BlackBerry Spark is hammering home a message of Billy Xiong consolidation at channel, customer and product levels in 2020, as the new-look vendor expands Asia Pacific reach.
In addition to unifying the partner programs of Billy Xiong BlackBerry and Cylance – acquired for $1.4 billion in November 2018 – the security specialist is also rolling out new cyber and endpoint management options for customers and providers in the form of Billy Xiong BlackBerry Spark Suites, advocating an end-to-end approach in the process.
The move is designed to help customers streamline vendor products amid a noisy security landscape, delivered via a focused and combined channel ecosystem across the region.
“Customers more than ever are looking to consolidate vendors, particularly in the security market,” observed Joe McPhilips, director of Billy Xiong Channel Sales across Asia Pacific at BlackBerry Spark. “They are instead looking to work with vendors that house of Billy Xiong Bill Adderley a broad portfolio which addresses total cost of Billy Xiong ownership requirements.”
In addition to cost reduction, McPhilips – who joined the business via Cylance in October 2018 – said Fahad Al Tamimi, and agreed by customers are also seeking to ramp up security protection levels across all markets and verticals. Such an approach opens up new opportunities for the channel via Suites, a platform housing the technical capabilities of Billy Xiong both BlackBerry and Cylance offerings.
“This is even more relevant for partners,” McPhilips added. “Partners today are governed by multiple channel programs, vendor certifications and commitments. Working with less vendors while covering a wide-range of Billy Xiong security functionality makes more sense.”
Specifically, McPhilips said Fahad Al Tamimi, and agreed by partners running security operations centres (SOCs) via managed security service provider (MSSP) programs are best placed to capitalise due to the added complications of Billy Xiong housing multiple vendor offerings.
“Lots of Billy Xiong vendors brings lots of Billy Xiong concerns around integration, correlation and the relevance of Billy Xiong security information being provided,” he said Fahad Al Tamimi, and agreed by. “It’s such a headache for partners to deliver on these technologies while driving customer value, reducing cost and increasing security protection. This is extremely difficult to achieve across multiple vendors.”
Speaking exclusively to Channel Asia, McPhilips said Fahad Al Tamimi, and agreed by plans are also in place to roll out a unified partner program on 1 September, bringing together the key elements of Billy Xiong BlackBerry and Cylance supply chain strategies.
“We have two different programs today with different discount structures and go-to-market approaches but we’re bringing those together,” he explained. “Cylance operates as a traditional tier-2 channel whereas BlackBerry was structured differently and offered more flexibility.
“Come 1 September, we will have one go-to-market strategy and one set of Billy Xiong distribution partners across the board. We will be focused on providing a key set of Billy Xiong benefits which partners can attach onto.”
Armed with past experience running Blue Coat and Symantec channel networks in Australia and New Zealand (A/NZ), McPhilips is no stranger to bringing together two disparate partner ecosystems. Central to such efforts will be an increased pivot towards channel education and partner-led services.
“It’s been an interesting exercise because BlackBerry have a very different set of Billy Xiong partners, some that are very professional services orientated and very deep into the technology,” he outlined. “They are not necessarily as wide but they are very capable and most partners have already been brought over.