Channel Programs

Microsoft partners face a fork in the road
Channel Programs

As Microsoft Aspires to Apple Model, Channel Changes

September 4, 2013 Larry Walsh (Channelnomics) Comments Off on As Microsoft Aspires to Apple Model, Channel Changes
Success in buying Nokia could look something like Apple’s juggernaut complete-stack model, but failure could make Microsoft the next BlackBerry.

Greg Davis, vice president of channels, Dell
Channel Programs

Dell Adds Software Competencies to PartnerDirect

September 4, 2013 Robert Dutt Comments Off on Dell Adds Software Competencies to PartnerDirect
Dell expects to increase ranks of certified partners with new options for channel to move into adjacent opportunities.

Phil Sorgen, new worldwide channel chief at Microsoft
Channel Programs

Former Microsoft Canada Head Named Channel Chief

August 29, 2013 Robert Dutt Comments Off on Former Microsoft Canada Head Named Channel Chief
Former Microsoft Canada president Phil Sorgen to take over from Jon Roskill as global channel chief.

Dave Cariquist, vice president of worldwide STG channel at IBM
Channel Programs

IBM STG Turns to Channel-First Co-Selling Model

August 29, 2013 Robert Dutt Comments Off on IBM STG Turns to Channel-First Co-Selling Model
IBM sales will not be paid unless partners involved in a deal under changes that move much enterprise business from channel-neutral to channel-friendly

VMware CEO Pat Gelsinger
Channel Programs

VMware Chief: Virtualization Has a Decade of Runway

August 27, 2013 Robert Dutt Comments Off on VMware Chief: Virtualization Has a Decade of Runway
As VMware broadens its borders beyond its sweet spot in server virtualization, does it risk coming into increased conflict with allies and channel partners?

VCE channel chief D. Martin
Channel Programs

VCE Doubles Down on Channel Chiefs

August 27, 2013 Robert Dutt Comments Off on VCE Doubles Down on Channel Chiefs
Chris Sullivan, VP of sales at VCE will take over VAR relationships while longtime channel chief D. Martin will focus on growing new types of partnerships

New VMware global channel chief Dave O'Callaghan
Channel Programs

VMware Looks to Build Value Channel

August 26, 2013 Robert Dutt Comments Off on VMware Looks to Build Value Channel
VMware will roll out a new partner program between now and its Partner Exchange event early next year, introducing four tiers and a simplified approach.

Channel Programs

Partners to Vendors: You’re SKUing Us to Death

August 23, 2013 Larry Walsh (Channelnomics) Comments Off on Partners to Vendors: You’re SKUing Us to Death
Partners lament vendors with too many product variations, making it hard to figure out what to buy and resell.

Marvin Blough is leading the charge to bring Dell Software into PartnerDirect.
Channel Programs

Dell PartnerDirect Nears Software Integration

August 19, 2013 Robert Dutt Comments Off on Dell PartnerDirect Nears Software Integration
Dell will add new competencies to PartnerDirect program as it builds on its solutions focus.

Chris Doggett, managing director of Kaspersky Lab North America
Channel Programs

Recruitment Done, Kaspersky Sets Sights on Enablement

August 13, 2013 Robert Dutt Comments Off on Recruitment Done, Kaspersky Sets Sights on Enablement
Kaspersky Lab says its efforts to add coverage where it had gaps helped fuel solid growth in its business-to-business efforts in the first half.