B.J. Ferguson has joined Keyfactor as its channel leader, and he has resdesigned the channel program to both recruit and enable more reseller, SI and consultant partners.
Since last summer, SecureAuth has reconstructed the way in which it manages its partners and the way in which they interact with the internal sales force. They have also made major improvements to their training, and want to make further improvements to partners’ ability to sell services around SecureAuth, and sell SecureAuth as a managed service.
New Avaya channel chief Jon Brinton lays out Avaya’s channel strategy for the year ahead, which unsurprisingly emphasizes the new Avaya Cloud Office but also focuses on developing new channels.
Ivanti looks to reverse past errors by introducing a Chief Customer Officer and a focus on making customers happy rather than end-of-lifing their products. That will see renewals centralized in a new business unit. That change to channel policy is accompanied by another in which the company will focus on far fewer partners.
Cisco Canda channel chief Mark Collins discusses the made-in-Canada Lead Conversion Incentive and Joint Value Incentive in this edition of the podcast.
TIBCO talked with ChannelBuzz at AWS Re:Invent about how the company has pivoted to an increasingly hybrid and cloud-native world, and how partners like AWS are now a core part of that strategy.
Rodney Foreman, Cobalt Iron’s chief revenue officer, emphasizes that the unique nature of the company’s SaaS model in enterprise data protection allows them to offer significantly higher margins than competitors.
Coincident with the announcement of Barnes’ official appointment, Hammerspace announces their first channel partner program.
The new APN Global Startup program is aimed at ISV partners, as are changes to Marketplace policies. The new competencies impact both consulting and ISV partners.
Doug Yeum, who is at his first Re:invent as global channel chief talked with ChannelBuzz about his objectives in his new role, which reflect the fact he is not from a traditional channel background.
Garrett Jones, most recently with ForcePoint, has joined IronNet as their global channel chief, and he is building a channel program to roll out early in 2020.
Threat Stack gets much more proactive in its partner strategy, with a channel program that incorporates partners ranging from cybersecurity giant Optiv to specialized regional consultancies.
Dell is trumpeting their 78 Net Promoter Score from Canadian partners as proof of their successful transition to a more regional coverage model. ChannelBuzz talked with two key Canadian channel partners about how today’s partnering model impacts their business.
At its Canadian partner summit, Dell Technologies highlighted the development of a strong sales and account relationship between Dell and Canadian partners, which led to a very high 78 NPS score of Dell from those partners.
DataVisor has a differentiated unsupervised machine learning solution, with the initial Go-to-Market being focused on systems integrators and strategic vendor partners.
The major changes to the program include moving from a single tier to three, and adding a new business incentive for both net-new customers and for sales of the additional Cohesity data management solutions.
Pivot3’s heavy video surveillance business means they have a rough balance of IT and OT partners, and the new program has a greater focus on teaching both to speak the other’s language.
Menlo is building out a select channel of partners with a deep expertise in both security and the cloud.
Cisco’s second business specialization for partners will highlight the growing importance of coding and automation in the company’s lineup of services.
Cisco says it will expand its Global Problem Solver program to include partners over the next year, and invites partners to help it fund young organizations looking to change the world with technology.
