INDUSTRY NEWS
Masterclass opens door to WAN sales
ZEN Internet is expecting a rise in sales of its WAN solutions following its first Zen Partner IP VPN Masterclass.
During the workshop part- ners were encouraged to talk about current challenges and raise any questions.
According to the results of a survey prior the event, 83.4% of partners hadn’t sold an IP VPN solution before while 66.6% had limited experience in this area. The event offered guidance on defining IP VPN solutions, and gave an understanding of the market and business drivers for these solutions. The workshop also showed how to recognise, understand and qualify opportu- nities, as well as solution design and example scenarios.
Andrew Saunders
In a poll taken after the event, 58.4% of partners said they had now gained a good understand- ing of IP VPNs with 83.4% saying they felt more confident about identifying new business opportunities in this area. Andrew Saunders, Head of Product Management &
Cloud movement bodies join forces
TWO household names in the cloud industry have joined forc- es to advance best practices in cloud service provisioning. The Cloud Industry Forum and the Cloud Security Alliance have signed a Memorandum of Understanding to promote best practices and industry standards linked to the commercial uptake of cloud computing, advocating security, transparency and trust between supplier and consumer. Andy Burton, Chairman of the Cloud Industry Forum and CEO of Fasthosts, said: “The aim is to support our initiatives and aid best practice adoption among cloud providers. “This relationship is also evidence of our objective of supporting other appropri- ate cloud-based initiatives that complement the purpose of the Code of Practice, such as stan- dards bodies seeking to provide common standards for security, privacy and interoperability.”
Andy Burton Jim Reavis, Executive
Director, Cloud Security Alliance, added: “The Cloud Security Alliance will effec- tively be the security specialist partner to the Cloud Industry Forum that will reference and endorse CSA activity such as the best practice statements required of service providers in our Consensus Assessments Initiative Questionnaire. “We will also align ourselves in support of the CSP Code of Practice recently launched by the Cloud Industry Forum.”
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Marketing, commented: “There was a real sense of ambition and enthusiasm in the session. The discussions and questions raised between partners showed a real interest in business growth. “The development of the Zen Partner Masterclass will allow our partners to maximise their partner potential. Tailored events, tools and resources that are rel- evant to building their business, will ultimately add real value to their long-term plans.”
Our Analysis ZEN’s workshop illustrates the pent up potential for new busi- ness growth. This is not rocket science for most partners. One session is all it took to set del- egates on a new path to growth.
Westcon set for stronger
Avaya push AVAYA’S heightened level of strategic action, outlined at its PartnerConnect conference in March, has been reflected in Westcon Convergence’s evolv- ing alliance with the vendor. The distributor has injected a greater sense of pace and pur- pose aligned to Avaya’s evolved channel engagement model. Westcon’s Total Avaya ini- tiative includes a significant sales enablement and marketing campaign, notes Runa Macleod, Marketing Director at the dis- tributor. She said that Westcon will drive all Avaya opportuni- ties across unified communi- cations, contact centres, video, data and services.
Macleod commented: “We recognise that data is a new area for many partners, and we see video and UC as a driver for end users investing in upgrad- ing networks. Westcon will help resellers integrate data sales into their overall business.”
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