Monday Morning Impact – May 2

Dell Launches Partnerships to Support Internet of Things

Dell has launched an Internet of Things (IoT) Solutions Partner Program aimed at bringing together key technologies serving the IoT space. The Round Rock, Tex.-based company reports that more than 25 partners are already on board, including GE, Microsoft, OSIsoft, PTC, SAP and Software AG.

The program will combine a global, multi-tiered (Executive, Associate, Registered) network of experienced Independent Software Vendors (ISVs) with Dell’s portfolio of IoT assets, including purpose-built gateways and embedded PCs, security and manageability tools, data center and cloud infrastructure, and data integration and analytics software like Boomi and Statistica.

“Dell believes that opportunities increase when you help others win,” said Andy Rhodes, executive director, Commercial IoT Solutions, Dell. “We are passionate about collaborating with this strong group of companies and believe ISVs are critical in building the bridge between the exciting industry potential of IoT and profitable market reality.”

Creating use case blueprints is one of the ways Dell is working with partners to help customers speed up their IoT projects and make sense of the vast ISV landscape. Dell, Kepware, and Software AG are collaborating to develop IoT enabled predictive maintenance models utilizing distributed analytics to address the industry’s biggest operational challenges, such as unplanned downtime, overall equipment effectiveness, maintenance cost and return on assets.

With Microsoft and Blue Pillar, Dell is delivering Automated Demand Response solutions, which help utilities maintain grid reliability and enable customers to realize value through dispatch of onsite power generation or reduction in consumption. This allows customers to improve profitability through demand response incentives and reduce operational risks through proactive notification from the utility of potential power disruptions.

Dell and SAP are also collaborating to bring business to the edge with models designed to help address operational challenges, such as business continuity, overall equipment effectiveness, maintenance cost and return on assets.

Channel Impact
Alliances like these can become a key determinant of channel success in the IoT space.

Avnet Adds IBM Connections and VMware Solutions to Cloud Marketplace

Avnet partners in the U.S. and Canada will now have access to IBM’s business social network platform as well as key VMware solutions moving forward.

The announcement features IBM Connections Cloud, including IBM Verse, which supports integrated email, social collaboration software and third-party applications delivered through IBM Cloud technology. IBM Connections Cloud will be available through the Avnet Cloud Marketplace to Avnet’s IBM business partners through the Avnet Cloud Marketplace.

The Avnet Cloud Marketplace is also being extended to include VMware on IBM Cloud. This combined offering leverages VMware and IBM’s recent strategic partnership designed to help enterprises take better advantage of the cloud’s speed and economics.

“VMware solutions on the IBM Cloud represents a significant milestone because it brings two industry giants together to deliver the next generation of hybrid cloud computing solutions for the benefit of our partners,” said Tony Madden, senior vice president and supplier business executive, Avnet Technology Solutions, Global. “By delivering the solution through the Avnet Cloud Marketplace, we will help accelerate the adoption of the enterprise hybrid cloud, taking full advantage of IBM Cloud’s global scale and footprint. This new offering enables our partners to help their customers easily embrace the cloud while preserving their existing investments and creating new business opportunities.”

Channel Impact
Alliances such as these can greatly augment partners’ ability to shop for the offerings that best meet the needs of the customer, while reducing time and energy consumed in the process.

Westcom-Comstor Adds New Management Platform to its Lineup

Westcon-Comstor has added the Viavi Observer Platform to its Unified Communications lineup, thereby adding new capabilities for optimizing application and network performance management.

The Viavi Observer Platform is comprised of seven solutions: Observer Apex, Observer Analyzer, Observer Gigastor, Observer Infrastructure, Observer Matrix, Observer nTAPs and SightOps. Each part of the system integrates with the other components to achieve global infrastructure visibility and to resolve service anomalies. Features include performance management, visibility for performance management across diverse physical, virtual and cloud environments, and deep packet capture with visibility up to layer 7.

“The global unified communications market is projected to reach $75.8 billion by 2020. Bringing the Viavi Observer Platform into our UCC portfolio gives our solution providers the ability to capitalize on this global trend with a robust, innovative platform,” said Barat Dickman, vice president and general manager, Westcon-Comstor Unified Communications and Collaboration Solutions practice. “End users can benefit from increased agility, productivity and effectiveness from the platform, backed by support from our knowledgeable partners.”

Channel Impact
With a market opportunity that is clearly present, this alliance with a major value-added distributor will likely help Viavi optimize its approach to indirect sales, as well as open doors to a wider array of potential partners.