DISTRIBUTOR NEWS 01732 759725 ...continued 06 Appleton points out that the move towards platform-driven ecosystems, where technology solutions are bundled, integrated and consumed within cloud environments, is turning cloud marketplaces into the dominant channel for software, cloud and cybersecurity distribution, with big implications for vendors. He said: “Cloud marketplaces are no longer just another route to market. They are becoming the new channel. The challenge is that many vendors are still trying to apply traditional channel strategies to a model that operates very differently. “In traditional channel structures, vendors typically relied on linear distribution models involving resellers and distributors. Marketplace ecosystems function more like interconnected platforms where solutions are integrated into broader cloud environments and delivered as part of service-based offerings. “Marketplaces change how vendors monetise their products. Instead of focusing purely on product resale, companies need to consider consumption models, bundled services and networking and data centre systems against damaging power anomalies. The SurgeX CONNECT cloud-based remote monitoring and management platform enables integrators and facility managers to diagnose issues, schedule reboots and resolve common faults off site, making it particularly valuable for distributed sites or locations without permanent IT support. www.surgex.com … Westcon-Comstor aims to accelerate SASE adoption with new bundles Westcon-Comstor is launching a new programme designed to simplify and accelerate the adoption of Secure Access Service Edge (SASE) across its partner ecosystem in EMEA. SASEvolution brings together the Palo Alto Networks Prisma SASE solution and Westcon design, deployment and support services in readyto-sell bundles offering Secure Internet Access, Universal Zero Trust Network Access, Secure Enterprise Browser and full-stack SASE capabilities. This repeatable model enables partners to go to market with Palo Alto Networks Prisma SASE, regardless of their existing services capabilities, certifications or expertise levels, and accelerate their shift towards service-led, recurring revenue models. SASEvolution is designed for mid-market and enterprise customers, particularly those with distributed workforces and branch environments that are transitioning from legacy VPNs and perimeter-based security architectures. Daniel Hurel, Senior Vice President, Westcon EMEA Go-To-Market at Westcon-Comstor, said: “Demand for SASE continues to grow rapidly, driven by cloud-first strategies, hybrid work environments and Zero Trust security requirements. However, adoption is often slowed by challenges including complex solution scoping, lengthy sales cycles, skills shortages and uncertainty around commercial models. SASEvolution directly addresses these issues by packaging technology and services together from the outset.” www.westconcomstor.com … AI the focus of SYNAXON’s biggest ever channel event Channel services company SYNAXON UK is holding its biggest ever channel gathering at Molineux Stadium in Wolverhampton on June 17. With the heading From Service Desk to Sales Pitch: Putting AI in Your Starting XI, the event has a clear focus on AI. Katie King, AI author and strategist, will deliver a keynote on how MSPs can turn AI into measurable competitive advantage; Tony Houlihan, CTO of UK MSP TwentyFour IT Services, will explore a real-world AI case study; and lead sponsor Terra Computer and Microsoft, Lenovo and HP will show how partners can use their solutions to harness the power of AI. Other attractions include a talk by business coach and former professional footballer Mel Eves on the science behind human performance and an interactive session on how to win more customers hosted by Tara-Jane Sloane, Managing Director of IT lead generation specialist Telev8. https://www.eventbrite.co.uk/e/from-servicedesk-to-sales-pitch-putting-ai-in-your-starting-xitickets-1982265348017 … Cloud marketplaces are the new channel, says ALSO The rapid adoption of cloud platforms across Europe is forcing vendors and MSPs to rethink existing route-to-market strategies designed for traditional reseller and distribution models, warns Mark Appleton, Group Lead of Vendor Ecosystem Development at ALSO. ALSO, which bought Westcoast last year, gives resellers in 31 European countries access to hardware, software and IT services from more than 800 vendors through a combination of traditional product resale, custom-developed IT solutions, subscription-based cloud offerings and digital platforms for IoT, cybersecurity, virtualisation and AI. continued... Tanny Jeffrey leaves Mdee on a high On April 29, more than 50 channel directors and suppliers gathered at the BT Tower for Mdee’s Partner Event, delivered in partnership with its co-owners BT and EE. As well as being the final indirect channel event to be hosted at the BT Tower ahead of its planned transformation into a hotel, the occasion was the last Mdee event hosted by erstwhile Managing Director Tanny Jeffrey, who left the mobile distributor at the end of April after 12 years at the helm. She said: “Our success is built on the success of our partners. Bringing directors and key leaders together at the BT Tower is our way of saying thank you and recognising the incredible results delivered across the channel this year. I couldn’t think of a more fitting way to close my chapter at Mdee than being part of such a special event.” The day included panel sessions from Mdee, BT and EE; a presentation by headline sponsor Ivanti on the role of AI in automation, security and customer intelligence; drinks and a twocourse dinner on the 34th floor of BT Tower; and the Mdee Partner Awards. Airtime Solutions was named Best BT Partner for the second consecutive year, while Technology Recovery Group took home Best EE Partner. Best New Partner was awarded to We Care Comms, with Maintel picking up the award for Most Improved Partner. Daniel Hurel Mark Appleton
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