Monday Morning Impact – April 4

AlienVault Selects Westcon-Comstor as First Global Distributor

AlienVault, a San Mateo, Calif.-based security vendor, has announced a global distribution agreement with Westcon-Comstor. In addition, AlienVault will take part in Westcon-Comstor’s Global Incubation Program, which helps innovative technology vendors develop global distribution relationships for their products and services.

Based on the distribution agreement, Westcon-Comstor’s global network of technology solution providers will now have access to AlienVault’s Unified Security Management (USM) platform to support security visibility.

“With this distribution agreement in place, we can immediately and significantly expand our global reach,” said Anthony D’Angelo, vice president of worldwide channel sales at AlienVault. “Westcon-Comstor is a company that clearly understands the market’s need for a security solution that integrates essential security capabilities and threat intelligence into a single offering, and its deep security expertise and large distribution footprint will allow us to provide our award-winning solutions to a larger market.”

“AlienVault has already integrated many necessary security tools into its Unified Security Management platform to give organizations with smaller security teams or budgets an enterprise-class solution for threat detection and response said Bill Corbin, executive vice president of global sales and partner management at Westcon-Comstor. “This is a complementary addition to our security portfolio, and this new partnership will attract, enable and support additional solution providers worldwide.”

Channel Impact
Alliances with solid distributors are often key to the forward movement of specialized vendors, even in situations where the vendors are fairly well known, and competing in well-established market segments. This alliance will likely be beneficial to both companies.

Extreme Networks Launches New Wireless Specialization

Extreme Networks has rolled out the ExtremeWireless specialization program, which offers increased rewards to qualified channel partners. In addition to training on the San Jose-based vendor’s wireless portfolio, partners will also learn how to install, configure and troubleshoot other wireless networks when securing the Industry Standard Wireless Certificate (CWTS/CWNA).

Eligible Silver, Gold, Platinum and Diamond partners can apply for the program which provides training, semi-annual webinars with key wireless experts and an annual roundtable discussion around Extreme’s global partner conferences. The badge will be valid for a period of one year.

The specialization program also provides additional discounting and reimbursements for training and wireless demo products beyond standard entitlements. Participation requirements include a site survey tool and certification to verify tool use, examples of previous customer installations implemented and the attainment of Extreme Wireless demo equipment in house.

Channel Impact
Assisting the channel with specialized technologies is always a solid idea, especially when the efforts include technologies that extend beyond the given vendor’s offerings. Although wireless networks are already widely deployed, value can often be gained in the form of enhanced awareness of various technology and sales differentiators.

RingCentral Extends Channel Program, Hires New Channel Head

RingCentral, a Belmont, Calif.-based provider of cloud business communications and collaboration solutions, today announced a number of enhancements to its partner program.

The company will be adding and redesigning existing channel manager roles to match the demands of the current channel landscape. For opportunities that would involve 50 or more users, RingCentral now dedicates a subject matter expert to join the partner team and work with them to close the deal, with assistance on provisioning, implementation, and other customer service aspects. Taking advantage of this assistance does not defray partner commissions.

RingCentral is also focused on launching additional strategic distribution partnerships in 2016, as well as adding an exclusive group of master agents providing access to thousands of sub-agents who will, in turn, now have access to the company’s product and service line.

“Our entire company is determined to make 2016 the year we substantially enhance our partner program into a world-class channel program that would be the model for other cloud-based companies,” said Ryan Azus, senior vice president of worldwide sales. “As a company, we plan to invest and work closely with channel partners to ensure our mutual success.”

RingCentral has also appointed Zane Long as vice president of channel sales to further develop the channel program and extend RingCentral’s services globally. Long brings more than 13 years of channel experience, having previously served as vice president of Vonage’s Global Strategic Partner Group and Cbeyond’s national vice president of channel sales.

Channel Impact
An increasingly supportive role can attract additional channel partners, and deepen relationships with existing ones. However, partners will always want to maintain the primary role in the corresponding customer relationships.