Secureworks has worked with channel partners before, but informally in the field. Their first formal channel program is a single-tier one designed explicitly to be very easy for partners to use.
BlackBerry has introduced four suites, which they are encouraging partners to position over the existing standalone offers from both BlackBerry UEM and Cylance.
Dell Canada channel chief Andre Valiquette and Darren Fedorowicz, vice president of North American channel sales for Dell Financial Services talk through the vendor’s response to COVID-19 challenges for partners in this edition of the podcast.
Siemplify has made multiple changes to simplify the Go-to-Market model, but the headline here is margin protection up to a 65% discount level.
SlashNext has rebooted their business model from appliance-centric to the cloud, and their differentiation is their attention to phishing threats in other mediums than email.
NetApp’s short term pandemic policies, its longer term channel initiatives, and its recent acquisition strategy, all drive towards the same cloud-centric goal.
The Boston-based startup has named Chris Riley as SVP of Sales and will look to expand to the next stage of growth with a channel-first strategy.
New Relic has updated a partner program that no longer adequately reflected their solutions mix, or who was selling the solutions.
Dee Dee Acquista’s job has been expanded over that of previous BeyondTrust channel chiefs, to add alliances as well, as the company looks to take its channel business to the next stage of growth.
Okta has a strategic focus this year on improving partner capability to do more in the deal process, and has implemented multiple initiatives to facilitate this.
The new Poly partner program which brings the two legacy ones together will feature a new partner portal, that will be live on April 10.
SonicWall has made some significant changes to their MSSP partner program, adding more flexible billing and licensing management options, and tweaking the program tier requirements and benefits.
The multi-faceted changes to the DCG program are designed to refresh policies which new DCG channel head Steve Biondi saw as having disincented strong partner growth activities instead of encouraging them.
Onapsis’ channel strategy has large integrators front and centre, but the company is actively involved in facilitating and creating relationships across the four partner pillars.
Aptum, formerly Cogeco Peer 1 until a rebranding last year, revamped its Go-to-market strategy going forward and is executing on that amid the disruption caused by the Wuhan coronavirus.
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.
