The early -stage companies coming out this week at an MIT Sloan conference are cultivating relationships with channel partners.
Developing partner initiatives is not always a top item on the agenda for startups that are busy commercializing technology and focusing on direct sales. But in recent years, young companies have made partnership a higher priority. Relationships with IT service providers, and their customer base, can open doors to accounts that a startup may be hard to reach. Partners benefit from access to leading technology and faster time to market. IT service companies sometimes seal such alliances with an investment.
The MIT Sloan CIO Symposium, running May 22-23 in Cambridge, Mass., Will feature 10 startups at the event’s Innovation Showcase. Participants with partner initiatives include two AI-focused companies: Modzy, a Vienna, Va., Company that offers the ModelOps platform, and Snowplow, a company with offices in London and Boston that provides technology of behavioral data. A showcase participant in the extended reality (XR) sector, iQ3Connect, is also working on partnerships. The Woburn, Mass., Company offers the XR platform and training.
Modzy’s sales move is focused on data science teams and senior IT leaders, but service providers are another big part of its strategy, said Kirsten Lloyd, co-founder and head of go- to-market in Modzy.
“We work with some of those service providers as important to how we go in the market,” he said. Modzy’s service partners include Booz Allen Hamilton, Carahsoft and Four Points Technology.
Service providers also support customers with the ongoing management of the Modzy platform, which aims to help organizations deploy and manage AI at scale. The company is also seeking partner input in developing and deploying its upcoming offering, Lloyd said.
Snowplow sells through three types of partners, says Nick King, Snowplow’s go-to-market specialist. These include data platform partners such as AWS, Databricks, Google Cloud Platform and Snowflake; activation partners, focused on specific use cases; and solution providers. The latter includes Poplin Data, which serves as the exclusive integration and enabling partner for the Snowplow platform in Australia and New Zealand. The platform gathers behavioral data as users work on websites, mobile apps and other digital channels. That data is stored in data warehouses and then modeled for AI use cases.
Startups offer technology executives customer experience, innovation and speed benefits.
In addition, iQ3Connect works with technology, sales and solutions partners. Partners include 3D Engineering, an engineering design services company, and Transform Interactive, a digital agency that specializes in XR. Technology partners include Meta Quest, formerly known as the Oculus virtual reality headset, and GPU provider Nvidia.
The Microsoft channel leader left the company
Rodney Clark, corporate vice president of channel sales and channel chief at Microsoft, is leaving the company to take an executive officer job at an unnamed public company.
Clark was appointed head of the company’s channel about a year ago, replacing Gavriella Schuster. Under Clark, Microsoft announced the Microsoft Cloud Partner Program, which will launch later this year. In March, Clark called the program the first material change in the company’s channel initiative in more than 15 years.
We work with some of those service providers as important to how we go in the market.
Kirsten LloydCo-founder, Modzy
“We are actively discussing Rodney’s successor and expect to have a new leader in place at the beginning of our new financial year in July,” Nick Parker, corporate vice president of global partner solutions at Microsoft, said in a blog post. He said the new channel leader will be introduced on Microsoft Inspire, which is scheduled for July 19-20.
Deloitte has partnered with Dynatrace, Palo Alto Networks
Deloitte expanded its work with technology partners this week in the cloud observability and cybersecurity services markets.
The New York -based consulting firm said it will use Dynatrace’s observability and AIOps technology to expand its cloud observability expertise. Training includes the principles of DevOps, AI and machine learning, cloud complexity management and software engineering.
After training on the Dynatrace platform, Deloitte’s DevOps and site reliability engineers will develop the technology into the consultancy’s Innovation Centers and DevOps Cloud Platform.
Meanwhile, Deloitte has expanded its one -year -old strategic alliance with Palo Alto Networks. The consulting firm will offer managed security services to shared clients in the US. Those services include zero-trust enterprise enablement, multi-cloud automation and orchestration, managed cyber defense and a cyber 5G security offering.
Partner list updates
Tata Consultancy Services (TCS), an IT services provider in Mumbai, India, said that its offering to the cloud finance industry is now available in Google Cloud. TCS BaNCS – a SaaS product for banking, capital markets and insurance companies – will use the Google Kubernetes Engine and Apigee for API management as well as Google Cloud’s AI and ML tools. In April, TCS entered into a partnership with Microsoft Cloud for Financial Services, offering TCS BaNCS in the Azure Marketplace. Service providers and cloud vendors work together to strengthen vertical cloud development.
TBI, a Chicago -based technology brokerage, has added SurgCX and Dataprise to its product provider portfolio. SurgCX offers communication hardware procurement service partners. Dataprise provides managed cybersecurity, network, infrastructure, cloud, mobility and end-user support services.
Channel program launches and updates
ThreatX, an API protection platform headquartered in Boston, has launched its Xcellerate partner program for value-added resellers, distributors and MSPs. The program includes deal registration and qualified lead delivery, sales tools, technical certifications, co-marketing programs and funds, a SKU for the ThreatX platform and managed services, and level-by-level program with discounts.
ScaleFlux, a computer hardware manufacturer based in San Jose, Calif., Has unveiled its channel partner program for resellers of its computational storage drives. The program provides benefits in three tiers – registered, advanced and premium – including access to marketing and sales resources, training and accreditation, expert support, a partner portal and financial incentives.
Apica, a performance monitoring platform headquartered in Stockholm, has launched its channel partner program with three tracks: reseller MSP, systems integrator and technology integration. The two-tiered program-silver and gold-gives partners access to Apica’s active monitoring and load testing platform, training curriculum and contract management. The program aims to help partners grow sales revenue and create recurring revenue from a subscription-based model.
Other news
NTT, a provider of technology and business solutions, uses data analytics, AI and digital twin simulation to offer Indianapolis 500 viewers more insight into the annual vehicle race. NTT, which partners with Penske Entertainment, said the technologies will shed light on racing techniques, pit stop performance and the effects of fuel levels and tire wear. The race is set for May 29th.
The average MSP expects to see year-over-year revenue growth of more than 33% in 2022. That’s according to a Barracuda Networks survey of 500 MSP decision-makers and knowledge workers in North America, EMEA, and Australia. and New Zealand. Survey results predicted average MSP revenue of $ 12.1 million this year compared to $ 8.9 million in 2021. Barracuda Networks, a provider of security solutions in Campbell, Calif., Also found that nearly all MSPs require more vendor support. Ninety -eight percent of respondents said they needed more help from their suppliers, including security incident response planning, hybrid best practices and marketing support in the top three areas.
Technology law firm Scott & Scott LLP, in Southlake, Texas, has integrated its contract management offering with ConnectWise Sell, an automated quote and product proposal for IT service companies. MSPs using Scott & Scott’s cloud-based contracts-as-a-service tool can take advantage of integration to link their customers to service agreements by receiving a ConnectWise Sell quote and electronic features and signature.
Mavenlink and Kimble Applications, which merged in Dec. 2021, was rebranded as Kantata. The company, with offices in Irvine, Calif., And London, provides professional service automation (PSA) Kantata has added new features to its SaaS-based PSA offering, including the Talent Network’s ability to allows professional service companies to add external partners and independent contractors to their resource pool.
Executive appointments
Cymulate, a cybersecurity firm with offices in New York and Tel Aviv, has appointed Frederica Melis as senior vice president of global channels and partner alliances. The company also hired Rudy Piekarski as vice president of sales for North America. Melis joined Cymulate from Docebo and also worked at Proofpoint. Pierkarski is former vice president of sales for Americas at LogRhythm.
ClickUp, a San Diego -based project management tool, has hired Marshall Tyler as chief strategy officer to lead global channels, alliances and enabling. Tyler previously held positions at ServiceNow and Salesforce.
Kyocera Document Solutions America, based in Fairfield, NJ, has appointed Joseph Fuccillo as vice president of software and ICT. Donald DuVall joined the company as vice president of channel sales. Fuccillo previously led managed and professional services at Hitachi Vantara/Hitachi Data Systems. DuVall previously headed Konica Minolta’s dealer business unit.
Auvik, a network management software company in Waterloo, Ont., Has appointed Bob Gault as chief revenue officer. In that role, Gault will focus on the MSP and corporate IT markets. Gault has previously worked for Extreme Networks, Cisco and Geoverse.
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