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.
Vena also announces the previously vacant post of CRO has been filled by Neil Thomas, who spent 11 years at Vena competitor Adaptive Insights, most notably as SVP of Worldwide Sales.
From a product perspective, Savision’s IT Operation solution that integrates and controls monitoring, cloud, and service management tools data in a single pane of glass will enable Martello’s UC/SD-WAN offering to have this same seamless capability. From a business point of view, it doubles Martello’s sales and marketing resources, strengthens their channel, and turns their European presence from minor into a real strength.
Red Hat sees opportunity for partners as more customers come to the open source software giant seeking help with their own digital transformation strategies.
UiPath, a red-hot player in the robotic process automation space, is ramping up their channel business to accelerate the momentum that has taken them from $1 million to $100M in annual recurring revenue in less than 21 months, and are also announcing a new channel program.
Microsoft is making literally dozens of announcements at the event, with Microsoft Authenticator, which the company says will end the era of passwords, and a new Microsoft Search at the top of all 365 apps likely to catch the most headlines.
Centreon will be selling completely through channel partners in North America, seeing this as a key way to build up their presence in a crowded ITIM space filled with legacy vendors they believe can be toppled.
