Red Hat Canada boss Luc Villeneuve has spent the last few years investing in his partners, and now he’s seeing partners returning the favour, helping to drive significant growth for the open-source giant.
Scott Strubel, Commvault’s vice president of worldwide channels discusses the impact of the recent changes to Commvault’s channel operations, and what still remains to be done.
Red Hat is in the middle of a journey to change how it segments and goes to market in SME. It shared its plans, and where it needs help from partners, at this week’s North American Partner Conference.
Dell EMC’s quarterly Partner Broadcast was mainly about recounting their many trumps in the first half of the year, but there was some new news here which will interest their channel partners.
UiPath, a red-hot player in the robotic process automation space, is ramping up their channel business to accelerate the momentum that has taken them from $1 million to $100M in annual recurring revenue in less than 21 months, and are also announcing a new channel program.
The new tracks – the last of those likely for specific types of partners – were announced at this event, and will go live at next year’s Global Partner Summit. Other channel changes include some enhancements to the certification process.
Cohesity has doubled the amount of dollars allocated to their partner program, with new perks like rebates for sales to very large customers and formalized and expanded MDF. They have also established a model for service providers within the program, which provides mechanisms like consumption-based pricing suited to this business model.
In addition to moving VARs and MSP sales into the same pool, the new StorageCraft partner program now brings all the company’s products into a single program, including brand new and acquired ones.
With a year in the books since the launch of Hitachi Vantara, and five months into a brand new partner program, the company looks at the evolution of the channel changes that accompanied its own reinvention of itself, and what more remains to be done.
Square has built a big business around providing support to microsellers who were too small to interest credit card companies, or who found their services too expensive. While this market is still their core, they have moved upmarket as well, with larger sellers, assisted by strategic partnerships with companies like SAP. The new channel program is designed to support partners in this upmarket transition.
Meta Networks, whose network-as-a-service offering appeals to a variety of solution providers across the security, networking and managed services spaces, wants to start with a limited number of initial partners, and make them successful before expanding the program.
Recruitment of new MSP partners, in a business where the cloud is constantly increasing in importance, is a top priority for Arcserve.
Zebra sells its solutions predominantly to major verticals like retail and manufacturing, where most of their partners play, but for the first time they have announced a specialization for what will be a fairly small minority of partners with a deep focus in an area.
FileCloud has been selling their Enterprise File Sync and Sharing Solution mainly direct, and through larger MSPs who do their own hosting. However, they just launched a partner program for smaller MSPs looking to resell a service that FileCloud hosts, and are looking – selectively – for additional partners.
The Channel Charter – Nutanix’s new channel program – is designed to encourage partners to move beyond HCI to the cloud, while also allowing smarter partners who are deeply focused on Nutanix to qualify for the program’s top tier.
SAP launched this new component in their cloud strategy this March, and have already had 450 partner solutions qualified – with between 700 and 800 more in the pipeline.
Panasonic has made major changes to its product set and its channel go-to-market mechanisms in order to better expand in enterprise markets outside their rugged PC stronghold.
OneLogin, which has been focused more on cloud identity management for SMBs, has gotten more aggressive in the enterprise with the differentiating hybrid capabilities from its introduction of OneLogic Access earlier this year.
The new program significantly improves partner enablement, while looking to double down with key go-to-market partners and encourage joint solutions with SnapLogic Technology Partners. SnapLogic also wants to recruit some more partners in Canada.
HYCU brought a rudimentary channel program with them when they spun out of Comtrade Software earlier this year, but now they have essentially remade it, making changes to strongly align with what Nutanix is doing, and adding the kind of features channel partners expect.
