Cobalt provides pentesting through a platform, which delivers results quickly because they have a very large team of pentesters, and in response to solution provider interest, they have created a channel program to support partners.
A study commissioned by Intel specifically in Canada found that most channel partners have suffered from the pandemic. There was a fair amount of optimism for the year ahead however, although many partners said they need help to realize emerging opportunities in the cloud, IoT and AI.
Zerto is announcing a series of interrelated changes involving new rebates, deal registration, and more strategic partner management, with the goal being to encourage partners to work more closely with Zerto.
Longtime Cisco Canada channel exec Rebecca Leach discusses her new role heading up AppDynamics in this country, what the company’s looking for in a partner, and where it sees the biggest opportunities in this edition of the podcast.
Fortinet’s big product news, the launch of FortOS 7.0, actually took place a month ago, although its importance meant it was strongly emphasized at the event, but their channel announcements, including new specializations and the expansion of consumption-based billing to new products, were new.
EPOS, which took the US and gaming products in the 2020 split of Sennheiser, had never had a structured overall program in the Sennheiser days, but has reworked the program, believing that was necessary to scale their growth.
iXsystems’ open source storage model both facilitates the economics of the new program, and brings in leads that their internal people nurture until they are ready to close, then pass them on to partners who have brought in a deal of equivalent value.
Appgate’s first partner program since their spinoff from Cyxtera last year is explicitly focused on empowering and rewarding solution architects and sales engineers, to make them advocates of the company’s SDP technology.
BIO-key’s broadening of their offerings, from their initial biometric solutions to a broader range of IAM solutions delivered through a platform, has led them to remake their channel program, to help partners sell the platform.
Britive has established a partner program designed to enable a select number of partners to build a major business with their technology.
Microsoft-focused ISV AvePoint has a fairly large channel today, but there have been significant gaps in the enablement resources they are provided, and the consistency with which are provided globally. The plan is to change that.
The company’s channel leadership is emphasizing that the changes this year are all about simplifying and improving the partner experience.
The new ProsperIT program also better enables Netenrich to recruit and support partners who want to resell them, rather than embed them, a trend which has been growing recently.
While Imperva is looking to push more business to loyal partners rather than recruit a bunch of new ones, they are making a major launch down into the midmarket, with new subscription plans, a lead generation machine, and new incents to help partners along.
Iboss just took a new funding round, and is aggressively pushing market expansion with some of that money, hiring new sales and marketing people, and looking to expand its channel with skilled partners.
Channel veteran Tracy Hickox has joined Cyberpion and built the partner program, which features a risk discovery program to show customers the extent of their potential vulnerabilities.
The first 13 systems from five OEMs to be certified have been announced, but NVIDIA expects that before long, about 70 systems from 15 OEMs will meet their engineering requirements for certification.
The One Identity EMEA business has had a much higher percentage of channel business in recent years than the other geos, but since his promotion to global channel leader last year, Andrew Clarke has been working on changing that.
Sectigo has completely remade a partner program that was only two years old because the primary focus of the company’s business has switched from selling SSL certificates to selling Web security.
The program involves seven Supermicro partners, two in Europe and five in North America, but Supermicro sees this kind of AI-focused work is something that will become widely used, so represents a key partner opportunity.
