2021 in many ways will be as challenging of 2020 but will also present opportunity to the Channel to reinvent itself.By Charla Bunton-Johnson, Global Director of Partner Sales, Development, Marketing, and Channel Chief, WekaIO, Inc. LinkedIn Many years ago, I started my career in the Channel working for Ingram Micro (at the time called…
The Canadian version of Sage Marketplace launches with over 35 validated apps, some of which are larger players, some of which are Canadian companies, and with VAR partners as well as ISVs being encouraged to submit their solutions.
Zomentum has signed up hundreds of MSPs since their tool became available last fall, despite the pandemic’s shutting down their activities around trade shows.
A new Virtual Product Demo program pairs with a Bounty Program that gives a SPIF to channel reps for setting up a customer demo.
At its Canadian partner summit, Dell Technologies highlighted the development of a strong sales and account relationship between Dell and Canadian partners, which led to a very high 78 NPS score of Dell from those partners.
The San Francisco-based startup, whose product will be generally available this month, makes a tool for MSPs that integrates their network assessments into their sales motion.
HPE makes significant additions to their Marketing Pro program, enhances the Tech Pro program that was introduced three months ago, and launched a new Sales Pro program which uses the same concepts as the others.
Rubrik Go is being presented as an option for customers, but the company thinks there’s no reason why a net-new customer who hasn’t already invested in perpetual licenses would want to buy any other way.
Splunk introduced six new offerings at their .conf18 user conference, which are entering beta, and which are designed to open Splunk to large numbers of new customers. That market expansion will create new opportunities for the right partners.
NetApp has presented an impressive array of new commitments to partners, but in return in for reciprocal commitment in return, specifically selling NetApp’s newer solution areas.
The NetApp strategic priorities for the new fiscal year will have implications for their sales strategy. Here’s how that strategy will affect the channel.
The opening keynote at the annual Macola customer and partner event featured a drone demo intended to show mastery over adjacent technology that backfired spectacularly, although harmlessly. The event itself also featured an air of unpredictability – over the role of the channel in the Macola go-to-market going forward.
Salesforce adds a second Essentials cloud, and improves the original introduced last fall, although at this point in time, Essentials is still a marginal channel play, since the focus has been on improving the offering rather than broadening the go-to-market.
Morpheus Data, which sells entirely through channel partners, focuses on cloud cost optimization, cloud management, and DevOps automation, and is seeing strong momentum, including an uptick in seven-figure deals.
Quantum’s new Quantum NOW program is looking to incent reps to bring in new business, particularly in unstructured data and archiving, with higher than usual SPIFs.
New flexible consumption models were front and centre this week at Dell EMC World. They may attract new customers, but will they attract partners?
Michael Sharun, the President of Dell EMC Canada’s Enterprise Division, discusses recent trends in the company’s Canadian business.
The SAP PartnerEdge Cloud Choice, profit option – with the emphasis on option – has the partner doing most of what they did before, and keeping control of the customer. SAP, however, now handles the contracting, invoicing and collections.
Dell pledges that the changes made to internal sales and its relationship to the channel will continue, because they have invested so much in it that major change would be foolish.
Tibor Shanto on why sometimes, nothing is the best thing a sales pro can say
