Volini described the proposed changes to the channel program as fundamental and ‘down to the studs,’ with the idea being to drive more partner business, particularly to non-traditional buyers.
Trellix has introduced their first set of sales plays to be used around their XDR capabilities, which will let partners do health checks and predictive analytics for customers.
The Leadership Summit highlights some specific initiatives, but the major focus is GitLab’s recent reconceptualization of its alliance and channel programs to get partners working more collaboratively with GitLab.
Apica has had a small channel that has accounted for a small percentage of their sales, but while the expanded channel they want will still be relatively small, they want it to bring in significantly more business.
A major theme running through the announcements is to make it easier for more types of partners to engage in higher level value-add activities with Fortinet.
The gains were similar to those in the U.S, which is impressive because the Interactive Flat Panel business is more advanced in the U.S. than in Canada.
Acumatica has a 100% channel strategy, but that makes it even more imperative to maximize the efficiency of their partners, and Boguszewski has some plans in this regard.
RevMatch now essentially becomes the top tier of a new two-tier program, which adds new features and benefits for partners.
Waterloo-based Cavelo makes a platform which assesses broad aspects of data management and regulatory reporting requirements, and, unusually for their space, is focused on the SMB and SME rather than the enterprise, and concentrates on going to market through partners.
While LiveVox has been around for years, their channel is really less than a year old, and the new partner program is designed both to attract quality new partners and to get new and existing partners up to speed.
The channel is relatively new in Lightbits’ strategy, but the new channel leader was brought in to scale growth in accordance with what has become a channel-first strategy.
The program is scheduled to be fully rolled out by the time Nextiva has a set of major project launches late in the year, and will complement a planned international expansion, which includes Canada.
Digitate has released their new Elevate Partner Program, which adds tiering and emphasizes strong software margin renewal margins and long-term partner business plans.
The new program, which replaces a traditional one, is a single tiered program which gives margin rather than discount, emphasizes partners bringing in the deal, and awards bonus Loyalty Points to add to margins for additional actions that show commitment to the company.
The certification program will eventually be a key component of the Hunters partner program, which is currently being designed.
A key element is the reintegration of channel and alliances strategy into one overarching approach, even though they are managed by two separate executives.
Aruba also reviewed recent partner-focused announcements, including the new Aruba service packs announced at the HPE GreenLake event on March 22.
Gavin Osters, who designed SentinelOne’s original channel program, joined Randori as Head of Channel to drive the company to being 100% channel sales.
A key benefit for traditional AV partners who have sold Zoom Rooms in the past, but been largely excluded through regulations from selling phones, is that they will be able to resell Zoom Phones with Native Capabilities. This will be phased in by geos, and while the U.S. and Canada are not in the first wave, they are on the road map.
Orit Shilvock just joined Prevention-as-a-Service provider Perception Point as their VP of Channels and Strategic Alliances, and while the company has already begun its transition to a 100% channel model, her job is to take them there more quickly and efficiently.
