Monday Morning Impact – September 21

GlobalSCAPE and immixGroup Form Distribution Relationship

GlobalSCAPE, Inc., a San Antonio, Texas-based security vendor, has announced a new distribution arrangement with Arrow Electronics’ subsidiary immixGroup, a value-added distributor of enterprise technology products for the public sector. The agreement makes GlobalSCAPE products available for purchase by public sector channel partners and government agencies.

“Over our 19 year history, we’ve worked to develop our solutions to meet the nuances and needs of the market, which is further validated by our long-term relationship with the U.S. Army,” said Matt Goulet, senior vice president of sales and marketing at Globalscape. “By adding immixGroup to our ecosystem of value-added distributors (VAD), we bring on a collaborative distributor that will open new pathways to federal customers and systems integrators, and together we’ll help them find the secure data exchange solutions that government and public sector organizations so desperately need.”

The move brings GlobalSCAPE a new route to market, while providing immixGroup with a larger portfolio in the information exchange and secure file transfer space; an area that has become increasingly important for public sector compliance. The vendor’s product line also provides professional services, real-time activity monitoring, auditing and reporting, and automated workflow features.

Channel Impact
While immixGroup is a relatively small distributor, it is backed by the resources of Arrow Electronics and can have highly beneficial effects in opening the door to new public contracts.

Sirius Computer Solutions Announces Equity Partnership with Kelso & Company

Sirius Computer Solutions, Inc., a San Antonio, Texas-based integrator, has announced an agreement whereby Kelso & Company, a private equity firm based in New York, will acquire an equity interest in Sirius from Thoma Bravo and Harvey Najim, the company’s founder.

Thoma Bravo will be exiting their investment in Sirius. As part of this change in ownership, Harvey Najim, founder of Sirius, will be retiring as Chairman. Joe Mertens will continue to lead Sirius as President and CEO, and there are not expected to be any changes in the company’s current management structure.

The transaction is expected to close in the fourth quarter of 2015 and is subject to regulatory approvals and other closing conditions.

Channel Impact
The announcement did not detail any change in go-to-market strategy, but any time new equity firms are brought on board, channel partners are known to closely watch unfolding developments.

Internap Names Patricia Watkins as Vice President of Global Channel Sales

Atlanta-based Internap Corporation has appointed Patricia Watkins as vice president of global channel sales.

In this role, Watkins is focused on growing Internap’s channel business in the area of high-performance, hybrid infrastructure solutions, including OpenStack-powered public cloud and bare-metal cloud, high-density colocation and managed hosting.

Watkins brings more than 20 years of experience leading both direct and indirect enterprise sales organizations, strategic alliances and business development. She previously served as vice president of sales for Avaya, and also held numerous sales and business development leadership roles at Hewlett Packard, AT&T, NCR and Teradata.

Channel Impact
Internap adds an experienced channel professional to the fold.