Veeam global channel chief James Mundle talks with ChannelBuzz about what partners can expect from the changes to the program.
The guiding philosophy of the program remains fixated on the simple, predictable and profitable principles, but quite a few tweaks have been made to the program, many of them significant, and most of which are likely to please partners rather than make them grumble.
This is the first major ‘tweak’ of Palo Alto Networks’ partner program since its inception, and the changes are extremely significant, and multi-faceted.
CrowdStrike has also announced the CrowdStrike Store, which is very similar to the Salesforce AppExchange, and also extended to broaden their routes to market.
Siemplify has moved to a model that directs all new business through partners, and will support them with a new single tier program that has a high emphasis on partner enablement and a commitment to protect partner profitability through margin transparency as well as deal registration.
Unitrends now leverages the Kaseya IT Complete suite, and will pay both higher margins on the initial sale of a Unitrends solution, and a full recurring revenue share for any Kaseya IT Complete solution that customer buys, ever.
Kaspersky Lab says the market is moving decisively away from transactional sales, so they are changing their channel program to meet this new reality.
Information Builders is looking to expand beyond the enterprise by engaging more closely with their partners, rather than with the transactional model they used before, and have designed their first partner program to achieve this.
The new channel program is much deeper and more fully built out than the original one designed when the company spun out of Juniper, as Pulse Secure wants its program to enable more committed and better trained partners – as well as reduced numbers of them.
Segment’s area – they route first party customer data to hundreds of different tools to better integrate it and amplify its effectiveness – is relatively new, but they are already seeing a lot of interest from elements of the channel.
Avaya has announced alterations to the Edge partner program it first rolled out two years ago, to remove some pain points, and which provides partners with more compensation than before, but which is distributed differently.
D&H Canada has been in Canada for a decade, and Intel has been a stalwart of the industry for decades beyond that. But a changing market has opened the door to a new partnership.
Citrix is emphasizing to partners this year that their Citrix Workspace for unified mobile data access should be positioned beyond the traditional virtualization market, in order to reach the more than two-thirds of organizations who don’t use virtualization at all.
Comm100, which has been in business since 2009, just formalized its first partner program in September, and has onboarded four new partners, with many more in the pipeline. They are looking to build the channel business to 20 per cent within the next 1-2 years.
Aparavi is pushing hard into the MSP space with their SaaS platform, which they are positioning around data management, rather than purely as intelligent archiving.
Nutanix implemented its new partner program, which emphasizes partner investments in Nutanix over revenues this summer, and now based on feedback is making their first set of tweaks.
Free access to the SAP Cloud Platform for testing, demonstration and development licensing services is now available to all SAP partners except for open ecosystem members. The goal is to increase their capabilities to design services on top of the SAP core.
Barmettler’s planned initiatives include a major revamp of the Siemplify channel program. He also wants to build out a channel presence in Canada, where he has had success in the past at other companies.
Cisco Canada president Rola Dagher and channel chief Mark Collins on a big 2018 that saw Canada named global theater of the year, and a Canadian partner earn Americans Theater Partner of the Year for the first time.
Boomi VP of Global Business Development David Tavolaro said that measured by partner enthusiasm, the Partner Summit at Boomi World 18 was a major success. He also emphasized that the partner program has continued to evolve successfully since its April inception.
