5 Companies That Came To Win This Week

The Week Ending July 13

Topping this week's roundup of companies that came to win is DLT Solutions, which scored a major deal to supply the U.S. Navy and Marine Corp with Oracle software and services.

Also making the list this week are Dell EMC with its new integrated data protection appliance, Ruckus Networks for its new cloud specialization program for partners, Getronics for its acquisition of MSP heavyweight Pomeroy, and Lenovo for stepping up its incentives and services for partners.

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 Five Companies That Had A Rough Week roundup.

DLT Solutions Scores Deal To Sell Oracle Goods To U.S. Navy, Marine Corps

DLT Solutions this week won a five-year contract worth up to $379 million to provide Oracle software, as well as maintenance and technical support and services, to the U.S. Navy and U.S. Marine Corps.

DLT, an Oracle Platinum level partner, is currently the Navy's supplier of Oracle software and services, working with the Department of the Navy Enterprise Software Licensing Program Office for five years to supply the Navy Department with Oracle products.

Under the new "indefinite delivery, indefinite quantity" contract, DLT will continue to supply the Navy with Oracle software licenses and related services. The contract allows Navy Department customers to purchase the software licenses at pre-established prices and services with unlimited data sharing for authorized users.

Dell EMC Attacks Midmarket With New Data Protection, VMware-Optimized Appliance

Dell EMC this week debuted a new integrated data protection appliance designed to drive channel sales in the midmarket with a 2U form factor system optimized for VMware environments.

The new Dell EMC DP4400 provides converged data protection, backup, deduplication, replication and recovery, disaster recovery and long-term data retention capabilities. Powered by Dell's PowerEdge 14th generation servers, the new product is optimized for VMware environments with integration that enables backup and recovery tasks directly from native vSphere.

Dell Technologies has been making news about its recently disclosed plans to go public via a complex $21.7 billion deal involving its VMware tracking stock. This week's DP4400 announcement shows that Dell isn't allowing those plans to distract it from delivering innovative products to its channel partners and customers.

Ruckus Networks Specialization Program Rewards Partners That Double Down On Cloud

Ruckus Networks wins applause this week for rolling out a new Cloud-Ready Specialization Program that the company said will help channel partners expand into the growing market for cloud solutions, attract new partners to its ranks and intensify the battle with Cisco Meraki.

The new program comes about 18 months after Ruckus debuted its Ruckus Cloud Wi-Fi system. It also comes after Ruckus was acquired by Arris International, ending a period of uncertainty over Ruckus’ future under multiple owners.

Partners who complete online training under the new specialization program and hit subscription sales targets will get a number of benefits including upfront discounts in the form of promotional pricing for cloud Wi-Fi subscriptions, MDF funds and lead-generation assistance.

Getronics Buys Pomeroy, Creating $1.3 Billion Global Channel Behemoth

European systems integrator Getronics has acquired MSP heavyweight Pomeroy, creating a $1.3 billion solution provider behemoth and marking Getronics return to the North American market.

With the acquisition of Pomeroy, No. 43 on the CRN Solution provider 500, Getronics now has operations in 110 countries with 9,000 employees.

The acquisition marks a return to the North American market for Getronics, which sold its North American assets to CompuCom 10 years ago.

The acquisition is also a win for private equity firm Clearlake Capital, which has owned Pomeroy for five years.

Lenovo Boosts Incentives, Adds New Pricing Tool In Effort To Rebuild Trust With Partners

Lenovo wins kudos this week for making good on its promises to improve conditions for partners in its North America PC and smart devices business.

This week channel chief Rob Cato (pictured) told CRN that Lenovo is increasing backend rebates and market development funds for partners and giving partners more access to Lenovo sales and support teams.

The vendor has also added a new SMB bid tool to its partner portal as a way to more quickly provide partners with pricing information. Other new tools to deliver information to partners, such as product information, will launch in coming months.

The new incentives and services for partners follow an overhaul of Lenovo's channel compensation program last fall that hurt profitability for many partners, creating dissention among the partner ranks.