SalesBuzz

HPE introduces new ‘Pro’ branded sales, technical and marketing initiatives

June 18, 2019 Mark Cox Comments Off

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.

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Rubrik to offer lower prices and more customer flexibility with new Rubrik Go subscription licensing

March 15, 2019 Mark Cox Comments Off

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.

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Selling Splunk: Keeping Splunk’s sales strategy up to date with Splunk Next’s technology advances

October 3, 2018 Mark Cox Comments Off

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.

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NetApp unveils many new channel incents and enablement tools – with an ask in return

June 29, 2018 Mark Cox Comments Off

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.

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NetApp makes changes to sales motions designed to accelerate channel success

June 28, 2018 Mark Cox Comments Off

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.

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Hindenburg Drone crash at Macola event previews, parallels channel go-to-market unpredictability

April 9, 2018 Mark Cox Comments Off

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.

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Salesforce unveils Service Cloud Essentials for small business, enhances Sales Cloud Essentials

March 14, 2018 Mark Cox Comments Off

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.

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Morpheus Data continues partner acceleration with $250,000 Big Spiff

March 12, 2018 Mark Cox Comments Off

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.

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Quantum adds new invite-only SPIF Quantum NOW program with focus on new business

October 20, 2017 Mark Cox Comments Off

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.

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Opportunity, risk for channel in new Dell EMC Cloud Flex flexible consumption model for HCI

May 11, 2017 Mark Cox Comments Off

New flexible consumption models were front and centre this week at Dell EMC World. They may attract new customers, but will they attract partners?

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Cloud

Unified Dell Technologies brand strength for Dell EMC in Canada

May 9, 2017 Mark Cox Comments Off

Michael Sharun, the President of Dell EMC Canada’s Enterprise Division, discusses recent trends in the company’s Canadian business.

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SAP addresses partner cloud transition issues with new Cloud Choice compensation model

August 4, 2016 Mark Cox Comments Off

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.

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Selling Dell: Bill Rodrigues, North American President, talks strategy

September 17, 2015 Mark Cox Comments Off

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.

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