Threat Stack gets much more proactive in its partner strategy, with a channel program that incorporates partners ranging from cybersecurity giant Optiv to specialized regional consultancies.
Dell is trumpeting their 78 Net Promoter Score from Canadian partners as proof of their successful transition to a more regional coverage model. ChannelBuzz talked with two key Canadian channel partners about how today’s partnering model impacts their business.
At its Canadian partner summit, Dell Technologies highlighted the development of a strong sales and account relationship between Dell and Canadian partners, which led to a very high 78 NPS score of Dell from those partners.
DataVisor has a differentiated unsupervised machine learning solution, with the initial Go-to-Market being focused on systems integrators and strategic vendor partners.
The major changes to the program include moving from a single tier to three, and adding a new business incentive for both net-new customers and for sales of the additional Cohesity data management solutions.
Pivot3’s heavy video surveillance business means they have a rough balance of IT and OT partners, and the new program has a greater focus on teaching both to speak the other’s language.
Menlo is building out a select channel of partners with a deep expertise in both security and the cloud.
Cisco’s second business specialization for partners will highlight the growing importance of coding and automation in the company’s lineup of services.
Cisco says it will expand its Global Problem Solver program to include partners over the next year, and invites partners to help it fund young organizations looking to change the world with technology.
Ubiq believes that its technology, which protects data at scale, will be a disruptive one in the security space.
All partners will see enhancements to the deal registration and CPQ systems, while Technology Alliance Partners get more perks and a clearer progression path.
The channel announcements include ExtremeForward, a new MSP program for cloud-driven networking, and a new ExtremeCloud IQ specialization.
Dell’s channel delivered good performance numbers in their now-completed Q2, but the big news for the channel in the quarter may be a pair of management changes at Dell that are related to larger organizational restructuring.
The new program provides a way of rewarding partners that reflects the complexity of channel models today, and restructures and improves the training process.
Canadian partners need to be prepared to wait a while however. The new services launch in the U.S. only, and the plan is to pilot it there to make sure it delivers what customers want.
Hollywood stunt doubles and a data therapy dog were part of the core messaging Commvault delivered to partners at the start of their GO event Monday: that partners can trust Commvault to deliver peace of mind to customers and increased simplicity and predictability in their business with the company.
Supermicro also wants partners to make more use of Centres of Excellence to demonstrate POCs to customers.
Hitachi Vantara also clarified how they plan to manage the integration in January with Hitachi Consulting to optimize the new internal assets’ collaboration with partners, and limit any channel conflict.
The cybersecurity vendor looks to modernize first its training curriculum and then its entire partner program as it continues to expand its offerings.
The new Silver tier requires two days of training, rather than two weeks like the Gold tier, is focused on UEM, and gives Authorized partners the ability to move up and beyond reselling.
