Given that partners have their hands full with the COVID-19 situation, NetApp wanted to limit the change they have to deal with now, but major changes are coming to simplify and expand the program, while adding new investment and better differentiating partners.
Brightcove sees the enterprise market as prime for the introduction of legitimate enterprise grade video solutions, and needs an effective channel to more fully penetrate that market.
Canonical continues its strategy within the last year of investing more to better manage relations with their high-value partners, by establishing a separate program for GSIs.
Commvault global channel chief Mercer Rowe discusses why Commvault reworked its channel program just a year after they remade it last year, and why he believes the changes will incent better partner performance.
Vectra has also introduced more standardization of the programs in EMEA, APJ and the Americas, while still allowing for some local flexibility.
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.
