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Vendors court managed service community with enhancements and programmes

Schneider, Datto, Secureworks, Group-IB and SecureDrives have all made moves to reach out to a wider channel base

The world might still be constrained by Covid-19, but the need to enhance and roll out partner programmes has continued unabated.

Schneider Electric

The vendor has updated its EcoStruxure Specifier Tool, adding single- and three-phase uninterruptible power supply (UPS) technologies that enable its channel partners to quickly specify projects and complete tenders.

The free online tool includes a wide number of products on offer from the firm and it gives partners the chance to spec out a build and complete a tender more quickly than before.

“The new updates to the EcoStruxure Specifier Tool enable rapid modernisation, ease of use and streamlining of tender proposals for UPS applications,” said Andrew Wakeley, customer channel marketing manager for Schneider Electric UK&I.

“With greater enablement and access to a diverse range of power technologies, our partners can quickly design, specify and bid on large-scale electrical projects, supporting their growth in collaboration with Schneider Electric’s products and services.”


The security player has unveiled an MSSP partner initiative to its global partner programme to expand its reach into that community.

The latest addition to the partner programme gives support to MSPs that want to become MSSPs, as well as those that have already reached that position, with increased technical and sales support.

The firm is also giving some financial incentives, including deal reg discounts and MDF.

Secureworks is currently working with four partners across the globe in the initial phase of the programme, before making it more widely available.


The firm has announced a number of enhancements to its partner programme as it looks to add more depth of support to MSPs.

Changes to the global partner programme include the launch of Datto Help Centre, a unified Datto Community, expanded course offerings in the firm’s Academy and renaming the partner tiers to represent the global partner base better.

“Datto is 100% MSP-centric, and our partners are at the core of everything we do and offer,” said Greg Jones, business development director, EMEA at Datto. “2020 was a troublesome year for many businesses around the world. However, we believe that 2021 will be the year for growth and empowering the remote workforce of the future. To this end, it is imperative that we enable our partners to succeed in 2021 and beyond.”


The security player is looking for partners to get involved with its secure authentication business, and is keen to develop more of a channel network across the UK and Europe.

Company founder and CEO Paul Norbury said the pandemic had accelerated existing trends in the market and more customers needed help with remote authentication.

“The products we offer are easy to use, but require a consultative, technology-led approach,” he added. “We will consider any organisation with the right skills, but prefer to work with smaller companies that are close to their customers. Our products fit the ‘solution sell’ concept, so we want to train and support people who recognise they can add value to the sale, rather than simply offer their customers a commodity.

“Our in-house sales team is relatively small, because we’ve always been successful with a partnership approach. This means we’re experienced in supporting resellers – we know what they need to grow sales.”


The security player is also looking for more MSSPs and has launched a programme to attract them.

The firm has developed a Threat Hunting Framework, a platform for protection and remediation of threats to both IT and OT segments, and those MSSPs that join the programme will get access to a single, multi-tenant solution that detects all known and unknown threats and targeted attacks.

“With our MSSP & MDR programme, we don’t just provide our partners with the technology – we will be at their side from the moment they sign the agreement, during monitoring and response cases, as well as customer success activities to ensure they are constantly showing the value to their clients,” said Nicholas Palmer, head of global business development at Group-IB.

“Our MSSP and MDR partners get ongoing support, special training from top threat hunters, and pre- and post-sales and marketing assistance. We help our partners to grow their own threat hunting team and develop mature SOC practice.”

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