Monday Morning Impact – September 29

By Ken Presti, Senior Consultant, Channel Impact

Pertino Launches Partner Program for Cloud-Centric Channels

Pertino, a Los Gatos, Calif.-based company that focuses on secure private networking over the Internet, announced the activation of its new BlueSky Partner Program, designed for cloud-centric IT consultants, resellers, distributors, service providers and marketplaces.

The program is built upon a four-tier structure of Prime, Select, Elite and Premier, through which partners can start with a minimal commitment and earn higher levels of recurring revenue and entitlements as their business grows, leveraging a platform that is designed for ongoing value-add.

“VPNs are about connections that go from Point A to Point B,” said Pertino CMO Todd Krautkremer. “We are building a virtual network where all the connections are encrypted end-to-end, plus we’re adding a layer of authentication, and all sorts of security measures that you can put in the middle. We’re also starting to virtualize all of the traditional appliances that you would use in your wide-area network. We do this by way of a network application store, and these apps can replace traditional hardware appliances, and do all of that through the cloud.”

These apps are a key method for partners to cost-effectively add value, maintain ongoing client dialogue, and build increased “stickiness” into the value proposition, Krautkremer explained. Available applications include deep packet inspection, probes, security proxies, firewalls, malware detection, WAN optimization, bandwidth monitoring, the ability to connect to Active Directory, and the ability to leverage integrated DNS and also create customized naming and location-based services.

The company has also built a partner portal to support partner sales, marketing, billing, and support activities.

Channel Impact:
The new channel program enables partners to utilize a very compelling platform upon which to layer an expanding number of cloud services, and thereby increase share of wallet at the customer level. While this strategy is especially well-suited to born-in-the-cloud partners, it can also be a valuable opportunity for partners moving in the direction of cloud and managed services.

Ingram Micro Expands UCC Initiative

Ingram Micro has unveiled an expanded portfolio of unified communications and collaboration (UCC) solutions and professional services at the company’s ONE Ingram Micro event in Las Vegas last week. The distributor also announced the appointment of telecom expert Bob Gutschenritter to director of UCC for Ingram Micro North America.

The initiative specifically targets small to medium enterprises throughout North America with a variety of support mechanisms, including design and quoting support, targeted voice and video readiness network assessments, implementation services, device management and on-site support services.

“Ingram Micro is continuing to build out its UCC portfolio, leadership team and partner enablement resources,” says Jay Miley, vice president and general manager, Advanced Technology Division at Ingram Micro U.S. “We are thrilled to have Bob Gutschenritter join the team and head our growing UCC business. Under his leadership, we expect to deliver even greater business value to our channel partners by minimizing the complexity of selling and supporting UCC solutions, while also increasing the business value they provide through targeted professional services opportunities.”

Channel Impact:
Expanded emphasis on UCC is likely to help small to medium-size customers better understand the value proposition, while at the same time helping the channel partners who serve those companies to better position and support those offerings. Announcements such as this one can also help channel partners enter targeted spaces that they might not have previously served.

Talari Appoints Former Riverbed SVP to Lead Global Sales/Distribution

Talari, a San Jose-based company specializing in network reliability and business continuity solutions, announced the appointment of Randy Schirman as its vice president of worldwide sales. A veteran of more than 25 years in the tech industry, Schirman is best known for his tenure at Riverbed Technologies where he served in a variety of functions, including senior vice president of worldwide channels and service delivery initiatives. In his new role at Talari, he is tasked with strengthening relationships with customers, solution providers, and distributors on a worldwide basis.

Prior to Riverbed, Schirman was vice president of sales at Citadel Security, where he played a key role in Citadel’s acquisition by McAffee. His background also includes positions at NetScreen Technologies and Juniper Networks, which acquired NetScreen.

“Randy will be vital in helping to expand and enable our reseller base and lead our sales team to new heights, and we’re pleased to welcome Randy to our executive team,” said Talari CEO Emerick Woods.

Schirman reports directly to Woods.

Channel Impact:
The arrival of experience sales talent at smaller companies seeking to expand channel relationships is typically a good sign.