CHANNEL PARTNERSHIPS

AWS and HKSTP Enter Strategic Partnership to Accelerate Innovation

AWS, HKSTP | June 13, 2022

AWS and HKSTP
Amazon Web Services (AWS) and Hong Kong Science and Technology Parks Corporation (HKSTP) entered a strategic partnership to foster innovation and technology in Hong Kong.

"AWS is always committed to support the digital transformation of enterprises of all scales in Hong Kong," said Robert Wang, managing director of Hong Kong and Taiwan at AWS.

"AWS is always committed to support the digital transformation of enterprises of all scales in Hong Kong," said Robert Wang, managing director of Hong Kong and Taiwan at AWS.

"Since 2014, AWS and HKSTP have been working together on a number of cloud programs and trainings. We are pleased to deepen our relationship with HKSTP and jointly address the various challenges the city faces in terms of talent, innovation, and technology commercialisation."

A series of programs to drive the transformation of IT companies, start-ups, and researchers throughout their entire growth cycle will be launched through this partnership. The four pillars that these programs focus on are Research & Development, Technology Simulation, Co-incubation, and Talent and Culture Cultivation.

HKSTP will join AWS Open Data Sponsorship Program to help with Research and Development. The Program extends open data access through the STP Platform to support local research teams, including those from universities and research labs.

HKSTP and AWS will also form a ‘train-the-trainer’ program using AWS RoboMaker so that developers can simulate applications under virtual 3D environments and test robotics solutions built with different coding languages.

A special six-month acceleration program that provides training, business and technical consultation to help SaaS start-ups unlock the potential of the SaaS business model, enhance SaaS products and drive growth and business will also be a part of AWS and HKSTP’s goal.

The two partners are also set to provide technical training in biotechnology and AI for InnoHK clusters, enterprises and start-ups.

Albert Wong, CEO of HKSTP, reflected on the long-standing alliance with AWS in pursuing “high potential tech ventures to innovate, succeed and grow faster”, and observed a growing demand for cloud computing knowledge and innovation technologies from Hong Kong businesses.

“This partnership combines the scale and technology expertise of AWS as well as HKSTP's R&D, incubation and commercialisation capabilities accumulated over the past 20 years, to accelerate the development of Hong Kong's innovation and technology ecosystem while firmly establishing the city's status as a global innovation hub," he noted.

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Arelion Awarded ChannelVision 2022 Visionary Spotlight Award

Arelion | August 20, 2022

Arelion today announced its third consecutive ChannelVision 2022 Visionary Spotlight Award for 'Most Responsive Supplier Channel Team' in recognition of the Arelion Conflict-Free Channel Program. Arelion, formerly Telia Carrier, transitioned to a standalone company owned by Polhem Infra in 2022, enabling the supplier to triple the size of its Channel Program team in the past year and enhance its emphasis on world-class customer care. The program continues Arelion's focus on customer experience excellence through a joint effort forged in collaboration with existing channel partners. Additionally, revenues have increased 50 percent year over year since the program's start in 2020. Key features that differentiate this Conflict-Free Channel Program from traditional telecom channel models include: A commitment to address inquiries within one business day, communicating to the inquirer that Arelion values and is currently evaluating their request. Guaranteed price parity for prospects requesting the same solution across multiple channel partners. "Since 2020, Arelion – formerly Telia Carrier – has maintained its Conflict-Free Channel Program, enabling technology brokerage firms to provide their customers with a high-performing alternative to the traditional telecom providers' channel model," states ChannelVision. "The Conflict-Free Channel Program allows Channel Partners to work directly with Arelion account directors. Arelion's best practices Guidelines for Engagement establishes the foundation for a productive channel relationship and assures it works cooperatively with its partners to achieve common goals." The Arelion Conflict-Free Channel Program is targeted toward value-added resellers and technology brokers, boosting their portfolios with solutions that enhance or provide alternatives to their existing offerings. The program is based on positive and negative feedback from Arelion partners, improving customer experiences through collaborative innovation of Arelion's business-critical global connectivity infrastructure. With one easy-to-use portal for customers and partners, the program facilitates superior end-user experiences and eliminates channel conflicts. "Through our Conflict-Free Channel program, we provide our Channel Partners with direct access to account directors," said Rob Pulkownik, Head of Channel Sales, Arelion. "Through our Conflict-Free Channel program, we provide our Channel Partners with direct access to account directors," said Rob Pulkownik, Head of Channel Sales, Arelion. "With this collaborative approach, we address our customers' pain points efficiently and quickly while keeping communication channels open for further improvements in customer experience. This continues our longstanding mission to provide outstanding customer service and underlies everything we do as a global supplier." With this Channel Partner program, North American and European partners can provide excellent customer care and help their customers access Arelion's number one ranked Internet backbone, AS1299, while effectively cross-selling Arelion's portfolio of leading services, including high-speed Dedicated Internet Access, IP Transit, Cloud Connect, DDoS Mitigation, Ethernet and IPX services for operators, content providers and enterprises. About Arelion Arelion solves global connectivity challenges for multinational enterprises whose businesses rely on digital infrastructure. On top of the world's #1 ranked IP backbone and a unique ecosystem of cloud and network service providers, we provide an award-winning customer experience to customers in more than 125 countries worldwide. Our global Internet services connect more than 700 cloud, security and content providers with low latency. For further resilience, our private Cloud Connect service connects directly to Amazon Web Services, Microsoft Azure, Google Cloud, IBM Cloud and Oracle cloud across North America, Europe and Asia. Discover more at www.arelion.com and follow us on LinkedIn and Twitter.

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CHANNEL PARTNERSHIPS

AvePoint Channel Leader Jason Beal Exits, Replaced by Longtime Tech Data Exec

AvePoint | July 14, 2022

Jason Beal, AvePoint‘s first-ever channel chief, has quietly exited the company. The software provider on Wednesday said it’s hiring Heather Murray to replace him, with the title of chief channel officer. Murray is expected to expand AvePoint’s relationships with partners, including MSPs, solution providers and systems integrators, according to the announcement. Murray joined AvePoint after nearly 25 years at TD Synnex (Tech Data before last year’s merger with Synnex). In her most recent role at Synnex, Murray was VP of vendor marketing. Murray announced her move to AvePoint on LinkedIn: “We will grow the channel business to new heights,” she noted. AvePoint declined to make her available to discuss the move. Besides adding more channel partners, AvePoint said Murray would expand its distribution networks and cloud marketplace. In addition to Murray, AvePoint said it hired Angela Choo as VP of Channel, Asia. Choo joined AvePoint from BitTitan, where she managed strategic partnerships. “Elevating our indirect sales business and prioritizing it across our entire company is one of our key areas of growth,” said AvePoint founder and CEO Tianyi Jiang. “Elevating our indirect sales business and prioritizing it across our entire company is one of our key areas of growth,” said AvePoint founder and CEO Tianyi Jiang. “And with Heather and Angela’s leadership, we will continue to invest in a world-class channel program.” According to a company spokesman, Murray’s predecessor, Beal, left AvePoint in late June and said he is pursuing other opportunities. Beal declined to discuss his departure at this time. AvePoint tapped Beal in late 2020 to build a channel program as the company prepared for its IPO last year. Until last year, AvePoint primarily sold its data protection, governance and cloud migration software direct to enterprise customers. Built from Scratch Looking to expand its addressable market, Beal said he built AvePoint’s channel program from scratch. He had the background, having helped launch Ingram Micro Cloud over a decade ago. Before joining AvePoint, Beal was a senior channel executive at Palo Alto Networks. He quickly ramped up AvePoint’s partner program, which went live last summer. AvePoint launched the program with roughly 1,800 partners last summer and added about 1,000 in the previous 12 months. During the recent Channel Partners Conference and Expo in Las Vegas, Beal discussed the program’s progress. “Three-quarters are active MSPs, meaning that they have active seats under management projects, but they’re doing backup, migration and data governance,” he said at the time. Beal said the goal was to add another 1,000 partners this year. AvePoint now says it has 3,500 partners, over 100 distributors, and cloud marketplaces. During AvePoint’s 2021 fiscal year, ended Dec. 31, SaaS revenues of $85.6 million grew 65% year-over-year, Beal noted. Total annual recurring revenues of $159.2 million increased 34% year-over-year. Beal was one of Channel Futures’ 50 Channel Influencers for 2022, having “arrived at AvePoint with a sense of urgency.” Besides building the partner program from scratch, Beal helped expand AvePoint’s presence beyond its historical focus on the Microsoft ecosystem. AvePoint aligned with the Google Workplace and Salesforce partner base. One of Beal’s initiatives before departing was to build up a certification program for AvePoint partners. The company on Wednesday officially launched its Certified AvePoint Professional Services (CAPS) program. AvePoint said CAPS expands on its new AvePoint Certification Program. So far, 1,100 partners are certified after completing more than 3,000 hours of training. Cloud Platform Enhancements The channel management change comes just one day after AvePoint said it had enhanced its cloud platform. AvePoint improved the SaaS application resilience and security of its platform. Among the additions to the platform are expanded Microsoft Azure workload backup capabilities for MSPs through its Elements portal. It gives MSPs multitenant management. AvePoint also introduced additional Salesforce backup functionality, such as ensuring sandbox data is updated with accurate and anonymized data. AvePoint said the release also offers compliance risk reports and incident auditing for Microsoft 365, among other enhancements.

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CHANNEL PARTNERSHIPS

Altair Names VirtualCAE Channel Partner for Brazil

Altair, VirtualCAE | July 15, 2022

Altair, a global leader in computational science and artificial intelligence (AI), announced that it is welcoming VirtualCAE, a national engineering, technology, simulation and innovation company, as a new channel partner for the Brazilian market. VirtualCAE will offer Altair’s virtual simulation solutions and services for a range of industry sectors, including the mobility (on-road equipment, agricultural machinery, automotive, including heavy vehicle manufacturers), aeronautics, and oil and gas sectors, among others. The partnership will enable the democratization of Altair’s simulation and data analytics solutions by providing small- and medium-sized organizations with world-class, intuitive software capabilities. “Altair is a major provider of simulation, data, and vehicle dynamics solutions, and our customers include all of Brazil’s automotive industry companies,” said Valdir Mendes Cardoso, Brazil country manager, Altair. “Altair is a major provider of simulation, data, and vehicle dynamics solutions, and our customers include all of Brazil’s automotive industry companies,” said Valdir Mendes Cardoso, Brazil country manager, Altair. “Together with VirtualCAE, we will expand our presence and offer products like Altair SimSolid, EDEM, Radioss, and MotionSolve, all renowned for their vehicle dynamics analysis prowess and power.” “The partnership with Altair represents the union of two leaders in optimization and multidisciplinary simulation software. The two companies have a strong synergy and a commitment to spread the usage and adoption of optimization technologies, providing not only software, but also services and training,” said Valmir Fleischmann, operations director, VirtualCAE. “Altair’s products, such as Altair OptiStruct, expand our offer beyond topological optimization and advance to topographic, shape, and parametric optimization. We know how much optimization can bring benefits to Brazilian customers, both related to the reduction of mass to overcome raw material cost increases and to meet energy efficiency criteria, as well as those related to the reduction of development time.” Among the sectors that stand to benefit most from the new partnership is the automotive sector, where VirtualCAE has extensive expertise and Altair offers powerful solutions for electrification, crash, and vehicle rollover analysis, including trucks and buses. Additionally, users can apply this technology to on-road implements, agricultural machinery, and agrobusiness in general. Altair’s automotive product portfolio has been growing rapidly, especially with the acquisitions of Powersim and SimSolid, to help meet the development needs of vehicle electrification. SimSolid is a revolutionary tool that lets users simulate complex models quickly and efficiently, which also allows users to evaluate more design alternatives. “SimSolid breaks paradigms by not using mesh and reduces the work of weeks into a few hours, as it performs full-featured structural analysis on CAD assemblies in minutes and eliminates geometry preparation and meshing – the two most time-consuming, experience-demanding, and error-prone tasks in conventional structural simulation,” said Fleischmann. “In my opinion, looking back over the last 10 years, the meshless technology embedded in SimSolid was the greatest innovation brought to the structural simulation market.” Powersim acts on the design and simulation of power electronics and motor drives, offers higher simulation speed, and ensures accurate results at the system level, allowing easy implementation and seamless adoption in any environment, providing robust design and simulation for various industrial applications. Altair works with a global network of channel and technology partners. To learn more or to become a partner, visit: https://www.altair.com/partners.

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