Category Archives for "Managed Services News"

Jun 28

Cybereason Issues ‘Highly Severe’ Black Basta Ransomware Warning

By | Managed Services News

Some of Black Basta’s ransom demands have exceeded $1 million.

Cybereason is warning global organizations about a rise in ransomware attacks from the new Black Basta gang.

The Black Basta gang emerged in April. Since then, it has victimized nearly 50 companies in the United States, United Kingdom, Australia, New Zealand and Canada. Organizations in English-speaking countries appear to be targets.

Cybereason assesses the threat level of Black Basta ransomware attacks against global organizations as highly severe.

Black Basta has been using the double extortion scheme on its victims. In addition, some of their ransom demands have exceeded $1 million.

Double extortion works when attackers penetrate a victim’s network, steal sensitive information by moving laterally through organizations and threaten to publish the stolen data unless the ransom demand is paid.

Black Basta an ‘All-Star’ Ransomware

Lior Rochberger is senior security researcher at Cybereason.

Cybereason's Lior Rochberger

Cybereason’s Lior Rochberger

“Black Basta has unique and unseen before features. And what’s interesting, and what makes this ransomware so dangerous, is that the operators behind it seem to not only know what they are doing, but to follow other well-known and notorious groups such as the Conti Group and REvil,” she said. “In fact, many are speculating that Black Basta ransomware was developed by former members of Conti and REvil, which contributes to it being an ‘all-star’ ransomware.”

Some attackers take up to a few days to move laterally inside the network, and collect data and exfiltrate it, Rochberger said. If that is the case, it leaves more time for defenders to detect the anomalous behavior and stop the adversary.

“The problem starts when there is a short time to ransom (TTR) that can be even just a few hours,” she said. “This leaves a short window for defenders to successfully defend against the threat. What is potentially hard to practice, but can be effective, is to password protect documents and files. This way the adversaries cannot access the content inside them. And the files will be useless for them or for potential buyers.”

Updating Security Tools and Software

There are many things organizations can do to protect themselves from ransomware attacks, Rochberger said. One is ensuring security tools and software are updated regularly with patches and that configurations are correct.

“In addition, organizations should use advanced security tools that can detect and prevent malicious activity based on the behavior and artificial intelligence (AI) rather than static information such as hashes,” she said. “In addition, it is important for organizations to have visibility across their entire network.”

Roger Grimes is data-driven defense evangelist at KnowBe4. He said the most interesting and scary development is the continued growing focus on compromising VMware ESXi virtual hosts.

KnowBe4's Roger Grimes

KnowBe4’s Roger Grimes

“Most corporations are huge into virtual machine (VM) infrastructures, and it’s only growing,” he said. “One compromised VM host can immediately put at risk dozens to hundreds of virtual guest instances. It makes it far easier for a ransomware program or group to do all the double extortion damages, including stealing login credentials, data exfiltration and encryption. Plus, most VM infrastructures use and rely on the same infrastructure to conduct their mission-critical backups. It’s a part of the VM infrastructure and because of that it’s easier to compromise once the VM host is compromised.”

Protecting VM Investments

Compromising a VM host makes it far easier for the attacker to also compromise the involved backups, Grimes said.

“I would go so far as to say that any ransomware program not intentionally targeting VM infrastructures is being highly inefficient and dumb,” he said. “It’s even more important than ever that shops with huge VM investments understand this changing landscape and take the appropriate mitigations.”

Organizations should protect VM infrastructures like the high-risk assets they are, Grimes said.

“They need to require multifactor authentication (MFA) to access them, aggressively patched and aggressively monitored,” he said. “You can’t protect a VM host machine like you do a regular server. Or if you do, you’re just asking for increased risk and far greater chance of significant compromise.”

Jun 28

HPE Fulfills 2019 Promise with Platform Enhancements, Private Cloud Revamp for GreenLake

By | Managed Services News

The platform deepens security, extends developer tools to provide, scalable and unified experience, from edge to cloud.

HPE DISCOVER/PARTNER GROWTH SUMMIT 2022 Hewlett Packard Enterprise (HPE) has made platform enhancements and new cloud services for HPE GreenLake, the company’s flagship offering.

The boosts to the program aim to deliver an open, secure, and scalable platform and a solid set of cloud services. HPE says the enhancements will provide customers and partners with greater control, agility, and faster time to value in their hybrid cloud strategy.

The company announced advancements to the GreenLake platform back in March. 

HPE's Antonio Neri

HPE’s Antonio Neri

“Three years ago, at HPE Discover, HPE committed to delivering our entire portfolio as a service by 2022,” said Antonio Neri, president and CEO, HPE. “Today, at our first in-person HPE Discover since 2019, I am proud to say that not only have we delivered on that commitment, but we have also become a new company in the process. HPE GreenLake is now the de facto platform for hybrid cloud and private cloud, and our industry-leading catalog of cloud services enable organizations to drive data-first modernization for all their workloads, from edge to cloud. The innovations unveiled today further build on our vision to provide the market with an unmatched platform to unleash innovation and transformation.”      

The HPE GreenLake Platform 

HPE GreenLake provides customers and partners with a unified, consistent cloud experience, the company said. It also gives them control and visibility, and access to more than 70 cloud services. Partners and customers alike are clamoring for an “all in one place” platform. With this, they are able to work from one control plane from which they can automate, orchestrate, and run their hybrid strategy, for all workloads.

Advancements to the GreenLake platform include several key components. They include: enhanced security; a new developer portal and tools; and a broader spectrum of capabilities to manage assets and workloads at scale.

HPE says the GreenLake platform is seeing strong customer demand. It now boasts more than 1,600 enterprise customers. In the second quarter, HPE reported an annualized revenue run-rate (ARR) of $829 million and triple-digit as-a-service orders growth for the third consecutive quarter.

GreenLake for Private Cloud Enterprise

The market for private clouds on-premises and at the edge is expanding rapidly. Enterprise customers, across a multitude of industries, are adopting modern private clouds as part of their hybrid, multicloud, and digital transformation strategy. The problem is, historically, traditional private cloud offerings have failed. This is due to several reasons; chief among them are complexity, manual processes, little visibility and governance, and solutions that can’t scale.

HPE saw a market opportunity here, and that’s where GreenLake comes in. The platform has become a sought-after tool for organizations seeking to roll out pay-per-use private clouds.

GreenLake aims to build on this momentum with HPE GreenLake for Private Cloud Enterprise. This is a new offering that takes the private cloud experience and provides automated, flexible, scalable, and enterprise-grade private cloud. And a bonus: It is built for both cloud-native and traditional applications. HPE Private Cloud Enterprise includes modular infrastructure and software and supports the deployment of bare metal, virtual machines, and container workloads.

Data, Storage, and Compute Cloud Services from HPE GreenLake

The ability to capture and act on data insights is becoming vital in the modern enterprise. The access to this data informs everything, funneling up into …

Jun 28

During Pride Month 2022, We Learned About a Lot More Than LGBTQ+

By | Managed Services News

June 2022 was a master class in the importance of DE&I — for everyone.

Pride Month 2022 ends this week. But that doesn’t mean appreciating the talents, accomplishments and contributions of the LGBTQ+ community should come to a screeching halt. Nor should supporting and protecting the community through allyship and advocacy. In fact, support and protection have never been more important than they are right now.

Ask anyone involved in DE&I and they will tell you that the struggle for human rights is long, hard and interminable. The story arc of the struggle for equality and freedom of marginal groups is incomprehensibly long. Be prepared to dig in and stick with it for the long haul.

Pride and Pain for LGBTQ+

For example, homosexual rights activist Henry Gerber founded the Society of Human Rights in 1924, but it wasn’t until the Stonewall Uprising of 1969 that the LGBTQ+ rights movement galvanized. Leading the way were individuals such as Brenda Howard, Marsha P. Johnson, Harvey Milk, Larry Kramer, Rita Mae Brown and Edith Windsor.

Each June — the month of the Stonewall Uprising — LGBTQ+ communities around the world hold parades, festivals and other special events to spread recognition and awareness of LGBTQ+. And almost every week, there is another news story about a hate crime against gays — vandalism, assaults and even killings. The struggle continues.

The Struggle for Civil Rights

In the middle of celebrating Pride Month, we observed Juneteenth. Black Americans have been struggling to achieve the freedom they were promised since 1865. Among the many heroes along the way were Frederick Douglass, Harriet Tubman, Rosa Parks, Thurgood Marshall, Medgar Evers and Martin Luther King Jr.

Over Memorial Day this weekend — just before the beginning of Pride Month — George Floyd was remembered in ceremonies at the Minneapolis intersection where he was killed by police in 2020.

A Setback for Women’s Equality

Also during Pride Month, a major blow was delivered to women’s equality when Roe v. Wade was overturned by the Supreme Court. The organized fight for women’s rights in the U.S. has been going on since 1848. At the forefront over the years were Lucretia Mott, Susan B. Anthony, Elizabeth Cady Stanton, Betty Friedan, Bella Abzug and Gloria Steinem.

Protests have been taking place across the country since the 1973 ruling was overturned. There is fear — even among some of the justices themselves — that the Supreme Court has just begun its assault on individual freedoms. In their dissent on the court’s decision, Supreme Court Justices Stephen Breyer, Sonia Sotomayor and Elena Kagan wrote, “Either the mass of the majority’s opinion is hypocrisy, or additional constitutional rights are under threat. It is one or the other.”

The dissent warned that other rulings that “settled freedoms involving bodily integrity, familial relationships, and procreation” may now be in danger. Those “other rulings” include contraception and same-sex marriage.

All of this goes to show that DE&I is not a week, a month or a year. It is 24/7/365 for as long as it takes. It requires dedication, determination and vigilance. There will be victories, there will be setbacks. But as President Biden remarked when talking about the Supreme Court’s ruling, “This is not over.”

Cultural anthropologist Margaret Mead stated, “Never doubt that a small group of thoughtful, committed citizens can change the world. Indeed, it’s the only thing that ever has.”

DE&I is hard work. But it’s oh, so worth it.


Jun 28

Kyndryl Advances Microsoft Azure Managed Services, Adds Alliance Partners

By | Managed Services News

Kyndryl is going deeper with Microsoft, while adding Oracle and Veritas as its newest alliance partners.

Microsoft is Kyndryl’s first alliance partner, and now the two companies are advancing their collaboration with Azure Managed Services. Seven months after IBM spun off Kyndryl, the new managed services giant and Microsoft have co-developed what they are calling “Mission-Critical Infrastructure Modernization.”

The new offering consists of consulting and implementation services designed for migration of on-premises, business-critical applications to Microsoft’s Azure cloud. A collective team of senior Microsoft Azure engineers and solution builders, and practitioners from both companies, are creating the service. Harish Grama, Kyndryl’s global practice leader, revealed the Azure Managed Services during a briefing with Channel Futures.

Kyndryl's Harish Grama

Kyndryl’s Harish Grama

“We’re co-creating offerings for the managed services market and the cloud migration and modernization market,” Grama said. “It’s an end-to-end offering that includes the customer, Microsoft personnel, Kyndryl personnel, along with processes and IP assets – obviously cloud being one of them – but also all the automation tools that we have.”

Grama said Kyndryl is working with several customers on the new offering, though he doesn’t have permission to identify them. The Kyndryl-Microsoft Mission Critical Infrastructure Modernization engagements start with advisory sessions, where consultants evaluate a customer’s application environment.

“There will be an advice component where we’ll start working with people, looking at their application estates, and then re-platform, rewrite, re-host, rearchitect, etc.,” he said. “At the same time, we’ll also leverage our strengths in the infrastructure business, automate the creation of landing zones using Azure infrastructure, automate the deployment of these applications, the security, the network, the monitoring, the patching, and then the optimizing.”

The goal is to create a factory motion, where performing five or six migrations, it will have patterns that Kyndryl can then tweak for specific customer requirements, according to Grama.

First and Only Premium Partner

Kyndryl announced Microsoft as its first technology alliance in November after IBM spun off the business. The move freed Kyndryl from acting in IBM’s interests, while letting Big Blue partner with the expanding MSP community.

“They were the first mega partner we signed; they continue to be our only premium partner,” Grama said of Microsoft. “We’ve stepped set up our center of competency. It is a mix of IP assets, people and dollars — the cloud, including the IP assets …  that we’ve put together. And we’re doing this co-creation with our customers and with Microsoft to showcase some of the capabilities and the value that we can jointly bring.”

Grama added that Microsoft is making a significant investment in the partnership.

“They’re putting in a lot of people,” he said. “They’re putting in a lot of dollars, and they’re obviously giving us their cloud, in that context. So we can start to really build up this movement with all these large companies that want to move to Azure.”

Expanding Mission Critical Infrastructure Modernization

While Kyndryl is launching Mission Critical Infrastructure Modernization via Azure managed services, Microsoft won’t be the only partner offering it.

“We want to follow it on with GCP [Google Cloud] and AWS in particular is because the pipeline is so strong and so healthy,” Grama said. “One of the reasons that we were so excited to be Kyndryl is we have this freedom to work with all these other technologies and not just IBM technologies.”

Grama said that with IBM’s 3% cloud market share, it was limited in the opportunities to offer …

Jun 28

Vonage a ‘Single Communications Stack Provider’ for Partners, Customers

By | Managed Services News

These are the biggest opportunities for Vonage partners today.

Vonage is making a big play for partners in the U.K. and throughout Europe.

Adam Wilson, strategic partner director, EMEA and APAC for Vonage, joins us for this edition of Channel Futures TV. He discusses the biggest opportunities for Vonage partners today and describes some of the new partner types the company is recruiting. He also touches on how current economic conditions are impacting customer engagement.

Jun 28

VMware Continues Shift to Subscription Model with vSphere+ and vSAN+

By | Managed Services News

Find out what the opex versions of the company’s virtualization platform mean for channel partners and end users.

VMware has taken another step in its efforts to move its business model from legacy perpetual licensing to recurring subscriptions. The latter, of course, bring in more consistent revenue. To that end, VMware on Tuesday unveiled vSphere+ and vSAN+.

The original vSphere serves as VMware’s computing platform, while vSAN offers storage.

Now, though, the next iterations – vSphere+ and vSAN+ – provide the opex versions of those solutions. They are part of Project Arctic, announced at last year’s VMworld event.

As such, vSphere+ and vSAN+ “represent the next major evolution of those foundational solutions that customers know and trust,” said Krish Prasad, senior vice president and general manager of VMware’s Cloud Infrastructure Business Group. “Wherever customers are on their digital transformation journey and in executing their multicloud strategy, vSphere+ and vSAN+ will help accelerate their transformation — enabling them to build, run and operate their workloads on-premises while benefiting from new cloud consumption models that positively impact their current operations.”

Note that during VMware’s media briefing announcing the products, company representatives stood firm on their stance not to answer questions about the pending, $61 billion Broadcom acquisition. Read the latest on that deal here. (Incidentally, VMware also has a new interim channel head, now that Sandy Hogan has resigned.)

Meantime, see our slideshow above to learn more about vSphere+ and vSAN+; plus, what the products mean for channel partners and their customers.



Jun 28

SecureAuth Appoints CyrusOne, AppDynamics Vet to Leadership Team

By | Managed Services News

SecureAuth has also appointed a chief financial officer.

SecureAuth has added Dennis Dowd, previously with CyrusOne and AppDynamics, to its leadership team as vice president of worldwide sales.

Dowd will lead SecureAuth’s direct and channel sales teams to grow revenue. SecureAuth also promoted Karan Dua to chief financial officer. Dua previously served as vice president of finance since joining SecureAuth in 2019.

SecureAuth's Dennis Dowd

SecureAuth’s Dennis Dowd

SecureAuth was built on strong identity and access innovation, and continues to take passwordless continuous authentication to the next level with Arculix,” Dowd said.

SecureAuth is well-positioned to help organizations show their value-add, Dowd said. It does so by addressing the demands of digital acceleration and a challenging digital identity threat landscape.

Driving Sales Growth

As the latest addition to the SecureAuth leadership team, Dowd brings experience in driving sales growth and supporting successful value-add solutions for channel partners for a broad range of technology solutions. Prior to SecureAuth, Dowd was CyrusOne‘s area vice president. There, he built an enterprise sales team, growing the business by 500%, and leading to the $15 billion acquisition by KKR and GIP.

As an AppDynamics, AppSense and Dell Technologies veteran, Dowd held sales and channel leadership positions driving market adoption.

Paul Trulove is SecureAuth‘s CEO.

“With the recent launch of Arculix, our next-generation authentication platform, Dennis is joining SecureAuth at an exciting time,” he said. “And we look forward to accelerating growth by partnering with customers to deliver a frictionless, but secure authentication process for all users.”

SecureAuth's Karan Dua

SecureAuth’s Karan Dua

As SecureAuth’s CFO, Dua is responsible for the global general and administrative function including accounting, finance, treasury, tax and legal. Prior to SecureAuth, he worked at PlanGrid, which was acquired by Autodesk, and YuMe, a public company with $170 million in annual revenue. Dua also brings experience working for big four accounting firms PwC and Ernst & Young.

Jun 28

HPE MSPs Have Their Say on New Program Debut at Partner Growth Summit

By | Managed Services News

The new partner program, Partner Ready Vantage, and these updates, point to CEO Antonio Neri’s big channel moves.

HPE PARTNER GROWTH SUMMIT — HPE on Monday rolled out a new program to help its partners sell as-a-service solutions. The company used its HPE Discover Partner Growth Summit to unveil several key updates and new programs, all aimed at partner growth. The ecosystem program, Partner Ready Vantage, is to enable partners to stay involved throughout the customer life cycle. 

In light of this announcement, partners offered Channel Futures their thoughts on the program.

MSP Growth Coalition Juan Fernandez

MSP Growth Coalition Juan Fernandez

“I believe this is a step in the right direction,” Juan Fernandez, co-founder and CEO, MSP Growth Coalition, told Channel Futures. “The mentorship, workshops, and educational aspects of the program pique my interest as there are so many partners that can take advantage of these services. It’s often forgotten that we are not only in the tech business but also in the employee success business. The more educated we [are], the better suited tech employees are at supporting customers needs.”

Fernandez says that the hardest part about as-a-service is packaging and pricing. That’s not to mention if you’re doing this in-house: the financing.

“If we simplify that process, then I 100% agree this will be a home run,” continued Fernandez. “But, if we add layers of complexity, it may be a tough start. Regardless, this is progress, and I feel that over time it will empower the modern solution provider and will become the way of the future.”

Subscription Model Pivot

Techsperts' Joe Cannata

Techsperts’ Joe Cannata

“HPE seems to be jumping on the subscription model approach,” Joe Cannata, CEO, Techsperts, told Channel Futures. “While I’m not sure they will compete directly with the Microsofts and Amazons, I can imagine a more packaged and user friendly approach to selling services that could be appealing to partners. I’m interested to see how it plays out and how HPE differentiates [itself] in the market.”

Interesting mention, as we touched on the same phenomenon in our initial coverage of the announcement. Indeed, in recent years, HPE has switched its partner focus from transactional to subscription. This was/has been in an effort to stay ahead of the competition in terms of the growing cloud-computing competition.

For several years, the big vendors, HPE included, have been placing a heavy emphasis on subscription partners as they move away from the old-fashioned transactional model. These vendors have to realize that traditional transactional partners need a little help moving to the as-a-service model, and that partners need those extra service dollars in order to really make significant margin.

“[This is] HPE recognizing that new reality and trying to give partners what they want,” said Kris Blackmon, chief channel officer with channel consultancy JS Group. “Easier said than done. I’ll be paying close attention to see how partners react, and if they’re actually getting those services multiples they’re looking for.”

Staying Ahead of the Curve

Other partners cite HPE’s vigorous objective to keep the company relevant in a significantly and constantly changing IT market.

Terry Suellentrop

3Nines’ Terry Suellentrop

“I’m glad to see that HPE is trying to get out in front of this instead of lagging behind,” said Terry Suellentrop, CEO, 3Nines Technologies. “The MSP business model is fairly well developed, but hardware manufacturers have been reluctant to get on board. So, this is a welcome change. I’m guessing that this will take a year or so to play out how this works, and whether SMB customers will embrace the as-a service model for hardware.”

Jason Kidman

SOS Support’s Jason Kidman

“I have heard recently that Microsoft has, or will be, releasing a managed service solution,” Jason Kidman, president, SOS Support, told Channel Futures. “At first, it was a bit intimidating. But then I realized that our clients don’t want Microsoft to be their MSP. The only other solution I would commit to for our clients would be HPE. I do feel strongly that HPE is great quality. I also think everybody wants to get into recurring revenue models.”

Evolving Business Models

During Monday’s general session at HPE Partner Growth Summit, George Hope, worldwide head of partner sales, addressed the shifting landscape and partner/customer expectations.

“As partners evolve their business models to meet the demands of customers today, they need a flexible program that is designed to help them deliver no matter how their customers are choosing to buy or what their priorities are,” said Hope. “HPE Partner Ready Vantage enables partners to participate more fully across the entire customer life cycle and is optimized for our partners’ evolving business needs to accelerate their growth and enable their success.” 

We asked partners how HPE’s initiatives apply to their businesses and to their customers’.

“The more we have tried to offer HaaS, or even leasing options via third parties to our clients, the more I see our clients not wanting to do them,” added Kidman. “Is this because they want to capitalize their investments for tax purposes? Do they feel like they get a better deal buying up front? Either way, the adoption on our end has been minimal — but we haven’t pushed it hard either.”

Jun 27

XM Cyber Acquires Cyber Observer for Security Posture Management

By | Managed Services News

The acquisition extends XM Cyber’s attack path management platform.

XM Cyber has acquired Cyber Observer, a provider of continuous controls monitoring (CCM) and cloud security posture management (CSPM).

The acquisition extends XM Cyber’s attack path management platform.

The purchase marks the latest growth milestone for XM Cyber, which was acquired by Schwartz Group last November. Since then, XM Cyber has extended its portfolio of solutions, expanded its workforce globally, and increased its customer base.

XM Cyber isn’t saying how much it paid for Cyber Observer.

XM Cyber will integrate Cyber Observer’s platform into its platform. Security teams then can see their cyber exposures. They can also see how their existing security controls, and detection and response tools can react to these threats.

It will also automate compliance validation and reporting for key standards like NIST and GDPR.

Latest Step in XM Cyber’s Strategy

Noam Erez is XM Cyber’s CEO.

XM Cyber's Noam Erez

XM Cyber’s Noam Erez

“Our goal is to give security teams the ability to easily understand and correct their security posture on a continuous basis, including weaknesses, exposures and compensating security controls across the full internal and external attack surface covering on-premises, cloud and SaaS systems,” he said. “This acquisition is not an isolated event, but just the latest step in our strategy to provide the most comprehensive and proactive security posture management platform on the market.”

Keep up with the latest channel-impacting mergers and acquisitions in our M&A roundup.

Shimon Becker is Cyber Observer’s founder and CEO.

Cyber Observer's Shimon Becker

Cyber Observer’s Shimon Becker

“Cyber Observer’s patented continuous control monitoring capabilities are a perfect complement to XM Cyber’s award-winning hybrid cloud security platform,” he said. “We are excited about this opportunity and look forward to working with the XM Cyber team to deliver the first end-to-end continuous cyber security posture management solution supporting both cloud and on-premises coverage.”

Last month, XM Cyber announced a new security capability for Microsoft’s Active Directory (AD). With this new capability, enterprises gain end-to-end attack path visualization for understanding and prioritized remediation of all weaknesses before an attack can take place.

Jun 27

HPE Rolls Out Program to Grow as-a-Service Opportunity for Partners

By | Managed Services News

The updated program comes alongside refreshed partner portal and Partner Connect enhancements.

HPE DISCOVER AND PARTNER GROWTH SUMMIT — Customers increasingly are demanding a new consumption approach to their digital transformation. Hewlett Packard Enterprise (HPE) has recently pivoted to enable customers to consume its core business as a service to better support their business goals.

In this spirit, before the official kickoff of HPE Discover 2022 in Las Vegas, the company has announced a new partner program. HPE Partner Ready Vantage builds upon the HPE Partner Ready program. To help partners weather and flourish in today’s fluctuating market, HPE Partner Ready Vantage steps in. The program focuses on partners with as-a-service practices and aims to help them adapt and grow their businesses wherever they are on their journey. 

Adapting Partner Models

In the last few years, HPE has switched its partner focus from transactional to subscription. This is no small thing, as it changes the whole makeup of the channel. As a result, it changes the definition of a successful partner, and what partners and vendors choose to invest in. Dell and Microsoft have also done this, begging the question, how has/will that strategy paid/pay off? It has everything to do with the technical requirements of partners.

HPE's George Hope

HPE’s George Hope

“We’re focused on finding new ways to put partners first,” said George Hope, worldwide head of partner sales, HPE. “This means providing the choice, flexibility, the opportunity to adapt and grow at the partners’ pace. I think that it’s critical to understand that everyone operates at a different pace. And we want to accommodate the different phases. We’re going to continue to create significant resources, investments, tools and programs to meet the needs of today’s (and tomorrow’s) partner. This, of course, means supporting all of the business models, and creating a framework that that’s welcoming to all. We want to make it easier for partners to grow their business within us. So we need to be in keeping with the evolution of our as-a-service portfolio, our own transformation as a company, with our strategy.”

Updates and Refreshes

In tandem with the program, HPE also announced several updates and enhancements. These include the HPE Pro Series, Partner Connect, and a refresh to the HPE partner portal.

The Road to Digital Transformation

The aforementioned shifts in the market are causing partners to shift their thinking. It is no longer enough to simply supply specific components of infrastructure. Customers are now more or less demanding that partners understand their business. With that comes tailoring, delivering and managing full solutions that help them solve specific challenges. It’s not just about jumping over hurdles anymore; it’s about ways to achieve key business outcomes with measurable results. This is most certainly one of the key components to digital transformation. 

So, instead of capital expenditure (capex)-focused approaches, customers now expect operating expenditure (opex) arrangements. Most importantly, this is where partners provide simple as-a-service solutions that allow them to pay only for what they need. 

The demand is indeed high for full-service partners that deliver comprehensive, ongoing support that is “made to order.” For instance, according to IDC, 76% of business-to-business customers want partners to take more day-to-day administrative and operational responsibility for infrastructure so internal IT staff can focus more on business outcomes.

Addressing Market Upheaval

The aim of HPE Partner Ready Vantage is to …