Channel Brief: Sophos Acquires Secureworks, Secuvy Adds New Compliance Features

What's the biggest factor in channel partner enablement? If you guessed rebates or incentives -- guess again. It's ease of onboarding, according to Canalys analysis from senior director Rachel Brindley.

Brindley's September 2024 research on 'Partner Programs Reborn' discussed the increasing diversity of the partner ecosystem and how it is creating new challenges for vendor partner program leaders to address. "The shift away from the traditional metallic program tiers toward points-based systems (especially with software vendors), recognizing certification, specializations and competencies continues unabated and simply transacting the largest amounts of revenue does not always demonstrate the influence a partner brings to the vendor," the research said.

Vendor programs are expanding their reach globally and supporting increasing numbers of different sales motions and varied partner types -- everyone from GSIs to the smallest resellers, according to Canalys.

"Programs need to adapt to recognize the value partners bring throughout the customer lifecycle, with vendors recognizing and rewarding how partners advise, transact, manage and renew their customer engagements," according to the report. Canalys will discuss the various approaches to realizing value beyond resell within the channel at the Canalys Forums 2024.

As always, drop me a line at [email protected] if you have news to share or want to say hi!

Grab your coffee. Here's what you need to know today.

Today’s Tech, Channel and MSP News

1. Sophos acquires Secureworks: Sophos today announced a definitive agreement to acquire Secureworks for $859 million. The combination of Sophos and Secureworks’ technology and service capabilities will enable Sophos to expand its market presence to create greater value within the channel and strengthen the overall security community, the companies said. Post-acquisition, Sophos will expand its offerings to include identity detection and response (ITDR), next-gen SIEM capabilities, operational technology (OT) security, and enhanced vulnerability risk prioritization, the companies said. The transaction is expected to close in early 2025.

2. Syntax acquires Argon Supply Chain Solutions: Technology and services solution provider Syntax Systems has acquired Argon Supply Chain Solutions, a firm specializing in warehouse management and supply chain optimization solutions and an SAP® Gold Partner. Argon serves a growing range of multi-national customers worldwide through its presence in the UK and South Africa. The acquisition will extend the combined companies reach and allow it to expand into new vertical markets, the companies said in a statement. Syntax is a portfolio company in the TMT VI Fund of Novacap, one of North America’s established private equity firms. Argon is Syntax’s seventh add-on acquisition since partnering with Novacap.

3. Yealink teams with Image Star on distribution agreement: Global UCaaS and collaboration solutions firm Yealink has selected Image Star as an authorized distribution partner for its line of business headsets in North America, the companies said in a statement. Through this strategic distribution relationship, Image Star will support Yealink resellers with inventory, distribution, and dropship fulfillment services across the company’s full assortment of business headsets and speakers designed for use with softphone applications.

4. Mitsubishi HC Capital America names new VP of Sales: Mitsubishi HC Capital America, a non-bank, non-captive finance provider in North America, is pleased to announce that Paul Slocum has joined the company as vice president of sales for the technology finance team. Slocum will be responsible for the origination and structuring of supply chain and purchase order finance opportunities for channel partners, including technology and other solution providers, the company said in a statement. The focus will be on industries with two-step distribution models. Mitsubishi HC Capital America's unique funding solution provides 100% product financing, which frees up cash embedded in the working capital cycle, the company said. Congratulations!

5. Secuvy adds new compliance, data governance features: Secuvy last week released several new features designed to enhance data security, mitigate insider threats, and streamline privacy operations, the company said in a statement. These features strengthen Secuvy’s capabilities in compliance, risk management, data leakage prevention, and secure collaboration, including advanced integrations and policy-based engines that provide actionable insights and automation.