The company has gotten more systematic about building out a channel, starting with MSPs, and has created a program for MSPs and MSSPs and hired Mike Lyons as global director of their MSP business.
The new channel and program are focused on taking Zoom’s video-first UC platform to market, which they believe will fit partner business models better through a referral system rather than doing deals on the partner’s paper.
CloudGenix’s new partner program makes resources available to partners on Day One, including a structured program for leveraging customer references that provides partners with a relevant customer to join their sales calls.
The new Lexmark Connect program emphasizes making Lexmark easier to do business with, while the Cloud Print Management service has been extended from direct sales to channel partners.
Teradici looks to deepen their strategic integrations with a refresh of an old program to both deepen integration resources and provide Go-to-Market assistance.
The gist of VMware’s new partner program has been public knowledge for many months, with the company emphasizing the depth of the program’s rethinking. While multiple programs have been harmonized into one, the Carbon Black, VeloCloud and Pivotal ones remain outside, but are not far off on the road map.
Malwarebytes launched a new program for MSPs, the first of what will be a three stage program, MP3, that is global in scale and will also have reseller and technician components that will roll out by summer.
After having started a major revamp of its partner program a year ago, Palo Alto Networks is now in the final stages of development of a comprehensive model for expanding partner services capabilities further.
Inkscreen has traditionally focused on BlackBerry and MobileIron, and while these companies remain critical to them, they have expanded their integrations to most other EMM vendors, and have now made changes to their channel program to reflect this.
B.J. Ferguson has joined Keyfactor as its channel leader, and he has resdesigned the channel program to both recruit and enable more reseller, SI and consultant partners.
Since last summer, SecureAuth has reconstructed the way in which it manages its partners and the way in which they interact with the internal sales force. They have also made major improvements to their training, and want to make further improvements to partners’ ability to sell services around SecureAuth, and sell SecureAuth as a managed service.
New Avaya channel chief Jon Brinton lays out Avaya’s channel strategy for the year ahead, which unsurprisingly emphasizes the new Avaya Cloud Office but also focuses on developing new channels.
Ivanti looks to reverse past errors by introducing a Chief Customer Officer and a focus on making customers happy rather than end-of-lifing their products. That will see renewals centralized in a new business unit. That change to channel policy is accompanied by another in which the company will focus on far fewer partners.
Cisco Canda channel chief Mark Collins discusses the made-in-Canada Lead Conversion Incentive and Joint Value Incentive in this edition of the podcast.
TIBCO talked with ChannelBuzz at AWS Re:Invent about how the company has pivoted to an increasingly hybrid and cloud-native world, and how partners like AWS are now a core part of that strategy.
Rodney Foreman, Cobalt Iron’s chief revenue officer, emphasizes that the unique nature of the company’s SaaS model in enterprise data protection allows them to offer significantly higher margins than competitors.
Coincident with the announcement of Barnes’ official appointment, Hammerspace announces their first channel partner program.
The new APN Global Startup program is aimed at ISV partners, as are changes to Marketplace policies. The new competencies impact both consulting and ISV partners.
Doug Yeum, who is at his first Re:invent as global channel chief talked with ChannelBuzz about his objectives in his new role, which reflect the fact he is not from a traditional channel background.
Garrett Jones, most recently with ForcePoint, has joined IronNet as their global channel chief, and he is building a channel program to roll out early in 2020.
