Channel Programs

Channel Programs

New Perception Point Channel Chief Orit Shilvock lays out strategy for channel success

March 25, 2022 Mark Cox Comments Off on New Perception Point Channel Chief Orit Shilvock lays out strategy for channel success
Orit Shilvock just joined Prevention-as-a-Service provider Perception Point as their VP of Channels and Strategic Alliances, and while the company has already begun its transition to a 100% channel model, her job is to take them there more quickly and efficiently.

Big Data

Alteryx continues refocus around Partner-Led in partner program restructure

March 21, 2022 Mark Cox Comments Off on Alteryx continues refocus around Partner-Led in partner program restructure
The program adds new tiers for GSIs, ISVs and OEMs, to move beyond the original VAR partner base and deepen the enterprise focus, and also enhances partner benefits across the board.

Channel Programs

Deep focus on Customer Lifecycle Management highlights Mitel strategy under new channel chief

March 11, 2022 Mark Cox Comments Off on Deep focus on Customer Lifecycle Management highlights Mitel strategy under new channel chief
Other priorities include more emphasis on partner business plans, and making it clear to partners how switching to the RingCentral partnership for their UCaaS puts both Mitel and their partners in a stronger position than before.

Channel Programs

Zebra Technologies establishes SMB specialization

March 8, 2022 Mark Cox Comments Off on Zebra Technologies establishes SMB specialization
Zebra’s new specialization is not targeted at a broad partner base but at a fairly select number of partners who already have an SMB practice, and is focused on making those practices even more profitable and effective.

Channel Programs

HP sees strong momentum behind HP Amplify Impact program’s first year in Canada

February 24, 2022 Mark Cox Comments Off on HP sees strong momentum behind HP Amplify Impact program’s first year in Canada
HP Amplify Impact is a partner assessment and training program that leverages HP’s Sustainable Impact strategy, and has a goal of enrolling 50% or more of their global partner community by 2025.

Channel Programs

Checkmarx continues to scale up channel-first model by hiring VP of Worldwide Channels and Alliances

February 24, 2022 Mark Cox Comments Off on Checkmarx continues to scale up channel-first model by hiring VP of Worldwide Channels and Alliances
Mark Osmond, who came to Checkmarx from Veeam Software, talks about what he sees as the challenges facing application security testing partners moving from on-prem to the cloud, how he intends to make things easier for them, and other elements of the company’s channel strategy for the year ahead.

Channel Programs

Difenda pivots to channel first strategy with channel program launch and appointment of Juliana Zaremba as strategic partnerships director

February 23, 2022 Mark Cox Comments Off on Difenda pivots to channel first strategy with channel program launch and appointment of Juliana Zaremba as strategic partnerships director
Difenda is expanding its channel to bring their Difenda Shield powered by Microsoft in front of more customers, and so is looking to use the new program to selectively add quality partners.

Channel Programs

Solarwinds reorienting Go-to-Market around partners as they expand subscription and move into end-to-end observability

February 22, 2022 Mark Cox Comments Off on Solarwinds reorienting Go-to-Market around partners as they expand subscription and move into end-to-end observability
Solarwinds has not had a full global partner program in the past, but new global channel leader Jeff McCullough is working on one, for the second half of this year.

Channel Programs

Pondurance adds first Channel Partner program as part of more systematic channel strategy

February 22, 2022 Mark Cox Comments Off on Pondurance adds first Channel Partner program as part of more systematic channel strategy
MDR provider Ponderance has had partners for a while, but started to get serious about building out a powerful, profitable channel only in late 2020, and the new partner program is the next step in this strategy.

Channel Programs

MDR provider Red Canary to expand support for partner models with new partner program

February 15, 2022 Mark Cox Comments Off on MDR provider Red Canary to expand support for partner models with new partner program
Red Canary has typically worked with Incident Response partners in the past, but the new Red Canary Partner Connect Program also provides support, using a common framework, for MSPs, Solution Providers; Technology Partners, and Insurance and Risk partners.