Optimizing Channel Partnerships to Drive Business Growth

Optimizing Channel Partnerships
B2B businesses are focused on driving their growth with the help of channel partners. In a channel/partner marketing benchmark survey conducted by DemandGenReport, 96% of respondents said that they expect revenue growth with the help of their partner ecosystem. To capitalize on channel partnerships, it is imperative for B2B businesses like yours to put extra effort into handling their channel partners, enabling them in innovative ways and working towards retaining them for healthy business relationships.

Optimizing Channel Partnerships to Drive Business Growth

Every partner program needs to be unique. No matter what kind of channel partner program you have, you can optimize it to get the most out of your partner ecosystem. Let's look at five ways you can make your channel partner program work better.

Increase Trust and Close Communication Gaps

Not all partners fit into a tiered system. Tiering partners based on revenue and other criteria may tamper with the partner experience (PX) you want to offer to your partners. Instead, focus on every partner’s strengths and challenges. Find out their go-to-market strategy, their team dynamic, their marketing and sales tech stack that helps them drive demand and leads, how they address their growth challenges, their goals for the year and how you can help them achieve those. Once you have the answers to these questions, you will have a clear idea and approach of how to help your partners do more for your partnership.

Build Trust and Eliminate Communication Gaps

The foundation of every channel partnership is trust. Right from partner recruitment to partner onboarding and enablement, partners expect support if they face any challenges. They want transparency and honesty in communication. Use automation to constantly keep in touch with your partners. Keep them informed of new developments, develop training programs that meet their needs, and empower them to sell more. Get to know the partners’ preferred communication channels, create value-added content to demonstrate your commitment to the partner program, and remain in touch with partners over email through newsletters and other updates to let them know that they are appreciated.

Your Program Should Be Partner-centric

Look at your partner program through the eyes of your partners. Let their needs guide your interactions through email, phone calls, or meetings. The certifications your offer, tools, and training should add value to their sales strategy. Work towards making partner onboarding smooth, offer training and enablement resources liberally, create solutions that align with desired business outcomes, and extend indiscriminate support to your partners. All this effort can help your partners understand your commitment to the program and motivate them to work harder to sell your products.

Bottomline

The success of your partner program depends on how you communicate with your partners, the effort you put in to make the partnership work, and how well you understand your partners as they do their bit to bring you the business growth you desire.

Spotlight

Trend Micro

Trend Micro a global cybersecurity leader, helping to make the world safe for exchanging digital information. Fueled by decades of security expertise, global threat research, and continuous innovation, our cybersecurity platform protects hundreds of thousands of organizations and millions of individuals across clouds, networks, devices, and endpoints. As a leader in cloud and enterprise cybersecurity, their platform delivers a powerful range of advanced threat defense techniques optimized for environments like AWS, Microsoft, and Google, and central visibility for better, faster detection and response.

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Channel Partnerships

Turning Complex SAP HANA Challenges into Opportunities for Growth

Article | July 29, 2022

Tackle SAP HANA challenges head-on and discover effective strategies on how to solve the issues in SAP HANA. Read this comprehensive article and take the first step toward a successful deployment. Contents 1. Understanding SAP HANA 2. Overcoming SAP HANA Challenges with Custom Solutions 2.1 Data Integration and Migration 2.2 Security Vulnerabilities 2.3 Effective Training Programs 2.4 Technical and Functional Challenges 2.5 Business Case and Architecture Selection 2.6 Integration with Existing Systems 2.7 Hardware and Infrastructure Requirements 2.8 Performance Optimization 2.9 High Availability and Disaster Recovery Planning 2.10 Cost Management and ROI 3. Final Thoughts 1. Understanding SAP HANA SAP HANA (High-performance ANalytic Appliance), developed by SAP SE, is a high-performance in-memory database and application platform that revolutionizes data processing and storage by utilizing RAM instead of traditional disk storage, enabling rapid real-time data analysis and processing. With architectural innovations like columnar data storage and multi-model data processing, SAP HANA enhances data management and scalability. The benefits of SAP HANA include significant improvements in processing speed, agility through instant data insights, innovation in application development, and simplification by consolidating databases and application platforms. 2. Overcoming SAP HANA Challenges with Custom Solutions In the world of digital transformation, SAP HANA has emerged as a key player, transforming how businesses manage data processing, storage, and analysis. This technology has become crucial for organizations seeking to enhance their real-time business operations and further their digital transformation objectives. However, implementing SAP HANA is not without its challenges. Organizations embarking on this journey often encounter various obstacles that can impede their progress and impact the success of their implementation projects. In light of this, the article explores the critical SAP HANA challenges that organizations must address, covering both technical aspects and strategic planning considerations. It also presents effective strategies to ensure a successful SAP HANA deployment. Here are some of the most common SAP HANA implementation challenges, along with the effective ways to mitigate them: 2.1 Data Integration and Migration Implementing SAP HANA involves addressing the complexities involved in both data integration and data migration. Data integration requires harmonizing diverse datasets from various sources for real-time use, a process fraught with difficulties due to differing data formats, structures, and the immediacy of data availability demands. Similarly, the risk of data migration in SAP presents a complex array of challenges to tackle. Transitioning data from legacy systems to SAP HANA carries risks of data loss, corruption, or inconsistency, given the architectural and data model disparities between old and new systems. These challenges underscore the delicate balance needed to ensure both seamless integration and migration processes. Addressing these challenges necessitates a two-fold solution strategy focused on ensuring data integrity and system functionality: For data integration, conducting end-to-end testing of all data sources and integrators is crucial. This ensures the reliability and validity of data before it goes live, allowing for the certification of apps and data feeds that meet SAP HANA’s stringent requirements. On the migration front, a rigorous data migration testing regimen, including ETL i.e. extract, transform, and load testing, is essential. This process verifies that data is correctly extracted, transformed to fit into SAP HANA’s data models, and loaded without errors, thus mitigating the risks of data loss, corruption, or inconsistency. These solutions, focusing on thorough testing and certification, are key to overcoming the challenges of data integration and migration, ultimately facilitating a successful SAP HANA implementation. 2.2 Security Vulnerabilities Implementing SAP HANA can significantly expose businesses to security vulnerabilities, primarily during the transition phase. The shift towards this new platform can bring unforeseen security risks due to the complex nature of SAP HANA's architecture and the changes it necessitates in existing security practices. Organizations might find themselves grappling with the challenge of securing a system that operates differently from their traditional databases, making it difficult to anticipate and mitigate all potential security threats. To mitigate these risks: It's crucial for organizations to conduct comprehensive security assessments and develop appropriate control measures as part of the SAP HANA implementation process. Regular security analysis and verification of upgrades are essential to ensure the system remains protected against new and evolving threats. Developing a robust security strategy that includes frequent assessments, adjustments to security policies, and continuous monitoring can help safeguard the organization's data and infrastructure during and after the transition to SAP HANA. 2.3 Effective Training Programs Addressing SAP HANA challenges includes implementing effective training programs, which are crucial for overcoming obstacles in user adoption. The primary issue centers around the complexity and robustness of SAP HANA, which necessitates users to gain a deep understanding and familiarity with the system. Given the intricate nature of SAP HANA, users across various departments must overcome a steep learning curve to leverage the system's full capabilities efficiently. This challenge is compounded by the diverse needs and roles of users within an organization, each requiring specific knowledge and skills to navigate SAP HANA effectively. Thus, the implementation of a one-size-fits-all training program is not feasible, and the need for tailored, role-specific training becomes apparent. To tackle these challenges: It is crucial to develop comprehensive, role-based training programs that are designed to meet the distinct needs of different user groups within the organization. These training programs should encompass a broad range of functional coverage, including core processes like Source to Pay, Order to Cash, and Record to Report, ensuring that all users receive relevant and practical knowledge. Customized training content that aligns with the specific roles and responsibilities of users can significantly enhance the learning experience, making it more effective and engaging. Additionally, leveraging advanced learning technologies such as SAP Enable Now can facilitate the creation and dissemination of digital training materials, offering users flexible and accessible learning options. Early and continuous engagement with the training content is also vital, encouraging a culture of continuous learning and adaptation. 2.4 Technical and Functional Challenges Implementing SAP HANA comes with its unique set of challenges that span both technical and functional aspects of the system. One of the primary technical challenges is the complexity introduced by custom code. SAP HANA migration challenges are often intensified by custom code developed for specific business requirements in legacy systems, complicating the transition process. This complexity arises because custom code may not be optimized for SAP HANA's in-memory computing capabilities, leading to potential performance issues or even incompatibilities. Moreover, custom code can hinder the ability to leverage the full suite of SAP HANA's functionalities, as it may necessitate custom modifications every time an upgrade or a system update is required. The solution to this challenge involves a multi-faceted approach aimed at minimizing the impact of custom code on the SAP HANA implementation process: First, conducting a thorough analysis of existing custom code to identify which portions are necessary and which can be retired or replaced with standard SAP functionalities is crucial. This step helps in reducing the volume of custom code that needs to be migrated or optimized. Next, for the custom code that is deemed necessary, rewriting or optimizing it to leverage SAP HANA's capabilities fully is essential. This may involve using SAP HANA's advanced data processing and computation capabilities to improve performance. Additionally, developing any new custom functionalities as add-ons outside of the core SAP HANA system can facilitate easier system upgrades and maintenance. By externalizing new custom code, organizations can ensure that their core SAP HANA system remains aligned with SAP's standard offerings, thereby simplifying future updates and reducing the risk of incompatibilities. 2.5 Business Case and Architecture Selection The challenge of justifying the investment in HANA and choosing the right architecture for it stems from the considerable costs and strategic implications it entails. For businesses, the essential aspect is to ensure that the investment in SAP HANA will lead to tangible benefits and that the selected architecture will cater to both current and future business requirements. This challenge is compounded by the need to demonstrate a favorable return on investment through improved efficiency, faster data processing, and potential cost savings, all of which must significantly outweigh the initial and ongoing costs associated with SAP HANA deployment. The solution to this challenge lies in comprehensive strategies: Developing a strong business case, performing a thorough cost-benefit analysis, ensuring strategic alignment with broader business objectives, conducting a comprehensive risk assessment, and leveraging success stories and case studies from other companies. To select the right architecture, businesses should assess their current and future needs, consult with SAP experts, prioritize scalability and flexibility, evaluate integration capabilities, and consider the total cost of ownership. Engaging key stakeholders throughout this process, educating them on SAP HANA’s benefits and capabilities, and conducting pilot tests to provide a practical proof of concept are crucial steps. 2.6 Integration with Existing Systems The challenge of integrating SAP HANA with existing systems stems from the diversity of technologies, data formats, and communication protocols in use. This diversity can lead to compatibility issues, making it difficult to ensure a seamless data flow and maintain data consistency and integrity across platforms. The primary hurdle is to bridge the gap between SAP HANA’s in-memory computing capabilities and the potentially older, less flexible technologies of legacy systems. This process often requires significant customization and troubleshooting to prevent data loss, duplication, or corruption, and to ensure that real-time data processing needs are met without disrupting existing business operations. Addressing these challenges requires holistic methods: Starting with a comprehensive audit of existing systems is crucial to grasp their technical and functional specifics, thereby identifying potential compatibility issues at an early stage. Defining clear integration requirements sets the stage for creating a robust integration architecture. Leveraging SAP's integration tools, or employing middleware solutions when direct integration isn’t feasible, allows for the flexible and efficient connection of disparate systems. Comprehensive testing, including automated tests, ensures that the integration points work as expected under various conditions. Data mapping and quality management are critical for maintaining the integrity of the data being shared between systems. A scalable and flexible integration architecture ensures that the system can adapt to future changes in both SAP HANA and the existing technological ecosystem. Regular monitoring and continuous improvement of the integration solution, coupled with training for technical staff and thorough documentation, round out the strategy for a successful SAP HANA integration with existing systems. 2.7 Hardware and Infrastructure Requirements The SAP HANA challenges include significant obstacles stemming from its specific hardware and infrastructure needs, which are both expensive and complex to address. These challenges stem from the need for high-performance computing resources to handle SAP HANA's in-memory data processing capabilities effectively. Organizations must ensure that their infrastructure is not only capable of supporting SAP HANA's current demands but is also scalable to accommodate future growth and technological advancements. This can involve substantial upfront investments in hardware and infrastructure modernization, as well as ongoing costs associated with maintenance and upgrades. To effectively navigate these challenges, organizations should adopt an Integrated solution focusing on scalability, resilience, and infrastructure modernization. This includes: Choosing the right infrastructure that aligns with SAP HANA's needs, such as HANA Appliances for a managed environment or the TDI model for more flexibility in using existing data center components. Infrastructure virtualization offers additional flexibility, particularly for SAP pre-production instances. It's crucial to conduct thorough assessments and iterative sizing to understand CPU, disk, and memory requirements, ensuring the infrastructure can support SAP HANA guidelines and business needs. Exploring cloud alternatives presents an opportunity to leverage scalability, flexibility, and cost-efficiency, making the cloud a viable option for development, testing, and increasingly, production environments. 2.8 Performance Optimization In complex data environments, optimizing the performance of SAP HANA, known for its high-performance capabilities in real-time data processing, presents a significant challenge. The difficulties stem from managing large volumes and varied types of data (structured, semi-structured, and unstructured), which can hinder performance as the data grows. Additionally, complex queries and data models, especially those not optimized for HANA's in-memory architecture, can severely impact efficiency. To address these challenges and optimize SAP HANA's performance in complex data environments, several strategies can be implemented: Regular performance tuning is critical, involving continuous monitoring and adjustment of configurations for memory allocation, disk storage, and query execution settings to ensure optimal performance. Implementing robust monitoring tools to track system performance metrics such as memory usage, CPU load, and disk I/O is essential for proactive issue resolution. Optimizing data models and queries by simplifying and streamlining to take full advantage of HANA’s in-memory capabilities, and rewriting queries for efficiency, can significantly enhance performance. Ensuring the team managing HANA has deep expertise and receives continuous training is crucial for effective performance optimization. Regular updates and patches, along with using SAP HANA’s native tools for performance monitoring and optimization, further support maintaining high efficiency. 2.9 High Availability and Disaster Recovery Planning Ensuring high availability and robust disaster recovery for SAP HANA is critical for uninterrupted business operations. The primary challenge lies in creating a resilient environment that can withstand technical failures, natural disasters, and other unexpected incidents without significant downtime or data loss. This requires a multifaceted strategy that incorporates both SAP HANA's native capabilities and external cloud infrastructure solutions. The complexity of implementing and managing these solutions, along with the need to minimize recovery time objectives (RTO) and recovery point objectives (RPO), makes disaster recovery planning a significant challenge for organizations. It involves not only technical considerations but also thorough planning and regular testing to ensure the effectiveness of the disaster recovery procedures. To address these challenges, a comprehensive approach is essential which includes: Combining SAP HANA’s built-in high availability features with cloud infrastructure capabilities. Multi-zone replication in SAP HANA Cloud ensures data availability across different geographic locations, allowing for quick failover in the event of a disaster. SAP HANA System Replication provides continuous synchronization of data to a secondary site, offering a solid foundation for disaster recovery. Additionally, SAP HANA’s fault and disaster recovery solution offers a high availability of design options critical for maintaining business operations during unexpected incidents. For deployments on AWS, leveraging the multi-Availability Zone infrastructure and the AWS Backint Agent for backup and restore operations enhances disaster recovery efforts. Furthermore, configuring cluster solutions on AWS for SAP HANA workloads can provide additional layers of fault tolerance and high availability at the infrastructure level. These strategies, when combined, establish a robust disaster recovery and high availability plan for SAP HANA, ensuring business continuity and minimizing the impact of disruptions. 2.10 Cost Management and ROI Managing the costs associated with SAP HANA implementation and securing a satisfactory ROI poses significant challenges for organizations. The broad range of expenses, from initial licensing and deployment to ongoing maintenance, support, and hardware costs, can quickly accumulate hundreds of millions of dollars for comprehensive licensing and implementation projects. Such high costs demand a careful evaluation of the financial viability of SAP HANA projects, including a detailed analysis of expected savings, total cost of ownership, and the optimization of resources. The complexity of these financial calculations, coupled with the need to justify the investment to stakeholders and secure executive sponsorship, makes cost management and ROI optimization a critical concern for businesses considering SAP HANA. To effectively manage these costs and enhance ROI organizations should employ a strategic and thorough approach that encompasses several key areas: Conducting a detailed cost-benefit analysis before implementation can provide a clearer picture of the financial impacts, including potential savings and optimization opportunities. Choosing the most efficient implementation strategy, tailored to the organization’s specific needs and capabilities, can minimize unnecessary expenses and accelerate the realization of benefits. Leveraging the advanced features of SAP S/4HANA, such as database size reduction and performance enhancements, can further reduce costs and improve system efficiency. Implementing data management strategies, such as archiving and purging unnecessary data, can optimize the migration process and reduce the overall system footprint. Focusing on business value by aligning the project with organizational goals and prioritizing areas with the highest potential for value creation is critical for maximizing ROI. Finally, taking advantage of SAP’s evolving capabilities in analytics, ML, and AI can unlock new avenues for innovation and sustainable value generation. Through careful planning, strategic implementation, and ongoing optimization, organizations can manage the substantial costs associated with SAP HANA implementation while achieving a strong ROI and driving business growth. 3. Final Thoughts The journey of SAP HANA implementation, though fraught with challenges, offers a pathway to significant advancements and opportunities. From data migration complexities to integrating with legacy systems, the process demands careful planning, thorough testing, and strategic execution. Ensuring robust security measures and compliance with current regulations is paramount within a constantly changing tech environment. Moreover, successful adoption requires embracing organizational changes, with effective management strategies, thereby easing the transition. Looking forward, SAP HANA's integration with emerging technologies like quantum computing, AI, and machine learning promises to revolutionize decision-making processes and user interactions. While the road to implementing SAP HANA may be intricate, the benefits of its full potential are immense, paving the way for a future where businesses are more innovative, efficient, and agile.

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Channel Partnerships

SAP BusinessObjects Resellers: Excelling in Today's Marketplace

Article | July 20, 2022

Discover the transformative power of SAP BusinessObjects Solutions through this article. Gain insights into how top SAP BusinessObjects resellers are implementing these innovative solutions. Contents 1. Understanding SAP BusinessObjects 2. How SAP BusinessObjects Fits into the Broader SAP Ecosystem 3. Licensing and Pricing Models 4. Top SAP BusinessObjects Resellers 4.1 Dunn Solutions 4.2 Talan 4.3 Fusion Consulting 4.4 VantagePoint Business Solutions 4.5 CACI Ltd 4.6 Microexcel Inc. 4.7 N'ware Technologies 4.8 Meridian Partners 4.9 GROM Associates 4.10 ExceleratedS2P 5. The Road Ahead for SAP BusinessObjects 1. Understanding SAP BusinessObjects SAP BusinessObjects resellers operate as integral allies in distributing and enhancing the SAP BusinessObjects business intelligence platform. As SAP partners, these resellers do more than just facilitate the sale of SAP BusinessObjects; they add to its worth by offering custom services and functionalities tailored to meet specific client requirements. The primary objective for SAP BusinessObjects resellers is to bolster their clients' financial efficiency and operational productivity. They empower organizations by enabling informed decision-making and intelligent process automation. It serves as a vital resource for IT and data professionals to structure, analyze, and leverage enterprise data, facilitating the deployment of analytics applications to end-users. By supporting a variety of data integration methods, including file uploads and direct database or application connectors, SAP BusinessObjects ensures comprehensive data accessibility. Moreover, collaboration with SAP Business Intelligence consulting firms adds additional layers of support and expertise, offering training and specialized guidance to enhance the platform's implementation and utilization. 2. How SAP BusinessObjects Fits into the Broader SAP Ecosystem The SAP BusinessObjects platform is recognized as a premier business intelligence solution as it significantly enhances organizational data analysis and decision-making processes. It is intricately integrated with SAP's wide range of software and applications, ensuring a smooth flow of data and analytics across various domains, including finance, HR, supply chain, and customer management. This integration with SAP's ERP systems, such as SAP S/4HANA, and cloud solutions, like SAP Cloud Platform, enables comprehensive real-time analytics and insights throughout the organization. Additionally, it improves operational efficiency and supports strategic efforts. Resellers need to understand how SAP BusinessObjects fits within the SAP ecosystem to offer solutions that meet the specific requirements of their clients, whether they're existing SAP users or considering a move toward a digital transformation with SAP. This insight equips SAP BusinessObjects resellers with a unique advantage; it allows them to present a product that stands out for its versatility and efficacy. Such an offering ensures they remain ahead in the competitive market, driving substantial business enhancements for their clientele. SAP's commitment to incorporating advanced technologies such as artificial intelligence and machine learning makes their ecosystem forward-thinking. As a result, SAP BusinessObjects can evolve with the changing demands of businesses. This aspect allows resellers to present a solution that not only addresses current needs but is also prepared for future challenges, positioning it as a crucial tool for businesses aiming to harness data for a competitive advantage. SAP BusinessObjects offers a solution that addresses both present and future business challenges. It becomes an essential choice for companies seeking to advance their data analysis and decision-making capabilities. It also stands out as a pivotal resource for SAP consulting companies, which specialize in maximizing the platform's utility for client success. 3. Licensing and Pricing Models SAP BusinessObjects offers a range of licensing and pricing options designed to provide flexibility and scalability to resellers and their clients. Resellers play a crucial role in guiding their clients through these options, helping them select the most cost-effective and suitable licensing model based on their specific business requirements, usage patterns, and budget constraints. These models include: Subscription-based Licensing This model allows clients to access SAP BusinessObjects on a subscription basis, offering a predictable, ongoing expense rather than a large upfront investment. Subscription licenses typically cover the software itself, updates, and support services, making it an attractive option for businesses looking for comprehensive solutions with regular updates and maintenance. Perpetual Licensing Under the perpetual licensing model, clients make a one-time purchase of the SAP BusinessObjects software. This model may appeal to organizations preferring to capitalize on their software investments and who are looking for long-term usage without the recurring costs associated with subscriptions. However, it's important to note that maintenance and support services may incur additional annual fees. Concurrent Session Licensing This approach allows multiple users to access the software but limits the number of concurrent sessions. It is suitable for organizations where the users need access to the BI tools at different times rather than simultaneously. This model can optimize costs for companies with flexible usage patterns. Named User Licensing In contrast to concurrent licensing, named user licenses are assigned to specific individuals, allowing only those named users to access the software. This model is ideal for businesses with a clear set of users who require consistent access to business intelligence tools. Cloud and On-Premises Options SAP BusinessObjects is available in both cloud and on-premises deployments, allowing resellers to offer solutions that best fit their clients' infrastructure preferences and data governance requirements. The pricing may vary depending on the deployment option chosen, with cloud deployments typically following a subscription model and on-premises deployments offering both subscription and perpetual options. Customization and Add-ons Resellers can further tailor their offerings by including additional services or customizations specific to their client’s needs. This could involve advanced analytics, additional data connectors, or industry-specific modules, which can affect the overall pricing and licensing structure. 4. Top SAP BusinessObjects Resellers Here's a list of leading distributors and value-added resellers (VARs) specializing in the sale and implementation of SAP BusinessObjects software. The best SAP BusinessObjects resellers in 2024, as mentioned below, have demonstrated exceptional expertise, sales performance, and customer service in delivering SAP BusinessObjects solutions. 4.1 Dunn Solutions Dunn Solutions, which has recently become a component of KaarTech, is a consultancy firm with a focus on digital commerce and business transformation. The firm provides services aimed at automating business operations and leveraging analytics for strategic guidance. Its areas of proficiency encompass the design and development of flexible e-commerce solutions, customer data platforms, and the creation of mobile applications. Furthermore, the company possesses an enormous amount of expertise in business analytics and marketing automation. This makes it easy to integrate e-commerce websites and data analytics to forge all-encompassing solutions centered on the customer. Dunn Solutions is dedicated to enhancing the efficiency and precision of client projects through its transformative endeavors. 4.2 Talan Talan, an international consulting group, is dedicated to driving innovation and digital transformation using technology. The organization provides a wide range of services, encompassing management consulting, data and technology, cloud and application services, as well as service centers of excellence. With its proficiency spanning various sectors such as finance, insurance, energy and environment, public sector, telecom, and transportation and logistics, Talan aims to build resilience, improve efficiency, and encourage innovation within organizations. This approach helps businesses to steer through the complexities and dynamic changes of the technology realm. 4.3 Fusion Consulting Fusion Consulting is recognized for its expertise in driving digital transformation across various sectors, including consumer healthcare, pharmaceuticals, and chemicals. The organization emphasizes the integration of specialized industry knowledge with information technology skills, process efficiency, and innovation. As a facilitator in the digital transformation process, Fusion Consulting aims to support its clients by leveraging a combination of commitment, innovative capabilities, and tailored strategies. 4.4 VantagePoint Business Solutions VantagePoint Business Solutions, recognized as a premier gold SAP partner, concentrates its efforts on business planning, analytics, reporting, consolidation, data strategy, and data intelligence. The firm's services are centered on assisting organizations in utilizing SAP applications to convert data into actionable insights, thereby enhancing business performance. It prioritizes the establishment of a cohesive linkage between business processes and corporate planning, employing advanced cloud technology to support the concept of the intelligent enterprise. VantagePoint is distinguished by its capability to interpret numerical data in terms of business implications, aiming to facilitate operational efficiencies and growth for its clients. 4.5 CACI Ltd CACI, with its headquarters located in the United Kingdom, operates as an enterprise that utilizes the collective power of expertise, data, and technology to support the achievements of its clients. The company's portfolio spans a broad spectrum of services, encompassing business intelligence, data management, cybersecurity, and digital transformation. Serving a varied clientele across sectors such as banking, government, and healthcare, among others, CACI is noted for its holistic strategy in addressing intricate business dilemmas through the application of innovative technological solutions. The organization places a significant emphasis on the role of data, integrating it with advanced technology to achieve enhanced business results. 4.6 Microexcel Inc. Microexcel, a subsidiary of New Era Technology, is a firm dedicated to offering solutions for digital transformation. The scope of its services extends across various domains, including consulting on customer experience, operations in marketing, management of change, development of web and mobile applications, and transformation of the workplace. The company emphasizes the architecture and integration of data, strategic management of data, business intelligence and analytics, artificial intelligence, and machine learning alongside a variety of technological and cloud-based solutions. Serving a wide spectrum of industries, Microexcel provides tailored solutions to entities ranging from mid-market to Fortune 100 companies. The firm is acknowledged for its use of data insights, design focused on user experience, and technological advancements to redefine how businesses engage with their clientele. 4.7 N'ware Technologies N'ware Technologies specializes in providing ERP solutions tailored for small to medium-sized enterprises, with a particular focus on SAP Business One. The company offers an extensive array of enhancements and integrated solutions designed to expand the capabilities of SAP Business One. Among these solutions are LISA WMS, a system for managing warehouses, and N'Sight, a tool for business intelligence. N'ware Technologies serves a wide range of industries, demonstrating its ability to adapt to the specific needs of each client. Its commitment to delivering effective ERP solutions is evident through its emphasis on usability and efficiency, making advanced technology accessible to smaller businesses. 4.8 Meridian Partners Meridian Partners is an enterprise that furnishes ERP software and associated services with an emphasis on devising solutions aimed at enhancing the management of organizational resources. The firm is adept in the provision of customized ERP solutions, alongside offering consultancy and support services, predominantly to entities within the public sector. Notably, Meridian Partners possesses a distinguished proficiency in assisting clients to navigate the intricacies associated with the implementation of ERP systems, thereby facilitating organizations to optimize these systems for augmented efficiency and decision-making. 4.9 GROM Associates GROM Associates is recognized in the industry for its consulting services, specifically in the realms of SAP solutions and business process optimization. The firm is dedicated to aiding organizations in the deployment and enhancement of SAP systems, ensuring these systems are in alignment with the organization's business objectives and strategies. Its area of expertise encompasses SAP ERP, SAP S/4HANA, and related technologies, with a focus on crafting solutions that enhance operational efficiency and contribute to business value. 4.10 ExceleratedS2P ExceleratedS2P provides a comprehensive range of consultancy, advisory, and implementation services focused on SAP ERP and SAP Ariba Source-to-Pay solutions. The firm is dedicated to helping organizations fully utilize the capabilities of their ERP and source-to-pay software to increase productivity and effectiveness through the deployment of industry-specific templates and process alignment. ExceleratedS2P distinguishes itself through its profound expertise in SAP technology, a strong commitment to achieving tangible outcomes, and an emphasis on implementing rapid and industry best practices. The company crafts customized solutions to support the transformation of procurement, supply chain, and financial operations. It positions itself as a comprehensive provider of transformation services for a diverse clientele across various sectors. 5. The Road Ahead for SAP BusinessObjects As SAP BusinessObjects moves toward a cloud-based future, it showcases its ongoing importance and adaptability in the business world. The article emphasizes how SAP BusinessObjects continues to grow, embracing new trends like AI, cloud applications, and sustainability, which points to its proactive approach in the BI and analytics field. Such expansion aligns with the current market demands and sets the stage for future data-driven decision-making. For resellers, this evolution presents an invaluable chance to guide and support clients through their digital transformations, making SAP BusinessObjects an integral part of their journey. The combination of SAP's cloud vision and its integration of advanced technologies into BusinessObjects promises a future of greater scalability, flexibility, and efficiency. This ensures that SAP BusinessObjects will remain a vital resource for businesses aiming to master the complexities of today's data-centric world, signaling a promising future for individuals adept at utilizing these developments.

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Kentucky Teen Once Subject of Viral Video Warns Republicans of 'Outrage Mob'

Article | February 26, 2024

A Kentucky teen who became the subject of a viral video after an incident during a class field trip to Washington, D.C., warned viewers of the Republican National Convention Tuesday of an "outrage mob" that threatens to silence conservative viewpoints. After Nick Sandmann attended the March for Life anti-abortion rally with his former classmates from Covington Catholic High School in January 2019, a cellphone video of a close, face-to-face interaction between the students and a Native American demonstrator spread quickly online.

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How Community Coalitions Are Bridging the Digital Divide

Article | August 25, 2020

Across the country, local networks known as Education Innovation Clusters (EdClusters) are bringing together partners and resources to meet urgent needs and envision a new future for teaching and learning. Many of these efforts are rooted in long-standing partnerships across sectors and institutions. As COVID-19 disrupted the lives of students, educators, and families earlier this year, EdClusters sprang into action, leveraging their capacity and reach in ways their networks were uniquely ready to do. Their collective efforts are meeting a range of needs—from internet access to devices to social-emotional supports. As schools prepare for uncertain and complex reopenings, we turn to Kansas City and Rhode Island for powerful examples of community in action.

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Spotlight

Trend Micro

Trend Micro a global cybersecurity leader, helping to make the world safe for exchanging digital information. Fueled by decades of security expertise, global threat research, and continuous innovation, our cybersecurity platform protects hundreds of thousands of organizations and millions of individuals across clouds, networks, devices, and endpoints. As a leader in cloud and enterprise cybersecurity, their platform delivers a powerful range of advanced threat defense techniques optimized for environments like AWS, Microsoft, and Google, and central visibility for better, faster detection and response.

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Abnormal Security Expands Channel and Alliances Leadership, Appoints Jonathan Corini and Stephanie Goodman

Business Wire | January 11, 2024

Abnormal Security, the leading AI-native cloud email security platform, today announced that it is fueling its continued hypergrowth by expanding its sales leadership. The company has appointed two executives to lead its channel and alliances initiatives, with Jonathan Corini joining as Vice President of Worldwide Channel Sales and Stephanie Goodman as Head of Global Alliances. Corini will lead Abnormal’s global channel sales strategy and oversee all aspects of the company’s channel partner program, while Goodman will expand Abnormal’s strategic alliances ecosystem and accelerate growth among technology partners. These appointments cap a banner year for the company, which now serves 1,880+ customers and recently crossed $100M in ARR. This unprecedented success over the past year is due in large part to the company’s extensive partner system, ongoing dedication to the channel, and deep technology alliances across the industry—all of which will continue under new leadership. Corini has over 23 years of experience in cybersecurity and has held numerous sales and channel leadership positions. He most recently served as the VP of Global Channels at HYPR, where he designed and launched a new channel-focused GTM strategy that was responsible for over one-third of the company’s pipeline. Previously, Corini was SVP of Global Channels at Mimecast, where he grew channel sourced bookings to over 40% of the company's revenue and expanded the global MSP business to 20,000+ customers. In addition, Corini has held channel leadership roles at ForeScout Technologies, Tanium, and Intel Security throughout his extensive career. Goodman brings over 15 years of security experience and comes to Abnormal most recently from Google, where she served as the Global Lead of Strategic Alliances & OEMs. While there, she launched a global OEM program that grew over 200% in its first year and led her team to grow GSI revenue by 250% over the course of 2023. Previously, Goodman was the Director of Global Strategic Alliances at ForeScout Technologies, where the alliance team created an integration monetization plan that now represents 25% of overall company revenue, and held channel program management roles at McAfee. The two executives are joining an established channel-first organization with strong technology partnerships. Abnormal currently supports dozens of strategic partners, including value-added resellers, by providing its behavioral AI platform to protect customers against the growing threat of advanced, socially-engineered email attacks. The email security platform currently integrates with Microsoft, Google, and CrowdStrike, as well as dozens of other cybersecurity platforms. Moving forward, the focus will be on deepening relationships with enterprise partners throughout North America, expanding channel partnerships across Europe and the Asia-Pacific region, and launching strategic alliances with key organizations across the industry. About Abnormal Security Abnormal Security provides the leading behavioral AI-based email security platform that leverages machine learning to stop sophisticated inbound email attacks and dangerous email platform attacks that evade traditional solutions. The anomaly detection engine leverages identity and context to analyze the risk of every cloud email event, preventing inbound email attacks, detecting compromised accounts, and remediating emails and messages—all while providing visibility into configuration drifts across your environment. You can deploy Abnormal in minutes with an API integration for Microsoft 365 or Google Workspace and experience the full value of the platform instantly, with additional protection available for Slack, Teams, and Zoom. More information is available at abnormalsecurity.com.

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Channel Partnerships

HiddenLayer Launches Channel Partner Program to Secure AI and MLOps Lifecycle

PR Newswire | January 25, 2024

HiddenLayer, the leading security provider for artificial intelligence (AI) models and assets, today announced a new partner program to empower enterprises with complete AI protection including rapid threat detection and security across the entire MLOps lifecycle. "Our Channel Partner Program is designed to drive innovation by allowing partners to introduce security for AI to their customers, helping to educate more businesses about a new threat landscape," said Rebecca Cahak, Head of Channel, HiddenLayer. "By leveraging this new offering, partners will ensure margin and deal protection, leverage incentives, access flexible and easy-to-use training tools, demo environments, and proof of value tools to drive success." The Channel Partner Program allows partners to seamlessly onboard while providing predictable, transparent pricing and flexible licensing models, and a first-of-its-kind unobtrusive, automated, scalable Artificial Intelligence Security (AISec) Platform. Partners will be able to educate customers on a new threat landscape and provide the solutions they need to protect their AI, and competitive edge, build stronger relationships, and establish their team as AI leaders for their customers. "The HiddenLayer line of products is an important component in our AI security service offerings," said Matt Keating, Head of AI Security at Booz Allen Hamilton. "We are excited to continue to strengthen our strategic partnership with the HiddenLayer team, furthering our ability for joint strategy and co-solutioning." HiddenLayer aims to optimize its current partner network, enhancing it through streamlined support and collaborative offerings. There will be three tiers for the program, Covert, Concealed, and Clandestine, so customers can work together with HiddenLayer to achieve the best-shared outcome. Each tier includes pricing discounts, free online training for sales, and technical enablement and security for AI marketing partnerships. Concealed includes free on-site training and performance incentive programs for extra financial success. Clandestine includes everything previously mentioned, with the addition of account mapping, executive security research briefings, and more. "By joining HiddenLayer's partner program, we're enabling customers to safeguard against constantly evolving cybersecurity risks," said Rick Echevarria, Vice President and General Manager, Intel Security Center of Excellence. "We are now able to provide a scalable security solution for AI and help more businesses foster the acceleration of safer AI adoption." Additionally, HiddenLayer recently announced that CRN®, a brand of The Channel Company, named HiddenLayer to its 2023 Stellar Startups list. This annual list, previously known as CRN Emerging Vendors, recognizes fast-rising technology manufacturers committed to delivering leading-edge solutions that propel innovation and growth in the IT channel. Learn more about HiddenLayer's Channel Partner Program here. About HiddenLayer HiddenLayer, a Gartner-recognized AI Application Security company, helps enterprises safeguard the machine learning models behind their most important products with a comprehensive security platform. Only HiddenLayer offers turnkey security for AI that does not add unnecessary complexity to models and does not require access to raw data and algorithms. Founded in March of 2022 by experienced security and ML professionals, HiddenLayer is based in Austin, Texas. For additional information, including product updates and the latest research reports, visit www.hiddenlayer.com.

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Channel Partnerships

Vendavo Drives Strong Growth in 2023 with AI-Powered Product Innovations and Partner Program

PR Newswire | January 12, 2024

Vendavo, the global market leader in B2B pricing, selling and rebate solutions announced a strong 2023 finish today, noting a 12% growth in annual recurring revenue and 43% growth in higher margin recurring services. "As economic uncertainty persisted through 2023, global organizations increased investments in AI-driven technology to drive profitable growth, placing their trust in Vendavo," said Alex Hoff, Chief Product Officer, Vendavo. "While many predict stronger economies in 2024, manufacturers and distributors face a growing demand for agility in pricing, channel incentives, and commercial processes. We take pride in enabling significant revenue and margin growth for our customers." Vendavo's products and services enabled a 1.5% margin increase for customers in 2023 through improved pricing over cost. On average, customers achieved $27 million benefit from price improvement. To offer more features to customers, Vendavo's product investment increased by 21% in 2023. New AI product innovations have set the stage for smarter, more efficient commercial processes for customers. A new AI fueled Price Sensitivity metric was added to Vendavo Deal Price Optimizer, a solution that maximizes revenue and profitability through a better understanding of customers' willingness to pay. AI algorithms allow for more in-depth segmentation and analyses that deliver more precise sales guidance. AI now powers timely pattern detection for Price/Volume/Mix analyses in Vendavo Margin Bridge Analyzer. Ranked a Strong Performer in the 2023 Forrester Wave™ for CPQ, Vendavo Intelligent CPQ now has new pricing capabilities within the solution's agreement's function. Sales teams can incorporate more accurate pricing from the onset for even the most complex quotes. Vendavo Pricepoint, the flagship solution for B2B price management, improved both pricing calculation speed and performance. Vendavo's commitment to growing its partner ecosystem led to a doubling of partner-originated pipeline year over year. Notably, Vendavo's existing partnership with Oracle significantly expanded with the creation of new rebate and channel management incentives and the addition of support staff. In response to increasing market demand for rebate and channel management solutions, and following the 2022 acquisition of Market Medium, Vendavo integrated Rebate & Channel Manager into their suite of growth and profitability products. Many customers now effectively manage their rebate programs with the solution. About Vendavo Vendavo empowers global manufacturers and distributors to accelerate growth and profitability with leading pricing, selling, and rebate management solutions. Companies like Emerson, Medtronic, and GAF rely on Vendavo to manage, optimize, and digitize their end-to-end commercial processes. Vendavo's solutions, team of pricing and selling experts, and proven process accelerates value and outcomes that are not only predictable, but unrivaled. With Vendavo, the world's most ambitious B2B organizations can develop dynamic customer insights and execute optimal pricing strategies that maximize margin, boost sales effectiveness, and improve the customer experience.

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Marketing Analytics

Abnormal Security Expands Channel and Alliances Leadership, Appoints Jonathan Corini and Stephanie Goodman

Business Wire | January 11, 2024

Abnormal Security, the leading AI-native cloud email security platform, today announced that it is fueling its continued hypergrowth by expanding its sales leadership. The company has appointed two executives to lead its channel and alliances initiatives, with Jonathan Corini joining as Vice President of Worldwide Channel Sales and Stephanie Goodman as Head of Global Alliances. Corini will lead Abnormal’s global channel sales strategy and oversee all aspects of the company’s channel partner program, while Goodman will expand Abnormal’s strategic alliances ecosystem and accelerate growth among technology partners. These appointments cap a banner year for the company, which now serves 1,880+ customers and recently crossed $100M in ARR. This unprecedented success over the past year is due in large part to the company’s extensive partner system, ongoing dedication to the channel, and deep technology alliances across the industry—all of which will continue under new leadership. Corini has over 23 years of experience in cybersecurity and has held numerous sales and channel leadership positions. He most recently served as the VP of Global Channels at HYPR, where he designed and launched a new channel-focused GTM strategy that was responsible for over one-third of the company’s pipeline. Previously, Corini was SVP of Global Channels at Mimecast, where he grew channel sourced bookings to over 40% of the company's revenue and expanded the global MSP business to 20,000+ customers. In addition, Corini has held channel leadership roles at ForeScout Technologies, Tanium, and Intel Security throughout his extensive career. Goodman brings over 15 years of security experience and comes to Abnormal most recently from Google, where she served as the Global Lead of Strategic Alliances & OEMs. While there, she launched a global OEM program that grew over 200% in its first year and led her team to grow GSI revenue by 250% over the course of 2023. Previously, Goodman was the Director of Global Strategic Alliances at ForeScout Technologies, where the alliance team created an integration monetization plan that now represents 25% of overall company revenue, and held channel program management roles at McAfee. The two executives are joining an established channel-first organization with strong technology partnerships. Abnormal currently supports dozens of strategic partners, including value-added resellers, by providing its behavioral AI platform to protect customers against the growing threat of advanced, socially-engineered email attacks. The email security platform currently integrates with Microsoft, Google, and CrowdStrike, as well as dozens of other cybersecurity platforms. Moving forward, the focus will be on deepening relationships with enterprise partners throughout North America, expanding channel partnerships across Europe and the Asia-Pacific region, and launching strategic alliances with key organizations across the industry. About Abnormal Security Abnormal Security provides the leading behavioral AI-based email security platform that leverages machine learning to stop sophisticated inbound email attacks and dangerous email platform attacks that evade traditional solutions. The anomaly detection engine leverages identity and context to analyze the risk of every cloud email event, preventing inbound email attacks, detecting compromised accounts, and remediating emails and messages—all while providing visibility into configuration drifts across your environment. You can deploy Abnormal in minutes with an API integration for Microsoft 365 or Google Workspace and experience the full value of the platform instantly, with additional protection available for Slack, Teams, and Zoom. More information is available at abnormalsecurity.com.

Read More

Channel Partnerships

HiddenLayer Launches Channel Partner Program to Secure AI and MLOps Lifecycle

PR Newswire | January 25, 2024

HiddenLayer, the leading security provider for artificial intelligence (AI) models and assets, today announced a new partner program to empower enterprises with complete AI protection including rapid threat detection and security across the entire MLOps lifecycle. "Our Channel Partner Program is designed to drive innovation by allowing partners to introduce security for AI to their customers, helping to educate more businesses about a new threat landscape," said Rebecca Cahak, Head of Channel, HiddenLayer. "By leveraging this new offering, partners will ensure margin and deal protection, leverage incentives, access flexible and easy-to-use training tools, demo environments, and proof of value tools to drive success." The Channel Partner Program allows partners to seamlessly onboard while providing predictable, transparent pricing and flexible licensing models, and a first-of-its-kind unobtrusive, automated, scalable Artificial Intelligence Security (AISec) Platform. Partners will be able to educate customers on a new threat landscape and provide the solutions they need to protect their AI, and competitive edge, build stronger relationships, and establish their team as AI leaders for their customers. "The HiddenLayer line of products is an important component in our AI security service offerings," said Matt Keating, Head of AI Security at Booz Allen Hamilton. "We are excited to continue to strengthen our strategic partnership with the HiddenLayer team, furthering our ability for joint strategy and co-solutioning." HiddenLayer aims to optimize its current partner network, enhancing it through streamlined support and collaborative offerings. There will be three tiers for the program, Covert, Concealed, and Clandestine, so customers can work together with HiddenLayer to achieve the best-shared outcome. Each tier includes pricing discounts, free online training for sales, and technical enablement and security for AI marketing partnerships. Concealed includes free on-site training and performance incentive programs for extra financial success. Clandestine includes everything previously mentioned, with the addition of account mapping, executive security research briefings, and more. "By joining HiddenLayer's partner program, we're enabling customers to safeguard against constantly evolving cybersecurity risks," said Rick Echevarria, Vice President and General Manager, Intel Security Center of Excellence. "We are now able to provide a scalable security solution for AI and help more businesses foster the acceleration of safer AI adoption." Additionally, HiddenLayer recently announced that CRN®, a brand of The Channel Company, named HiddenLayer to its 2023 Stellar Startups list. This annual list, previously known as CRN Emerging Vendors, recognizes fast-rising technology manufacturers committed to delivering leading-edge solutions that propel innovation and growth in the IT channel. Learn more about HiddenLayer's Channel Partner Program here. About HiddenLayer HiddenLayer, a Gartner-recognized AI Application Security company, helps enterprises safeguard the machine learning models behind their most important products with a comprehensive security platform. Only HiddenLayer offers turnkey security for AI that does not add unnecessary complexity to models and does not require access to raw data and algorithms. Founded in March of 2022 by experienced security and ML professionals, HiddenLayer is based in Austin, Texas. For additional information, including product updates and the latest research reports, visit www.hiddenlayer.com.

Read More

Channel Partnerships

Vendavo Drives Strong Growth in 2023 with AI-Powered Product Innovations and Partner Program

PR Newswire | January 12, 2024

Vendavo, the global market leader in B2B pricing, selling and rebate solutions announced a strong 2023 finish today, noting a 12% growth in annual recurring revenue and 43% growth in higher margin recurring services. "As economic uncertainty persisted through 2023, global organizations increased investments in AI-driven technology to drive profitable growth, placing their trust in Vendavo," said Alex Hoff, Chief Product Officer, Vendavo. "While many predict stronger economies in 2024, manufacturers and distributors face a growing demand for agility in pricing, channel incentives, and commercial processes. We take pride in enabling significant revenue and margin growth for our customers." Vendavo's products and services enabled a 1.5% margin increase for customers in 2023 through improved pricing over cost. On average, customers achieved $27 million benefit from price improvement. To offer more features to customers, Vendavo's product investment increased by 21% in 2023. New AI product innovations have set the stage for smarter, more efficient commercial processes for customers. A new AI fueled Price Sensitivity metric was added to Vendavo Deal Price Optimizer, a solution that maximizes revenue and profitability through a better understanding of customers' willingness to pay. AI algorithms allow for more in-depth segmentation and analyses that deliver more precise sales guidance. AI now powers timely pattern detection for Price/Volume/Mix analyses in Vendavo Margin Bridge Analyzer. Ranked a Strong Performer in the 2023 Forrester Wave™ for CPQ, Vendavo Intelligent CPQ now has new pricing capabilities within the solution's agreement's function. Sales teams can incorporate more accurate pricing from the onset for even the most complex quotes. Vendavo Pricepoint, the flagship solution for B2B price management, improved both pricing calculation speed and performance. Vendavo's commitment to growing its partner ecosystem led to a doubling of partner-originated pipeline year over year. Notably, Vendavo's existing partnership with Oracle significantly expanded with the creation of new rebate and channel management incentives and the addition of support staff. In response to increasing market demand for rebate and channel management solutions, and following the 2022 acquisition of Market Medium, Vendavo integrated Rebate & Channel Manager into their suite of growth and profitability products. Many customers now effectively manage their rebate programs with the solution. About Vendavo Vendavo empowers global manufacturers and distributors to accelerate growth and profitability with leading pricing, selling, and rebate management solutions. Companies like Emerson, Medtronic, and GAF rely on Vendavo to manage, optimize, and digitize their end-to-end commercial processes. Vendavo's solutions, team of pricing and selling experts, and proven process accelerates value and outcomes that are not only predictable, but unrivaled. With Vendavo, the world's most ambitious B2B organizations can develop dynamic customer insights and execute optimal pricing strategies that maximize margin, boost sales effectiveness, and improve the customer experience.

Read More

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