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Intel vPro Is Making Big Bets On Partner, Ecosystem Enablement, Exec Says

The chipmaker's remote IT management platform is making new investments in channel partners to support device-as-a-service models through a new ecosystem enablement team that is incorporating feedback into future product plans, Intel's Stephanie Hallford tells CRN.

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Between OEM partners and channel partners, have you heard any success stories in terms of partners who have been able to effectively communicate the right message to customers in terms of what the benefits are and how they can take full advantage of the vPro platform?

The service providers, the channel partners are by far the best, because I think they have the DNA of speaking in terms of full solutions: how do I help you in your environment? And so we have started to work more closely with a lot of our channel partners to make sure that the messaging we provide is more pass-through so that they can take it and use it without a lot of rework. And that's been a new evolution for us. We've tended to be very OEM design win driven, and I think now we've altered our position because we understand how important the partners are and how important the ecosystem is to bringing the true value of the hardware. And so we've really upped our investments and communication and co-working with our ecosystem partners, like Accenture.

We just recently had an announcement with Datto where we have integrated our EMA, which is the cloud-friendly mobile version of AMT. Datto integrated that into their solution. I saw a YouTube video where one of their customers was talking about the benefits of vPro. And they're happy to see that Datto has incorporated it into their suite of solutions, their remote management technology.

So, I've actually seen the ecosystem partners, that group of everyone from the distributors to particularly the solution providers, being very effective in speaking in user value terms and how do we solve your problems, simply because they've got the DNA to do that. Whereas the OEMs, like Intel, have come from the history of being more hardware-centric with the specs and features. And I think we know certainly Intel has evolved to realize it really needs to come from [a perspective of] what problems are we solving? Not specs and features. And that's been a big change in how we're designing vPro and all of our platforms: What problem are we solving, not how many gigabytes are we throwing at it?

 
 
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