Monday Morning Impact – March 30

Avant Analytics Unveils Market Research Report on IT Security

Avant Analytics, the market research division of Avant Communications, a Chicago-based master agent, has released a new market research report on IT Security. The second installment in a series of documents marketed as “6-12 Reports,” the report is intended to be a comprehensive primer for enterprise buyers considering the featured technology over the next six to 12 months. The report leverages data collected by the company’s network of agents, as well as customer surveys, external data, and extensive interviews with subject matter experts.

“Almost every day, we read press reports about companies that have been breached or otherwise used as unwitting pawns by cybercriminals,” said Ian Kieninger, CEO and co-founder of AVANT Communications. “Readers of this document will be able to sustain a higher-level dialogue around how to protect the very existence of their companies.”

This AVANT 6-12 Report is designed to help business leaders assess their attack surfaces, the most malevolent threats, and whether their current defenses are truly adequate for the task. Areas of focus include common types of attacks, the key building blocks of IT Security, the “People” aspects of IT Security, and how to plan for response to an attack.

The report says ransomware, DDoS attacks, intrusion, and email phishing attacks are the threats about which customers are most concerned. Preparedness for attacks varies by vertical market, with the highest levels of risk perceived by respondents in the Business Services (80%) and Medical (68%) sectors.

Channel Impact^®
We have shifted from a world in which the IT security budget is to be minimized, in favor of an environment in which the very survival of the business depends upon embedding security into every facet of the infrastructure. This report is intended to be distributed to enterprise buyers by the agents with whom they work, in order to streamline the sales process.

BlackBerry Enhances North America Partner Program

BlackBerry announced improvements to the BlackBerry Cylance North America Partner Program focused on partner protection, enhanced margins, incumbency with renewals and continued enablement. The updated day program offers predictive security solutions and a broad spectrum of consulting services supported by field sales and marketing support, technical support, training and tools.

“The BlackBerry Cylance Partner Program is an integral part of the overall BlackBerry Partner Program and our go-to-market strategy,” said Blackberry CEO John Chen. “The enhancements to our North America Partner Program will improve the speed of transacting and continue to enable partners with the resources and technical accreditations they need to ensure predictable growth and a frictionless sales motion.”

The program has three tiers.

Emerald Partners reach the highest requirements for training, accreditation and certification, as well as substantial business planning and growth targets. They benefit from the highest incentives and rebates the program offers. Platinum Partners are the mid-tier, described as trained advocates for BlackBerry Cylance solutions. Referral and entry-level partners start as associates at the Gold level and receive phone sales support. Gold Partners are also eligible for support on a deal-by-deal basis.

The program offers a full incumbency designation for renewals to all Emerald and Platinum members in good standing. Incumbent partners are not required to register renewal deals; renewals are processed at the same price and discount as the original order.

The company also has an MSSP program, which has been modified to include simplified pricing and deal protection for deals with more than 500 seats.

Channel Impact^®
Security has become a top priority for our customers and they are increasingly turning to channel partners for solutions that help them stay steps ahead of the most advanced threats and attacks. This program represents an attempt to augment that value from a sales strategy perspective.

Lifesize and Serenova Merge to Broaden their Combined Market

Lifesize, a global video collaboration company, and Serenova, a Contact Center-as-a-Service (CCaaS) provider, today announced a merger, creating a contact center communications and workplace collaboration company serving more than 10,000 customers worldwide. Marlin Equity Partners, a global investment firm with over $6.7 billion of capital under management, is the financial sponsor of the merger and will continue to invest and support the growth of the combined business to address the $60 billion Unified Communications-as-a-service (UCaaS) market.

With the merger, the company is addressing the convergence of UCaaS and CCaaS technologies in the contact center with a platform of enterprise-grade, cloud-based, high-definition video collaboration and contact center solutions. The new entity will enable customers to consolidate the patchwork of communications, contact center and video collaboration solutions, delivering unified, omnichannel features for workplace collaboration.

Craig Malloy, founder and CEO of Lifesize, will serve as CEO of the new company. Serenova CEO, John Lynch, will assume the role of senior vice president of sales, including strategic oversight of global major accounts.

“Deeper customer and employee engagement through more vivid, direct communications is where the world’s most successful businesses will distinguish themselves from the competition,” said Malloy. “This merger joins two companies with vast market expertise and cutting-edge, cloud-based solutions. When combined into an integrated platform, we will be uniquely positioned to help organizations deliver communications experiences that far surpass the status quo, from the contact center to the meeting room, and beyond.”

Channel Impact^®
The company will provide customers with the global scale and tailored local support through its global partner ecosystem in more than 100 countries worldwide.