SalesBuzz

Channel Programs

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

June 18, 2019 Mark Cox Comments Off on HPE introduces new ‘Pro’ branded sales, technical and marketing initiatives
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.

Backup

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

March 15, 2019 Mark Cox Comments Off on Rubrik to offer lower prices and more customer flexibility with new Rubrik Go subscription licensing
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.

Big Data

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

October 3, 2018 Mark Cox Comments Off on Selling Splunk: Keeping Splunk’s sales strategy up to date with Splunk Next’s technology advances
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.

Channel Programs

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

June 29, 2018 Mark Cox Comments Off on NetApp unveils many new channel incents and enablement tools – with an ask in return
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.

Cloud

NetApp makes changes to sales motions designed to accelerate channel success

June 28, 2018 Mark Cox Comments Off on NetApp makes changes to sales motions designed to accelerate channel success
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.

SalesBuzz

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

April 9, 2018 Mark Cox Comments Off on Hindenburg Drone crash at Macola event previews, parallels channel go-to-market unpredictability
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.

Cloud

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

March 14, 2018 Mark Cox Comments Off on Salesforce unveils Service Cloud Essentials for small business, enhances Sales Cloud Essentials
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.

Cloud

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

March 12, 2018 Mark Cox Comments Off on Morpheus Data continues partner acceleration with $250,000 Big Spiff
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.

Channel Programs

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

October 20, 2017 Mark Cox Comments Off on Quantum adds new invite-only SPIF Quantum NOW program with focus on new business
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.

Financing

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

May 11, 2017 Mark Cox Comments Off on Opportunity, risk for channel in new Dell EMC Cloud Flex flexible consumption model for HCI
New flexible consumption models were front and centre this week at Dell EMC World. They may attract new customers, but will they attract partners?