cloud and AI solutions.”

Here’s a closer look at the DLT-IBM deal. DLT will extend the channel’s reach to help U.S. public sector customers’ journeys to the cloud. Through Cloud Navigator, DLT’s partner network, partners can assess cloud readiness, provide government customer cloud migration support. This will help ensure that organizations maintain visibility, gain actionable intelligence and achieve automation and accountability across their cloud investments.

Via the new agreement DLT will offer IBM Cloud Paks, containerized and integrated suites of software that run on Red Hat OpenShift and are hosted on IBM Cloud. Cloud Paks integrate with IBM Watson. In fact, DLT is authorized to offer all of IBM’s software-based solutions.

Microsoft Offers

Microsoft’s offers will also be available through DLT’s Cloud Navigator program. It will include enhanced International Traffic in Arms Regulations (ITAR)-compliant support through DLT’s Confirmed Stateside Support offering.

The Microsoft Azure and Modern Workplace solutions include: Azure Commercial Cloud, Azure Government; Azure Government Secret, Azure Infrastructure as a Service (IaaS), Azure Platform as a Service (PaaS), Azure Software as a Service (SaaS), and Modern workplace applications such as Microsoft 365, Microsoft Dynamics 365 and the Microsoft Power Platform.

DLT Solutions' Chris Wilkinson

DLT Solutions’ Chris Wilkinson

“Migrating workloads to the cloud is an important step on the pathway for digital transformation and IT modernization for government organizations, said Chris Wilkinson, president of DLT Solutions. “By distributing Microsoft’s Azure and Modern Workplace solutions to the U.S. public sector, DLT and our partners will be able to help these organizations accelerate their modernization goals and mission objectives with an expanded set of cloud portfolio solutions.”

Nov 20

MSP 501 Profile: Technium Successfully Shifts to Biotech/Life Sciences

By | Managed Services News

The biotech and life sciences vertical was in high need of a trusted security partner.

Company Name: Technium
2020 Hot 101 Ranking: 83
CTO: Michael Joseph
Headquartered: Southborough, MA
Primary Services:

  • Secure network as a service
  • Security advisory and maintenance

Twitter: @TechniumOps

Technium, the managed networking and security provider, has nearly doubled its customer base by targeting the biotech and life sciences segment.

Co-founders Michael Joseph and Marius Janulis formed Technium in 1999. In 2012, they identified and acknowledged an industry shift toward converged networking and security. To prepare, they began investing in more security-focused partnerships, training and personnel.

As Joseph, also CTO, points out, it’s important to listen and learn. That better ensures success with customers.

Technium's Michael Joseph

Technium’s Michael Joseph

In a Q&A with Channel Futures, Joseph talks about the pivot to biotech and life sciences. He also talks about the satisfaction that comes from owning your own business.

Channel Futures: What is one thing you wish vendors would do that they don’t?

Michael Joseph: This is an important question, and in fact, the answer is extremely simple: Listen. As a small business owner, we have been forced to evolve in step with our customers’ needs, which are always changing. Cloud strategies move to security challenges and then to remote access concerns. As a technology company, the needs of the customer are very important to hear and ensure that as a business we listen and learn. This means regular communication, feedback on the good and bad of the service provided, as well as a focus on innovating and regularly failing.

Our organization has a core value of be the exception. We try to challenge our team to meet this goal in many ways. That includes listening to our customers and thinking about how to meet them where they are going versus where they are today. A particular example is worth sharing to illustrate this important value proposition for small businesses. Our customers have been challenged to understand how to manage the difficult decision of security management and where to invest scarce resources. Instead of creating a poor security add-on to our existing service, we instead listened to the need and found an organization we could bring in that complemented us and was better than our company at this particular security requirement. Instead of losing business, we actually created opportunity by presenting a better overall solution driven by a packaged offering.

The 2020 MSP 501 recognizes the top managed service providers in the world. See the full list. Then check out our brand-new Hot 101.

CF: What was the single biggest technology or business decision that drove your company’s growth in 2019? How did it do so?

MS: In 2019, we decided to commit to a particular segment of the market, biotech and life sciences. This may have seemed obvious being headquartered in metro Boston. But it was still a significant effort to understand and impact the various organizations and financial funding sources. We nearly doubled the number of customers in less than two years by directing our services to bioitech and life sciences. This decision also was a fortunate one with the COVID-19 pandemic, as the majority of our new customers are relatively insulated from the impact of this sad disease, and in fact …

Nov 19

Cybercriminal Tactics to Change in 2021 to Target Corporate Networks

By | Managed Services News

There will be a lot of opportunity for MSPs and MSSPs to help customers lock down their cloud data.

Cybercriminal tactics in 2021 will shift in new and innovative ways to attack individuals, their homes and devices to find a path to corporate networks.

That’s according to WatchGuard Technologies‘ security predictions for next year. The global pandemic has rapidly accelerated the existing shift toward remote work. Employees now operate beyond the protection of the corporate firewall. In turn, cybercriminal tactics will exploit these vulnerabilities.

WatchGuard's Corey Nachreiner

WatchGuard’s Corey Nachreiner

Corey Nachreiner is WatchGuard’s CTO. He said security service providers were already preparing for many of the new challenges and opportunities. But 2020 has dramatically accelerated the trends.

“One obvious example is remote work,” he said. “Remote work is likely to be the norm, even post-pandemic. With most employees working outside an organization’s direct network purview, you need to adjust the security stack accordingly. For an attacker, how they target victims changes when the user isn’t protected by traditional corporate technologies. Security practitioners already have security controls to handle both scenarios, but they’ll likely have to rebalance which they focus on.”

The cloud, whether SaaS or IaaS/PaaS, isn’t new, Nachreiner said. But many organizations and service providers still have less experience securing cloud data when they’re somewhat limited by what’s allowed by third-party providers.

“There are many technologies and best practices that can indeed help an organization secure cloud resources,” he said. “But the industry still seems less familiar with them, and their value. There will be a lot of opportunity for MSPs and MSSPs that can help customers lock down their cloud data.”

People and Emotions

Automation will drive a new tidal wave of spear phishing campaigns, according to WatchGuard.

“Cybercriminals have already started to create tools that can automate the manual aspects of spear phishing,” Nachreiner said. “By combining such tools with programs that scan data from social media networks and company websites, phishers can send thousands of detailed, believable spear-phishing emails, with content customized to each victim. This will dramatically increase the volume of spear phishing emails attackers can send at once, which will improve their success rate. On the bright side, these automated, volumetric spear-phishing campaigns will likely be less sophisticated and easier to spot than the traditional, manually generated variety.”

Bad actors know anxiety and uncertainty make victims easier to exploit, he said. As society continues to grapple with COVID-19, global political strife and general financial insecurity in 2021, these automated spear-phishing attacks will prey on fears around the pandemic, politics and the economy.

Stealing Credentials

In addition, threat actors now have an abundance of tools to help them craft convincing spear-phishing emails that trick victims into giving up credentials or installing malware. They’re leveraging cloud hosting to piggyback on the otherwise good reputation of internet giants like Amazon, Microsoft and Google.

“Most cloud-hosting services like Azure and AWS offer internet-accessible data storage where users can upload anything they’d like, from database backups to individual files and more,” Nachreiner said. “These services are exposed to the internet through custom subdomains or URL paths on prominent domains such as, and Threat actors commonly abuse these features to host website HTML files designed to mimic the authentication form of a legitimate website like Microsoft365 or Google Drive, and to steal credentials submitted by unsuspecting victims.”

WatchGuard predicts these cloud-hosting providers next year will begin heavily cracking down on phishing and other scams. They’ll do so by deploying automated tools and file validation that spot spoofed authentication portals.

Hitting Home

With work from home continuing through 2021 and beyond, cybercriminals will change their approach and create attacks specifically targeting the home worker.

“Malicious hackers often include worm functionality modules in their malware, designed to move laterally to other devices on a network,” Nachreiner said. “In 2021, cybercriminals will exploit under-protected home networks as an avenue to access valuable corporate endpoint devices. By deliberately seeking out and infecting the company-owned laptops and smart devices on our home networks, attackers could ultimately compromise corporate networks. Next year, we expect to see malware that not only spreads across networks, but looks for signs that an infected device is for corporate use (such as evidence of VPN usage).”

Smart Cars Targeted

In addition, smart cars keep getting smarter and more common, with more manufacturers releasing new models every year. Security researchers and black hat hackers alike are paying attention. In 2021, WatchGuard expects a surge in smart car attacks that leverage smart chargers.

“As with chargers for our mobile phones and other connected devices, smart car charging cables carry more than just energy,” Nachreiner said. “Although they don’t transfer data in the same way phone chargers do, smart car chargers do have a data component that helps them…

Nov 19

How to Build a Trusted Digital Infrastructure Foundation

By | Managed Services News

A trusted digital infrastructure foundation that makes it possible to adapt and transform without unnecessary disruption.

Today, every organization needs a trusted digital foundation that makes it possible to adapt and transform without unnecessary disruption. Hear Sanjay Poonen, VMware COO, discuss how the digital infrastructure and application solutions of VMware help you build, run, manage, connect and protect all of your customer’s apps, everywhere.

This guest blog is part of a Channel Futures sponsorship.

Nov 19

Updated Tenable Assure Partner Program Includes New Training, Tools, More

By | Managed Services News

The Tenable Assure partner program positions MSSPs and resellers to serve as expert advisers.

Tenable just updated its Assure partner program with a new certification program, expanded service choices and a revamped partner portal.

The Tenable Assure partner program positions MSSPs and resellers to serve as expert advisers. They help organizations translate raw security data into a risk-based, metrics-driven program.

Jeff Brooks is Tenable‘s vice president of channels and business support.

Tenable's Jeff Brooks

Tenable’s Jeff Brooks

“We are continuously evaluating the Tenable Assure program features to ensure we’re setting partners up for success,” he said. “The new certification program, updated training curriculum highlighting our new integrations and features, expanded service choices and new, intuitive partner portal are designed to better equip our partners with the industry and product knowledge they need to solve customer problems.”

Cyber Exposure

Organizations of all sizes have accelerated their migration to the cloud and their adoption of new technologies. That includes IoT, mobile and DevOps. As their attack surface expands, these organizations turn to Tenable and its partners to help them see, predict and act to address their cyber exposure.

“We value partner feedback and consider our Tenable Assure partners part of our extended team,” Brooks said. “Ensuring they have the enablement, knowledge and experience to serve as our customers’ expert advisers is a top priority. We run global partner advisory board sessions where we collect feedback to help inform program updates. These activities play an important role in the new features we’re rolling out.

The updated training curriculum offers partners a competitive advantage, he said. It equips them with the expertise necessary to understand and solve the most pressing security challenges customers are facing today.

“This includes addressing IT/OT convergence and implementing risk-based vulnerability management programs,” Brooks said. “The streamlined collaboration offered by our new portal also increases the response time our partners can provide customers.”

Furthermore, the optional services delivery certification allows partners to own all of the services during the sales cycle, he said. Therefore, they become more strategic to the customer.

Collaboration Important

In a channel-led company, effective collaboration between partners and direct sales is critical, Brooks said.

“With these updates, we’ve streamlined the workflow between both teams and also increased the incentive for them to work effectively together,” he said.

“The new service delivery authorization from Tenable is a game-changer as we transition to a full-service model for our customers,” said Wendy Hoey, Optiv‘s senior director of partner alliances. “With this, alongside the new training and certifications, we can expand our joint customer base and provide strategic counsel, pragmatic solutions and custom services for risk-based vulnerability management.”