ADTRAN has dumped product discount rules intended to ensure quality by limiting discounts to partners specializing in the area, while at the same time expanding training with free self-serve modules, and eliminating the deal registration revenue threshold.
Today’s SMBs want to see evidence of innovation from their trusted advisors, but at the same time, solution providers should avoid falling into a false either-or trap – either you get on the cutting edge and change your business model, or you will be out of business soon.
Violin previously sold mainly direct in North America, and had an ineffectual partner program. Now the program has been greatly strengthened, as Violin looks to turn new sales over to partners prepared to commit to and invest in them.
The deal will expand Cirius’s global presence further, and will be of significant importance in the Canadian market, where the Vancouver-based company has not been as strong, relatively, as it has been outside Canada.
The Mississauga ON-based MDM vendor is already the leader in the commercial Android space, and expects that Android for Work will make Android mainstream in the enterprise, which is excellent news for them and their channel partners.
A new software solution for commodity hardware is aimed at service providers, and won’t be much of a reseller play, but gives SolidFire the distinction of being able to sell the exact same solution as an appliance, infrastructure, as a service, and now software.
iboss is well known in the education space, where it has a strong presence, but new SVP of Worldwide Sales Frank McLallen is looking to take advantage of their solutions’ scalability, and expand much more deeply into other markets.
Compared to last year, the changes to Dell’s partner program as the company begins a new fiscal year are much more modest, although the extension of rebates for new business to Registered partners will cause much cheer in that quarter.
Paessler is seeing a significant increase in its North American channel business, and this year plans to improved MSP support, enhance their channel program, and make a deeper push into the Canadian channel.
In a wide-ranging discussion of where Citrix is headed in the Canadian market, their country manager also identifies key issues with competition, mobility, storage, and the impact of recent announced changes to the partner program.
The long-time Ingram Micro exec joins a company that uses Big Data analytics to capture annuity contract revenue data for OEMs and distributors, which is then passed to channel partners to create immediate renewal sales opportunities.