LinkedIn Brings 3 New Features to LinkedIn Pages via

LinkedIn pages are gaining three new features designed to facilitate more community engagement and form stronger relationships with followers. According to LinkedIn, there are now more than 50 million organizations around the world utilizing pages to connect with customers, prospects, and employees. To assist these organizations, LinkedIn rolls out regular updates every quarter. With this quarter’s update, new features include invite to follow, LinkedIn Live integration, and new posting options. Here’s more information about each of them.

Spotlight

This IDC MarketScape covers major vendors participating in the worldwide enterprise legal management (ELM) software market. This vendor evaluation is based on a comprehensive criterion expected to be most conducive to success in providing enterprise legal management software via all deployment models in both the short term and t


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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

NUSO Acquires Integrated Customer Experience Software-as-a-Service Company

NUSO | December 13, 2023

NUSO, a leading multinational service provider of proprietary cloud communications, customer experience and CPaaS enablement solutions announced the acquisition of Italian-based Mida Solutions S.r.l (Mida), a software-as-a-service provider of contact center, compliance recorder and call analytics with customers in 39 countries. This combination enriches NUSO’s core customer experience (CX) offer to its cloud communications applications. Mida’s applications, including Contact Center and Compliance Recorder solutions, integrate to enable services and applications for environments such as Microsoft Teams™. “We are excited to add Mida’s core capabilities around Contact Center and Compliance Recorder solutions to the NUSO portfolio,” said Matt Siemens, NUSO CEO. “Mida’s products further our reach into Microsoft Teams and other collaboration marketplaces. In addition, this move anchors NUSO directly in the global service provider and critical infrastructure markets serving transportation and emergency services. Incredibly, this acquisition also nearly doubles our software development resources.” “We are thrilled to be a part of the NUSO family of services,” said Attilio Licciardello, Mida General Manager and Owner. “Our current partners and customers will have access to new services through the NUSO portfolio in cloud communications, network, and enablement technologies. Additionally, customers and partners can expect the same level of top-quality service.” Mida’s contact center and compliance recorders meet the most stringent security and regulatory requirements, including GDPR, MIFID 2, and HIPAA. These solutions can be seamlessly integrated with traditional UCaaS and PBX implementations as well as Microsoft Teams and other cloud communication systems. “NUSO’s acquisition of Mida Solutions broadens the portfolio of solutions our partners can offer their customers,” said Ryan Henley, NUSO CRO. “The integration with and extension of NUSO’s full-stack capabilities address market needs at the network, service, and application layers, driving value creation as customers move to the cloud. We are excited to add these CX capabilities to our expanding partner network and geographic reach.” This announcement marks NUSO’s second acquisition over the past 45 days. NUSO was advised by Q Advisors, a global TMT investment banking boutique. ABOUT NUSO NUSO delivers SaaS cloud communication services via a proprietary CPaaS enablement platform supported by a fully redundant network in North America and Europe. The Company offers a diversified portfolio of business-focused Cloud Communications solutions. The Company addresses multiple expanding markets selling enterprise–grade, as–a–service offerings via a robust network of channel partners and direct customers.

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Channel Partnerships

RackWare Launches New PartnerConnect Channel Program

RackWare | December 15, 2023

RackWare, a leading innovator in hybrid cloud management solutions, today announced the promotion of Colby Calonica to Vice President of Global Sales, Channels and Alliances and the launch of its RackWare PartnerConnect channel program. RackWare PartnerConnect helps IT solutions providers, managed service providers (MSPs) and value-added resellers (VARs) across North America, Europe and the Asia-Pacific region better serve customers and capitalize on the demand for simple, fast and cost-effective cloud migration and disaster recovery solutions as more enterprises are moving workloads to and between clouds as a strategic business imperative. “As enterprises continue to look for ways to increase agility and innovate to better serve their customers, cloud migration and disaster recovery have become a business imperative. As a result, our company has seen significantly increased demand, and much of this is coming through the channel,” said Bryan Gobbett, CEO at RackWare. “As we expect this trend to continue, we are launching RackWare PartnerConnect and promoting Colby Calonica to VP of Global Sales, Channels and Alliances as a reflection of our commitment to long-term partner growth, innovation and enablement.” RackWare PartnerConnect offers channel organizations resources, including technical resources and training, sales support, marketing collateral and co-marketing opportunities with increasing incentives, rebates and benefits based on tiers. This enables our partners to expand their market presence, solve key challenges for customers and successfully serve customers around the world. The RackWare PartnerConnect offers three tiers: Silver Tier: Entry-Level Partner Criteria: Silver Tier partners are typically new to the PartnerConnect program or may not have met the requirements for higher tiers. Minimum annual sales or revenue targets that are set by RackWare. Benefits: Access to RackWare's comprehensive partner portal and resources. Basic sales and marketing support, including access to marketing collateral. Eligibility for deal registration to protect leads and opportunities. Comprehensive entry-level product training and onboarding. Opportunity to participate in co-marketing initiatives at the discretion of RackWare. Gold Tier: Intermediate Partner Criteria: Gold Tier partners have demonstrated a certain level of commitment and success within the program. Achieved specified annual sales or revenue targets higher than the Silver Tier requirements. Benefits (in addition to Silver Tier benefits): Enhanced sales and marketing support, including lead generation assistance. Access to more advanced training and certification programs. Priority deal registration and lead distribution. Co-marketing opportunities with RackWare, including joint webinars and events. Eligibility for additional incentives and rewards, such as increased rebates. Dedicated channel account manager for personalized support. Platinum Tier: Top-Tier Partner Criteria: Platinum Tier partners represent the highest level of commitment and success within the PartnerConnect program. Consistently exceed the highest annual sales or revenue targets set by RackWare. Demonstrated exceptional product expertise and market presence. Benefits (in addition to Gold and Silver Tier benefits): Premium sales and marketing support, including dedicated resources for joint campaigns. Exclusive access to RackWare's most advanced training programs, including technical certifications. Highest priority for deal registration and lead distribution. Strategic collaboration with RackWare on joint marketing campaigns and go-to-market strategies. Top-tier incentives, including the highest rebates and rewards. Executive-level support and access to RackWare's executive team. Invitation to exclusive partner events and advisory board participation. By offering these distinct tiers with corresponding benefits, RackWare encourages partners to grow their commitment and sales efforts while rewarding them for their achievements within the PartnerConnect program. This tiered structure motivates partners to excel and aligns their goals with RackWare's growth objectives. “RackWare is in a unique position to strategically support our customers throughout their cloud migration journey with fast and cost-effective cloud migration and disaster recovery solutions,” said Calonica, who previously served as RackWare's VP of Sales. “Our partner ecosystem has grown impressively over the last year, driven by our commitment to collaboration, comprehensive training and joint market initiatives. With this ongoing growth, I’m thrilled to be part of RackWare's next phase, reinforcing our dedication to our customers and partners.” For more information about RackWare Partner Connect, please visit rackwareinc.com/partner-program or contact our channel team at partners@rackwareine.com. About RackWare RackWare makes data and applications mobile and secure. We empower our customers to run their applications and store their data in any cloud of their choice. Seamless mobility allows our customers to take advantage of cutting-edge services or reduce costs as they become available throughout the cloud universe. And if disaster strikes — either natural or cyber-criminality — our proprietary replication and sync technology has our customers protected. RackWare is based in San Jose, California, with offices in Salt Lake City, Philadelphia, London and Pune, India.

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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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Spotlight

This IDC MarketScape covers major vendors participating in the worldwide enterprise legal management (ELM) software market. This vendor evaluation is based on a comprehensive criterion expected to be most conducive to success in providing enterprise legal management software via all deployment models in both the short term and t

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