Channel Brief: Arrow, Citrix Sign Distribution Agreement for Smaller Partners, Sumo Logic Teams With AWS on Cybersecurity

When it comes to connectivity, especially at the edge, channel partners have a key role to play. Canalys research this week said as telcos seize control of the edge and start to compete and cooperate with hyperscalers, new edge-based solutions and services will drive growth.

At VMware Explore this week, the edge opportunity was also top-of-mind, as Broadcom announced developments across its software-defined edge product portfolio. These advancements will also have the added benefit of enabling enterprises to support Edge AI workloads via new and enhanced connectivity, deployment, and lifecycle management capabilities, Broadcom said, including:

Canalys estimates that the total addressable telecommunications market is $1.24 trillion, of which 91% of that spend will come from channel partners. Time to seize that opportunity!

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 else you need to know today.

Today’s Tech, Channel and MSP News

1. Sumo Logic teams up with AWS on cybersecurity, observability: SaaS log analytics platform company Sumo Logic has signed a strategic collaboration agreement (SCA) with Amazon Web Services (AWS). The SCA will focus on cybersecurity, application observability and automation fueled by artificial intelligence (AI) through Sumo Logic’s partner-first go-to-market motion, the companies said in a statement. Specifically, service enhancements such as Sumo Logic's SaaS Log Analytics Platform with Amazon Bedrock and Amazon Security Lake will drive industry-leading innovation in cloud security and observability, providing powerful visibility and transparency across all AWS environments. Sumo Logic also announced it achieved the AWS Cloud Operations Competency in the Retail, Education, and Government categories.

2. Rubrik, Cisco announce partnership on data security: Rubrik and Cisco are joining forces to enhance organizations’ cyber resilience and protect mission-critical data. The partnership involves Rubrik joining Cisco's SolutionsPlus program -- all of Rubrik’s products–including the company's data security posture management (DSPM) offering -- are added to Cisco’s Global Price List. And as part SolutionsPlus, Cisco’s direct and channel sales network can now offer Rubrik Security Cloud with Cisco Unified Computing Systems (UCS) and Cisco XDR.

3. Citrix, Arrow align for smaller CSP partners: Citrix, a business unit of Cloud Software Group, will start a new strategic partnership with Arrow Electronics on October 1 that will task the distributor with sales, marketing and technical support for channel partners consuming less than 2,000 Citrix Service Provider licenses across North America and Europe. Arrow has a long-standing relationship with Citrix. This new model will provide service provider channel partners previously managed under Citrix’s service provider programs with greater enablement, flexibility and support in how they consume and manage their Citrix licenses, the companies said. The goal is to make sure these smaller partners, including MSPs and ISVs “have the level of coverage, service, technical support, so on and so forth that they need to be effective in their business and maintain flexibility in the model in which they want to consume,” Ethan Fitzsimons, Citrix channel chief, told CRN.

4. Pure Storage posts 11% growth: Pure Storage this week posted financial results for its second quarter 2025. The company achieved a revenue of $763.8 million, marking an 11% year-over-year increase. Pure Storage’s subscription services revenue grew by 25% year-over-year to $361.2 million, while its subscription annual recurring revenue (ARR) reached $1.5 billion, up 24% from the previous year. The company also reported a GAAP operating income of $24.9 million and a non-GAAP operating income of $138.6 million, reflecting a non-GAAP operating margin of 18.1%, according to Converge Digest.

5. TD SYNNEX enters distribution agreement with Janam: TD SYNNEX has entered an agreement to offer Janam’s rugged mobile computers, RFID readers and accessories available immediately to partners in the U.S. and Canada. Janam Technologies, part of HID, is a provider of contactless access solutions, as well as rugged mobile computers that scan barcodes and communicate wirelessly. The devices are purpose-built for extended use in highly demanding environments, and suited for use in markets like retail, manufacturing and logistics, among others.

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