Powell said that in addition to VMware honing in on a more partner-driven strategy, the new announcements at VMware Explore, and the philosophy behind them, will also open up new opportunities for partners.
Veritas has updated their traditional services program, but now they have modernized it to give partners more options than in the past.
While Mitel’s channel has recently gone through some structural changes, the focuses, including an emphasis on Customer Lifecycle Management, have remained consistent, and Mitel is doubling down in those areas.
Snow, which has been in the visibility and software asset management market going back into the last century, was content with their existing partner program, but thought a next-gen one would better equip partners for dealing with the challenges of today’s IT environments.
Last fall NetApp announced its new program, which they term an extension of the previous Unified Partner Program rather than a major overhaul of it, and after giving partners a suitable time to prepare for the new program, it is now operational.
FireMon is 100% channel but is still looking for more good partners, including ones in Canada, where they want to expand their operations.
The new Connect with Confluent program is designed for ISVs, one of the three partner groups Confluent works with, with CSPs and SIs/resellers having very different management frameworks of their own.
Votiro has built a broader Zero Trust platform out of their original content disarm and reconstruction technology, and has formalized a channel program to deepen their channel presence, particularly in the APAC region, the U.S., and Canada.
Auvik previously sold to MSPs, who in turn sold to their customers, so a partner program was not critical, but they now sell through MSPs as well, and through other types of reseller partners.
Vantage combines both the HPE hybrid cloud and HPE Aruba offerings into a program focused on partner business outcomes, that complements the existing Partner Ready program, and while the Aruba side has the advantage of past work in this area, the HPE side is still being built out, with several elements coming in November or early next year.
Skov, who is Danish and has been running Aruba’s channel business in northern Europe, replaces Donna Grothjan, who retired this year.
Torq’s technology was designed to provide a better alternative to the SOARs in the marketplace today, and while to date they have sold in the Fortune 500, they are looking to the channel to broaden that out.
With Pure’s portfolio expanded down to the lower reaches of the data centre, and flash reaching that long-sought price parity in that environment, both Pure and their partners think the potential for significant growth has arrived.
Blancco has harmonized its partner program to make all partner types eligible for the same benefits, while also creating a small elite group of 15 partners with whom they will work more closely.
CTERA has added a third tier to their channel program to better differentiate and reward their most productive channel partners, and added new support to make them more efficient sellers.
Project Harmony was the one new initiative specifically for partners announced at this year’s Dell Technologies World, within the context of a news-rich event which will create many other partner opportunities.
While the company had a relatively new partner program, it had been created to bring together the partners from four companies which had been brought together to for BeyondTrust, and the program has now been revamped to bring it up to state of the art standards.
While ThreatModeler has always had partners, new regulatory mandates and customer desires for more automation have led to the creation of a new partner program to support skilled partners whose design offerings and services complement ThreatModeler’s well.
Panasas has substantially evolved their portfolio in the last few years to become much more of a software company, and is working on skilling up their channel further to sell the new solutions.
The new ISV partner program differs from its predecessor in that it is consumption aligned, and also minimizes barriers to entry.
