Salesforce has implemented new programmatic initiatives for partners, including the final architect solutions and Salesforce DX. The big change, updating the company’s infrastructure to effectively serve its growing army of partners, is underway, but is a long term project.
Simplification was the theme on changes to HP’s Partner First program. On one level, they will make it easier for all partners to do business with HP. On another, they will limit the access some partners in the old Business Partner classification have to some types of product.
The Channel Standards, which are now four in number, differ from the older Trustmarks in being completely free for anyone, as CompTIA’s priority with them is to expose them to the widest possible audience.
New partner initiatives the company is working on include deepening technical and product training in their face-to-face training programs, and developing the concept of being trusted advisors together with partners to their joint clients.
Canadian channel chief Michael Kerr acknowledged that getting partners to commit to EMC as the partners are transitioning their businesses to add cloud capabilities and cutting-edge technologies to their practice is often a challenge. It’s also one factor in recognition as a top EMC partner.
The program offers tiers for exclusive and non-exclusive partners, an Exclusivity Program rather than deal registration, and high margins. Their Canadian partners have not been very active in the recent past, but a drive in Canada to change that and expand the channel is forthcoming.
Dell’s overhaul of its segmented deployment services into a united ProDeploy offering takes the same step they did in support with ProSupport, and has some attractive new elements for channel partners.
Silver Peak is reworking its channel program to better prepare partners for the SD-WAN market opportunity, which is much larger than traditional WAN optimization, and to assist them in making deployments which will be much less technical and complex than in WAN optimization.