![]() ![]() Wharfedale Technologies offers SAP hosting, infrastructure and cloud services, focusing on managing the enterprise application in customers' Azure environments. Lemongrass Consulting continued its multi-cloud expansion into the SAP migration market, purchasing SAP-on-Azure specialist Wharfedale Technologies."We are very focused on creating pockets of domain expertise." "Dextra fits into that whole strategy," Bawa said. Dextra's specialization in the automotive industry and high-tech sector contributes to that goal. The company completed a similar transaction in January 2021, purchasing HashedIn Technologies, a product development and software engineering firm in India.Īs Deloitte Consulting expands its software and product engineering services, the company is looking to do so within specific industry domains, said Ranjit Bawa, principal and U.S. More than 350 product and software engineers will join the consulting firm. The deal will help Deloitte Consulting create smart connected products for its clients while also expanding its software engineering capabilities, according to the company. Deloitte Consulting has acquired Dextra Technologies, a product engineering services and embedded software firm based in Mexico.In addition, Meraki partners that haven't previously offered Cisco collaboration products to their small business customers can now do so through the agent model, she noted. Large Cisco partners that couldn't profitably sell to small businesses can use the agent model to reach those customers, she said. The agent model unlocks a group of partners that haven't previously worked with Cisco, while also providing a new outlet for the company's existing partners, Hogan said. An agent receives a monthly commission for the duration of a customer's Webex contract. The technology services broker, meanwhile, manages agent relationships and commission payments. The agent finds the customer opportunity and manages the relationship, while Cisco quotes the price, contracts with the customer, delivers the product and handles the billing, according to Cisco. With the agent model, Cisco takes on more customer sales and support duties compared with the reseller approach. "We are looking at how we partner and who we partner with a little bit differently," said Kristyn Hogan, vice president of collaboration partner sales at Cisco. ![]() Cisco's technology services brokers are authorized to offer Cisco's Webex cloud collaboration platform to customers in the U.S.Ĭisco has been expanding its routes to market to supplement its traditional reseller sales approach. Cisco's Telarus relationship follows a similar arrangement with Intelisys that launched in June 2021. Telarus, based in Sandy, Utah, offers a product portfolio that includes cloud, unified communications and contact center offerings. Cisco expands agent sales modelĬisco has tapped Telarus as the company's second technology services broker in a bid to expand its agent model. Tibco and Citrix partners include systems integrators and service providers Atos, Capgemini and Cognizant.Ī spokesperson for Vista Equity Partners declined to comment on plans for the combined company. Some channel program overlap exists between the vendors. "I think the partners will benefit greatly from consolidating the growing commitment to partnering at Tibco into the established structure and programs that Citrix has been operating." "Citrix has been a partner-friendly company for decades," Krakora said. The company, however, has been taking steps in that direction, including appointing Tony Beller, a former Salesforce channel executive, to lead its worldwide partner ecosystem, she noted. ![]() Tibco hasn't been a big channel player in past years, said Diane Krakora, CEO of PartnerPath, a channel consulting firm in Menlo Park, Calif. Tibco and Citrix maintain channel programs, working with MSPs and global systems integrators among other partners. Among those is a workforce "increasingly comprised of millennials who have grown up with group work as a primary approach to learning and problem-solving," Agrawal said.īuilding connected businesses will boost demand for channel partners' services and generate recurring revenue, he added. Tibco provides products for data, application and cloud integration.Ĭonnected businesses will foster innovation as organizations move toward a future-of-work platform that responds to changing needs and demographic trends. He said partners will be able to combine Citrix's end user computing technology with Tibco's integration offerings to create a connected business. Anurag Agrawal, founder and chief global analyst at Techaisle, a market research firm based in San Jose, Calif., also cited technology opportunities for partners in the Citrix-Tibco merger. ![]()
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