While Okta’s increased emphasis on Generative AI was the principal theme of their recent customer and partner event, motivating and equipping partners to double down with Okta on this journey was also critical.
Nutanix adds a series of new incents and enablement supports designed to make partners fully autonomous, efficient, and able to support customer success.
Solo, which makes a service mesh and API management platform named Gloo, is relatively new to the channel, but it brought in more than half their revenues last quarter, and they have announced their first partner program to build on that.
SAS is not only doubling down on its reseller channel, but its strategic vendor channel as well, extending partnerships to strengthen their mutual position in Generative AI and other advanced use cases.
While the previous Go Purple partner program was more of a bare-bones effort, the new Luminary Partner Program is better attuned to the company’s Cloud First strategy, and more complete, although formal certifications won’t arrive till next year.
Leostream has been in business over 20 years but sold mainly direct, with a minor partner presence, so the company has now established a channel program and transferred their Business Development team to manage partners.
Michael Porat comes in to further drive Salt’s growing API business by extending their strategic vendor partnerships and centralizing and enhancing their channel management.
Ewington won’t exactly be a new face, having been at HP and then HPE for 27 years, including many channel facing roles, and having been acting in this position on an interim basis since February, but his past experience provides him with views how partners can be made more effective.
At VMware Explore, VMware’s channel leaders took stock of recent changes to channel enablement, and provided a brief road map as well.
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.
