Monday Morning Impact – May 22

Partner Ecosystems Expand Amid Growing Enterprise Demand for IoT

In a recent analysis ranking more than 500 companies on their IoT service capabilities, ABI Research finds that both partner programs and their member companies continue to mature in their IoT offerings, with 59% of listed organizations receiving a high IoT maturity grade. This is nearly double the number of organizations that received a high maturity ranking when ABI first researched this trend in September 2015.

This increase in IoT maturity stems in part from the actions of partner programs that offered their members access to training and certification programs, according to the researcher.

“Within these ecosystems, there is a continuing shift from traditional volume-based partnerships to value-based partner engagements,” says Ryan Harbison, research analyst at ABI Research. “These IoT programs require a higher level of engagement from both [vendors] and participants who together seek to offer a differentiated solution using a diverse and sometimes undifferentiated set of technologies.”

Over a period of nearly two years, ABI Research identified a 40% increase in the number of companies offering manufacturing, industrial, and enterprise IoT solutions. The biggest increase, however, occurred in the hospitality segment, which saw a 164% growth in the number of companies offering vertical-specific solutions. This is attributed to increasing demand from hotels looking to monitor and automate building processes while also offering guests personalized digital experiences.

Channel Impact^®
The data underscore the contention that IoT carries substantial opportunity at the business level, and many channel programs are being adjusted in response to the shift.

ServiceNow Launches Software Asset Management

ServiceNow has developed a software asset management solution intended to fix licensing issues before they affect the bottom line, often in the form of financial penalties in the wake of audits. “Software Asset Management” combines catalog, procurement and orchestration all in one system. Enterprises or their channel partners can allocate and reclaim software licenses to address non‑compliance and avoid the pains associated with vendor audits.

The tool enables enterprises and partners to automate software license spend, get a real‑time view of licensed software compliance, take a proactive approach to reconciliation and remediation, eliminate software waste and optimize license usage.

“As software drives greater innovation across the enterprise, it also demands more strategic oversight and powerful levers to optimize its use,” said Karel van der Poel, general manager, Analytics and IT Business Management at ServiceNow. “With ServiceNow Software Asset Management, CIOs have the means to master the management of software licensing and proactively support the business.”

The tool is expected be available in the third quarter of 2017.

Channel Impact^®
Software license and maintenance costs continue to rise for many customers, especially those that are moving towards a SaaS model.  Systems such as this one can be instrumental in promoting accuracy and efficiency.

LogRhythm Rolls Out Technology Alliance Partner Program

LogRhythm, a Boulder, CO-based security company, has launched its new Technology Alliance Partner (TAP) Program designed to foster interoperability among targeted vendors. Current members include Cisco, Carbon Black, Palo Alto Networks, Gigamon, and Check Point.

By providing an open and flexible solution with multiple integration points across the end-to-end threat lifecycle, the initiative is intended to integrate functionality into LogRhythm’s TLM platform to facilitate rapid detection, response and neutralization of cyberthreats. This capability gives customers a single pane of glass through which to manage their security operations.

The LogRhythm TLM Platform combines big data technology and machine learning to deliver SIEM, log management, endpoint monitoring, Network Behavior Analytics (NBA), User Entity and Behavior Analytics (UEBA), and Security Automation and Orchestration (SAO) capabilities.

“Our TAP Program will allow LogRhythm to focus on select partners and facilitate deeper engagement,” said Matt Winter, vice president of marketing and business development at LogRhythm. “As a result, we expect to reach and support more customers, more efficiently, and ultimately help them better address the cyberthreats they face every day.”

The LogRhythm TAP Program provides its participants with technical integration support, access to marketing assets and collateral, and go-to-market enablement to accelerate business results and customer success. Additional opportunities for collaboration are provided based upon three levels of engagement: Access, Preferred, or Elite.

Channel Impact^®
The ability to integrate a variety of different capabilities within a single pane of glass is typically popular with channel partners and customers alike.