Dell’s CEO gave advice to partners on how to improve their businesses and indicated more channel enhancements will be announced at Dell World next month.
Dell kicks off its security event in Orlando, impressing upon SonicWALL partners, some of whom still have concerns about Dell as a vendor, that Dell’s channel commitment is 100% genuine and will continue to improve.
Canada is one of the countries where Unify pledges to be 100 per cent channel within twelve months – which will mean they will need to get distribution set up here.
RackWare is not yet using distribution in North America, but distributors growing role as cloud aggregators or brokers means they will likely look at this next year.
Cisco adds another $1 billion to the pot as it launches its Intercloud Fabric and announces new partners, including distributors, for its cloud strategy.
At this week’s Dell Canada Partner Summit 2014 in Toronto, Dell execs reiterated their channel commitment, asked for partner help in better defining their needs, and asked them to do even more business to help Dell make its targets.
Dell’s Project Collaboration, launched in July in servers and storage, was successful, and as a result by the end of October, it will be rolled out broadly across all lines of business.
While both Lenovo and IBM used some different distributors, under Lenovo all distributors formerly used by both companies will remain, and each distributor will be able to sell any server Lenovo sells. All partners will also be able to sell all Lenovo servers.
The Margin Rewards program gives an additional discount when the partner does business with new logos, to reward them for bringing in new business. It goes into a discount pool that the partners can use to buy software, which they can pass on to a new end user, or use themselves.
Trap-X has placed its TrapX Security Operation Center on the Google Cloud Platform, which allows partners to deploy entire secure SOCs and sensors quickly and inexpensively.
VMware says the company and its partners have to build closer customer relationships, outlines upcoming program changes to help partners make it happen.
The company began working with resellers in the U.S. a year and a half ago, and in March 2014 a partner program was formalized in the U.S. That program has now been extended to Canada.
Dell is seeing significant growth through distribution as it ramps up its activity with disties, including a return to working with Ingram Micro Canada.
VMware sees growth in cloud and end user computing, and tells partners it has to shift its sales motion as it becomes much more than a one-product company.
While ThreatTrack has a channel of SMB-focused VIPRE resellers, the new channel chief’s task is to build an enterprise-focused channel for ThreatSecure, and to do that, he is looking to distribution.
The enterprise SSD space is a very congested one, but BiTMICRO believes that it can differentiate itself from this crowded field because while they focus on IOPS, BiTMICRO focuses on capacity.