Monday Morning Impact – September 9

Tech Data Introduces Contracts Exchange Program for Public Sector Partners

Tech Data has rolled out a new Contracts Exchange Program (CEP) that will help its public sector customers reduce the cost, resources, time constraints and long procurement cycles typically associated with serving as a primary resource or sub-contractor on a government contract.

Through a collaboration with Strategic Communications, LLC and All About the Data (AATD), Tech Data’s Public Sector Solutions team can provide customers access to a variety of U.S. federal, state and local government, and education (SLED) contract vehicles to simplify the process of purchasing goods and services.

Contract vehicles are established contracts that have been awarded to a limited number of companies and for a defined set of products and services sold to federal, state, and local agencies. They are used to streamline the procurement process.

“While designed to ease the procurement process for government agencies, contract vehicles also present challenges if the end user wants to obtain a solution not offered by a contract holder,” said Tim Hannon, vice president of Public Sector Solutions at Tech Data. “Through this partnership, our customers can now use exchange partners’ contract vehicles to expand their opportunities to serve the myriad of government and education organizations that are part of the public sector.”

Tech Data customers interested in working with public sector entities will now have access to some of the most popular vehicles offered in the SLED marketplace, including the following:

Supported contract vehicles include Governmentwide Acquisition Contracts (GWACs), Indefinite Delivery / Indefinite Quantity (IDIQs), Blanket Purchase Agreements (BPAs), National Association of State Procurement Officials (NASPO), and Government-to-Government (G2G) Marketplace.

Channel Impact^®
Companies that participate in the CEP will have more flexibility in the way they close deals, as government customers typically use a contract vehicle in order to expedite the close process.

Arrow Electronics and ON2IT Announce Managed Security Platform for SOC-as-a-Service

Arrow Electronics and ON2IT, a provider of security monitoring and remediation capabilities, have teamed on a new security operations center as-a-service offering.

Built on Palo Alto Networks technology, the companies promise a deep skillset of security operations center analysts, best-in-breed technology, and the flexibility of a managed service.

ON2IT combines its automation and orchestration platform with a team of security analysts to respond to events. The company claims more than a decade of experience in helping its worldwide customers comply with growing regulatory requirements, such as Europe’s General Data Protection Regulation (GDPR).

“Teaming with ON2IT gives customers the ability to provide advanced security operations without the massive investment and training of an ‘in-house’ security operations center,” said Jesper Trolle, president of Arrow’s enterprise computing solutions business in North America. “Our channel partners can now help provide their customers a better overall security posture, reducing risk, monitoring for threats, and having the knowledge that they have expert resources to assist them.”

 “ON2IT has over 14 years of delivering managed security services and, our North American go-to-market approach is uniquely developed to enable the Arrow and the Palo Alto Networks channel to execute on delivery of these important client services,” said Ron Myers, chief revenue officer of ON2IT and former senior vice president of global channels for Palo Alto Networks.

Channel Impact^®
The alliance is expected to give customers the ability to provide advanced security operations without the high costs of an in-house security operations center.

ReversingLabs Launches Channel Partner Optimization Program

ReversingLabs, a Cambridge, Massachusetts-based security vendor, has announced the launch of its channel Partner Optimization Program (POP) and deal registration program.

The company provides advanced malware analysis and insights into destructive files and objects in order to counter the latest attacks, advanced persistent threats and polymorphic malware; particularly those delivered via the web, mobile, email, cloud, app development and supply chains.

Participating channel partners will be provided with training, management support, business planning, leads, and opportunity and deal registration discounts.

 “ReversingLabs is committed to supporting our partners’ unique business models by providing the solution value, support, profitability, and marketing resources they need to be successful in an increasingly complex environment,” said Philip Labas, senior director of global channels at ReversingLabs. “ReversingLabs integrates with and complements many of the top security solutions sold by our partners. By leveraging existing customer investments in these technologies, ReversingLabs partners can extend the value of those investments, driving down SOC costs and enabling orchestrated response to today’s complex attacks.”

The company claims ownership of the largest repository of malware and goodware in the industry with more than 8 billion files and objects, and integrations with leading security solutions in endpoint, email, SIEM/SOAR, sandbox and threat intelligence.

Channel Impact^®
The program promises lower security operation center costs, decreased risk, and greater return on investment of existing security tools through static file analysis, destructive object insights, and threat hunting capabilities. The value proposition is intended to enable partners to help customers optimize existing security investment visibility with speed, accuracy, and scale.