Channel Conflict

Big Data

Information Builders unveils first-ever partner program – in 43 years

January 28, 2019 Mark Cox Comments Off on Information Builders unveils first-ever partner program – in 43 years
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.

John Teltsch, general manager of global business partners for IBM
Channel Programs

IBM simplifies partner program as priorities become more complex

March 23, 2018 Robert Dutt Comments Off on IBM simplifies partner program as priorities become more complex
IBM channel chief John Teltsch describes how its partner programs are evolving to match partners’ changing needs — and IBM’s changing needs from partners.

Channel Programs

Epicor VP of Americas pledges significant channel changes coming

May 25, 2017 Mark Cox Comments Off on Epicor VP of Americas pledges significant channel changes coming
Lisa Pope, Epicor’s new VP of Sales for the Americas, wants to recruit some top partners away from their competition, but also knows that for that to happen, more things need to change in how Epicor manages its channel.

Cloud

Avaya introduces new global channel chief – and new partnering philosophy

February 15, 2017 Mark Cox Comments Off on Avaya introduces new global channel chief – and new partnering philosophy
Walter Denk, who has a distribution background and has been working for Avaya in Germany, is the company’s new global channel chief. Even more importantly, he says that the job has been redefined and that the channel will benefit.

VMware Canada channel chief Tara Fine
Channel Programs

Dell vet Tara Fine sees more impact in new role as VMware Canada channel chief

November 10, 2016 Mark Cox Comments Off on Dell vet Tara Fine sees more impact in new role as VMware Canada channel chief
Fine also acknowledged some VMware partner concern over the company’s new relationship with Dell, which does much more of its business direct than VMware has historically, and indicated her commitment to standing behind the partner community.

Ross Brown, senior vice president of partners and alliances for VMware
Channel Programs

VMware sees momentum from deal reg, incentives changes

August 30, 2016 Robert Dutt Comments Off on VMware sees momentum from deal reg, incentives changes
VMware says partners are more engaged, selling more and more often after changes to deal registration and a shift on partner incentives.

Datto's Rob Rae, whose post on channel-friendly status preceded this article.
Channel Programs

No easy way to define ‘channel-friendly’

March 18, 2014 Larry Walsh (Channelnomics) Comments Off on No easy way to define ‘channel-friendly’
Can a vendor be channel-friendly and still sell direct? The true meaning of ‘channel-friendly’ isn’t cut and dry.

Phil Sorgen, new worldwide channel chief at Microsoft
Channel Programs

New Microsoft Channel Chief Says Surface Strategy Still Evolving

November 4, 2013 Larry Walsh (Channelnomics) Comments Off on New Microsoft Channel Chief Says Surface Strategy Still Evolving
Phil Sorgen says the reason the Surface tablet isn’t broadly available to solution providers for resale is because Microsoft lacked a distribution strategy.

Phil Sorgen, new worldwide channel chief at Microsoft
Channel Programs

New Microsoft Channel Chief Speaks

October 11, 2013 Larry Walsh (Channelnomics) Comments Off on New Microsoft Channel Chief Speaks
Phil Sorgen speaks out to partners via video, promising commitment to partner opportunities and profitability with a device and services strategy.

2112 Channel Perceptions Report Cover
Channel Programs

Vendors, Partners Give Mediocre Grades on Channel Performance

October 1, 2013 Channelnomics Staff Comments Off on Vendors, Partners Give Mediocre Grades on Channel Performance
The new Channel Perceptions Report reveals how vendors and solution providers perceive each other on critical channel operations and performance issues.