This content is part of the Conference Coverage: Dell Technologies World 2019 news and analysis

How Dell Unified Workspace benefits channel partners

Dell Technologies partners may be able to pursue consulting work instead of assembling IT components in light of the vendor's Unified Workspace offering; more news from the week.

Dell Technologies said partners can play a role in offering its new Unified Workspace product.

Unveiled at the Dell Technologies World conference this week, Dell Unified Workspace integrates VMware and Secureworks software with Dell devices and services. The aim is to create a comprehensive end-user computing model, making it easier for customers to deploy and manage their devices and applications, according to the vendor. While Dell Unified Workspace may cut into some of the work that channel firms do for their customers, Dell doesn't see it as potentially wedging partners out of customer relationships.

"We believe Unified Workspace is a great solution ... for our partners to start to bring to their customers," said Brett Hansen, vice president of client software and general manager of data security at Dell, in an interview.

Hansen said partners can work alongside Dell Technologies to provide Unified Workspace. "What we hear consistently from our customers is, 'We are looking for a trusted partner.' Depending on the company and that company's size, that trusted partner could be Dell or could be Dell and a channel partner," he said.

He noted that Unified Workspace targets the "midmarket and above," but company size matters less than a customer's organizational complexity and the kind of end-user computing it wants to deliver its workforce.

Hansen said Dell Unified Workspace has sparked excitement among Dell Technologies partners. Unified Workspace will free up partners from taking care of IT tasks so they can focus on building consultative relationships with customers instead, he asserted. "When I talk to channel partners ... they are looking for [a vendor] who can bring these pieces together, because they are spending so much of their time ... cobbling this solution with [that] solution."

Partners can access training for the Workspace under the new Dell Technologies Partner Program, he added.

Accenture in three M&A deals

Accenture closed two acquisitions this week and entered an agreement to purchase a German technology consulting firm.

The professional services firm completed its purchase of Droga5, an advertising agency based in New York. The company now operates within Accenture Interactive. Accenture also completed the acquisition of Enterprise System Partners, a consulting and manufacturing services provider based in Cork, Ireland. The consulting firm joins Accenture Industry X.0.

And in another deal involving Accenture Industry X.0, Accenture has agreed to acquire Zielpuls, a te

chnology consultancy based in Munich. Zielpuls employs 190 professionals.

Other news

    • CriticalStart, a managed security services provider (MSSP) based in Plano, Texas, is partnering with Microsoft to provide a managed detection and response (MDR) service for the Microsoft Defender Advanced Threat Protection (ATP) platform. The integration of Microsoft Defender ATP to CriticalStart's MDR services is geared to enterprises combating complex human- and machine-generated security threats, according to the company. MarketsandMarkets forecasted a 31.6% annual growth rate for the MDR market through 2022.
We believe Unified Workspace is a great solution ... for our partners to start to bring to their customers.
Brett HansenVice president of client software and general manager of data security, Dell
  • Security vendor Bitdefender built out its integration with ConnectWise's remote monitoring and management software, ConnectWise Automate. MSP users of ConnectWise Automate can now access Bitdefender's patch management, advanced threat security, and endpoint detection and response tools. The new Bitdefender integrations are available on the ConnectWise Marketplace.
  • Digital Defense Inc., a SaaS security technology provider in San Antonio, reported 200%-plus year-over-year growth for its partner channel. The company said MSSP companies use the company's SaaS platform to provide vulnerability and threat management services to customers.
  • WatchGuard Technologies, a cybersecurity company based in Seattle, has expanded its channel program, offering partners individual specializations in network security, secure Wi-Fi and multi-factor authentication, which correspond to the company's product lines. Under the WatchGuardOne partner program, partners that become specialized in any of the three product lines can qualify for financial incentives and sales, marketing and technical support. Specialized partners can receive those benefits without revenue thresholds or product portfolio adoption requirements, according to the company.
  • Crowd Machine, a no-code app development vendor based in Scotts Valley, Calif., has unveiled a partner program to spark digital transformation efforts around its platform. The Crowd Machine Partner Network includes "technology, systems integration and strategic partners," according to the company. Partners may join the program in one of four tracks: Referral, Sales, Reseller or ISV.
  • Faction, a managed service provider focused on VMware Cloud on AWS, joined the Dell EMC Select Partner Program. Under the program, Dell EMC sales staff can offer Faction products and services. Faction's portfolio includes cloud storage and disaster recovery as a service for Dell EMC platforms.
  • Convey Services, a portal technology company based in Atlanta, is working with SherWeb to provide the Canadian company's cloud offerings in the U.S. telecom, cloud and IT channel markets. The companies have unveiled SherWeb UCaaS Connector, a hosted voice product that is integrated with Microsoft Office 365. SherWeb, a cloud distributed with headquarters in Sherbrooke, Que., is rolling out the hosted voice offering to SMBs through value-added resellers and managed service providers.
  • AIOps tools offer value to enterprises, but roadblocks may hinder deployment. That's a takeaway from a new report from OpsRamp, an AIOps platform vendor. The company's State of AIOps Report, which polled 200 IT leaders, found that 87% of the respondents viewed AIOps tools as delivering value. Deployment concerns include "lack of skilled employees with data science and machine learning skills to support AIOps deployments." Nearly two-thirds of the respondents cited that issue, which could open opportunities for channel partners with the necessary skills.
  • Telecom Brokerage Inc. signed a distributor agreement with cloud communications vendor Talkdesk. Talkdesk provides cloud-based contact center technology.
  • IT management software vendor SolarWinds added Mac device management features to its remote monitoring and management (RMM) The vendor said MSPs can now manage and monitor Mac and Windows devices from one dashboard within SolarWinds RMM.
  • CompTIA kicked off a beta exam for the industry association's CompTIA Cloud Essentials+ credential. The certification is aimed at business and technology professionals who evaluate and recommend cloud technologies for their organizations.
  • Gradian Systems Ltd., a messaging security and compliance specialist based in Farnborough, U.K., has entered a reseller agreement with Valimail, a provider of antiphishing technologies. The deal makes Valimail's offerings available to customers in the U.K. and European markets.
  • Axcient, a cloud backup provider for MSPs, named Ben Nowacky as its senior vice president of product. Axcient said Nowacky will oversee the strategic direction of its engineering organization.
  • Frank Vitagliano will replace Tim Curran as CEO of the Global Technology Distribution Council, based in Tampa, Fla. Curran retired earlier this year.

Market Share is a news roundup published every Friday.

Dig Deeper on MSP technology services

Cloud Computing
Data Management
Business Analytics