Channel Roadmap

The ever-growing channel ecosystem is complex and embodies an abundant range of technology vendors. The recent world events have accelerated pace businesses adopt new technologies to continue operating. Channel partners seeking the right solution for their customers in the current vendor landscape can find it daunting.

We have found partners are overwhelmed by the endless list of established and emerging technologies flooding the market – spanning cloud, security, digital and others. Adding the shift of business needs and demands of the unique future work models, it is creating ambiguity and uncertainty.

Through the Channel Roadmap, a bespoke content hub housing strategic priorities from technology vendors for 2022 and beyond, partners can find the guidance on the key technologies and markets to pursue, to help build a blueprint for future success.

BeyondTrust

Paul McKerseyChannel Account Manager
BeyondTrust.

Australian IT security leaders are faced with a growing number of challenges in their roles. From mitigating cybersecurity risks around remote access and privileged accounts to defending against ransomware attacks. Others need to meet compliance mandates, such as the Essential Eight. As trusted advisors to their clients, BeyondTrust partners are finding success with our portfolio of Universal Privilege Management solutions as their customers look to tackle the above challenges and more.

Meeting the Needs of Australian Organisations

The Australian Cyber Security Centre (ACSC) recommends that small to medium-sized organisations implement ransomware protections, including enabling MFA, enabling ransomware protection (available on some operating systems), and applying identity security and PAM controls (access controls, restriction of administrator privileges, and not sharing or re-using login details).

For government, large organisations, and infrastructure, the ACSC recommends the implementation of their Essential Eight Mitigation Strategies and Strategies to Mitigate Cyber Security Incidents. Privileged access management controls help address more than half of the eight mitigations.

With such recommendations in mind, more organisations are turning to leading PAM solution providers, such as BeyondTrust, to help mitigate risks build their cyber security defences.

BeyondTrust customers and analysts recognise the value of our Universal Privilege Management model, which provides the most complete approach to securing every privileged user, asset, and session.

How BeyondTrust Can Help Your Clients

Exploitation of insecure remote access pathways, phishing attacks, and credential and privilege abuse are common attack vectors and each plays a big role in attacks such as ransomware. BeyondTrust provides blended threat protection against these threat vectors, helping prevent or mitigate ransomware and other external and internal attacks.

BeyondTrust Privileged Password Management reduces the risk of compromised privileged credentials for both human and non-human users. The solution enables automated discovery and onboarding of all privileged accounts, secure access to privileged credentials and secrets, and auditing, monitoring, and management of all privileged sessions.

BeyondTrust Endpoint Privilege Management combines privilege management and application control to enforce least privilege and ensure just the right level of privilege at the right time on Windows, Mac, Unix, Linux, and network devices. The solution also protects against tricky fileless attacks.

BeyondTrust Secure Remote Access enables organisations to leverage privileged access security controls—including least privilege and credential management—to all remote access, whether for employees, vendors, or service desks. This can be particularly valuable in providing access to third parties for remote monitoring and maintenance of operational technology.

Working together, these BeyondTrust PAM solutions can dismantle ransomware and other threats at many stages of the attack chain.

As trusted advisors, BeyondTrust partners should discuss with their clients how strategies such as the Essential Eight and Zero Trust can mitigate the risk around various cyber security attacks, including ransomware. BeyondTrust can support their efforts with assets and knowledgeable team members should those resources be needed.

A channel-first organisation, BeyondTrust recognises the significant value that partners play in educating and supporting customers on their Privileged Access Management journey.

Partners are supported by an experienced team of sales, technical and channel professionals. BeyondTrust also has sales and technical certifications to help partners make the most of PAM-centred discussions with clients. There is also marketing support and MDF eligibility for Platinum, Gold and Silver tier partners.

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Learn more about BeyondTrust

DSTech

Dean KendallGeneral Manager

Dynamic Supplies Technology (DSTech) has evolved into one of Australia’s leading distributors in the IT sector, after establishing in 2020. DSTech builds on trusted local and international networks to supply leading technology solutions. We pride ourselves on exceptional service, first class logistics, knowledgeable support, and exceptional account management.

DSTech currently has distribution agreement with 60 technology and lifestyle brand vendors including but not limited to; IT peripherals, desktops, laptops, servers, networking, power protection, audio, gaming, security and more.

DSTech General Manager, Dean Kendall stated, “the DSTech team are thrilled to be partnering with a vast range of brands across multiple categories in conjunction with a new website, but overall to be adding value to partners across Australia, including independent resellers, system integrators and specialist retailers.”

DSTech is a part of The Dynamic Group established in 1994, which is 100% Australian owned and operated. We offer the ability to direct ship, helping you eliminate the need to double handle stock and reduce delivery costs whilst applying customised details of your organisation.

Find out more about what DSTech can do for you today and receive a $50 gift card by contacting phoebe@dstech.net.au.

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Learn more about DSTech

RingCentral

Ben SwansonRegional Vice President
Partner Sales, APAC

The key priority for RingCentral and our partners in Australia is how we support organisations as they adapt to a new hybrid way of working. We want to meet the customer where they want to work and how they want to communicate. That’s not just the physical location; it’s also their choice of application and user interface – which might be to work within the RingCentral app, Microsoft Teams or their preferred web browser, CRM or productivity suite. Ultimately, our goal is to make sure that we achieve participation equity for the workforce no matter where they are, or what device or application they are using.

Currently, most of our unified communications and contact centre development efforts are being put behind innovation to improve the experience, safety and wellbeing of users. That includes solutions to enable touchless features for meeting rooms and a focus on improving the participant experience on mobile devices.

We saw the urgent need for enterprise-grade telephony to support the urgent shift to cloud in early 2020 and re-prioritised our developments to release RingCentral Cloud PBX for Microsoft Teams. This ensured that customers could continue to use the platform with which their users had become familiar, and support this with a more robust, integrated voice and video communications platform.

There are also a lot of exciting developments in the area of artificial intelligence (AI). A good example is our most recent release which enhances the STIR/SHAKEN call authentication framework in the US to stop unwanted robocalls and spam. This uses AI to more accurately authenticate and verify traffic routed through our platform to stop these unwanted calls and build trust and security for end-consumers. These spam calls are a significant problem here too. For example, the Australian Competition and Consumer Commission's (ACCC) Scamwatch reported that in 2020, phone calls were the number one method for scammers to use representing 47.7%, or 103,153 scams, of the total number of scams reported to the organisation.

The advantages of RingCentral’s cloud-based Unified Communications as a Service (UCaaS) platform is that innovations like these can be quickly rolled out when available to all existing users and customers start to feel liberated when these rapid changes come at them head on.

Even for those organisations with a strong preference to maintain their on-premise or hosted IT infrastructure see UCaaS and CCaaS adoption as a no-brainer – particularly RingCentral as the industry’s leading UCaaS solution – which Synergy founder and chief analyst Jeremy Duke says is “in a field of its own”.

This is why UCaaS is a $1billion addressable market in Australia alone. RingCentral’s clear advantage is that we combine the carrier-grade reliability worldwide (99.999% uptime SLA) with the flexibility, integration and access to ongoing innovation of cloud.

Importantly, being a cloud-based solution doesn’t take our partners out of the equation. In fact, the role for our reseller and integrator partners in supporting our integrated UCaaS and CCaaS solutions has never been more important.

Your key role is to be the trusted advisor to your clients; to really understand the current and future states of your customers, and then to align yourself with providers that have a strong history of delivering innovation against the broader IT application marketplace. RingCentral is a great place to start.

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Learn more about RingCentral

Vertiv

LuLu ShirazSales Director
Vertiv Australia and New Zealand

As Architects of Continuity™, Vertiv is at the forefront of ensuring your digital infrastructure runs continuously and evolves as your business changes. Our broad portfolio of critical infrastructure solutions, ranging from power, thermal management, IT management, IT and edge infrastructure, and services, gives our customers the agility and flexibility to solve the most complex IT challenges.

Vertiv partners, distributors and resellers form a vital part of our business as they allow us to reach more customers across a wider geography, enabling us to bring our solutions to more businesses.

Why partner with Vertiv?

As a valued Vertiv partner, we can help you solve your customers' most pressing challenges with the industry's most formidable array of data center critical infrastructure, services, and management solutions. As a partner, you'll have confidence in knowing you are equipped with the latest training, resources, and support to help you grow your business, increase profits, and become an industry front-runner. Together, we are more capable of meeting our customers' needs and achieving our business goals.

We pride ourselves of providing our partners with the resources and support to help them succeed in their business. Below are just some of the benefits of being a Vertiv partner:

  • Discounts & Incentives – by teaming up with us, you can effortlessly increase your profitability and engage your sales force;
  • Sales & Marketing Support – get access to sales and marketing solutions, marketing activities including digital marketing, PR and social media, and events support to expand your network and footprint;
  • Training & Enablement – get instant access and support of Vertiv experts both regionally and globally to equip you with the tools and knowhow to help you succeed in your business;
  • Account Management – have a dedicated account manager to help drive sales and deliver satisfactions.

Take advantage of the opportunity to partner with a globally-recognized, award-winning partner program.

Learn more about the Vertiv Partner Program

Yellowfin

Suzana BoczicVP of Partnerships

Yellowfin is a global analytics and business intelligence (ABI) software vendor with a suite of world-class products powered by automation. Yellowfin is recognized as an innovator by the world’s leading analyst firms. More than 29,000 organizations and over 3 million end-users across 75 countries use Yellowfin every day.

Yellowfin supports the builders, the designers, developers, data scientists and data analysts who assemble and embed beautifully simple data solutions into business applications and workflows.

Yellowfin is the only enterprise and embedded analytics suite that successfully combines action-based dashboards, automated business monitoring and data storytelling into a single, integrated, seamless platform, and was recently named a Visionary for the second consecutive year in the Gartner 2021 Magic Quadrant for Analytics and Business Intelligence Platforms.

The Yellowfin suite delivers multi-experience analytics that allows users to do more with their data through automated analysis, data storytelling, collaboration, and stunning action-based dashboards. Yellowfin is ranked number 1 for embedded analytics and white labelled BI tools and is trusted by hundreds of enterprise software developers worldwide.

The Yellowfin Suite

Yellowfin Dashboards look great out of the box, with user friendly design and developer tools. Easily create highly customised dashboards to suit your specific needs. New code mode, code widgets and JavaScript API gives the freedom to do things in dashboards you haven’t thought of.

Yellowfin Signals automates data discovery by trawling your business’ data for statistically significant changes and notifying you of the ones that are relevant to your role. You’ll be automatically alerted to the most important changes as they happen so you can act immediately.

Yellowfin Storytelling shares knowledge and insights in a news like format. Yellowfin Stories has the power to transform how people consume and learn from data and ensures everyone is on the same page. Seamlessly build management and financial reports and presentations using Yellowfin Present. Data can be dynamically refreshed ensuring it is always accurate and up to date meaning you can present with confidence.

Yellowfin Data Discovery to better understand your business you need to explore your data, discover patterns and outliers, and share your insights with others. Yellowfin Data Discovery accelerates discovery and lets you share and disseminate in a governed way.

Yellowfin Guided Natural Language Query (NLQ) is a simple way to ask hard questions of your data. Yellowfin Guided NLQ provides lists of options for questions, and then guides you through each step in formulating the question. Yellowfin Guided NLQ is a stand-alone module that is not tied to the UI or a single data set and is 100% embeddable.

Yellowfin Analytics Suite

Yellowfin Walkthrough

Partnering with Yellowfin

Yellowfin is committed to fostering success with Partners by enabling our partners to profitably address the needs of their customers. The Yellowfin Partner Program recognizes Partners based on a combination of value and sales volume, organized around three Partner Tiers: Enrolled, Premier, and Elite. The Yellowfin Partner Program offers increasing benefits to a Partner as it improves sales and technical skills and drives sales of more Yellowfin solutions.

The Yellowfin Partner Program is best suited to partners offering design and solution development, consulting, integration, and data analytics capabilities enabling the provision of insights as a service.

Contact Partners@yellowfin.bi for new partner enquiries.

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Learn more about Yellowfin

Please contact michael_sartain@idg.com for any listing enquiries.