Monday Morning Impact – February 5

Jenne Offers Hardware as a Rental

Jenne, Inc., an Ohio-based value-added distributor, is partnering with GreatAmerica Financial Services to launch their HaaR (Hardware as a Rental) program, which combines Hardware as a Service (HaaS) and equipment financing.

Jenne focuses primarily on voice, video, data networking, premise security and the cloud for the Enterprise and SMB markets. Associated vendors include Avaya, ADTRAN, Extreme Networks, Mitel, Panasonic, and Plantronics.

GreatAmerica is a national commercial equipment finance company based in Cedar Rapids, Iowa.

The new program provides allied channel partners and their customers with a one-invoice solution for all hardware, software, installation and services in exchange for a monthly payment, without requiring the solution provider to take the financial risks associated with HaaS. Partners are paid upfront for the project, and receive recurring charges each month when the customers make their payments.

“The demand for equipment OPEX options is growing at a rapid rate,” said Patrick Howard, Jenne’s senior director of cloud solutions and product management. “End customers are looking for ways to reduce upfront costs as they deploy new technology.”

Channel Impact^®
The program will likely help channel partners to build a successful variation on a Hardware-as-a-Service model; something that has often been difficult to accomplish due to cash flow requirements necessary for proper execution. The elimination of upfront costs for end customers is expected to relieve budget constraints and help accelerate the sales cycle.

ZeroStack Rolls Out Cloud Partner Program

ZeroStack, a Mountain View California-based vendor specializing in on-premises cloud, has launched its inaugural partner program designed for channels transitioning into the sale of cloud platforms and services. Dubbed the “Cloud Innovation Partner Program,” the initiative is designed to help distributors, resellers and service providers deliver the benefits of the public cloud at reduced cost through a private cloud environment. Each partner category has a customized partnership model within the program, which is designed to maximize value for that partner type’s unique business model.

Benefits of the program include customized product access, sales incentives, training, and marketing/sales tools.

According to Steve Garrison, vice president of marketing and business development at ZeroStack: “With our new Cloud Innovation Partner Program, our partners can work with us in a simple and predictable engagement model that presents opportunities for new revenue streams and gives our partners the opportunity to show their customers immediate ROI and drive greater partner profitability with our transformational cloud technology.”

Channel Impact^®
The play is primarily about the delivery of cost savings by migrating customers away from pay-by-the-byte third-party public cloud solutions while preserving key functionalities such as self-service provisioning.

Razberi Launches New Channel Program for Video Surveillance and Cybersecurity

Razberi Technologies of Dallas, Texas has launched a new channel program for partners pursuing the rapidly growing video surveillance space.

“The demand for video surveillance and cybersecurity controls is growing, which makes this a great time for Razberi to launch this detailed partner program and expand our reseller network,” said Joe Vitalone, chief sales and marketing officer for Razberi. “Whether it’s a national, multinational, or regional system integrator or service provider, our program is designed to help them grow revenue while bringing value to their customers with our world-class offering.”

The program provides three partner levels – Platinum, Gold, and Silver – with a variety of joint selling, co-marketing, training, and service and support opportunities. Authorized Partners can receive base discounts on hardware, software, and services with additional discounts and benefits available through special programs. Authorized Platinum and Gold Partners are eligible to join the Razberi Partner Advisory Council to influence future product and program developments.

Razberi ServerSwitchIQ appliances combine a firewall, PoE switch, server, storage, and intelligence deployed near the network’s edge. Embedded Razberi CameraDefense software automates cybersecurity protections with camera hardening and cyber threat monitoring. Built-in health monitoring software alerts security professionals to issues on a 24×7 basis.

Channel Impact^®
The program opens up new opportunities in what, for many channel partners, will be a greenfield market.