Microsoft has taken the wraps off its new partner strategy at this week's Microsoft Inspire event in the US.

Having confirmed last week a sales and marketing staff cull at the company, Microsoft has announced the One Commercial Partner strategy, ostensibly designed to help partners make more sales through the cloud and digital transformation markets.

Ron Huddleston, Microsoft CVP of One Commercial Partner, said: "We're bringing together partner-focused teams from across the company into one organisation.

"One Commercial Partner brings together the things that work so that every partner can benefit, regardless of size, business model or geography."

All Microsoft partner staff will have the responsibility to work with partners in one of three primary functions - building partner abilities, go-to-market and selling.

"Our focus on selling with partners is something I'm particularly passionate about," added Huddleston.

"Many partners have told us that bringing their solutions to market and connecting with customers is an area where they'd like better engagement and support from us."

As part of the commitment Microsoft is investing in two key programmes, Azure co-sell and Channel Managers.

With Azure co-sell, Microsoft sales reps are paid up to 10% of the partner's annual contract value when they co-sell qualified Azure-based partner solutions.

Channel Managers is a globally distributed force that will be '100% dedicated' to partners, helping them sell solutions built with Azure, Microsoft Office and Dynamics 365.

"Together these programmes represent a $250m investment to materially increase our partner dedicated personnel and add to our new Azure co-sell incentives," Huddleston said.

Microsoft also launched Microsoft 365, which combines Office 365, Windows 10 and Enterprise Mobility + Security; and the Azure Stack offering which supports hybrid clouds and edge computing applications, by enabling Azure optimised hardware from the likes of Dell, EMC, HPE and Lenovo.  

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Gradwell Communications CEO Simon Mewett and Chief Product & Marketing Officer Julien St John-Dennis have left the business following an MBO and a change of institutional investor.

The move sees the appointment of Nick Caw as CEO and Andrew Peters who becomes COO, both bringing strong experience in the IT and telecoms market.

The company says the new investment group is supportive of its focus on core strengths in calls, connectivity and cloud.

It was also confirmed that Gradwell will further develop its VoIP platform over the coming months and introduce 'positive changes' in customer support, billing and sales processes.

Founder Peter Gradwell remains with the company as CTO.

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Splicecom has unveiled its new voice platform to reseller partners at a series of regional roadshows.

SelectVoice is a single platform voice solution developed from the ground up that can be deployed in the cloud, on-premise or any blend of the two, and is available through capital purchase or pay monthly terms - or a blend of the two.

"Splicecom's heritage is in developing IP PBXs, phones and business management systems," stated Robin Hayman, Director of Marketing & Product Management at Splicecom.

"We've been doing this since 2001. Our SelectVoice system is the latest step on this journey, providing a single platform solution for the smallest business to the largest enterprise."

"Even in the cloud, each customer enjoys their very own system. We don't force them to share it with other businesses as is the case with hosted.

"SelectVoice can run on our MAP and MAP Solo platforms, a reseller provided server, or the customer's existing virtual server for on-premise deployment.

"In the cloud Splicecom can provide micro, small, medium or large vMAP virtual servers, or again the reseller or customer can run it on their own cloud infrastructure."

Stuart Bell, Head of Sales for the UK & Ireland at Splicecom, added: "We have a simple per user licence model that remains the same, totally independent to how SelectVoice is deployed or paid for.

"One price for an outright purchase and one for pay monthly. This makes it easy to price at the point of sale for cloud, on premise or blended requirements. Basically, take the number of users and multiply by the licence price, plus the cost of the phones - it's really that simple."

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GCI has become one of only four service providers in the UK to be awarded Gold partner status at Enghouse Interactive's partner event in London on 5th July.

GCI's elevation to Gold status is recognition of its ability to consult, design, deploy and support complex Contact Centre deployments at scale.
 
Gary Bennett, Channel Sales Director UK & Ireland at Enghouse, stated: "GCI's rapid rise from Silver to Gold stands out as being the fastest on our records.

"GCI's momentum in the Contact Centre space is impressive in itself, but coupled with the organisation's profile as a UK-provider of Skype for Business with a seat count exceeding 200,000 notably strengthens its differentiation.

"Beyond that, the fact that GCI has its own 'plug-in' PCI DSS capability for payment card security is another big plus point and it complements our software nicely."

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BNP Paribas Leasing Solutions UK has appointed Mike Quinn (pictured) as the new Head of Technology Solutions (TS), taking over from Russ Pettifer.

Quinn previously held the position of Head of Risk at BNP Paribas Leasing Solutions UK and brings over 25 years of experience in finance, encompassing risk, sales, operations and IT project work.

Quinn will be overseeing a 115-strong team which provides dedicated finance solutions within four markets: office equipment, telecoms, IT and most recently healthcare.

The TS division currently has a network of 500 partners within these markets including manufacturers, distributors and independent resellers.

"The technology market has high growth potential," noted Quinn. "As businesses realise the sustainable and cost-effective benefits of financing hardware and software rather than outright purchase, IT equipment funding solutions are on the rise."

Jean-Michel Boyer, UK CEO, added: "The Finance Leasing Association (FLA) reported that IT financing in the UK reached a total of £2.2bn in 2015, up 38% from the previous year. Mike will help us to continue to capitalise on this opportunity."

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Rugby League side Salford Red Devils has hauled itself back from the brink of relegation to enjoy one of its best ever Super League seasons; and according to Player Welfare Manager Garreth Carvell (pictured) the team's mental toughness was supported by two-way radio equipment from Storno that provided a communication link between coach Ian Watson and his dug out team.

The former Great Britain prop forward is also the club's Commercial Manager.

He said: "It's the one and two per cent throughout all aspects of the club that gives us a cumulative advantage, and two way radios are a vital part of our match day performance."

Gary Redshaw, Nimans' Radio Communications Products Manager, added: "Like Salford Red Devils, Storno is a brand steeped in history and we are delighted the radios have made such a positive impact."

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Exclusive Group has acquired Silicon Valley-based cyber security VAD Fine Tec,va $230m valuevadded distributor in network security, data integrity and storage solutions.

The move increases Exclusive Group's influence in global cyber security market.    

"This will be a major step forward for our global proposition as we harness US-based skills, resources and relationships to support the execution of worldwide deals with large systems integrator partners and to advance our formula into the domestic market," said Olivier Breittmayer, CEO of Exclusive Group.  

"Fine Tec represents a great opportunity to integrate a culturally aligned business into our global family, and we look forward to working with Fine Tec CEO James Shen and his team to build on their success and accelerate growth throughout the region."

Shen added: "The Exclusive Group story is well known and we've admired it from afar, but now with the Group's global reach and resources it opens up many new opportunities for our partners." 

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Having stepped up its SAP-based management system to handle managed services distributor CMS has added Barracuda Networks to its line up.

Justin Griffiths, Group Director of Software Solutions at CMS Distribution, said: "We feel that Barracuda MSP offers a stable and scalable platform for our partners who are interested in breaking into the MSP market, and to our existing MSP partners wanting to expand their portfolio."

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Sound planning and clear vision are the best guides to strategic action. In the case of US-based audio and visual manufacturer ClearOne, sound and vision also combine to represent an unprecedented advantage for all AV practitioners, according to CEO Zee Hakimoglu.

Visionary technology patents and dynamic leadership have imbued ClearOne with the culture and agility of a cloud-born start-up, making it a rare breed among the stable of businesses with a 30 year heritage. Unsurprisingly, the company has undergone a transformation and augmented its core specialisms in audio with an enviable collection of software-based AV solutions - a process led by Hakimoglu. She joined ClearOne 12 years ago and within six months of being appointed became CEO with a remit to transform what she said was a 'pony' into a dead cert thoroughbred runner. She wasted no time in leveraging her experience in communications which includes 20-plus years working in Silicon Valley across technology development, business development and general management.

"Communications has been at the heart of my experience across industries such as satellite and wireless communications, datacoms and fibre optics," she commented. "I brought the Silicon Valley mentality, drive, work ethic and innovative spirit to ClearOne, which was then a small but struggling audio conferencing company that was undergoing significant legal and financial challenges."

The strategy soon paid off and once outstanding issues were resolved ClearOne was relisted back on the NASDAQ. "I also introduced best practices to the company and recruited and retained strong management," she added. "We have a number of great technologists gained through acquisitions and others in Salt Lake that have been with the company for many years, some from inception. We all anticipated that audio and video would shift onto the network, so we moved to software-based appliances and cloud services. These were the drivers behind our acquisitions."

ClearOne began life as a designer, developer and seller of conferencing, collaboration, network streaming and signage solutions for voice and visual communications. The company has a global network of channel partners with UK distribution via RGB Communications, Nimans and Exertis. "Our products are used by thousands of organisations worldwide, from small enterprises to Fortune 500, as well as domestic and international governments and educational institutions," said Hakimoglu. "We've aggressively built on our intellectual property portfolio with new patents that span all product categories and technologies including audio, video and network streaming technology."

The latest new patents relate to ClearOne's beamforming microphone array for the Pro AV market, an adaptive steering technology (think of it as 'smart beam selection'). Hakimoglu claims that ClearOne remains the only company with a conferencing grade beamforming microphone array. "We've also received a few patents on our video network streaming technology, fundamentally related to streaming audio and video across IP networks, networked speakers and audio sources," she added. "The company was visionary in terms of using an IP network to stream audio and video and we benefitted from our early patent applications that came to fruition when the market was ready for the technology."

Last year proved to be a tipping point and signalled a new drive for growth based on video collaboration and AV streaming solutions. "We are building positive momentum during 2017," added Hakimoglu. "With the transition to our second generation CONVERGE Pro 2 audio platform gaining traction and our scalable audio, video collaboration and network media streaming products, our addressable market extends to additional workspaces and more businesses worldwide.

"We have finally reached the point where our investments in the new video centric product line-ups will begin to pay off. These are the right products at the right time, with the right features at the right price. We need to focus harder on the marketing of these solutions and the new direction for ClearOne which is complementary to our audio-centric business, and will initiate new marketing programmes and campaigns for our global channel network of dealers and distributors. We sell generally through a two-tier channel model, so we're going to work hard to raise awareness."

These rapid developments and the emergence of early patented technology into market reality have blasted the perception that ClearOne provides just audio solutions. "We fulfil far more end user needs then just audio," emphasised Hakimoglu. "ClearOne provides media collaboration products that allow users to seamlessly host meetings face-to-face, incorporating not only our audio conferencing offering but also integrating all of our professional audio solutions."

One example cited by Hakimoglu is ClearOne's Network Media Streaming portfolio which transports AV signals from location to location over a single cat 5 cable, using existing networks but retaining the same flexibility and scalability of its other solutions. "We will continue to leverage video conferencing, collaboration and network streaming technologies to enter new growth markets and focus on the SMB space with scaled, lower cost and less complex products and solutions," added Hakimoglu. "And we will capitalise on the growing adoption of IT channels and introduce more products to resellers. As we expand and strengthen our sales channels we will also consider acquisitions."

AV integrators are key to ClearOne's business model and according to Hakimoglu they have never been in a better position to steal a march on rivals if they share in the company's strategic advantage, she believes. "There are many start-ups and wannabes, and some large legacy players trying to figure out how to get into the software-based media conferencing and communications market," stated Hakimoglu. "They are challenged to re-tool and reinvent themselves, but adopting a new business model can be harder than changing technology.

"This is a classic business dilemma not easily solved and our biggest competitor is under such a threat. Therefore we have everything to gain and nothing to lose in offering software-based appliances and cloud services compared to some large legacy businesses selling high priced equipment and support services."

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Organisations are confronted by a fast expanding attack surface that requires a more diverse set of protection methods and a strategy based on close analysis of internal and external risks, says David Emm, Principal Security Researcher at Kaspersky Lab.

The era of security complacency is over, and the starting point for any lock-down project should be an audit of corporate systems and a risk assessment to reveal where a business is susceptible to attack. Focus areas must include threat intelligence, monitoring of the corporate network, an effective incident response and appropriate technology. "MSPs need to be prepared to provide the protection their customers require," said Emm. "Whether or not offering this type of support will be a burden or opportunity depends on an MSP's IT resources, staff skills and ability to respond quickly to threats. If the MSP is lacking in any of these areas, the time to remedy them is now."

Why? Because the rise of cloud-based digital transformation has opened the door to danger in areas such as API credential exposure, adaptations to cloud infrastructure and most critically the downloading of sensitive customer data. Nor is that all. Even if an organisation considers its critical systems and devices protected and safe, it is difficult to defend against a trusted insider that chooses to undermine security, pointed out Emm. "The motivations of such people are hard to predict, ranging from a desire for financial gain to disaffection, coercion and simple carelessness," he added. "While insider-assisted attacks are uncommon, their impact can be devastating as they provide a direct route to the most valuable information."

Human behaviour all too often provides attackers with the means to compromise corporate security, noted Emm. "This can be unwitting or deliberate," he said. "The use of social engineering to trick staff into doing something that jeopardises corporate security typically forms the starting point for sophisticated targeted attacks and random, speculative infections. As well as people being the unwitting means by which a business is compromised there's also the danger of a deliberate insider threat. One way or another, people are an important element of corporate security. The key is to develop a corporate culture that embeds security, raise awareness of potential threats among staff and make employees guardians of the company's systems rather than potential weak points."

This is an area where resellers can make a significant difference by equipping businesses with the knowledge and tools to make security a priority. "They can do this by offering solutions that address the issues of employee vulnerability to malicious emails by providing automated, Internet-based security awareness to combat social engineering, phishing and ransomware," explained Emm. "Educational initiatives should be cost-effective, continually updated, easy-to-use, and require a relatively short amount of employee time while being suited to organisations of all sizes."

Emm urges organisations to approach security as a process that encompasses threat prediction, prevention, detection, response and investigation. A multi-layered security solution is a key component of this, but it is not enough on its own. It needs to be complemented by collaboration, education and shared intelligence. "Security breaches can take many forms which is why it is important to have robust procedures and technologies in place to safeguard a business," said Emm. "While security solutions significantly mitigate the risk of a successful attack there are other measures businesses can take to provide thorough protection. These include running fully updated software, performing regular security audits on their website code and penetration testing their infrastructure.

"It's crucial that businesses ensure that all passwords are protected using secure hashing and salting algorithms. The best way for organisations to combat cyber attacks is to put in place an effective cyber security strategy before the company becomes a target."

Failures in planning, implementation and monitoring are the biggest security threats to companies today, so resellers need to be in a position to offer comprehensive security portfolios that include endpoint protection and a number of specialised security solutions and services. "Advanced scalability, combined with support for all types of endpoints and platforms, ensures the solutions cope successfully with even the most challenging and dynamic network structures," commented Emm.

However, there are always risks associated with new technology, especially since we live in a connected world. "Today this includes much more than traditional computers," said Emm. "More and more businesses include smart devices. What makes them smart is that they are connected to the Internet and able to send and receive data. A proliferation of devices and objects collect and share huge amounts of data. This has the potential to create greater opportunities for vulnerabilities. Moreover, because these devices are connected to one another, if one device is compromised a hacker has the potential opportunity to connect to multiple other devices on the network."

According to Emm, the basic practice of using strong passwords, regularly checking for and installing software updates and implementing appropriate security software should be applied to every connected device on the network, including routers.

"Manufacturers of connected products and the security industry need to work together to ensure that strong protection and patch management is designed-in from the very start," commented Emm. "Once a product is on the market it is already too late. There's also a role for Governments in developing security standards for IoT devices. We've all come to expect that everyday objects come with certification marks indicating that they are physically safe. In future, this will have to extend to digital objects. There's no turning back the tide of IoT applications, but checking the security capabilities before deployment isn't a bad strategy. Especially as it is important to ensure that the advance of IoT isn't providing hackers and criminals with another entry point for attack."

If an organisation's network has been compromised it tends to focus the attention on measures required to prevent similar attacks in the future. Nevertheless, perception and reality don't always match. Data from the Kaspersky Lab 2016 Corporate IT Risks Survey shows a contrast between the top threats faced by businesses (targeted attacks, ransomware and employee carelessness) and what businesses perceive as the most difficult threats to manage (inappropriate sharing of data via mobile devices, data exposed through physical loss of hardware, inappropriate use of IT resources by employees, security of third-party cloud services, IoT threats and security issues associated with outsourcing of IT infrastructure).

"There's no question that regulatory requirements are also important, particularly where there are financial implications for non-compliance," commented Emm. "The hot topic right now is GDPR. There is a lot of discussion about the impact it will have on businesses. Many organisations are frantically preparing for the arrival of GDPR - not surprising given the maximum fine for a serious breach is four per cent of the previous year's annual global turnover or 20 million euros, whichever is higher.

"In light of this, organisations must put in place safeguarding practices to ensure they are compliant. Although this will have a financial impact on the company in the short-term, budgeting for this will help businesses avoid larger fines in the long run. On the other hand, it's important for businesses to realise that security and compliance aren't the same thing."•

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