Fortinet channel leader Jon Bove on the role partners play in supporting suddenly work-from-home clients, how Fortinet is supporting its partners, and opportunity in the SD-WAN market.
Clear Skye’s differentiation in the IGA space is its native integration with ServiceNow, which lets them reach further downmarket from where IGA has typically sold in the past.
Digital transformation has been accelerated by businesses adapting to survive the pandemic, and Cisco tells partners it’s an opportunity to reimagine business architectures for the future.
HPE GreenLake’s consumption model is now top priority for HPE, so unsurprisingly, it is top priority in messaging to HPE channel partners at Discover this year as well.
Going forward, Veeam’s acquisition by Insight is projected to make even more resources available for channel enablement than before.
A new Virtual Product Demo program pairs with a Bounty Program that gives a SPIF to channel reps for setting up a customer demo.
Cohesity offers partners the ability to use the pricing model preferred by most service providers, as they expand their MSP channel both upmarket to large telcos and downmarket to MSPs who serve the SMB and midmarket.
HYCU broadens its partner program to reflect the extension of its cloud partnering strategy since it introduced its Protégé multi-cloud program.
While the heavy lifting in restructuring ServiceNow’s partner program was done last year, the company is building on that this year with multiple new enablement initiatives to further empower partners and enhance the partner experience.
StorMagic’s SvKMS encryption key management solution is new to the MSP channel, and is being aimed at MSSPs as well as MSPs.
The company, which has moved to a channel-first model, expects that Synnex’s strength in Canada will help them grow their channel there.
The new initiatives build on the familiar strategic principles which were outlined in last year’s next generation partnering initiative.
IGNITE!, which is really a sub-program of RingCentral’s Channel Harmony program, is aimed at organizations with 400 employees and under, and features a different sales process tailored for a shorter sales cycle, and over which the partner has full control.
The new logo partner benefit complements an existing spiff for individual salespeople.
LogicMonitor has intensified its channel focus since Mark Banfield joined the company as CRO from Datto 18 months ago.
Secureworks has worked with channel partners before, but informally in the field. Their first formal channel program is a single-tier one designed explicitly to be very easy for partners to use.
BlackBerry has introduced four suites, which they are encouraging partners to position over the existing standalone offers from both BlackBerry UEM and Cylance.
Dell Canada channel chief Andre Valiquette and Darren Fedorowicz, vice president of North American channel sales for Dell Financial Services talk through the vendor’s response to COVID-19 challenges for partners in this edition of the podcast.
Siemplify has made multiple changes to simplify the Go-to-Market model, but the headline here is margin protection up to a 65% discount level.
SlashNext has rebooted their business model from appliance-centric to the cloud, and their differentiation is their attention to phishing threats in other mediums than email.
