Monday Morning Impact – June 10

Salesforce AppExchange Unveils New Ecosystem for Industry Insights

Salesforce has announced the launch of new ecosystem insights available on Salesforce AppExchange, the San Francisco-based company’s enterprise cloud marketplace. The company reports that rapidly changing customer expectations in the Fourth Industrial Revolution are accelerating demand for technology expertise and new innovation. These new AppExchange insights are intended to help customers more easily identify the consulting experts and business solutions best suited for their needs, and empowering partners with customer engagement analytics to more effectively build and market their solutions.

AppExchange is currently home to more than 5,000 technology solutions ranging from apps, components, pre-built flows, industry-specific Bolt templates, etc. In addition, there are more than 65,000 Salesforce-accredited consulting professionals who provide guidance on how to drive business transformation using Salesforce. Salesforce intends to increase that number to more than 250,000 by 2022.

“As the Salesforce economy and customer demand continue to grow, our customers and partners must have the right business solutions and technology experts at their fingertips,” said Woodson Martin, general manager of Salesforce AppExchange. “AppExchange is bringing consulting partner services and technology solutions together in one marketplace while enabling all of our partners to harness data to power customer success like never before.”

Features include a guided search engine that enables customers to connect with a consultant based on specific search criteria. Customers can filter their searches based on consultant ratings, language preferences, areas of expertise, geography, etc.

The platform also provides tangible data and insights into how customers and prospects interact with technology solutions – a function that is expected to be very useful to Salesforce channel partners who can track adoption and analyze usage data of their apps to uncover trends and influence roadmap decisions. They can also gain insight into the most (or least) commonly used features.

Partners can also see how many times resources within their listings (such as videos, demos or case studies) are viewed, or how many times their high-conversion buttons such as “Save”, “Watch Demos”, “Test Drive” and “Get it Now” are clicked. Partners will also be able to see the top search terms that bring visitors to their listings, enabling them to match those terms to leads, installs and other activities.

Channel Impact^®
Understanding the entire customer journey, from initial search to install, is crucial for partners to build better, differentiated solutions. This platform is expected to facilitate that objective.

Coronet Launches MSP Program for Security-as-a-Service

Coronet, an Israel- and New York-based company specializing in security-as-a-service powered by AI and Cloud, has expanded its channel program to more fully address the needs of managed service providers serving small-to-medium businesses.

Benefits include minimized need for human intervention, due to the product’s AI engine; premium technical support, sales and marketing materials, training and sales support; and also built-in integration with popular SaaS applications such as Dropbox, Office365, Google G-Suite; and 24/7 monitoring.

“There are more than 100 million small and medium sized businesses worldwide that are becoming accustomed to being under constant threat of cyberattack,” said Len Crosson, Coronet’s CRO. “With limited resources and budgets, small businesses have begun to turn to MSPs more and more to manage their security. Through this extension of our channel program, MSPs will now have the ability to offer enterprise-grade security that was purposefully built for smaller companies, and as such, will not be forced to masquerade one of their enterprise technologies as an SMB solution.”

In 2018, Coronet increased its monthly active user count from 300,000 to 2.5 million. The MSP program has already secured partnerships with Optiv, SHI, Chorus Communications, Zog and Redington. To date, more than 90 percent of all Coronet sales have been generated by partners around the world, which include Lenovo and Dropbox.

Channel Impact^®
The expansion of the channel program is expected to enable MSPs to more effectively service small and mid-sized businesses with enterprise-grade data breach protection while benefitting from low cost of operation & recurring revenue.

ExtraHop Announces Partner Program with New Accreditations

ExtraHop, a Seattle-based provider of enterprise cyber analytics, has rolled out its new “Panorama Partner Program,” designed to help global channel partners accelerate the adoption of network traffic analysis to support security operations.

The new initiative includes an accreditation program that offers partner sales engineers a deeper technical view of the ExtraHop solution including demos, key use cases and competitive differentiation. In addition, a new partner portal provides easy access to sales and training materials that help partners rapidly identify use cases and fast-track solutions for their customers.

Partners can also leverage integrations offered by ExtraHop with vendors including ServiceNow, IBM QRadar, and Splunk to provide their enterprise customers with detection, investigation, and remediation capabilities. Partners can also deliver full cloud solutions using the AWS Consulting Partner Private Offer (CPPO) program, bringing together sophisticated analytics, machine learning and threat investigation capabilities for AWS customers.

“As the demand for ExtraHop Reveal(x) continues to expand, we look to the leading channel partners to support our rapid growth around the world,” said Mark Fitzmaurice, ExtraHop’s vice president of global channel sales. “We depend on our partners to deliver the visibility, speed, and scale enterprise security teams need to rise above the noise of the endless traffic required for digital business.”

The current list of partners includes Allentis, AppCentrix, Epicon, GuidePoint Security, KedronUK, Kite, Macnica Networks, Miel, Optiv Security, Presidio and Trace3.

Channel Impact^®
The new program is expected to augment channel partners in providing an enterprise-class approach to helping customers gain more visibility across today’s hybrid IT environments.