Channel Roadmap

The endless list of established and emerging technologies flooding Asia continues to increase at pace.

Spanning cloud, security and IoT, alongside digital transformation, the data centre and AI - changing market dynamics are combining to create ambiguity and uncertainty.

Reseller partners today are overwhelmed, operating in an industry saturated with solutions, but lacking in strategy.

Much like customers, technology providers require guidance on the key technologies and markets to pursue, to help build a blueprint for future success.

Through Channel Roadmap 2019, partners can leverage a bespoke content hub housing the strategic priorities for 2019 and beyond, providing a voice of authority amid a noisy Asian ecosystem.

Broadening Relevance with the Right Partnerships

Gavin Milton-WhiteVice President,
Enterprise, Asia Pacific

The popular maxim in IT is that change is the only constant. From 2019 and beyond, a slew of advanced infrastructural capabilities – ranging from high-density connectivity to network convergence to Internet of Things (IoT)-driven 4-pair Power over Ethernet (PoE) – will begin to be adopted across enterprise and macro networks to support a new generation of innovative applications and technologies.

Earlier this year, CommScope gave insights on trends making headwinds in the enterprise infrastructure ecosystem in Asia:

Cable for wireless both in Wi-Fi and DAS networks will continue to expand in-building to allow users to seamlessly transition between devices and from tethered connectivity to mobility.

It is important to follow progressions in technology, driven by transceiver developments and supported by cabling innovations

When we talk about cloud, edge, fog and serverless., it’s really a contraction back to centralized storage and processing where smartphones can really act as dumb terminals so to speak

As we move towards the ability to deliver 90 W of power over twisted pair extra-low voltage cables, we start to move into an area with a lot of heat and safety considerations.

The technology shifts that will exact game-changing demands on data center and smart building infrastructure are presented in this report here. The insights represent major disruption we will face in the future, and it is important we broaden our relevance in this technology-driven world.

The Power of Partnerships

As the communications industry prepares for an increasingly network-dependent world, CommScope seeks partnerships with the best companies in each of our markets. We strongly believe they are key to support our world-class solutions to help better address our customers’ needs.

Recognizing the vital role of the partners community, we ensure our programs are robust to enable them to showcase their unique value while providing them access to larger and more profitable customer opportunities.

One of the ways CommScope differentiate ourselves is to make continuous investments in our partners program. We empower our partners in the following ways:

  1. By associating with an industry leader like CommScope, our partners enjoy the instant brand recognition and trust, especially with new customers
  2. By being a part of CommScope’s PartnerPRO Network, our certified partners can offer CommScope warranties, which customers value
  3. As CommScope offers complete solutions, our partners have the assurance of working with a single company to meet their needs reducing the number of relationships they have to manage
  4. Our targeted trainings are up-to-date so that our partners are well-positioned with the right expertise to sell and deliver support services to customers

We are always looking for ways to provide a world-class experience for our partners, because we are working toward a common goal – to stay relevant so we can meet the needs of the markets we serve.

Shaping the Networks of the Future

For more than 40 years, we’ve been leaders in innovating the network infrastructure of the future. Developments such as the Internet of Things, seamless connectivity and 5G introduce new requirements and demand creative thinking. With our unmatched expertise in copper, fiber and wireless infrastructure, we help customers to enhance and migrate their network to outperform today and be ready for the needs of tomorrow.

Learn more about CommScope

Dell Boomi: The Foundation for Your Digital Future

Zech LeongDirector Partner
& Alliances SEA

To thrive in the digital age, you need a technology foundation that makes information, interactions, and innovations flow faster inside and outside the organization. Dell Boomi provides the foundation on which you and your customers can evolve and innovate.

Boomi is one of the hottest tech companies in the SaaS/Cloud industry. Gartner, Inc. has named Boomi a Leader in its report, “Magic Quadrant for Enterprise Integration Platform as a Service” for the past six consecutive years. Our award-winning, patented technology is transforming organizations by making enterprise-class integration technology accessible and affordable to companies of all sizes.

According to a recent survey by Vanson Bourne, connected businesses are far outpacing their competitors. Boomi helps organizations connect everything and engage everywhere across any channel, device or platform to achieve better outcomes, faster. Today, more than 8,200 organizations around the world are using Boomi to accelerate business results by linking their data, systems, applications, processes and people.

In Asia, businesses across all industries are actively seeking faster and smarter ways to modernize their digital infrastructure. But the increasing complexities of application and data integration is a growing challenge. And with the accelerating pace of business, neither systems integrators nor technology firms can afford to spend months on complex and resource-intensive integration projects.

Boomi works with partners to help customers connect anything, run anywhere and engage everywhere. Our cloud-native platform provides our partners — integration, technology and embedded — with a way to quickly and easily connect any combination of on-premise or cloud-based applications for automating business processes.

The Boomi Platform includes robust support for:

  • Data and application integration
  • Master data management
  • API management
  • B2B/EDI management
  • Application development and workflow automation

All of the services in our platform are based on one unified, “low-code” development environment. Each capability strengthens the others, giving partners the ability to significantly shorten project times, reduce operational costs, streamline processes and boost productivity.

The Boomi Partner Program provides the framework and resources to help you leverage your industry knowledge and the Boomi toolset. We offer a comprehensive set of benefits and a formal onboarding process to provide partners with the support needed to be successful in an abbreviated period of time.

Find out more about the Boomi Global Partner Program

SolarWinds: We Make IT Look Easy

Jamie DeveauxDirector of Sales

SolarWinds (NYSE:SWI) is a leading provider of powerful and affordable IT infrastructure management software.

Our products give organizations worldwide, regardless of type, size or IT infrastructure complexity, the power to monitor and manage the performance of their IT environments, whether on-premises, in the cloud, or in hybrid models.

We continuously engage with all types of technology professionals—IT operations professionals, DevOps professionals, and managed service providers (MSPs)—to understand the challenges they face maintaining high-performing and highly available IT infrastructures.

The insights we gain from engaging with them, in places like our THWACK online community, allow us to build products that solve well-understood IT management challenges in ways that technology professionals want them solved.

This focus on the user and commitment to excellence in end-to-end hybrid IT performance management has established SolarWinds as a worldwide leader in network management software and MSP solutions.

Targeted for MSPs, the SolarWinds MSP product portfolio delivers broad, scalable IT service management solutions that integrate layered security, collective intelligence, and smart automation. Our products are designed to enable MSPs to provide highly-effective outsourced IT services for their SMB end-customers and more efficiently manage their own businesses.

Learn more today at solarwindsmsp.com

Sophos

Gavin StruthersRegional Vice President,
Asia Pacific and Japan, Sophos

Sophos is the only vendor with a sole focus on cybersecurity that’s channel-first, channel-best and with 100 percent of sales driven by the channel. As this is the case, Sophos has a laser-sharp focus on its partners and is constantly advancing security technology that benefits partners and customers.

Sophos delivers innovative and highly-effective cybersecurity solutions that are simple to deploy, simple to use and simple to manage. Our highly-advanced endpoint and network products talk to each other and work together as a system to provide real-time protection – we call this innovative technology synchronized security. Sophos’ synchronized security allows endpoint and network security products to actively and continuously share threat intelligence to better protect against sophisticated, cyberattacks.

Organizations are increasingly susceptible to new variants of ransomware and malware, credential theft, never before seen malicious code, lateral movements, and other hacker techniques. With so many organizations still not understanding what technologies are needed to protect against these exploits, Sophos channel partners have a significant opportunity to improve their customers’ protection and grow their revenue opportunities. With cyber-attacks happening daily, businesses of all types and sizes rely on the channel to recommend the best protection against these ongoing and sophisticated attacks. This presents an opportunity for resellers to become trusted cybersecurity advisors to their customers.

Sophos offers a flexible and generous partner program with dedicated support, deal registration protection and competitive margins – including a program dedicated to managed service provider needs. Sophos develops products with features specifically for partners, such as the Sophos Central-Partner dashboard that allows partners to centrally manage their customer endpoints and firewalls from a single dashboard. This includes provision of licenses and highlights up-sell and cross-sell opportunities by indicating which areas of a customer’s business needs protection. Sophos also provides partners with an award-winning partner portal with self-service marketing programs, a partner app and deal reg.

To help partners become trusted advisors, Sophos offers exceptional training and sales tools for its market-leading next-gen cybersecurity solutions:

  • Intercept X with EDR
  • XG Firewall
  • Sophos Cloud Optix
  • Sophos Central

Each year, Sophos conducts partner conferences across Asia. These conferences are designed to increase awareness and engagement within Sophos’ channel and to enable them with information and tools to help their customers combat the ever-evolving security threat landscape. It also holds an annual Asia Pacific-wide Sophos Technical Summit, focused on providing access to Sophos’ Labs team, CTO office and other research gurus to drive technical excellence and further empower Sophos’ partner technical community through certifications, simulated attack training, etc.

Sophos is backed by SophosLabs, a global research facility that monitors threats 24/7. With facilities on three continents, our researchers work around the clock to discover and prevent unknown threats, investigate edge cases, examine trends and fine-tune products for maximum defense.

Learn more about Sophos

StorageCraft

Jason TanRegional Manager, Asia

How the mid-market boom is creating new revenue channels for solution providers.

Midsize businesses are increasingly embracing digital technology to gain a competitive advantage. However explosive data growth-coupled with a lean IT staff at most midmarket businesses-has opened a new revenue channel for solution providers who can provide next-generation data protection and storage infrastructure solutions.

IDC says the world's data will grow to 175ZB by 2025. You would need 12.5 billion of today's largest hard drives to download it. The vast majority of this data is expected to be unstructured, characterized by both diversity and complexity of data types.

This rapid growth in business data frequently results in fragmented data protection environments, as businesses have the need to backup physical and virtual, on-premises and off-premises data, all with different service level agreements (SLAs). Backup and secondary storage infrastructure often comes from multiple vendors, which significantly increases the acquisition costs and adds operational inefficiencies for the business. The multitude of point products also creates data silos, making it difficult for businesses to manage centrally.

While enterprise businesses have teams of people who can focus on these data management and business continuity challenges, today's midsize business doesn't have that luxury. Even though the typical midmarket business may not face a data deluge at the same enormous scale as a large enterprise, their business requirements for data management can be strikingly similar.

To fill the growing needs of mid-market businesses, solution providers need to have the tools, product partners, and knowledge to address three key service areas for customers:

Converged, scale-out storage solutions.

Storage efficiency is a key value for any modern midmarket business infrastructure, and there are many aspects to consider: data footprint reduction, data protection schemes, replication, architecture, provisioning, and ease of use, to name a few. Each of these contribute to the overall efficiency of the entire environment, including minimizing costs and providing better service to the users.

Data protection.

Any business operating in this segment, whether in retail, healthcare, government, or education, needs a data protection and recovery solution. The organization cannot be open to downtime and data loss. As a qualified expert with an arsenal of data protection options, you can help set up recovery options that meet the needs of your client's business and stay within budget.

Cloud-based protection.

Mid-market businesses need protection for on-premises as well as cloud-based data. By offering integrated cloud services, you can enable your customers to achieve total business continuity. You can offer services that will help them recover data and compute and network services, all in an orchestrated recovery workflow.

With an understanding of these three key areas and a portfolio of solutions that allow you to offer these services to customers, you will be well-equipped to help mid-market companies manage growth by keeping their data secured an available at all time.

StorageCraft solves the business problems of continuous and massive data growth. Our products are optimized for mid-market organizations, which have the same data challenges as much larger companies but are restrained by budget and resources. Businesses can keep their critical information always safe, accessible, and optimized with StorageCraft's data protection, data management and business continuity solutions. StorageCraft's innovative converged primary and secondary scale-out storage platform, with integrated data protection, solves data growth challenges, is efficient and easy to use for on-premises, cloud-based or hybrid deployments.

Learn more about StorageCraft

Vertiv

Daniel SimSr. Director, Channel Business, Asia

As Architects of Continuity™, Vertiv is at the forefront of ensuring your digital infrastructure runs continuously and evolves as your business changes. Our broad portfolio of critical infrastructure solutions, ranging from power, thermal management, IT management, IT and edge infrastructure, and services, gives our customers the agility and flexibility to solve the most complex IT challenges.

Vertiv partners, distributors and resellers form a vital part of our business as they allow us to reach more customers across a wider geography, enabling us to bring our solutions to more businesses.

Why partner with Vertiv?

As a valued Vertiv partner, we can help you solve your customers' most pressing challenges with the industry's most formidable array of data center critical infrastructure, services, and management solutions. As a partner, you'll have confidence in knowing you are equipped with the latest training, resources, and support to help you grow your business, increase profits, and become an industry front-runner. Together, we are more capable of meeting our customers' needs and achieving our business goals.

We pride ourselves of providing our partners with the resources and support to help them succeed in their business. Below are just some of the benefits of being a Vertiv partner:

  1. Discounts & Incentives – by teaming up with us, you can effortlessly increase your profitability and engage your sales force;
  2. Sales & Marketing Support – get access to sales and marketing solutions, marketing activities including digital marketing, PR and social media, and events support to expand your network and footprint;
  3. Training & Enablement – get instant access and support of Vertiv experts both regionally and globally to equip you with the tools and knowhow to help you succeed in your business;
  4. Account Management – have a dedicated account manager to help drive sales and deliver satisfactions.

Take advantage of the opportunity to partner with a globally-recognized, award-winning partner program.

Learn more about the Vertiv Partner Program in this video.

Learn more about Vertiv