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.
The new 8×8 PartnerXchange Platform replaces a clunky predecessor, and makes it easier for partners to do business with 8×8. It’s part of 8×8 channel chief John DeLozier’s strategy to drive the company’s channel business more effectively.
Microsoft vet Aziz Benmalek takes over as Splunk’s global channel chief, while the company announced new partner incents, improvements to their partner portal, and the implementation of the new partner tracks announced at last fall’s Splunk .conf18.
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.
Comodo is recruiting partners who are prepared to make a deeper commitment to the company and supporting them through the program, while leveraging distribution for the first time ever to support much larger numbers of more transactional partners.
Sectigo has been expanding its channel to both increase the amount of business it does, and to broaden it out beyond its historic base in carriers and MSPs. That has included a new channel program, and a focused strategy to make partners successful.
This is the first major ‘tweak’ of Palo Alto Networks’ partner program since its inception, and the changes are extremely significant, and multi-faceted.
Siemplify has moved to a model that directs all new business through partners, and will support them with a new single tier program that has a high emphasis on partner enablement and a commitment to protect partner profitability through margin transparency as well as deal registration.
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.
The new channel program is much deeper and more fully built out than the original one designed when the company spun out of Juniper, as Pulse Secure wants its program to enable more committed and better trained partners – as well as reduced numbers of them.
Nureva adds net-new international and North American sales director positions, as the company expands the number and type of partners, and explores new kinds of go-to-market relationships.
Bob VanKirk becomes CRO, which will strengthen SonicWall’s push to become a more significant enterprise player, but the company is emphasizing this won’t impact their commitment to the SMB market and their partners who serve that space.
Barmettler’s planned initiatives include a major revamp of the Siemplify channel program. He also wants to build out a channel presence in Canada, where he has had success in the past at other companies.
Until now, Teridion has sold an Internet acceleration service to SaaS providers, and sold it mainly direct, but now they are launching a Cloud-based WAN service that will go entirely through partners, and has created a new channel program to support them.
The four-level modular online program updates the curriculum to include all Extreme’s newly acquired assets. Sales training is available immediately, with technical training to follow in two months.
Canadian partners selling into approximately 1,000 designated accounts in the Commercial segment in Canada will receive additional incents, and Partner of Record Status if they win the deal. The same status is not yet there for Enterprise accounts, but the company says that they are working on it.
HYCU was created to develop and sell a custom-built backup solution for Nutanix, and this new program is designed to parallel the go-to-market strategy for the upper SMB and midmarket that Nutanix launched with their Velocity program in June.
Dell EMC’s quarterly Partner Broadcast was mainly about recounting their many trumps in the first half of the year, but there was some new news here which will interest their channel partners.
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.
In addition to moving VARs and MSP sales into the same pool, the new StorageCraft partner program now brings all the company’s products into a single program, including brand new and acquired ones.
