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5 Companies That Came To Win This Week

For the week ending July 24, CRN takes a look at the companies that brought their ‘A’ game to the channel.

The Week Ending July 24

Topping this week’s Came to Win list is Fortinet for a key acquisition in the SASE security space.

Also making the list are data center services startup Novva for its well-financed launch, NetApp for a significant revamp and simplification of its global partner program, and Masergy for launching its new Zenith Partner Program with an eye on helping partners sell SD-WAN and UCaaS services.

And cheers for the 100 women named to the inaugural CRN Rising Female Stars list.


Fortinet Buys Cloud Security Startup Opaq To Protect Networks

Fortinet made a strategic acquisition this week when it bought cloud security startup Opaq Networks in a move that will bolster the capabilities of its Secure Access Service Edge (SASE) platform.

The acquisition strengthens Fortinet’s technology portfolio to provide distributed network protection everywhere from data centers and branch offices to remote users and Internet of Things devices.

Fortinet’s own SASE products have traditionally focused on on-premises and data center security. The acquisition of Opaq and its Zero Trust access and security technology will allow Fortinet to take its SASE offerings to the next level.


Data Center Startup Novva Launches With $1 Billion Backing

The data center service industry looks a little different this week after co-location and wholesale data center provider Novva launched out of stealth, fueled by $1 billion in funding.

Co-founded by data center veteran Wes Swenson (previously CEO of C7 Data Centers), Novva will provide data center services for both hub and edge computing tasks. The company has a $1 billion investment and backing from real estate investment firm CIM Group.

Some of that money is being spent on a massive, hyperscale data center campus Novva is constructing in West Jordan, Utah. The facility will total more than 1.5 million square feet of data center space and 80,000 square feet for the company’s headquarters. Expected to open early next year, the data center is expected to accommodate clients that need anywhere from 30kW of compute power to 250kW.


 NetApp Unifies Partner Program, Introduces X-As-A-Service Specialization

NetApp wins kudos this week for a significant revamp of its partner program that aims to make it easier for partners of all types – from traditional resellers to newer cloud- and services-focused partners – to better profit from working with the company.

NetApp is adopting a single global program that replaces regional channel programs, covers all the products in the company’s portfolio, and simplifies the company’s program guides.

The company is also making its cloud partner program part of its unified channel program and giving all partners access to the same portal and content. And all program information, including about incentives, is now available to all partners regardless of their level rather than limiting them to information relevant to their level.

NetApp is also expanding the business and technology training offered to service providers who, in the past, largely underwent the same sales training as other NetApp partners despite not actually selling hardware or software.

And partners can now take advantage of a new “X-as-a-Service” specialization where “X” applies to infrastructure, storage and a number of other technologies that can be delivered as a service – a move that will make it easier for partners to become service providers.


 Masergy Launches Zenith Partner Program To Attack SD-WAN Sales

Networking and communications services provider Masergy wins kudos this week for launching its new Zenith Partner Program with an eye on specifically helping partners sell SD-WAN and UCaaS services.

Masergy has always been channel-focused, doing about 80 percent of its business through master agents and other partners. With the Zenith program Masergy is looking to step up its work with telecom agent partners and with MSPs, VARs and referral partners.

Zenith is designed to help partners capture more business and increase earnings by offering more partner resources and joint marketing opportunities. New resources include market develop funds and templated and customized marketing campaigns to generate demand, as well as increased partner training.

Through Dec. 31 partners can earn up to three times the monthly recurring revenue commissions for qualified SD-WAN and UCaaS sales.

Masergy this week also introduced a new co-managed SD-WAN offering and the company is backing it with a 100-percent cloud and network availability service level agreement.


CRN 2020 Rising Female Stars

A round of applause for the 100 women chosen for the inaugural CRN Rising Female Stars list that honors the women who are winning praise from bosses, colleagues, peers and partners for their dedication to improving the way business gets done in the channel.

In addition to this week’s list, you can find out what advice rising female stars have for their solution providers and what Mettacool co-founder Natalie Eicher has to say about issues facing women in the workplace today.

Congratulations to these 100 women and the many more who make the channel the force it is today.

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