Five Companies That Came To Win This Week

Dell Makes Strategic Moves In Security, Desktop Virtualization

Continuing its evolution toward becoming a full-service IT supplier, Dell wrapped up its acquisition of SonicWall in a move that adds network security, email security and secure remote access technology to its enterprise and SMB offerings.

Recognizing that desktop virtualization is one of the industry's hottest areas right now, Dell also struck a deal with Unidesk this week to add the startup's provisioning and management technology for virtual desktop infrastructure (VDI) projects to the Dell Desktop Virtualization Solutions lineup.

Of particular interest to Dell channel partners was the announcement of a zero-percent financing promotion for EqualLogic storage systems, a move designed to help small and midsize customers get around the problem of limited access to capital for IT purchases.

Lenovo Preps SMB Rewards Program, New Server Line

Not to be outdone by rival Dell in the partner incentive department, Lenovo told CRN that it would launch several channel initiatives next week at its Accelerate Partner Summit in Las Vegas and unveil its first one- and two-way servers targeting the low-end server market.

Topping the list of new partner incentives is a new partner rewards program exclusive to SMB resellers. In an interview, Chris Frey, Lenovo vice president of North America commercial channels, said the program would reward VAR owners and salespeople who resell Lenovo products to SMB customers -- a market the computer manufacturer doesn't reach with its direct sales representatives.

Huawei Teams With Synnex For U.S. Channel Push

Huawei Technologies, the giant Chinese telecom equipment maker, took another major step this week to expand its presence in the U.S. market when it struck a distribution deal with Synnex. Under the agreement, Synnex will distribute Huawei's switches, routers, storage and video conferencing products through the Synnex ConvergSolv Secure Networking Business Unit.

The deal is Huawei's latest move to establish itself as a global networking and infrastructure superpower, a plan that includes recruiting VAR and systems integrators in the U.S. Many established networking equipment vendors like Cisco see Huawei as their most formidable future competitor.

Citrix Expands Desktop Virtualization Line With Acquisition

Dell wasn't the only company making VDI moves this week. Citrix bought startup Virtual Computer, a developer of desktop virtualization and management software, and it used the acquired technology to extend its own XenClient VDI product line upward with the new Citrix XenClient Enterprise Edition.

The announcement came at the Citrix Synergy 2012 customer conference in San Francisco where the company also launched Podio, a team-based collaboration cloud service; ShareFile StorageZones, a new on-premise data storage option; and enhancements to the vendor's GoToAssist remote support system.

Mobility And Storage Drive D&H's Double-Digit Growth

D&H Distributing reported that sales for its fiscal year ended May 1 grew to just shy of $3 billion. The double-digit growth was spurred by a combination of strong sales of mobility products, including tablets, notebooks and Ultrabooks; and products in more mature technology categories such as data storage systems (server storage, solid state drives and network attached storage), power protection products and printers.

Co-president Dan Schwab said plans for this year include increased focus on small businesses -- and the solution providers that serve them -- and a big push for Microsoft's Windows 8 when it debuts this fall.

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