The VAR Guy

ForeScout Technologies Inc., which specializes in network access control (NAC) and security solutions, has launched the ForeScout Access Partner Program for authorized reseller channel partners. Yes, ForeScout already had a partner program in place. But the revamped partner program offers some new incentives for VARs, government resellers and security service providers that promote ForeScout’s CounterACT solution.

After several years of bumpy performance, Symantec seems to be hitting its stride again. The security and storage software giant today delivered record Q1 revenues that easily beat Wall Street’s expectations. But perhaps equally important: Symantec Endpoint Security 12 (SEP 12) recently arrived without suffering any major setbacks with channel partners. Here’s the update.

In the unified communications and security markets for SMBs and the enterprise, Jenne Inc. is a value-added distributor that wants to pass that value down to their partners. To wit, Jenne is offering a comprehensive enterprise training program for Avaya technologies, but that’s not all. The VAR Guy spoke to Jenne’s Jim Karaffa, director of training and technical services, about how VARs can create serious momentum by taking the time to train…

When it comes to storage solutions, sometimes the cloud isn’t enough and the data center needs to be in the field. That’s why storage company Dot Hill is joining forces with BEXSA to provide “ruggedized” storage to Canadian government agencies. Read on for the rough-and-tumble platter spinners …

CompTIA’s Authorized Service Center (ASC) Program is getting a facelift with a brand new search engine to help pinpoint the right VAR for the job. Better visibility for VARs? The VAR Guy likes that. But what information will CompTIA’s ASC search return, and more importantly, is CompTIA’s offering the only game in town? Our resident blogger’s channel perspective follows …

HP continues its virtualization story by adding another thin client to its burgeoning portfolio. Back in May 2011 we covered HP’s latest line of thin client solutions, but the company has no plans to settle down — the HP t5570e is here to bring a shade of green to virtualization strategies. If you’re looking to virtualize with an environmentally friendly twist, read on …

In June 2011, The VAR Guy caught up with the channel chiefs of Astaro and Sophos to discuss Sophos’ acquisition of Astaro. Both said for now, it was business as usual for both companies, especially when it came to the channel. Fast forward one month, and the acquisition is complete, which means changes are definitely on the horizon. What can we expect from the combined entities and how will it shape the security landscape? Read on for the details …

Fresh from the Microsoft blogosphere comes news that Windows Thin PC is now available for Software Assurance customers. The VAR Guy was intrigued with this idea when he first heard about it in March 2011, and the fact that Microsoft has designed an entry-level way for companies to jump on virtualization makes Windows Thin PC worth a second look. Read on for some more details on the offering …

Enterasys has been on our radar quite a lot lately, most recently for its its focus on bringing more opportunity to channel partners including infrastructure and IP communications for mobile devices. Now, Enterasys is partnering with wireless communications company Ascom to provide just that: high-performance 802.11n voice-over-Wi-Fi (VoWiFi) communications, with an eye on health care and other big vertical markets. Read on for crystal-clear pin-drop details …

It’s the ubiquitous five-letter word that won’t go away: cloud. And now, Avnet Technology Solutions is driving home a new cloud initiative to help VARs, ISVs and partners get the training they need to get into the cloud. Designed to be a ‘dual track’ training system, the program is designed to educate trainees on the sales and technical aspects of cloud solutions. More details follow …

At the HP Discover conference in Las Vegas, Day 1 of the gathering focused on business analytics, power management and storage management for data centers. Here’s an update.

Most VARs in the open source channel are happy just to get free code contributions from their users. Canonical, however, has taken community engagements one step further with the announcement of a user-driven hardware-certification program. Will it work?  Here are some thoughts.

Scale Computing is looking to scoop up HP VARs serving the SME space by offering them something different in the way of extra incentives. If you’re an HP VAR assessing the landscape for potential new suitors, Scale Computing’s Partner Program offers free technical training and other goodies designed to re-incentivize and increase the bottom line. Intrigued? Read on for more details …

Avnet is expanding the reach of its RetailPath SolutionPath through its latest partnership with the National Retail Federation. Under the partnership deal, Avnet is now a NRF-qualified distributor that offers the technology needed for retail and has the ability to proctor the exam to VARs who desire an NRF certification. Read on for more information …

I’m eating my words. Anyone who knows me knows I don’t do that often. So here goes: Back in my global channel professional days I worked for EqualLogic. I was one of those channel folks who ate, slept and breathed the channel (still am). So when I got the news in 2008 that Dell (one of the less channel-friendly companies) was buying EqualLogic I couldn’t get my resume updated quickly enough. “They just don’t get it and they never will,” are the words I’m about to eat, just in case you were wondering.

Fresh off HP’s recent thin client announcement comes another one: the company has announced what it is calling ‘smart’ clients, designed to be affordable and powerful, Dell, meanwhile, is countering with its latest OptiPlex thin clients. Tech specs, price tags and channel implications are all here, so read on for the details …

A little more than a year ago, Pano Logic launched Pano Express, a VDI solution sold through VMware channels. Then, in January 2011, the company launched Pano System 4, supporting VDI through a range of hypervisors including Citrix (as a beta). Now, Pano Logic is bringing official Citrix VDI certification to its partners. Read on for the details …

The VAR Guy is quietly poking around the Autotask Community Live event in Miami. You’ll find official news and observations over on MSPmentor. But there’s also plenty of background chatter here involving executive strategies, potential alliances and… well… these seven rumors behind the scenes.

VMware and educational book publisher Pearson have teamed to create a publishing alliance to provide virtualization learning and certification resources. Dubbed “VMware Press,” the alliance will be VMware’s official publishing entity for a suite of verification technology information. Read on for what books The VAR Guy may be checking out of the VMware library …

Recognizing the proliferation of emerging technology on wireless networks can wreak havoc on existing infrastructures, Aruba Networks has formalized a program to collaborate with other vendors to ensure interoperability and give its reseller partners some peace of mind.

EMC knows information is knowledge and knowledge is power, and its latest channel program is designed to make EMC’s partners very powerful, indeed. Its IIG Partner Program gives EMC resellers access to the entire Information Intelligence (II) product portfolio, including the Enterprise Content Management solutions, Documentum xCP and Information Governance. Additionally, EMC is replacing its “Designed for EMC” program with a new “EMC Certified Solution” designation that lets system integrators and ISVs develop complete solutions and hosted services. Chris McLaughlin, EMC’s VP of Channels and Alliances for IIG, shed some light on why the changes were made:

Minneapolis, Minn.-based Kroll Ontrack, a subsidiary of the information solutions company Altegrity, introduced its ANZ Data Recovery Certified Partner Program last week for its VARs in New Zealand and Australia. The aim of the program, according to the company, is to identify its most valuable VARs in the region and then provide them with the IT equipment, training and information to better serve their end user customers.

The VAR Guy just returned from a quick lunch. Waiting at his doorstep was Alex Thurber, McAfee’s Channel Chief. Thurber arrived with a smile — perhaps because Intel’s buyout of McAfee was completed earlier this year. And now McAfee is preparing an SMB-centric channel partner program to go along with established channel efforts. But that’s not all. Here are highlights from The VAR Guy’s sit-down with Thurber, senior VP of worldwide channels, commercial and SMB at McAfee.