Microsoft holds this annual event both to demonstrate Microsoft’s position on the cutting edge of new technology, and to inspire customers and prospects in attendance with examples of how Canadians have had strong results putting these concepts into practice.
Office 365 itself is a notoriously low margin offering, and adding Pickit to it, in what should be a low-touch transaction, can double those margins.
Fahrbach also said that in comparison with the sales position held by his predecessor, Rodolpho Cardenuto, as SAP’s top channel official, he represents the entire global partner organization, and brings it to a higher level of importance within the company.
Fahrbach’s new position is a hybrid of the work he had already been doing and the large scope of the role formerly filled by Rodolpho Cardenuto, who recently left SAP.
Micro Focus brings together their legacy business with the software assets acquired from HPE into a single program designed to manage hundreds of product lines, including managing cross-sell opportunities smoothly.
TITUS has been successful selling to very large enterprises, but as their skillset becomes even more relevant to the broader data protection market, they are broadening their go-to-market strategy with an expanded system of both strategic technology and reseller partners, with the goal of a 100 per cent channel business.
While Attunity’s smaller channel, which is principally SI’s, will realize more significant and elastic capabilities through Qlik, Qlik’s legacy channel, which is much larger, will reap new data integration capabilities. This is something Qlik sees as vital because of where they believe the analytics market is headed.
For channel partners, Attunity’s new level of automation of the data pipeline to the Azure cloud frees them from migration processes that took months, and lets them provide more strategic services to customers.
Adam Drew, who recently was named Box country VP for Canada, has reworked Box’s internal sales teams to improve vertical focus, and is looking to add high-value partners to further the company’s enterprise strategy.
ServiceNow’s Canadian general manager Marc LeCuyer talked with ChannelBuzz about the company’s momentum in Canada, broadening its offerings to digitize workflows and enhance customer experience, with the growth in their channel business playing a critical role.
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.
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.
Other enhancements reflect top priority being given to mobile optimization and to bringing more of a consumer software experience into FP&A software.
SAP believes it can provide a differentiated value in the cloud compared to other vendors, and with IDC saying that partners who create and sell their own software in the Cloud will projected by 24 per cent over the next five years, SAP is focusing on that as an area of opportunity.
SAP has been encouraging Business One partners to start Business ByDesign practices as well, touting the success of partners who have recently made the move, like Calgary-based VistaVu.
The surprise announcement comes before an announcement where Cardenuto had been scheduled to speak. No successor has been immediately named, and SAP says no changes to channel policies should be anticipated, as Cardenuto’s channel leadership team remains in place.
Ivanti Asset Manager Cloud moves the functionality of the old Asset Central on-prem solution to the cloud, and adds new enhancements and customer design capabilities, although existing Asset Central customers will not be forced to migrate.
Checkmarx makes application security testing software that covers the entire software development lifecycle, and over the last several years has evolved from a direct model from one that aims to get as close as possible to all of their new business coming through the channel.
Partners who embrace software development are growing their bookings 10 per cent faster than the average, and are more completely representing the Cisco portfolio, says Cisco Devnet boss Susie Wee.
TeamViewer has many customers, but hasn’t had much relevance for the channel in North America until this year, when they fundamentally reshaped their go-to-market approach to offer channel partners a solutions focus that the company thinks they will find attractive.
