Skov, who is Danish and has been running Aruba’s channel business in northern Europe, replaces Donna Grothjan, who retired this year.
Torq’s technology was designed to provide a better alternative to the SOARs in the marketplace today, and while to date they have sold in the Fortune 500, they are looking to the channel to broaden that out.
With Pure’s portfolio expanded down to the lower reaches of the data centre, and flash reaching that long-sought price parity in that environment, both Pure and their partners think the potential for significant growth has arrived.
Blancco has harmonized its partner program to make all partner types eligible for the same benefits, while also creating a small elite group of 15 partners with whom they will work more closely.
CTERA has added a third tier to their channel program to better differentiate and reward their most productive channel partners, and added new support to make them more efficient sellers.
Project Harmony was the one new initiative specifically for partners announced at this year’s Dell Technologies World, within the context of a news-rich event which will create many other partner opportunities.
While the company had a relatively new partner program, it had been created to bring together the partners from four companies which had been brought together to for BeyondTrust, and the program has now been revamped to bring it up to state of the art standards.
While ThreatModeler has always had partners, new regulatory mandates and customer desires for more automation have led to the creation of a new partner program to support skilled partners whose design offerings and services complement ThreatModeler’s well.
Panasas has substantially evolved their portfolio in the last few years to become much more of a software company, and is working on skilling up their channel further to sell the new solutions.
The new ISV partner program differs from its predecessor in that it is consumption aligned, and also minimizes barriers to entry.
The new MSP program, the first shoe to drop in what will be a complete restructuring of Riverbed’s partner program by the end of this year, is focused on broadening Riverbed’s presence downmarket from their traditional enterprise base for their Alluvio Unified Observability Solutions.
Aruba’s channel leaders summed up the importance of the Atmosphere event for partners, and gave an indication of where partner strategy is headed.
Barracuda strengthens investment in partner experience, particularly for more technical SEs, with new hires, with more to come, as well as additional enablement resources.
The support for OT integrations is something Tenable had not been able to offer technology partners until recently, because they are very different from IT integrations, but the technical obstacle to achieving this has been overcome.
Appfire has been selling its software for years through a channel-first strategy, principally through the Atlassian platform and ecosystem, but has now formalized and beefed up its own channel program to make partners more productive and recruit more good ones.
With its new Accelerate Partner Program, Gluware has built out new tools to drive more partner incremental business, services and automation, and has gotten into distribution with Ingram Micro.
In the last year, Cribl built out much of its channels team and saw large increases in partner bookings, which they expect to increase this year with a new channel program ready to roll out,
Following the streamlining of their partner program last year, Aqua is also modernizing their enablement tools, starting with new certifications for partner sales and sales engineer staff, and with a certification for MSPs on the horizon.
HP will also integrate their distributors into the Amplify program, and announced two new enablement programs, More for More and Fast Lane.
Ermetic is a startup that started in the CIEM space and now offers a full CNAPP platform, which is sold by both reseller and MSSP partners.
