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.
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.
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.
NetApp’s short term pandemic policies, its longer term channel initiatives, and its recent acquisition strategy, all drive towards the same cloud-centric goal.
Dee Dee Acquista’s job has been expanded over that of previous BeyondTrust channel chiefs, to add alliances as well, as the company looks to take its channel business to the next stage of growth.
Okta has a strategic focus this year on improving partner capability to do more in the deal process, and has implemented multiple initiatives to facilitate this.
SonicWall has made some significant changes to their MSSP partner program, adding more flexible billing and licensing management options, and tweaking the program tier requirements and benefits.
The multi-faceted changes to the DCG program are designed to refresh policies which new DCG channel head Steve Biondi saw as having disincented strong partner growth activities instead of encouraging them.
Onapsis’ channel strategy has large integrators front and centre, but the company is actively involved in facilitating and creating relationships across the four partner pillars.
Aptum, formerly Cogeco Peer 1 until a rebranding last year, revamped its Go-to-market strategy going forward and is executing on that amid the disruption caused by the Wuhan coronavirus.