Channel Programs

Channel Programs

Unitrends revamps partner program on unique engagement philosophy

February 16, 2016 Mark Cox Comments Off on Unitrends revamps partner program on unique engagement philosophy
Unitrends is implementing a program based on five stars, with partners earning credit for ranking based on sales, marketing, customer satisfaction, training and social media achievements, in a system that can let smaller partners and even influencers rise in the program.

Channel Programs

SugarCRM seeing success in shift to enterprise market

February 12, 2016 Mark Cox Comments Off on SugarCRM seeing success in shift to enterprise market
SugarCRM has essentially restructured its whole business model, shifting from an open source model with a freemium component and an SMB focus, to a clearly enterprise-focused strategy. While they have recruited new partners for that space, most of their Elite Partners are long-time partners who have made the transition with them.

Channel Programs

Cambridge ON-based eSentire expanding partner presence with new channel program

February 9, 2016 Mark Cox Comments Off on Cambridge ON-based eSentire expanding partner presence with new channel program
eSentire sold its SaaS-based cybersecurity solutions direct until a couple years ago, when they added referral partners. Now they have expanded their channel program to include MSPs and resellers, and partnered with Ingram Micro to add the focused partners they want.

Channel Programs

Avaya Networking Partner of the Year Combat grades vendor’s message at partner forum

February 3, 2016 Mark Cox Comments Off on Avaya Networking Partner of the Year Combat grades vendor’s message at partner forum
Ottawa’s Combat Networks won the Networking Partner of the Year award from Avaya. The solution provider, which has a deep Avaya practice, also listened closely to the details about Avaya’s strategy and approach going forward.

Channel Programs

Avaya readies distribution changes

February 3, 2016 Mark Cox Comments Off on Avaya readies distribution changes
While Avaya is not contemplating adding or dropping any distribution partners, it is working on restructuring their compensation model, to encourage them to fulfil the role Avaya wants them to play in their new go-to-market strategy.

Channel Programs

New Avaya channel program changes provide more targeting, rewards

February 2, 2016 Mark Cox Comments Off on New Avaya channel program changes provide more targeting, rewards
Enhancements to Avaya’s program are intended to be non-disruptive while also allowing more rewards to be targeted to strategic areas. The company also pledged to be a better partner than it has been in the past.

Channel Communities

Changing relationships with vendors highlight CompTIA’s 2016 channel trends

February 1, 2016 Mark Cox Comments Off on Changing relationships with vendors highlight CompTIA’s 2016 channel trends
A new study from CompTIA based on December 2015 data includes an assessment of trends in the IT industry specific to the channel.

Channel Programs

New Lenovo partner portal follows completion of System x integration

January 28, 2016 Mark Cox Comments Off on New Lenovo partner portal follows completion of System x integration
Lenovo also announces an entirely new Special Bids system, and the delay of the replacement of the IBM services contract tool with a new one from Lenovo.

Channel Programs

StorageCraft looks to expand product line, redo channel program

January 27, 2016 Mark Cox Comments Off on StorageCraft looks to expand product line, redo channel program
New StorageCraft channel chief Marvin Blough talks with ChannelBuzz about the plans to take the company to the next level, which include a new cloud offering this week.

Channel Programs

Five9 continues channel expansion in move away from direct model

January 25, 2016 Mark Cox Comments Off on Five9 continues channel expansion in move away from direct model
Cloud-focused contact centre software vendor Five9 sold mainly direct until last year, when it added a master agent channel component. Now it is expanding its channel with integrators and resellers.