5 Companies That Came To Win This Week

The Week Ending April 14

Topping this week's roundup of companies that came to win is VMware, which took a big step into the realm of multi-cloud system performance monitoring and management with a deal to acquire Wavefront.

Also making the list are Xerox for hiring a channel veteran from Tech Data to manage its global channel strategy, security vendor SentinelOne for likewise hiring a respected channel executive to lead its worldwide channel operations, AT&T for providing an Internet of Things starter kit for its channel partners, and solution provider BCM One for its Intelligent Cloud answer to the problem of "cloud sprawl."

Not everyone in the IT industry was making smart moves this week, of course. For a rundown of companies that were unfortunate, unsuccessful or just didn't make good decisions, check out this week's 5 Companies That Had A Rough Week roundup.

VMware Boosts Cloud App Management Capabilities With Wavefront Deal

Virtualization giant VMware struck a deal this week to acquire big data startup Wavefront, a bold move that expands VMware's technology portfolio of tools used to monitor and manage the performance of multi-cloud systems.

Wavefront develops a real-time data analytics platform used to collect and analyze IT system performance data. VMware plans to combine the technology with its vRealize products, accelerating the development of VMware Cross-Cloud Services to help monitor and manage modern applications and related infrastructure across multi-cloud systems.

Partners applauded VMware's move, noting customers' growing use of cloud applications and their need for tools to manage cloud apps – especially in public cloud environments.

Xerox Taps Tech Data Executive For Global Channel Leadership Role

Xerox this week hired Pete Peterson, a longtime executive and channel champion at distributor Tech Data, for a new role at the document technology vendor that's focused on driving best channel practices globally and growing business with multibrand resellers.

Xerox said Peterson, as senior vice president of global channel strategy, would be charged with driving alignment and collaboration between Xerox's North America and international channel operations. That includes positioning Xerox's products and programs to drive market-share growth among SMB customers and the partners who serve them.

Xerox recently conducted the largest product launch in the company's history and the hiring of Peterson is evidence of the vendor's plans to double down on the channel to help sell those products.

SentinelOne Lands Former Proofpoint Channel Exec To Lead Worldwide Channels

Sticking with the topic of savvy hires, SentinelOne, the startup developer of next-generation endpoint security technology, this week disclosed that it had hired Dee Dee Acquista as its new vice president of worldwide channels.

The highly respected Acquista previously served as vice president of global channels at Proofpoint, a developer of cybersecurity technology, and helped grow that company's channel operations by 200 percent. She recently left after Proofpoint consolidated its North American channel teams.

Acquista previously held channel roles at Websense and McAfee.

AT&T Arms Partners With IoT Starter Kits To Seize Recurring Revenue Opportunities

AT&T has begun offering the IoT Starter Kit for prototyping Internet of Things solutions, along with other resources that partners can use to determine their IoT readiness.

According to AT&T, 85 percent of businesses today are considering or already implementing an IoT system and 75 percent of them say they need outside help. That means potential opportunities for solution providers – both for providing the implementation and connectivity work, and in providing complete IoT solutions that include data analytics, security and device management that generate recurring revenue.

With many solution providers looking for a way to get into the IoT game, AT&T's new offering is a significant enabler for its channel partners.

Also in the IoT world, PAS, a Houston-based security firm focused on industrial control systems, makes the Came to Win list for raising $40 million in funding as it looks to expand its channel program for operational technology security.

BCM One's Cloud Expense Management Software

It's easy for businesses that run on cloud IT to lose track of just how much they are using – and paying for – cloud services. IT and telecom solution provider BCM One showed off its technology prowess this week by introducing Intelligent Cloud, software that helps businesses avoid "cloud sprawl" by monitoring, analyzing and adjusting their cloud consumption and expenses.

BCM One is a Microsoft Azure Digital Partner of Record, meaning the company earns recurring revenue for adding value on top of the Azure billing for end customers. That led to BCM One's development of the Intelligent Cloud service – a standout example of how a solution provider can bring its own intellectual property to a cloud solution.

BCM One is also making the Intelligent Cloud service available for Amazon Web Services cloud systems.