CRN Intelligent Edge Special Issue December 2020 - Issue 1400 by The Channel Company

SPECIAL ISSUE 1400 • DECEMBER 2020

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THE EDGE COMPUTING 100

Check out the players propelling IT’s next frontier fr PAGE 10

5G: FUELING INNOVATION

The wireless technology will enable brand-new use cases NEWS, ANALYSIS AND PERSPECTIVE FOR VARs AND TECHNOLOGY INTEGRATORS

Living On The Edge

PAGE 16

The edge is where the action is. The opportunity—which incorporates networking, security, IoT, power, storage and emerging technologies like 5G—has solution providers in prime position to find new target markets and create a services blueprint for the future. PAGE 6

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UPS

CRN Intelligent Edge SPECIAL ISSUE

Living On The Edge Forward-thinking solution providers are finding new customers and markets as edge computing transforms the way we collect, secure and process the explosion of data being generated at warp speed.

4 A Letter From The Editor 17 The Edge Opportunity Executives discuss how partners can differentiate themselves in an edge computing world

18 By The Numbers

Solution providers point out the biggest areas of intelligent edge technical investments and which vertical markets will be key

IT’s Next Frontier It’s being hailed as the biggest opportunity since the cloud, and with good reason. Our Edge Computing 100 honors those vendors ready right now to tackle the data decade ahead with ground-breaking new technology and products.

The 5G Link

For reprints and plaque requests, please contact The YGS Group at 800.290.5460 or http://crnlicensing.com. CRN (ISSN 1539-7343), also known as Computer Reseller News, is published 14 times a year (February, April, June, August, October, December and 8 Special Issues) by The Channel Company, One Research Drive, Suite It’s 410A, Westborough, MA 01581, and is free to qualified management personnel at companies involved in the reselling/ distribution of computers/networking systems, software and services. One-year subscription rates for all others in the United States are $209.00; Canada $234.00. Overseas air mail rates are: Europe $380.00; Mexico/South America $380.00; Africa $380.00; Asia/Australia $480.00. Please mail all subscription inquiries along with checks or money orders to CRN, Dept. 100, P.O. Box 3608, Northbrook, IL 600653608. For renewals or change of address, please include the mailing address label appearing on the front cover of the publication. Periodicals postage paid at Worcester, MA, (and additional offices, if applicable). POSTMASTER: Send address changes to CRN, P.O. Box 3608, Northbrook, IL 60065-3608. FOR SUBSCRIPTION SERVICES call (877)705-5559 or go to crn.com/subscribe Copyright ©2020 by The Channel Company. All Rights Reserved. Registered for GST as The Channel Company, GST No. R13288078, Customer No. 2116057, Agreement No. 40011901. Return undeliverable Canadian addresses to: APC Postal Logistics, LLC PO Box 503 RPO W Beaver Cre, Rich-Hill ON L4B 4R6

The wireless technology will fuel innovation at the edge by powering brand-new use cases, taking data collection and processing to new heights.

A Letter From The Editor As this strange and stressful year comes to a close, I hope this special issue of CRN finds you and your loved ones safe and healthy and your business preparing for a successful 2021. A lifeblood of the channel has always been its penchant for transformation. Perhaps some of us had to adjust more during this pandemic crisis than we cared to. But solution providers time and again prove themselves to be masters of not only adapting to new market conditions and trends but often foreseeing them, presciently moving their businesses to where the proverbial puck is going, not where it is right now. It comes as no surprise, then, that many in the channel are embracing the prospects created by the rise of the intelligent edge, building solutions that bring data collection and processing close to where it’s needed most. “It’s all about capturing, storing, processing and using data in an intelligent way. The sky is the limit,” said Rob Steele, chief technology oﬃcer at Sanford, Fla.-based Skyhive, in our cover story on p. 6. Steele is one of several solution providers to tell CRN Senior Editors Mark Haranas and Gina Narcisi that the edge is where the next big opportunity lies. Solution providers aren’t the only ones looking to live on the edge. In our inaugural Edge Computing 100 list, we’ve identified the key technology vendors that are providing the building blocks with which channel partners are assembling unique edge solutions. You’ll find the list starting on p. 10. One key element of edge computing that the channel is already exploring is the burgeoning 5G market and the impact it will have on fueling edge innovation. We take a closer look at how 5G will drive edge advantages for solution providers in our story on p. 16. We also asked a few channel executives to share their thoughts on the channel opportunity in edge computing. You’ll find their insight on p. 17. Here’s to living on the edge in the new year!

Best regards,

Jennifer Follett Executive Editor jfollett@thechannelcompany.com

SPECIAL ISSUE 2020

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COVE R STO RY

Living On The Edge BY MARK HARANAS & GINA NARCISI

It’s being hailed as the biggest opportunity since the cloud and as the fuel that will power the next wave of digital transformation. It’s also seen as the answer to the biggest IT riddle of today: how to collect, secure and process the explosion of data being generated at warp speed. Edge computing is the new IT frontier for the data decade ahead. The opportunity—which incorporates networking, security, power, storage and emerging technologies such as 5G to capture, store and pluck insight from data—already has caught the attention of forward-thinking solution providers who are finding new customers and target markets and are creating a new services blueprint for the future. “Everything happens at the edge. That’s where the next big opportunity lies,” said Rob Steele, chief technology officer at Sanford, Fla.-based solution provider Skyhive. “Instead of looking inside the data center, now we’re looking out to where people are functioning and where essentially all the action is. You can put edge solutions in the most crowded areas in the world to check for any COVID-19 instances, for example, or in remote areas where IT processing never could have been done before. … It’s all about capturing, storing, processing and using data in an intelligent way. The sky is the limit.” One of Skyhive’s customers, a large retail chain, needed an IT refresh to accommodate new sensors and applications that were being implemented in 10 branch locations. The retail store was hoping to gather information and analytics on its customers to provide a better in-store experience and help boost sales. Skyhive deployed 10 different Dell Technologies PowerStore appliances at each branch location to meet all of the customer’s requirements, including a much smaller IT footprint. “They’re gathering analytics based on how customers walk around the store, what they’re buying and how often,” said Steele. “The data gets crunched locally there and then only

SPECIAL ISSUE 2020

the important data is shipped up to home base. They were looking for certain kinds of redundancies, and they get that through the virtual infrastructure that’s running underneath PowerStore. It’s amazing to see how much horsepower and technology can fit into one edge appliance and how much more you can do with less.” Skyhive was able to cut the retail store’s hardware and software costs by 40 percent, while at the same time quickly providing it with tangible business outcomes. The solution provider is now working with the retail chain on implementing a standardized uninterruptible power supply (UPS) environment followed by remote monitoring services. Skyhive isn’t alone in seeing the benefits of jumping into the burgeoning edge computing space. A recent survey by the IPED Consulting arm of The Channel Company, the parent of CRN, found that 75 percent of approximately 160 solution provider respondents said they consider intelligent edge computing to be an important or critical solution focus in the near future, and 24 percent said they are extensively invested in intelligent edge computing now (see p. 18). The majority of respondents said they already have built up moderate to extensive skills around key intelligent edge technology segments such as Wi-Fi networking (78 percent) and security (75 percent), while areas such as 5G (35 percent) are still ripe for development among most. As solution providers build up their intelligent edge computing practices, there’s one thing they should be focused on, said Mark Williams, senior consultant for IPED: “Data, data, data, because people are tired of stuff, widgets. Give me something that’s useful.” Finding something useful amid a blizzard of data is one of the key promises of the intelligent edge, and it couldn’t come at a better time. This year, more than 59 zettabytes of data will be created, captured, copied and consumed across the globe, according

AHEAD LIVING OF ON THE THE CURVE EDGE

to IDC. The research firm projects the amount of data created over the next three years will be more than the data created in total over the past 30 years. Data-collecting sensors are being embedded in everything from manufacturing equipment to medical devices to cornfields. These pools of data, along with increasing amounts of metadata that describe and categorize that data, are growing aggressively. By 2024, IT research firm Gartner predicts that large enterprises will triple the amount of unstructured data stored as file or object storage at the edge compared with 2020. With the influx of data, these edge devices are being treated as an extension of a data center or cloud. The data is driving businesses to rethink their IT strategies and leverage them to solve a business outcome or drive better operational efficiencies and productivity. Solution Providers Step Up Solution provider giant Presidio has invested in an Emerging Solutions division to tackle new markets, such as IoT, AIOps (artificial intelligence for IT operations), enterprise analytics and edge computing. The business unit is offering purpose-built solutions for industrial use cases, connected transportation, smart cities and school safety. IoT requires edge computing because data is being collected and stored in new places, not just the public cloud or centralized data centers anymore. Now more than ever— especially because of the COVID-19 pandemic—users, apps and data are completely distributed, said Presidio Chief Technology Officer Vinu Thomas. Since the onset of COVID-19, New York City-based Presidio has built solutions to create smart school buses equipped with wireless and 4G LTE connectivity. The buses have been bringing internet to low-income neighborhoods for students to access while they learn from home. Presidio also is working with its health-care customers on custom-built telehealth solutions for remote patient treatment since in-person appointments are still problematic and, for some patients, not possible. “There are some real nice, bespoke solutions that we have built on the intelligent edge,” Thomas said. “Everything is accelerating to the edge in a post-COVID world. I think it’s going to continue, and there will be a lot of realization that we all need to invest in this stuff.” Meanwhile, when an assembly plant in Rhode Island was forced to shut down amid the pandemic, it turned to Waltham, Mass.-based solution provider Aqueduct Technologies to save the day. The manufacturing facility received permission from the state to reopen, but needed to prove it could meet COVID-19-related safety mandates. Aqueduct Technologies deployed Cisco Meraki cloudmanaged smart cameras to give the customer the ability to abide by the state’s reopening requirements, including continuous readouts of the number of individuals in a given space and the average per-square distance between employees. “They needed cameras that were intelligent enough to

be able to provide them that information,” said Manak Ahluwalia, president and CEO of Aqueduct Technologies. “So the APIs, the advanced analytics, motion search in these cameras and a small software add-on effectively allowed for them to open their manufacturing plant by harnessing data available at the edge to make that happen.” Still, the edge is a challenge because customers have different requirements and governance they must abide by, making it difficult to create and replicate edge solutions, solution providers said. “The stars have to align—you need to have a specific use case, make sure the customer has the budget for it, and then make sure there is a solution that actually fixes it. … This business is all about scale and the ability to replicate quickly,” Presidio’s Thomas said. Taking a platform approach is one way that some solution providers are making money and seeing success at the edge. Sayers, a Vernon Hills, Ill.-based IT consulting firm, is using a networking platform as a foundational layer on which to add compute, data and security services to address the edge, said Joel Grace, vice president of engineering and emerging technologies for Sayers. The solution provider is working with Aruba, a Hewlett Packard Enterprise company, to connect sensors via wired, wireless and Bluetooth technologies at the edge. From there, Sayers layers on Aruba’s security products, like secure network access control offering ClearPass, as well as AIOps and now, SD-WAN with Silver Peak, which HPE acquired in September. The combination gives customers a way to not only safely collect data, but process and make use of it, Grace said. A longtime Sayers enterprise customer wanted employees to return to its office, but knew it had to do it safely by implementing contact tracing. Using existing Aruba networking infrastructure and adding analytics technology to the mix, Sayers was able to extract data that already was being collected to easily turn on contact tracing for the customer. “What was amazing is we were able to use the network, which has visibility into the devices that are walking around the office every day and communicating to different access points, to do contact tracing for them. That was a big win for them,” Grace said. The AI technology, said Grace, is key to analyzing and acting on the data that exists at the edge. “This is becoming a very common scenario, especially if you look at university campuses and public venues,” he said. “You can leverage existing technologies, layer some smarts on top of it and provide a real business impact.” A $250 Billion Opportunity The worldwide edge computing market is forecast to reach approximately $250 billion in 2024, with a compound annual growth rate of 12.5 percent over the next four years, according to IDC. Services, such as professional and provisioned services, will account for 46 percent of all edge spending by 2024, followed by hardware at 32 percent, and then edgerelated software at 22 percent. With such a heavy emphasis

SPECIAL ISSUE 2020

on services at the edge, solution providers are capitalizing on net-new services and as-a-service opportunities. Robert Keblusek, chief technology officer at Sentinel Technologies, a Downers Grove, Ill.-based solution provider, said there’s a new market opportunity for solution providers to provide “smart services at the local network” around data analytics, SD-WAN, application awareness and security. “What you can do is run [virtual machines], you can run containers, you can run different services that make sense near the edge,” he said, adding that Sentinel’s top-notch DevOps teams are crucial for edge implementation and services. Intelligent edge solutions are also being used to future-proof an IT environment in a small footprint.

‘There’s some real nice, bespoke solutions that we have built on the intelligent edge. Everything is accelerating to the edge in a post-COVID world. I think it’s going to continue, and there will be a lot of realization that we all need to invest in this stuff.’ – VINU THOMAS, Presidio Chief Technology Officer

becomes the new d, edge computing ler. Products ge will power the nsformation as d to leverage data o improve business customer experiences.

“It’s really modernizing that branch by giving it the local power to be able to provide things coming down the road. It lets companies say ‘yes’ more often than ‘no’ to new features and new capabilities,” Keblusek said. “If the security team says, ‘We need a new compute device,’ or ‘We need to buy a server and put it there,’ now they can say: ‘Well, why don’t we leverage the intelligent edge that we put into place? Let’s just make this a function off this single device,’ which gives you better operational costs, better synergies. It essentially packages up what a branch looks like all in one unit.” Thanks to technology consolidation, such as a hyperconverged infrastructure, and more powerful software and IP, Keblusek said partners can now offer a “branch in a box” with a small footprint at the edge packed with intelligence. “You can have intelligence, security, secure networking, intrusion prevention, highly capable processors to process things like AI or [machine learning]—you can run all those things on a single platform now,” he said. For example, Sentinel has been deploying Cisco’s Enterprise Network Compute System (ENCS) appliance to create an intelligent edge for customers across the country. Cisco ENCS is a software-defined branch network architecture that can provide network functions virtualization, SD-WAN, compute, storage, security as well as zero-touch automation deployment and management. “The power and the footprint is small enough where everything can be localized,” Keblusek said. Nearly every vendor across the IT landscape has been creating technology in recent years to enable an intelligent edge—from chipmakers like AMD and Intel creating custom-

SPECIAL ISSUE 2020

built processors for rapid IoT data transfer at the edge and support of AI workloads, to power management players like APC by Schneider Electric, Eaton and Vertiv, which have crafted edge-specific UPSes and intelligent power management with monitoring, remote control capabilities and automated responses. Infrastructure leaders including Dell Technologies and HPE, meanwhile, are injecting AI and machine-learning functions into their platforms to better analyze data in real time and adapt to network traffic patterns to increase speed, agility and improve uptime and performance at the edge, while distributors like Tech Data are helping pull it all together. With hardware sales expected to capture approximately one-third of the edge market by 2024, Eaton expects the edge to revitalize the hardware market. “As we’ve seen over the last few years, a lot of data centers moved to the cloud, which has reduced the opportunities to sell our products on compute inside the data center,” said Hervé Tardy, vice president and general manager of Eaton’s Distributed Power Infrastructure Division. “So, the edge computing trend is creating a brand-new opportunity because all these compute systems that can be anywhere will require specific infrastructure to operate properly, be it in terms of enclosures, power distribution or power protection.” Tardy expects a huge services play for channel partners around the remote management and monitoring of edge devices. Partners will reduce customer costs and increase stickiness by providing remote location services to customers’ edge facilities. “When people figure out the cost of rolling a truck to a distant location in the middle of nowhere, they quickly understand that they need to overinvest in technology and hardware up front to enable its remote management capabilities,” he said, adding that AI-enabled UPS solutions will likely boost margins for Eaton partners. The Edge Is The New Cloud As the data economy becomes the new currency of the IT world, edge computing is the technology enabler. Products and services at the edge will power the next wave of digital transformation as organizations are poised to leverage data analytics at the edge to improve business agility and create new customer experiences. This is why experts are calling the edge the new cloud. “The opportunity at the edge is exactly like the cloud,” said Shekar Ayyar, executive vice president and general manager for VMware’s Telco and Edge Cloud business. “The cloud created an immense amount of opportunity, but it was all about remote computing, taking things to the cloud and it gets computed somewhere. The edge is literally closer to home. We now have a much better way to create, deliver and consume services from the edge. We look at the edge as a massive growth opportunity for VMware and our partners as customers start to build and consume more and more applications and data that will all be delivered from the edge.” The edge creates a distributed IT architecture that’s proven to lower latency, improve proximity computing, and increase agility and security at a local level—providing the ability

AHEAD LIVING OF ONTHE THECURVE EDGE

to solve some of the most complicated data challenges companies face today. Ayyar said edge computing and data collection will enable businesses to truly leverage “the richness of vast amounts of data” by having distributed locations working together to analyze data more efficiently than ever before. “This is how you can look at the data problem everyone has and you can say the edge makes it a lot easier and more diverse in the sense of deconstructing the data problem and then solving it using edge computing,” said Ayyar. “The richness of data is going to essentially become orders of magnitude richer because you’re going to have all these distributed points collecting data, and the complexity of problems you can solve with edge computing is also going to become orders of magnitude higher. … The opportunity is going to increase immensely.” SD-WAN And Security At The Edge Gartner sees SD-WAN operating as the main WAN edge function in customer networks going forward, predicting the edge SD-WAN market will grow at a compound annual growth rate of 18 percent over the next four years. MSP Apcela specializes in software-defined networking and application delivery solutions to help customers digitally transform. Embedded into its offerings are managed security, SD-WAN and secure access service edge, or SASE, which is helping enterprises tap into hybrid cloud and distribute their networking and security closer to their users without having to make significant infrastructure purchases, said Travis Shank, vice president and head of enterprise solutions for Reston, Va.-based Apcela. Today, Apcela works closely with SD-WAN-turned-SASE startup Versa Networks, Cisco’s SD-WAN powered by Viptela offering and Meraki SD-WAN offering, and VMware’s VeloCloud to offer a converged networking and security solution at the edge. “Our bread and butter is really on the core networking side of digital transformation. … Over the past year or two, though, there’s been increased demand from customers for edge compute,” Shank said. The COVID-19 pandemic has accelerated the cloud transformation journey for some of Apcela’s larger enterprise customers, said Kunal Thakkar, director of solutions engineering for Apcela. “What that translated to [for] us was more services closer to the edge in terms of network, security and SD-WAN, and more private cloud on-ramps,” he said. By 2024, over 60 percent of SD-WAN customers will have deployed a SASE architecture, compared with about 35 percent in 2020, according to Gartner. SASE is causing customers to think about their IT infrastructures much more holistically, Thakkar said. “Customers aren’t asking for SD-WAN to solve their connectivity problems. They’re thinking much broader— they’re thinking about security and compute at the edge,” Shank said. “We’ve always thought that distributing security out to the edge and incorporating SD-WAN into it makes a ton of sense, and it’s where enterprises need to

go. It’s this exponential growth in all things edge.” Solution provider DataVizion has been focused on securing digital transformation for years. Over the past eight months, that’s translated to equipping more of its customers with remote access solutions to ready them to work from anywhere, said Kelly Schrad, president and CEO of DataVizion. “We’ve had some success over the years deploying the remote access solution for certain customers, but it went from ‘nice to have’ to ‘need to have’ pretty quickly,” Schrad said. “It’s resonated with people because they’ve been able to [work remotely] with the same security solutions they’ve deployed at the corporate office—the edge has been extended into people’s homes.”

‘This is becoming a very common scenario, especially if you look at university campuses and public venues. You can leverage existing technologies, layer some smarts on top of it and provide a real business impact.’ – JOEL GRACE, Sayers vice president of engineering and emerging technologies, on using AI technology to analyze and act on the data that exists at the edge

Lincoln, Neb.-based DataVizion has built an ecosystem around Aruba’s ClearPass platform to secure the edge, which includes offerings from Palo Alto Networks, Fortinet and other third-party mobile device management vendors. The pandemic, said Schrad, is making many businesses realize that certain roles can be very effective remotely on a more permanent basis. “It’s not so much about the virus anymore. It’s about, do [businesses] want to continue the move to a digital workplace?” he said. “We’ll be helping our customers adapt and further develop their security policies to make sure their data is protected no matter where it is.” Skyhive’s Steele said the emerging opportunities at the edge around advanced data analysis and remote services appear to be endless. This seismic industry shift from the data center to the edge is changing the go-to-market strategy for many solution providers who want to skate to where the puck is going to be. “We used to typically start in the data center, but now it seems like we’re starting from the edge and then looking back into how we can make the data center more efficient—that’s a significant change in IT,” said Steele. “It’s all about storing data in an intelligent way and parsing and crunching that data with intelligent automation or AI at the edge to provide some type of business outcome. We’re now living on the edge.”  JENNIFER FOLLETT contributed to this story.

SPECIAL ISSUE 2020

Edge Computing 100 The edge computing revolution is the next frontier, one that will usher in a new era of data insight. The unrelenting laws of physics and economics—accelerated by the global COVID-19 pandemic—are reshaping every nook and cranny of the technology landscape. With that in mind, CRN has put together its first Edge Computing 100 list, highlighting today’s most influential edge computing providers. The list covers infrastructure and cloud providers delivering much-needed hardware muscle; 5G, telecom and edge service providers delivering a high-speed highway to the edge; software makers providing cutting-edge tools and applications to make sense of data; and security software makers ensuring that edge computing data is secure. We’ve also indicated the companies that were honored as 5-Star winners in the 2020 Partner Program Guide. —By CRN staff

Aarna Networks San Francisco

Top Executive:

Amar Kapadia CEO

Adaptiv Networks

ADT Cybersecurity

Akamai

Gatineau, Quebec

Greensboro, N.C.

Dr. Tom Leighton

Top Executive:

Bernard Breton

Jim DeVries

CEO

Amazon Web Services Seattle

Top Executive:

Andy Jassy

President, CEO, ADT

AMD

Ananda Networks

Santa Clara, Calif.

Los Altos, Calif.

Top Executive:

Lisa Su

Adi Ruppin

President, CEO

Co-Founder, CEO

CEO

Apple Cupertino, Calif.

Top Executive:

Tim Cook CEO

Aruba, a Hewlett AT&T Packard Enterprise Dallas company

Co-Founder, CEO

Akamai has been living on the edge for the past two decades, according to channel chief Micheal McCollough, vice president of channels and alliances. “For us, it’s just part of our culture. We’ve always been on the edge,” McCollough said. Its portfolio of application performance and delivery products bring optimized content to the edge, while its Zero Trust offering is keeping it secure.

APC by Schneider Electric West Kingston, R.I.

Jean-Pascal Tricoire Chairman, CEO

APC by Schneider Electric has been doubling down on edge infrastructure and management software, including its NetBotz Monitoring and Management System that provides unprecedented visibility at edge locations. Its new EcoStruxure Micro Data Center C-Series 6U wall mount brings together power, cooling, racks and management. Partner Program Guide 5-Star Vendor

Axcient Denver

Santa Clara, Calif.

Top Executive:

John Stankey CEO

David Bennett

Keerti Melkote

Founder, President

Partner Program

Guide 5-Star Vendor

Cambridge, Mass.

CEO

Barracuda Networks Campbell, Calif.

Top Executive:

BJ Jenkins

President, CEO

Partner Program

Guide 5-Star Vendor

SPECIAL ISSUE 2020

EdgeComputing_single.indd 1

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EDGE COMPUTING 100 Bitdefender

Bitglass

BMC Software

Bucharest, Romania

Campbell, Calif.

Houston

Top Executive:

Florin Talpes

Nat Kausik

Ayman Sayed

CEO

Top Executive:

Atul Bhatnagar

CEO

Cupertino, Calif.

Rajeev Shah Co-Founder, CEO

Startup Celona burst onto the scene in 2020 with a platform that allows enterprises to create 5G/4G LTE private networks, filling a major gap in the connectivity market. The company has a packed bench—its founding members have plenty of experience in cloud software, Wi-Fi and cellular markets.

Check Point Software Technologies

Cisco Systems

Citrix Systems

San Jose, Calif.

Fort Lauderdale, Fla.

Tel Aviv, Israel

Top Executive:

Chuck Robbins Chairman, CEO

David Henshall

Partner Program Guide 5-Star Vendor

Partner Program

Gil Shwed

Co-Founder, CEO

Partner Program

Comcast

Commscope

Austin, Texas

Philadelphia

Hickory, N.C.

Top Executive:

Eric Simone

Brian Roberts Chairman, CEO

Partner Program

Guide 5-Star Vendor

George Mulhern

Blue Bell, Pa.

Top Executive:

President, CEO

Alan Rihm

Network infrastructure provider CommScope—along with its recently acquired Ruckus portfolio—has played a vital role in connecting enterprises all over the world. Today, it is injecting intelligence into its network management lineup and delivering Network-as-a-Service offerings to address edge computing use cases. Partner Program Guide 5-Star Vendor

Dell Technologies

Sunnyvale, Calif.

Round Rock, Texas

Top Executive:

George Kurtz

Michael Dell

Co-Founder, CEO

Guide 5-Star Vendor

Coredial

Charles Treadway

CrowdStrike

Chairman, CEO

President, CEO

Guide 5-Star Vendor

ClearBlade

Top Executive:

Co-Founder, CEO

Guide 5-Star Vendor

Celona

Boise, Idaho

Shlomo Kramer

Partner Program

Guide 5-Star Vendor

Cradlepoint, Part of Ericsson

Top Executive:

President, CEO

Partner Program

Co-Founder, CEO

Tel Aviv, Israel

Rolling Meadows, Ill.

Top Executive: Founder, CEO

Cato Networks

Cambium Networks

Founder, Chairman, CEO

Partner Program

Guide 5-Star Vendor

Founder, CEO

Eaton Dublin, Ireland

Craig Arnold Chairman, CEO

The rise of edge computing is bringing with it a resurgence in the hardware market, and Eaton stands ready to protect that hardware with its lineup of power offerings. Eaton has invested heavily to incorporate remote management features into its portfolio, a key factor in enabling the channel with no-touch service capabilities. Partner Program Guide 5-Star Vendor

EdgeConneX

Edge Intelligence

EdgeMicro

EdgeQ

Edgeworx

Herndon, Va.

Boston

Denver

Santa Clara, Calif.

San Jose, Calif.

Top Executive:

Randy Brouckman

Kate Mitchell

Mike Hagan

Vinay Ravuri

Kilton Hopkins

Co-Founder, CEO

CEO

Co-Founder, CEO

Founder, CEO

Co-Founder, CEO

SPECIAL ISSUE

EDGE COMPUTING 100 Equinix

Extreme Networks

Redwood City, Calif.

San Jose, Calif.

Top Executive:

Charles Meyers

Top Executive:

President, CEO

FireEye

For2Fi

Milpitas, Calif.

Fall River, Mass.

Top Executive:

Andrew Gregoire

Ed Meyercord

CEO

Partner Program

Forcepoint

Fortinet

Herndon, Va.

Sunnyvale, Calif.

Top Executive:

Geoverse, a subsidiary of ATN International

President, CEO

Guide 5-Star Vendor

Matthew Moynahan

Guide 5-Star Vendor

For2Fi got its start in 2020 when former MSP owner Gregoire noticed a hole in the market when it came to business LTE offerings. The startup today is bringing wireless LTE to business customers exclusively via the channel, especially targeting hard-to-reach businesses and those that need connectivity immediately.

Gigamon

Google Cloud

Santa Clara, Calif.

Mountain View, Calif.

Beverly, Mass.

Top Executive:

CEO

Thomas Kurian

Founder, Chairman, CEO

Top Executive:

Paul Hooper

Partner Program

Co-Founder, CEO

Partner Program Guide 5-Star Vendor

Partner Program

Hitachi Vantara

HP Inc.

IBM

Santa Clara, Calif.

Palo Alto, Calif.

Armonk, N.Y.

Top Executive:

Gajen Kandiah

Enrique Lores

Arvind Krishna

Partner Program

Ken Xie

CEO

Co-Founder, CEO

Kevin Mandia

Roderick Nelson

Guide 5-Star Vendor

Hewlett Packard Enterprise San Jose, Calif.

Antonio Neri President, CEO

Give Neri credit for realizing long before others that there was a big opportunity at the edge. He has made the intelligent edge a reality for customers and partners with an arsenal of HPE products that are delivering game-changing business outcomes for customers and big profits for partners. Partner Program Guide 5-Star Vendor

IGEL Bremen, Germany

Jed Ayres Global CEO

Ayres has transformed IGEL into a secure edge software powerhouse. In the process, IGEL has carved out the leading position in the edge operating system market with its multicloud, multidevice Linux OS. The razor-sharp focus on software has put partners at the center of the cloud workspaces recurring revenue software revolution. Partner Program Guide 5-Star Vendor

CEO

Guide 5-Star Vendor

President, CEO

Guide 5-Star Vendor

CEO

Guide 5-Star Vendor

CEO

Guide 5-Star Vendor

Imperva

Infiot

Infoblox

Redwood Shores, Calif.

Menlo Park, Calif.

Santa Clara, Calif.

Top Executive:

Pam Murphy

Parag Thakore

Jesper Andersen

CEO

Co-Founder, CEO

Partner Program

President, CEO

Partner Program

Guide 5-Star Vendor

Intel

Intermedia

Juniper Networks

Kaspersky Lab

Kloudspot

Santa Clara, Calif.

Sunnyvale, Calif.

Moscow, Russia

Sunnyvale, Calif.

Top Executive:

Bob Swan

Michael Gold

Rami Rahim

Eugene Kaspersky

Guillermo Diaz

Partner Program Guide 5-Star Vendor

CEO

SPECIAL ISSUE 2020

CEO

Co-Founder, CEO

CEO

EDGE COMPUTING 100 Lenovo

Liqid

LogicMonitor

Morrisville, N.C.

Broomfield, Colo.

Santa Barbara, Calif.

Top Executive:

Yang Yuanqing

Sumit Puri

Kevin McGibben

Chairman, CEO

Co-Founder, CEO

Lumen Technologies Monroe, La.

Jeff Storey President, CEO

Lumen, formerly CenturyLink, has long considered itself a networking specialist rather than a telecom. It aims to deliver the fastest, most secure platform for next-generation applications with the help of its partners to power the fourth industrial revolution, which Lumen said will center on data at the edge. Partner Program Guide 5-Star Vendor

President, CEO

Partner Program

Guide 5-Star Vendor

Masergy

McAfee

Microsoft

NetApp

Plano, Texas

San Jose, Calif.

Redmond, Wash.

Sunnyvale, Calif.

Top Executive:

Peter Leav

Satya Nadella

George Kurian

Partner Program

Chris MacFarland Chairman, CEO

Hybrid networking and communications specialist Masergy has been heads-down-focused on software-defined networking and SD-WAN. Masergy believes that digital transformation is reinforcing the need for edge networking offerings, such as SASE, and the company is coming to market with these offerings in one cloud-based strategy for customers.

President, CEO

CEO

Guide 5-Star Vendor

CEO

Guide 5-Star Vendor

NetScout

Netskope

Nextiva

Nutanix

Nvidia

Westford, Mass.

Santa Clara, Calif.

Scottsdale, Ariz.

San Jose, Calif.

Santa Clara, Calif.

Top Executive:

Anil Singhal

Sanjay Beri

Tomas Gorny

Dheeraj Pandey

Jensen Huang

Partner Program

Co-Founder, Chairman, President, CEO

Founder, CEO Guide 5-Star Vendor

Okta San Francisco

Top Executive:

Todd McKinnon Co-Founder, CEO

Co-Founder, CEO Guide 5-Star Vendor

Founder, Chairman, CEO

Partner Program

Guide 5-Star Vendor

Founder, President, CEO

Partner Program

Guide 5-Star Vendor

Palo Alto Networks

Pensando

Pure Storage

Milpitas, Calif.

Mountain View, Calif.

Santa Clara, Calif.

Prem Jain Co-Founder, CEO

Top Executive:

Nikesh Arora

Chairman, CEO

Partner Program

Guide 5-Star Vendor

Pensando’s mission is to bring the same hyperscaler innovation Amazon Web Services brought to the cloud to what Pensando calls the “new edge.” The company said its flagship software-defined edge services platform delivers 5X to 9X improvements in “productivity, performance and scale” when compared with AWS with no “risk of lock-in.”

Charles Giancarlo Chairman, CEO

Partner Program

Guide 5-Star Vendor

PTC

Qualcomm

Red Hat

RSA

Boston

San Diego

Raleigh, N.C.

Bedford, Mass.

Top Executive:

James Heppelmann

Steve Mollenkopf

Paul Cormier

Rohit Ghai CEO

Top Executive:

Partner Program

Young Hoon Eom

President, CEO

CEO

President, CEO

Guide 5-Star Vendor

Samsung Electronics North America San Jose, Calif.

President, CEO

SPECIAL ISSUE

EdgeComputing_single.indd 4

12/18/20 8:50 AM

EDGE COMPUTING 100 Scale Computing

Sierra Wireless

Indianapolis

Richmond, British Columbia

Jeff Ready Co-Founder, CEO

Top Executive:

Scale Computing has driven HCI innovation at the edge for years. In November, it launched a line of HCI appliances to provide highperformance applications at edge locations. The company has also put its full HC3 HCI platform into a small-device RAM footprint that allows ultrasmall products to run mission-critical apps at the edge. Partner Program Guide 5-Star Vendor

Kent Thexton President, CEO

Doug Merritt

Top Executive:

President, CEO

Kris Hagerman CEO

Partner Program

Guide 5-Star Vendor

Top Executive:

David Hughes

Founder, SVP, WAN Business, Aruba Guide 5-Star Vendor

San Francisco

Abingdon, U.K.

Santa Clara, Calif.

Partner Program

Splunk

Sophos

Silver Peak Systems

To see just how fast the edge computing phenomenon is taking hold, look no further than the speed at which Splunk is helping customers make sense of data at the edge. “2020, for an unexpected set of reasons, [due to] the pandemic, has cemented firmly that the data age has arrived,” said Merritt. Partner Program Guide 5-Star Vendor

StorMagic Bristol, U.K.

Top Executive:

Brian Grainger

SonicWall San Jose, Calif.

Top Executive:

Bill Conner

President, CEO

Partner Program

Guide 5-Star Vendor

Symantec, a division of Broadcom Mountain View, Calif.

CRO

Top Executive:

Partner Program Guide 5-Star Vendor

Hock Tan

President, CEO, Broadcom

T-Mobile

Uplevel Systems

Veeam Software

Verizon

Versa Networks

Bellevue, Wash.

Tigard, Ore.

Baar, Switzerland

New York

San Jose, Calif.

Top Executive:

Michael Sievert

Tom Alexander

William Largent

Hans Vestberg

Kelly Ahuja

Partner Program

VMware

WatchGuard Technologies

President, CEO

Co-Founder, CEO

Chairman, CEO

Guide 5-Star Vendor

Vertiv Columbus, Ohio

Rob Johnson CEO

Vertiv’s extensive portfolio of tailor-made edge power, software and service offerings focus on enabling micro data centers in remote and small IT environments. In September, it launched a preintegrated micro data center rack that includes a PDU, monitoring sensors, software and a self-contained rack cooling system for easy edge deployment. Partner Program Guide 5-Star Vendor

Palo Alto, Calif.

Top Executive:

CEO

Guide 5-Star Vendor

Seattle

Pat Gelsinger

Top Executive:

Partner Program

CEO

Guide 5-Star Vendor

Partner Program Guide 5-Star Vendor

President, CEO, OpenText

Zededa

Zscaler

Zix

San Jose, Calif.

Dallas

Top Executive:

Tony Thomas

Said Ouissal

Jay Chaudhry

David Wagner

SPECIAL ISSUE 2020

Founder, Chairman, CEO

Broomfield, Colo.

Top Executive:

Windstream

Founder, CEO

Webroot, an OpenText company

Prakash Panjwani

Little Rock, Ark.

President, CEO

CEO

President, CEO

Mark Barrenechea

Powering data centered on the edge

POWERING THE EDGES

Eaton offers power management solutions for distributed IT edge environments, keeping mission-critical applications and devices running longer and preventing servers from data loss. To address the unique challenges that occur at the edge, Eaton’s suite of solutions allow you to organize, protect and manage any edge environment. Eaton’s PowerAdvantage partner program gives you the tools, training and marketing resources needed to easily promote and quote an edge solution. Don’t leave money on the table. Take advantage of additional program discounts for selling a complete power management solution.

N EW US E CAS ES

5G Technology: Fueling Innovation At The Edge Solution providers say that the link between 5G and edge computing can be boiled down to one word: latency. The fifth-generation global wireless technology promises to fuel innovation at the edge by powering brand-new use case, enabling more data collection and faster processing than ever before. “5G is going to provide more opportunities at the edge because [businesses] will have more connectivity options,” said Joel Grace, vice president of engineering and emerging technologies at Sayers, a Vernon Hills, Ill.-based solution provider specializing in a variety of IT offerings and services for customers, including edge technologies and the Internet of Things. The network is the underpinning of edge use cases, Grace said. By pairing 5G and edge computing, different business units will be further enticed to outfit devices like smart cameras and sensors to collect more data, which will drive more compute use cases at the edge. The result? Expanding opportunities for solution providers in collecting data at the edge, Grace said. According to research firm IDC, the worldwide edge computing market is forecast to reach approximately $250 billion in 2024 with a compound annual growth rate of 12.5 percent over the next four years. 5G technology is expected to act as a catalyst for that market growth. Like Sayers, solution provider giant Presidio believes that 5G will help further edge computing opportunities because of the latency and bandwidth improvements it will bring to the table that will aid in data capturing, according to Presidio Chief Technology Officer Vinu Thomas. “Talk to any technologist and they’ll tell you that edge is really important—we’ve heard that from Cisco [CEO] Chuck Robbins, Amazon Web Services [CEO] Andy Jassy and VMware [CEO] Pat Gelsinger. When you look at being able to capture the data at the edge and transfer that data back to a centralized location to apply AI and then transfer it back, you need a fast backbone,” Thomas said. Presidio, based in New York City, is aggressively going after IoT opportunities, especially in the transportation, smart cities and education spaces. Today, the edge of the network often communicates with the cloud or data center, but in emerging use cases such as connected cars, edge-to-edge communication powered by lightning-fast, low-latency technologies like 5G will need to be in place

SPECIAL ISSUE 2020

BY GINA NARCISI

to make all of these new applications a reality, according to Thomas. Enterprise 5G startup Celona, a one-year-old Cupertino, Calif.-based company founded by telecom and wireless veterans, believes that 5G and edge computing together will transform how enterprises will work, said Rajeev Shah, Celona co-founder and CEO. “The same applications that are driving a need for 5G on the wireless side are also driving the need for a portion of the compute services to come closer to the enterprise,” Shah said. Many industries right now need the same thing to power their IoT use cases: highly reliable low-latency wireless links that can power applications as quickly as possible, Shah said. “We see networking and compute really converging at the edge,” he added. Celona burst onto the scene in November 2020 with its private LTE/5G platform that allows enterprises to build their own private cellular networks. The platform uses CBRS-based LTE wireless technology, a spectrum band that was recently made available in the U.S. by the Federal Communications Commission. The first generation of Celona’s platform lets businesses create 4G LTE private networks, with 5G slated for later in 2021 as more 5G-capable devices hit the market, according to the company. It’s safe to say that 5G technology will begin creating new opportunities for businesses and solution providers. But as more data is captured and processing starts potentially taking place in new areas on the network, added layers of security will be required. DataVizion, a Lincoln, Neb.-based solution provider, has been focused on managing security and working with its customers to safely implement their forward-looking IT visions, said Kelly Schrad, president and CEO. Helping customers adapt their security policies toward trends such as remote working, or even what the new wireless environment will look like—including 5G—is critical to making sure data is being protected at the edge, he added. To DataVizion, 5G connectivity is “just another edge” that needs to be secured, Schrad said. “We’re looking at building relationships with some of those providers that will allow companies to extend their policies into those edge networks,” he said. “We’ll be sticking to our core business—securing access.” 

EXECUTIVE VIEW

Helping Partners Diﬀerentiate Themselves In An Edge Computing World Executives from edge-focused technology vendors and distributors talk about the opportunities that lie ahead

Shannon Sbar, VP, Channels, North America, APC by Schneider Electric ‘Edge computing and the move toward more distributed environments in order to reduce latency and bring computing and networking closer to the consumer is and will continue to be our biggest opportunity. We are well positioned to continue to capitalize on this market force as we continue to roll out innovative oﬀers, programs and tools that allow our partners to diﬀerentiate their business and sell profitable solutions.’

Sammy Kinlaw, SVP, Endpoint Technologies, Tech Data ‘An endpoint is really not the end; it’s really the beginning. And it is the edge. It’s the way in which we’re reaching the cloud. ... Devices associated with cloud are key. It’s the entree point. So if you associate 5G, you associate IoT, nextgen [technologies]. There are all types of opportunity with devices.’

Hervé Tardy, VP, GM, Distributed Power Infrastructure Division, Eaton ‘We see retail investing heavily in these types of [edge] solutions, deploying them typically to enhance the customer experience on-site or to address the new needs generated by COVID-19, curbside pickup, etc. [And in] edge computing, if you deploy a solution with artificial intelligence it will drive the power requirements significantly up inside the rack enclosure. So instead of needing maybe a 3- or 5kVA UPS, which used to be the standard, they may need 10-, 12-, 15-, 20kVA, which will require a much bigger UPS, much bigger infrastructure, and probably more margin for the resellers as well.’

Micheal McCullough, VP, Global Channels, Alliances, Akamai ‘It’s one thing getting the infrastructure to the edge, moving the workloads closer to the endpoints, but we need to make sure we do that in a way that’s secure, and customers are really challenged to get the right resources and skill sets internally to be able to do so. So having a partner with those skill sets, having a bench of resources that can help customers on that journey, is really key.’

Pete Klanian, VP, Americas Channel, Vertiv ‘While most people understand the need for robust “five-nines” physical infrastructure in the data center, many overlook this critical layer at both the endpoint and the edge. Think about what’s happening with work-/learn-fromhome initiatives nowadays and how important it is to maintain continuity across all of these areas. If your customer’s data center is up and running but its edge or endpoints are down, that’s obviously a problem. Customers rely on VARs and [solution providers] to help them think through these types of scenarios. Our partners understand that solving problems before they impact customers can help both their customers and their own bottom line.’

SPECIAL ISSUE 2020

Solution Provider Survey: Intelligent Edge By The Numbers INVESTING FOR THE FUTURE

KEY DIFFERENTIATOR

To what degree has your company invested in intelligent edge?

How important will intelligent edge solutions be to your 50% in the next 12 to 18 months? company 50% 50% 50%

52% Partially 52 %% 52 Partially

Partially

24% Extensively 24 %% 24 Extensively Extensively 23% 52%building % Just 23 23 % Partially a practice Just building

24%

Extensively

25% 25% 25%

21% 25% 21% 21%

23%

21%

Just building Just building a practice a practice a practice 3% Important

Critical Critical

(n=165)

(n=165) Critical

Moderate

Not Important

Important Moderate Not Important Important Not Important Important Moderate CriticalModerate

3% Not Important

THE CHANNELâ&#x20AC;&#x2122;S INTELLIGENT EDGE EXPERTISE To what degree have you established technical skills in the following technology segments? 7% 13% 14% 14% 14% 18% 25% 7 % 13% 41% 14% 14% 14% 45% 287%% 18% 13%14% 14% 18% 14%14% 14% 25% 18% 13% 33% 14% 25% 37 % 36 % 41% 25 % 38 % 45% 28 % 37% 41%45% 45% 28 % 41% 33% 42% 37% 36% 38% 37% 33% &("% 37%33% 36%38% 32 38% 37% 36% 37 % 37 % 42% 34% &("% (*" % 42% &%" 33% 34 % 27 32 42 % &$" &("% &!" % 31 % 36 &$" 32 31% 34% (*" % &%" 33% 34% 34 % 27 ()" % 34% &$" (*" % &!" % &%" 33 % 31 % 36 34 % 28 27 &$" (*" % &%" $'" 33 % 34 % 19% 33% 27 31%&$" &$" $!"% &!" %&$" 31 % 36 16 23% &!" % 31% 31%% 19% 36 31% 16% &$" ()" % 14 13 % 28 $'" 6 % 6 % 5 % 19% $'" ()" % 33% $!"% 16 28 ()" % 23% 28 19%$!" 33% $!"% % $'" % 16 19 16 % 23CPE % 14Virtual % 13%analytics 19Edge Virtual 5G 23% Wi-Fi networking Edge security Hybrid cloud SD-WAN 19% 16% 14% Edge 6% 6% 16% management 5% 19% 14 % 13 %16% management software (uCPE, vCPE) networking 13 % 6% 6% 6% 5% 6% 5 % Edge analytics 5G Wi-Fi networking Edge security Hybrid tools cloud Virtual (VNF) SD-WAN andEdge orchestration Virtual CPE functions Wi-Fi networking Extensive Extensive Extensive

Edge security Hybrid cloud Virtual management networking Wi-Fi networking Edge security Hybrid cloud managementfunctions networking tools (VNF) management Limited None tools functions (VNF) tools

Moderate

Moderate Moderate

Limited Limited Extensive

None None Moderate

Limited

Edge analytics Edge SD-WAN management (uCPE,Virtual vCPE)CPE Edge analytics Edge Virtual software SD-WAN software softwareand orchestration management vCPE) software (uCPE, management networking and orchestration software and orchestration functions (VNF) software software

(n=159)

28% &("% 32

33%

5G Virtual CPE (uCPE, vCPE)

None

VERTICAL MARKET HIT PARADE Health (includes pharmaceutical) IntoCare which vertical markets

47% 4447 %% 47% 42 %% 44 44% 42% 42%

(n=159)

are you currently selling intelligent edge solutions?

Manufacturing Health Care (includes pharmaceutical) Health Care (includesHealth pharmaceutical) Care (includes pharmaceutical) Finance/Banking/Insurance Manufacturing Manufacturing Manufacturing Retail 29% Finance/Banking/Insurance Finance/Banking/Insurance Finance/Banking/Insurance Government/Public Sector 2629 % % Retail Retail 29% Retail Construction 24%% Government/Public Sector 26 Government/Public Sector 26% Government/Public Sector Electronics/Technology 23%% Construction 24 Construction 24% Construction Travel/Hospitality 19%23% Electronics/Technology Electronics/Technology 23% Electronics/Technology Transportation/Logistics/Automotive 18%% Travel/Hospitality 19 Travel/Hospitality Travel/Hospitality 19% 19% Security/Surveillance 16%% Transportation/Logistics/Automotive 18 Transportation/Logistics/Automotive 18% Transportation/Logistics/Automotive 18% Communications/Networking 16 Security/Surveillance 16 % % Security/SurveillanceSecurity/Surveillance 16% 16% Entertainment/Media Communications/Networking 1615 %% Communications/Networking 16% Communications/Networking 16 % Energy/Utilities 12 % Entertainment/Media 15% Entertainment/MediaEntertainment/Media 15% 15% Military 6% 12% Energy/Utilities Energy/Utilities Energy/Utilities 12% 12% 46%% Agriculture/NaturalMilitary Resources Military 6% Military 6 % Other 7% 4% Agriculture/Natural Resources % Agriculture/Natural Resources 4% Agriculture/Natural4 Resources Other 7% Other 7% Other

47% 44% 42%

29% 26% 24% 23%

Source: IPED Consulting Intelligent Edge Market Update, November 2020

SPECIAL ISSUE 2020

CONFIDENCE AT THE CORE. EXCELLENCE AT THE EDGE.

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THE CHANNEL COMPANY is excited to recognize this yearâ&#x20AC;&#x2122;s Edge Computing 100 vendors! We want to give a special thank you to our sponsors for helping us highlight the groundbreaking technologies and solutions that make up the edge computing marketâ&#x20AC;&#x201D;5G, Cloud, Edge Services, Infrastructure and Security.