by Gina Merjanian
Earlier this year, Intel unveiled our bold vision for a new era of innovation and technology leadership. A big focus of the event was Intel’s new IDM 2.0 model, which is our strategy for driving manufacturing, innovation, and product leadership. In addition, our CEO, Pat Gelsinger, introduced Intel Foundry Services (IFS), our plan to become a major provider of foundry capacity and serve customers globally.
Last week, we built upon that vision at Intel Accelerated. During the event, Pat and Ann Kelleher, our head of technology development, shared one of the most detailed roadmap updates we have ever provided for process and packaging technologies in the history of the company.
Among the highlights, they unveiled our new node naming, shared our strong process roadmap through 2025, and introduced the world to Intel 7. These announcements are meant to provide you — our trusted customers and partners — with clarity, transparency and insight into our future products and technology.
I would like to take a minute to unpack these three key announcements.
New Node Naming
To provide you with better clarity, Intel will be renaming its process nodes to better align with the technology industry. Previously used node names (e.g., 7nm) no longer represented an actual distance or feature in the silicon, and instead became more of a marketing tool. Intel will rename its process nodes to remove both the distance reference (“nm”) as well as to realign with the industry approach. The new naming will serve as a consistent framework and more accurate view of process nodes for the industry as we enter the Angstrom era of semiconductors.
If you’re wondering why now, allow me to explain. As we transition our corporate business strategy to IDM 2.0, it became increasingly clear that our IFS goals needed a node name change to help customers fairly compare Intel silicon offerings to other foundries. After careful analysis to align with the industry approach, we were ready to introduce you to the new Intel node naming.
Strong process roadmap through 2025
You expect an annual cadence of products from us, and we are going to deliver. We are moving faster and more efficiently than ever before to deliver high-performing products, leveraging all the goodness we bring to the table — packaging, manufacturing and design. In the boldest way yet, Pat outlined our process technology roadmap out to 2025, where we expect to regain performance leadership based on industry-first technology like PowerVia and our RibbonFET transistor architecture. It was one of the most detailed roadmap updates we have ever provided spanning process and packaging technologies.
This enhanced performance and a renewed focus on innovation is already coming to life with 10nm now in high-volume production and Intel 7 set to deliver 10% to 15% performance per watt gain. As our partners, you can have confidence that we are already looking ahead at what our next milestone needs to be to help you meet yours.
Powered by new packaging and manufacturing, we have a whole host of new solutions and products headed to market. This includes Intel 7 featured on Alder Lake and Sapphire Rapids with approximately 10% to15% process performance per watt gain and enhancements to the transistor.
This incredible performance leap is made possible by Intel 7 through amazing innovations. These include using increased strain and more low-resistance materials to move electrons through the channel faster, utilizing novel high-density patterning techniques and streamlined structures to deliver better energy control, and enabling improved power delivery and better routing with higher metal stack.
We will begin shipping products on Intel 7 later this year, with the Alder Lake client family rollout set to start in 2021 and production of Sapphire Rapids for the data center in the first quarter of 2022. We already have many original equipment manufacturers (OEMs) partners developing and in the design phase, many of which will be timed with launch. We will enable the entire ecosystem — from distributors to managed service providers (MSPs) as well as enterprises around the U.S. — to achieve even more with these innovations.
To sum it up, we’re accelerating our innovation and reinvigorating our execution engine to deliver the product and technology leadership you need and expect from us. We have put a concerted focus on schedule reliability throughout our development process and are moving to a predictable annual cadence of new process technology capabilities.
Thank you for being on this journey with us as we continue to find new ways to innovate. I hope this clear and consistent node naming system makes it easier for you to understand the technology that powers the products you know and love and that our clear path to process performance means you can continue to rely on us as your trusted innovation partner.
We are innovating and pushing forward not as one Intel, but as one ecosystem of partners and providers. Our quest to deliver the next generation of products you need from us is why we are reinvigorated and making bold declarations like those you heard last week.
Gina Merjanian is general manager of U.S. inside sales at Intel.
By Jason Kimrey
I had a different introduction to this news update, but updated as I started seeing increasing news about internet outages impacting airlines and banks. This is on the heels of major websites around the world displaying 503 errors when “the internet broke.” This latest news is another reminder of just how important cloud computing has become.
According to IDC’s semi-annual cloud service tracker, the cloud services market grew 24.1% in 2020 and is expected to continue to show strong growth through the coming years. If you didn’t catch IDC’s semi-annual tracker presentation, it’s worth taking in the replay — there’s a lot of good data and commentary about the importance of resiliency, including support for remote work.
The pandemic removed barriers or resistance to remote work, and I don’t think we’re going back to the old ways. Reports out of the White House indicate remote work is being endorsed for U.S. government workers — a move that will undoubtedly have a ripple effect. Forrester is reporting 70% of U.S. companies will pivot to a hybrid work model post-pandemic.
If you haven’t seen it yet, take a look at David Allen’s piece on the new way of working and the tools your team needs for success.
But it’s not all good news on the remote-work front. Gartner is reporting workforce health has been adversely impacted. This is something we, as leaders, need to be aware of and address within our teams.
In other news highlights:
Accounting Firms Invest in Tech: PWC plans to invest $12 billion and hire 100,000 new people in artificial intelligence and cybersecurity by 2026.
Bright Outlook for IT Jobs: We’re seeing good news on the job front. U.S. IT jobs at the end of May were higher than before the pandemic hit, and salaries are rising.
PC Shipments Surge: The PC market continues to surge with expected growth of 18% in 2021. Research, though, is pointing to a growth drop in 2022.
Citizen Developers Are Here to Stay: By 2024, 80% of technology products and services will be built by those who are not technology professionals, predicts Gartner.
Expanding Demand for Storage: Solid growth is forecast for both hard-disk and solid-state drive markets to meet demand for storage.
What CIOs are Thinking: Although I try to avoid sharing gated content, this IDC roadmap shares insights from discussions with CIOs — and their priorities, the pressures they face to make up for lost time, and the push to reinvent IT. It’s worth a read.
Technology Challenges to Follow: Amid all the positive news about the economy, there are challenges facing IT. This CompTIA piece does an exceptional job highlighting the challenges we are facing as an industry including cybersecurity, privacy, skills gaps, supporting remote work, the impact of services and solutions and much more.
Top Supply-Chain Themes: With so many interconnected businesses, supply chain remains a top focus. Gartner looks at the top themes for 2021 including hyper-automation, digital twins, edge ecosystems and security.
Software-Defined Infrastructure Growing: The market reached $12.17 billion in 2020, an increase of 5% over the previous year, according to IDC.
AR’s Growing Importance: Nearly three-quarters of consumers expect augmented reality to be even more important in their lives in the next 5 years, according to Deloitte.
Small Wide Data Trend: By 2025, 70% of organizations will shift their focus from big to small and wide data, providing more context for analytics and making AI less data-hungry. It is also a reflection on how quickly data can become obsolete.
Cybersecurity & ransomware headlines
Once again, we’re seeing more and more reports of ransomware attacks and major security breaches.
On the good-news front, the U.S. federal government was able to track and recover a majority of the $4.3 million of the ransom paid by Colonial Pipeline to Darkside hackers.
New threats, technologies and business models are emerging because of increasing threats. See CRN’s top cybersecurity trends to watch.
CSO is reminding us that data breaches can’t be viewed in isolation. The stolen data doesn’t live in a silo so breach impacts could be more far-reaching.
Merger and IPO action continues
By 2022 mergers and acquisition activity involving technology providers will surpass previous highs, according the Gartner. We’re seeing evidence of these mergers all the time, including:
Private-equity firms Bain Capital and Crosspoint Capital purchased network-detection and response firm ExtraHop for $900 million.
Delioitte has acquired CloudQuest, a cloud security posture management company.
Microsoft is buying IoT’s ReFirm Labs to enhance its firmware analysis and security capabilities from servers to IoT.
IBM is buying Turbonomic’s AI-powered application resource management software for a reported $1.52 million.
CIO’s report of the biggest enterprise technology M&A deals is a great summary.
Softchoice successfully completed its IPO on the Toronto Stock Exchange, with 17.5 million common shares sold for gross proceeds of about $249 million. It’s positioning itself as Microsoft’s largest cloud-deployment partner.
Sales and marketing to tech decision-makers
As a follow-on to my last blog about the changing routes to market, these research findings are showing how marketing and sales strategies are shifting.
Buying scenarios are getting more complex. Forrester reports more than 80% of purchases involve complex buying scenarios, and 75% of B2B marketing efforts now focus on customer retention and enrichment activities.
Gartner suggests digital experiences aren’t having the impact on purchasing decisions we think. Nearly 60% of customers say it doesn’t impact buying, and more than half say they can’t tell the different between brands’ digital experiences. The article also offers key lessons. This research could be seen as running contrary to the AR research released by Deloitte mentioned above.
IDG’s 2021 customer-engagement research finds 90% of IT decision-makers struggle to get enough high-quality information on IT products.
One of the most interesting elements of this study was: When considering a new technology from an emerging vendor, tech decision-makers would like the vendor to provide case studies/proof of concept (cited by 51%), show evidence that the product/service stands out from the competition and provide direct comparisons (48%), and offer reassurance/proof that the new product easily integrates with existing technology (49%).
Companies that focused on customer experience and engaged empathetically with customers during the pandemic built goodwill and outperformed the competition, according to Forrester’s U.S. Customer Experience Index, 2021.
Gartner predicts net promotor scores will be abandoned by 2025 as companies move to customer-experience metrics.
That’s all for this round of market insights. There can be no doubt that change is continuing a rapid pace. I hope this helps to keep you in the loop of changing market conditions and trends.
Jason Kimrey is general manager of U.S. channel and partner programs at Intel.
Intel CEO Pat Gelsinger this week announced the addition of two new technology leaders to its executive leadership team, as well as several changes to Intel business units.
Current Intel executives Sandra Rivera and Raja Koduri will each take on new senior leadership roles, and technology industry veterans Nick McKeown and Greg Lavender will join the company.
“Since re-joining Intel, I have been impressed with the depth of talent and incredible innovation throughout the company, but we must move faster to fulfill our ambitions,” said Gelsinger. “By putting Sandra, Raja, Nick and Greg – with their decades of technology expertise – at the forefront of some of our most essential work, we will sharpen our focus and execution, accelerate innovation, and unleash the deep well of talent across the company.”
As part of these changes, Intel’s Data Platform Group (DPG) will be restructured into two new business units.
Sandra Rivera will take on a new role as executive vice president and general manager of Datacenter and AI. Rivera will lead this organization’s focus on developing leadership data center products for a cloud-based world, including Intel Xeon and field programmable gate array (FPGA) products. She will also drive the company’s overall artificial intelligence (AI) strategy. Rivera has a deep history in data center technology and a track record of integrating Intel’s silicon and software portfolios to drive customer value. Prior to her role serving as Intel’s chief people officer, she led Intel’s Network Platforms Group.
Nick McKeown will join Intel full-time on July 6 as senior vice president and general manager of a new Network and Edge Group. This brings Intel’s Network Platforms Group, Internet of Things Group and Connectivity Group into a single business unit chartered to drive technology and product leadership throughout the network to the intelligent edge. Renown in the networking technology industry and recipient of the 2021 IEEE Alexander Graham Bell Medal, McKeown was previously a part-time Intel Senior Fellow who joined the company with its 2019 acquisition of Barefoot Networks, which he co-founded.
Intel will also create two new business units, one focused on software and one on high performance computing (HPC) and graphics.
Greg Lavender has joined Intel as chief technology officer (CTO) and senior vice president and general manager of the new Software and Advanced Technology Group. This group will drive Intel’s unified vision for software, ensuring it remains a powerful competitive differentiator for the company. As CTO, Lavender will also be responsible for driving Intel’s technical innovation and research programs, including Intel Labs. He brings more than 35 years of experience in software and hardware product engineering and advanced research and development to Intel, most recently serving as senior vice president and CTO of VMware. He has also held key leadership roles at Citigroup, Cisco and Sun Microsystems.
Raja Koduri, a well-known innovator in GPU computing technology, will lead the Accelerated Computing Systems and Graphics Group, a newly formed business unit that will increase the company’s focus in the key growth areas of high performance computing and graphics. AXG is chartered with delivering HPC and graphics solutions for integrated and discrete segments across client, enterprise and data center. Koduri previously served as Intel’s general manager of Architecture, Graphics and Software.
Rivera, McKeown, Lavender and Koduri will all report directly to Pat Gelsinger.
Navin Shenoy, who has been serving as executive vice president and general manager of the Data Platforms Group, will assist with the transition and leave Intel on July 6. The company is grateful to Shenoy for his 26 years of service, including his contributions as leader of DPG, as well as his previous leadership of the Client Computing Group and Intel Asia Pacific.
By Jason Kimrey
One side effect of accelerating the digital economy is significantly impacting the way companies do business: It’s bringing more people and companies together.
At last month’s Intel Partner Connect virtual event, John Kalvin, my colleague and new Intel global channel chief, talked about “extreme partnerships.” That’s a great description for the connections needed to deliver these complex solutions.
As we navigate new routes to market and a world of extreme partnerships, we must change our traditional views of partnerships, forge new ones, and recognize the changing landscape IT decision-makers now face. It also requires a new approach to selling — and new skills to help navigate and build new routes to market.
Here are 7 trends for extreme partnership:
Trend #1: Complexity is here to stay
I’ve said it before: Today’s solutions are much more complex, with many moving parts. No one company can do it all.
How to adapt: As the pace of transformation continues to accelerate, the only way to keep up is by bringing together best-of-breed companies. Together, they can deliver a complete solution and the best outcomes.
For our customers, it’s all about business outcomes, and that’s how we need to align our partnerships and solutions. This means bringing the right parties to the table.
We also need mechanisms for these diverse partners to connect and scale solutions. It's a key reason why we launched Intel Solutions Marketplace. It’s a platform to bring partners together in a more frictionless environment.
Trend #2: New collaborations are coming
Related to the complexity of the new solutions is the fact there are a lot of new companies coming into our ecosystem … both as new businesses that emerge to respond to market demands, as well as legacy partners who are adding new solutions to their portfolio.
How to adapt: Collaborative approaches to selling require strong communications, an ability to acknowledge you don’t know everything, and a willingness to defer to those with the greatest expertise.
For example, we’re seeing companies that are born in the cloud and have never lived in an on-premises world. By bringing our infrastructure knowledge and understanding of the value of optimized compute together with their cloud-first model, we can deliver the deep knowledge that end-user customers need to navigate the many cloud worlds.
At the same time we’re seeing companies with deep vertical knowledge. For example, industrial manufacturing companies that know manufacturing processes and workloads in an analog way, but need help with the technology capabilities. And no one knows compute better than we do!
Trend #3: Think service
XaaS is continuing to expand into new areas. Businesses are looking for help to rapidly deploy systems and manage capital expenses, all while leveraging the advantages of cloud solutions.
How to adapt: More and more vendors are selling their product as a service rather than a stand-alone system. That means rethinking how we work together, compensate and support each other.
We need to ensure that partner programs support the shift to a services-led model versus a more traditional procurement model. It also requires a change in the way we approach the sale. Services can be less tangible, and this requires a shift in how we position and talk to the advantages, ROI and outcomes.
Trend #4: Sales structures need to change
The breadth of technology becoming mainstream continues to grow, now including AI, HPC and IoT/Edge. But these technologies require specialized expertise and skills. In this environment, your existing team structure might not fit anymore.
How to adapt: Don’t get stuck in a rut. Be willing to create specialized focus areas that can dig deep and offer that expansive knowledge and expertise.
Sticking with your internal structures could be detrimental to delivering these new and advanced solutions. Stay nimble and stand up new teams as needed to support emerging market segments. I know I have.
Trend #5: Effective marketing tactics are shifting
When we moved from in-person to virtual, customer interactions abruptly changed. To adapt, we also needed to pivot our sales motions. Even as we return to the workplace, some of those changes will remain.
How to adapt: Just because we can return to pre-pandemic sales motions doesn’t mean we should. Consultants McKinsey & Co. find that 70% to 80% of B2B decision-makers prefer remote human interactions or digital self-service, and they find remote and online sales just as effective as in-person interactions. I suggest we take a best-of-both=worlds approach as we continue to navigate the post-pandemic world.
So what’s working? Well, virtually all (96%) buyers are looking for content that speaks to their industry. Nearly as many (91%) buyers want easy access to content without long forms, and 92% of buyers say their choice of vendor is influenced by an extensive menu of thought-leadership content.
But remember, customers are doing more research than ever before. The average B2B tech buyer today consults about 7 information sources before making a purchase. That’s up 35% over last year. So we need to provide the information they want in a self-service world.
What are the top sources of information? Top sources remain demos, vendor/product websites, user reviews and vendor reps.
Also, don’t overlook the importance of the customer experience. Over 40% of businesses cite poor customer service as the reason they look to change vendors, which is up from only 10% in 2019. Just because we’re virtual, you can’t drop the ball on service.
Trend #6: Buying decisions get bigger, take more time
Decision-making committees are getting bigger, and they will continue to include both IT professionals and line-of-business reps. Nearly a third (30%) of IT decision-makers expect the average number of IT people involved in decisions to increase; the line-of-business influence is expected to remain steady. Another survey finds that more than half (56%) of B2B tech buyers work outside IT.
How to adapt: Remember, when presenting a solution, you’re selling to both highly technical and non-technical audiences. Recognize that each of these audiences will have different questions and priorities. Ensure that you’re addressing both groups. And be prepared to include education from a trusted advisor, so your customers can make informed decisions.
Trend #7: Sales cycles get longer, too
More than two-thirds (68%) of buyers say the length of their B2B purchase cycle, compared with that of just a year ago, has increased significantly. Clearly, buyers are spending more time researching their purchases.
How to adapt: Your sales models need to respond to this extended review period. Don’t lose sight of leads just because they’re taking longer to close. Continue to be creative to stay top-of-mind during the sales journey — no matter how long it takes.
Navigating the route ahead
Lots of companies, including Intel, are talking about new routes to market and the need to understand who is driving decision-making around technology consumption and purchasing.
The pace of digital transformation means that technology companies and their partners must change the way we produce, sell and support solutions.
While change is a certainty in technology, so is the critical importance of forging partnerships. As we travel these new and winding routes to market, the best and most innovative solutions will be driven by those who embrace extreme partnerships.
Jason Kimrey is general manager of U.S. channel and partner programs at Intel.
The strategic alliance between Intel and Deloitte will accelerate the digital transformation of both public-sector and enterprise customers with a twofold focus:
> Fast-tracking the journey to cloud and hybrid cloud environments for the most critical workloads
> Shaping the technology inflections driving industry disruption, including AI, 5G and the Intelligent Edge
The alliance leverages Deloitte’s depth and breadth of consulting and advisory services including its cloud, SAP, Oracle, cyber, AI, 5G and IoT practices. The alliance also benefits from Intel’s technology portfolio, including the latest 3rd Gen Intel Xeon Scalable processors.
Deloitte will leverage Intel technology to position clients to transform, migrate and modernize their critical business processes.
“With the launch of the 3rd Gen Intel Xeon Scalable processors, we’re able to offer clients greater capabilities in the world of increasing digital transformation,” says John Ciacchella, lead principal for Intel at Deloitte.
He adds: “We have a strong foundation in place through our previous joint offerings with Intel and with enhanced security, increased memory for data center intensive workloads and optimized for faster deployment, the 3rd Gen Intel Xeon Scalable platform will allow enterprise and government clients to take a leap forward in data center agility.”
Greg Ernst, VP and GM of U.S. sales at Intel, says: “With Deloitte’s consulting and advisory practices, clients receive their specialized business and technology transformation expertise for strategy, operating model, cloud migration, process modernization, and managed services, to accelerate insights and improve business results.”
Ernst adds: “As an Intel Titanium partner, Deloitte now has access to training and technical support for Intel’s portfolio of technologies including the latest 3rd Gen Xeon Scalable processor built to serve all workloads from the edge to the network and the cloud.”
Intel and Deloitte have already launched joint offerings for 2 markets:
> Hybrid cloud: Deloitte and Intel have collaborated on the $1+ billion market opportunity to help federal clients migrate to hybrid-cloud solutions powered by Intel technologies.
The two companies have built reference architectures and proof-of-concepts that illustrate the benefits of Deloitte’s Integrated Multi-Cloud Management solution, which features Intel Xeon Scalable processors and Intel Optane persistent memory.
The partnership is built on Deloitte’s deep experience serving government, public sector and public agency clients. It also takes advantage of the Intel processor-powered Deloitte Hybrid Cloud and adjacent AI and IoT solutions.
> SAP S/4HANA: Deloitte is SAP’s leading go-to-market partner. Now Deloitte is teaming with Intel to capture client migrations to SAP S/4HANA.
The alliance has deployed Deloitte’s industry-leading SAP preconfigured industry solutions (DLeaPs) on Deloitte-hosted cloud solutions, which feature Intel Xeon Scalable processors and Intel Optane persistent memory.
Also, the team has installed Deloitte’s preconfigured S/4HANA solution on Intel processors for premier cloud providers that include Google Cloud, AWS and Microsoft Azure.
Together, Deloitte and Intel have tested industry use cases to create joint value propositions. These quantify the benefits of increasing in-memory database capacity; drastically reducing the cost of ownership, whether on premises or in the cloud; and maximizing the value of SAP S/4HANA.
The $1.9 trillion American Rescue Plan (ARP) signed by President Biden on March 11 provides a crucial windfall for state departments of education and school districts, especially those that have been affected by expenses and lost funds due to the COVID-19 pandemic.
The plan provides more than $120 billion in education dollars to relieve those most impacted, including lower socioeconomic and minority populations.
Ready to take part? A new course in Intel Partner University can help. Called The American Rescue Plan Act: What’s in the Legislation for U.S. Education / Expert Overview, this course takes 20 minutes to complete, and it’s worth 5 training credits.
In this Intel Partner University course, you’ll learn about the newly enacted American Rescue Plan Act and how these funds can be used to help both K-12 schools and higher education.
The course is based on interviews with Jon Bernstein, president and founder of Bernstein Strategy Group, a government-relations consulting and lobbying firm. You’ll learn how your clients and prospects can best use these funds to further their education technology needs and goals.
What you’ll learn
Here’s more detail on what you’ll learn from this Intel Partner University course:
> Learn about the $1.9 trillion American Rescue Plan (ARP) signed by President Biden in March 2021 to support state departments of education and school districts financially affected by the COVID-19 pandemic.
> Explore how the over $120 billion set aside for education helps to support those most impacted, including lower socioeconomic and minority populations.
> Understand the concept of “learning loss” — and how the ARP’s funds are intended to be used so that you can help your clients and prospects navigate their education technology needs and options.
Take this Intel Partner University course: The American Rescue Plan Act: What's in the Legislation for U.S. Education.
Not yet a member of Intel Partner Alliance? Join today
Download the Intel GEH Initiative: Partner Resources Catalog - click on the PDF link below:
Intel this week named 30 U.S. “Partners of the Year,” recognizing their outstanding achievements. The awards were announced yesterday at the Intel Partner Connect 2021 virtual conference.
The U.S. Channel — Partner of the Year awards honor Intel partners that have demonstrated excellence in technology innovation, go-to-market strategizing, sales growth and marketing. These companies represent great examples of what’s possible when Intel and its partners work together as an ecosystem.
“Our partners are capitalizing on fast-growing opportunities — from AI to 5G and edge — to bring forward technological innovation that spans the globe,” says Greg Ernst, Intel’s GM of U.S. sales. “The partner awards demonstrate our appreciation of the continued collaboration with partners to deliver world-changing technology together.”
And the winners by category are:
Original Equipment Manufacturer (OEM)
iBUYPOWER – Growth: For growing its desktop gaming systems powered by the state-of-the-art technology on 10th Gen Intel Core processors.
PureStorage – Innovation: For bringing DirectMemory using Intel Optane solid state drives (SSDs) to market, leveraging the latest Intel technology to provide new performance and solution benefits to their customers, while also delivering a modern data experience.
Razer – Go-To-Market: For its inaugural Razercon event, a global community-focused event resulting in 34 million impressions and a 40% uptick in sales. And for designing an Intel Evo-based platform, making Razer Intel’s leading U.S. channel customer to develop and launch an Evo-certified platform.
Evotek – Growth: For enabling digital transformation in both the data center and cloud, which allows for a secure multicloud environment framework.
BCDVideo – Innovation: For creating a new line of hybrid hyperconverged infrastructure (HCI) systems that let users consolidate disaggregated workloads and scale compute and storage with ease – all powered by Intel Xeon processors.
CTL – Go-To-Market: For expanding the use cases of Chrome devices to meet customers’ needs and creating complete solutions from the classroom to the office.
AMAX – Growth: For designing servers, systems and workstations with Intel products that help data scientists, analysts and engineers make business predictions faster.
OnLogic – Innovation: For incorporating the latest Intel CPUs into new fanless computers that bring enhanced reliability to customers.
Colfax – Go-To-Market: For designing cloud services for developer enablement and software vendor engagement, and for demonstrating the value of Intel architecture for machine learning and artificial intelligence (AI).
SuperMicro – Innovation: For pushing the boundaries of deep learning through ready-to-go solutions that offer the fastest path to scaling-up AI and enable customers to build their own AI clouds.
Emerging Technology Partners
Altiostar – Wireless 5G Growth: For supporting innovative new technology that increases network efficiency with Intel’s broad set of offerings, allowing for next-generation virtualized radio access networks (RANs).
Wachter – Edge Growth: For delivering unique solutions to enterprises to incorporate IoT and edge technologies for companies of all sizes.
Cloud Reach – Cloud Growth: For using Intel technology to implement broad support of public-cloud services and enabling multicloud environments with Intel technology.
Accenture – New Markets Growth: For deploying global innovative solutions across AI, analytics, blockchain and device-as-a-service (DaaS) while leveraging Intel technologies, including Intel OpenVINO, Intel Arria 10 FPGA, Intel Movidius Myriad X VPU, Intel Connected Logistics platform, and the Intel vPro platform.
ASI – CCG Distributor of the Year Award: For growing client components and branded systems through a companywide focus.
SYNNEX – DCG Distributor of the Year Award: For growing its overall data center business across both components and branded systems to become Intel’s largest distributor in this segment.
Ingram Micro – NSG Distributor of the Year Award: For growing its storage business the most in 2020 through a sales and marketing strategy focused on selling solutions such as Intel data center SSDs.
Avnet – IoTG Distributor of the Year Award: For being the largest and fastest growing embedded-products distributor that also delivered the most innovative demand-creation programs.
Ingram Micro – Marketing Distributor of the Year Award: For quickly pivoting to an innovative, engaging and creative virtual events model and consistently exceeding attendance goals and business results.
Avnet – Trailblazing Distributor Award: For launching “The Intel Cup,” an innovative sales and marketing framework that included executive engagement and drove strong ecosystem growth.
Internet of Things (IoT) Group
Tech Data – IoT Solution Aggregator Award: For playing a pivotal role in accelerating real-world IoT solutions in the U.S. channel during an exceptionally challenging period.
Dell – OEM: For offering solutions for IoT, communications, medical, retail and more than 40 additional verticals.
Creston – Market-Ready Solution: For engaging in a multifaceted Intel co-marketing campaign and utilizing the Intel Solutions Marketplace to develop leads, accelerate its business, and drive revenue and deployments.
Logitech – RFP-Ready Kit: For utilizing new embedded architectures to maximize the potential of machine learning in battery-operated devices.
SHI – Growth: For achieving exceptional growth in 2020 through streamlined configuration, deployment and management of Intel data center solutions.
CDW – Innovation: For bringing new solutions to market by combining Intel’s cutting-edge technology with CDW’s market prowess and amplifying with game-changing, cutting-edge breakthrough marketing campaigns.
Zones – Go-To-Market: For developing and activating innovative sales-acceleration programs to achieve market breakthroughs.
WWT – Growth: For market growth with expanding data center, edge and hybrid cloud portfolio, with solutions built on Intel Xeon Scalable processors using Intel Optane technology.
Insight – Innovation: For achieving breakthroughs with its Digital Innovation Campaign and Expanding Solution Portfolio to accelerate digital transformation at scale in key segments.
Ironbow – Go-To-Market: For expanding total available market (TAM) with Intel technology through bold and creative partnership strategies to accelerate the adoption of breakthrough solutions.
Presidio – Cloud Innovation: For accelerating Intel-based solutions in the data center portfolio, and developing an innovative public-cloud solution preference program.
The K-12 educational technology market is hot. And with so many students now learning from home, the requirements have changed dramatically. Demand for innovative setups is high from both schools and families.
One potential drawback: If you’re new to the edtech market, the learning curve can be steep.
Intel Partner University is here to help. It’s offering 9 courses to get you schooled on the lucrative and fast-moving education tech market.
K-12 Education 101
Are you new to the U.S. K-12 education market? No worries. This comprehensive overview brings you up to speed, exploring the key issues, stakeholders and processes of ed-tech procurement.
Selling to K-12 education means having a firm grasp of the needs, expectations and challenges of a variety of stakeholders. That includes everyone from administrators and principals to parents and teachers. Knowing who’s who will help you better anticipate stakeholder concerns during all phases of the sales cycle from prospecting to closing.
Virtual learning requires educators to use a wide variety of tools to create engaging content and resources in an ever-changing environment. In this course, you’ll learn how Intel is helping educators to better leverage technology to support students in online, virtual and hybrid learning models.
Value of Collaborating with Intel
The course is designed to familiarize you with Intel’s K-12 resources and augment your knowledge of the K-12 market. The contents, drawn from a variety of Intel-published resources, will provide you with the background knowledge to understand specific challenges faced by districts, schools, educators, parents and students.
In K-12 education, it all comes down to the right device. This comprehensive course will familiarize you with the resulting data and recommendations from Intel’s August 2020 Chromebook device study, “The Right Chromebook for Virtual Learning.” This valuable data can help sellers see how processor performance affects teaching and learning, especially in virtual environments.
Educators and students need dependable, secure and flexible devices now more than ever. This course will familiarize you with the resulting data and recommendations from “The Right Windows Device for Virtual Learning,” a report published in July 2020 and commissioned by Intel. With this crucial data, sellers will be equipped for meaningful conversations with customers regarding how processor performance affects teaching and learning, especially in virtual environments.
eSports in K-12
K-12 eSports is an incredible opportunity for resellers and those in the channel for a variety of reasons. With this engaging overview, you’ll better understand eSports and the opportunity it holds for your K-12 education customers and business.
In eSports, performance can make the difference between victory and defeat. Led by Michael Harrison, Intel’s director of education sales, this compelling overview helps resellers to better understand Intel's engagement with competitive eSports and the K-12 eSports opportunity.
Scholastic eSports reveals countless opportunities for students seeking 21st Century skills and potential careers. Likewise, eSports provides lucrative opportunities for resellers. In this course, Laylah Bulman, director of strategic partnerships at the North American Scholastic Esports Federation (NASEF), shares valuable strategies and tips for qualifying leads when engaging in K-12 eSports conversations with potential customers.
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Supporting remote PC users has become super-important during the pandemic, and there’s every sign that it will remain just as important in the future.
A Gartner poll conducted last summer found that over 80% of company leaders plan to let their employees work remotely at least some of the time, even after he pandemic ends. Working from home, it seems, is here to stay. So is the need for remote PC support.
One tech provider fully engaged in supporting remote PC users is 365 Managed IT. Based in Tempe, Ariz., the company offers a full suite of managed services, including IT management, maintenance and support.
365 Managed IT also uses two Intel technologies for better IT functionality and lower service-delivery costs: the Intel vPro platform and Intel Endpoint Management Assistant (EMA).
With help from these two Intel technologies, 365 Managed IT has reduced the average time it needs to resolve a hardware problem by 50%. Lowered the average time needed to reduce a software problem by 66%. And cut the number of monthly desk-side visits by 60%.
To learn more, we spoke recently with 365 Managed IT’s founding co-partner and senior technical consultant, Ken Stewart. Following are edited highlights from our interview.
Ken Stewart, senior technical consultant, 365 Managed IT
You’ve used the Intel vPro platform for its remote management capabilities. How does adding Intel Endpoint Management Assistant make things even better?
It’s great that we don’t have to run a proxy server on our clients’ sites in order to manage PCs built on the Intel vPro platform. Now we only have to manage one server hosting Intel EMA. It simplifies things for us greatly, and that’s really huge for us.
About 40% of our client base is charter schools. They don’t have an on-site IT infrastructure because everything they use is cloud-based. Intel EMA lets us reach them.
This is a huge deal. A lot of the work we do at schools is done after-hours. So we need to be able to reach systems—and if we can’t, we need to be able to turn them on. Intel EMA lets us do this. In the education market, that’s a big advantage.
How does Intel EMA give you a better reach into the growing number of out-of-office workers?
The rest of our customer base went remote with COVID, and a few are just starting to transition back to offices. But based on what I’m seeing in the news, I think most companies won’t return soon.
With so many of our clients now working from home instead of in the office, our calls have increased. Intel EMA gives us the ability to reach systems not sitting on corporate networks.
How did you cut hardware-repair times by 40 percent?
Intel EMA allows us to diagnose PC problems remotely at the hardware level. That means letting us see an issue without rolling a truck.
It seems like many of our remote clients are locked out by forgetting their disk encryption password. With Intel EMA, we can access a PC’s desktop and use a new password to get past the disk encryption. This helps us resolve issues quickly and efficiently.
You’ve reduced on-site visits too, right?
With Intel EMA, we can make far fewer trips onsite. With our prior technology, we were able to resolve about 70% of our tickets remotely. But with Intel EMA access, we can complete up to 90% of our tickets remotely.
If our technicians aren’t spending time on the road, they can close more tickets in less time. We can work more quickly because the Intel vPro platform gives us remote access to the client’s desktop in ways we didn’t have access before.
You work closely with two other suppliers, Lenovo and Datto. Why them?
As a Lenovo partner, we appreciate the company’s customer support as well as the pricing. And our clients like the consistency of Lenovo’s products and how long-lasting they are. Since we’ve started working with Lenovo, our clients have not had any performance issues with the equipment.
As for Datto, they’re a one-stop shop with a focus on MSP markets. That’s been key for us as a Datto continuity partner. We’ve had very few issues, and the support has been excellent. If there was better integration with Intel EMA, that would make the tool even more helpful.
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Lots of tech providers may brag about their systems being bulletproof. But only a few can say they offer military-grade IT. One of them is G6 Communications.
Based in Bluffton, Ind., G6 was founded in 2007 by two veterans of the U.S. Marine Corps. In fact, their company’s name, “G6,” refers to the Marines’ communications unit. Today G6 offers managed IT services, consulting, compliance audits, cybersecurity, cloud and more. All of it military grade.
One of G6’s newest offerings is Device as a Service (DaaS). To offer this, G6 has standardized on Lenovo business PCs built with Intel Core vPro processors. As a result, the company has cut the average time to resolve a hardware problem in half, to just 60 minutes; reduced the average time needed to resolve a software problem by 88%, to 10 minutes; and cut the number of deskside visits by more than 80%.
To learn more, we spoke recently with G6’s director of operations, David Cox. Here are highlights from our interview.
David Cox of G6 Communications
You recommend PCs built on the Intel vPro platform. Why is that?
We have standardized on business-class PCs built with Intel Core vPro processors. In order to deliver business-class IT support, we need the remote management capabilities provided by Intel vPro. With the addition of Intel Endpoint Management Assistant [Intel EMA], vPro-based PCs just got even easier to manage. We can now fully configure PCs remotely, without touching the machine.
How has Intel vPro tech helped you cut hardware-repair times in half?
Because Intel vPro technology lets us diagnose a hardware issue remotely, we can take the right part with us on the first visit, and avoid a second truck roll. This saves us time and labor costs. It also reduces the amount of downtime the customer has to sit through.
How has Intel’s KVM [keyboard/video/mouse] Remote Control reduced your OS repair times by 87%?
The ability to remotely get into the PC’s BIOS is a lifesaver. It lets us repair OS issues without a truck roll, which is more cost effective and much faster. With the integration of Intel EMA into our management console software, this gets even better, as we can fully configure machines remotely and maintain Admin Control Mode. This helps us fix issues more quickly without having to involve the customer in a clunky over-the-phone diagnosis. This is huge for customer satisfaction.
You recommend Lenovo PCs to your customers. Why Lenovo?
We use Lenovo PCs—and we have since I started with G6 ten years ago—because their systems are rock-solid and run with virtually no problems. And if we ever do need their support, the Lenovo rep is out there the next day—direct to our client site.
What about Connectwise Automate remote monitoring and management (RMM) platform? How do you use it, and why?
We use ConnectWise Automate because it’s the most flexible RMM we’ve seen. We can write scripts for any process. Honestly, we haven’t even scratched the surface of everything the software can do. And with the new integration of Intel EMA, Connectwise continues to keep us ahead of the curve.