Deal Registration

Channel Programs

Micro Focus announces unified partner program with single modern partner portal

March 1, 2019 Mark Cox Comments Off on Micro Focus announces unified partner program with single modern partner portal
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.

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Unified Communications

New 8×8 partner portal put in place as part of channel revitalization strategy

March 1, 2019 Mark Cox Comments Off on New 8×8 partner portal put in place as part of channel revitalization strategy
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.

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Big Data

Splunk announces new global channel chief and additional partner incentives

February 26, 2019 Mark Cox Comments Off on Splunk announces new global channel chief and additional partner incentives
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.

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Channel Programs

Ottawa’s TITUS hires new CRO to grow channel as company broadens focus from data classification to data protection

February 25, 2019 Mark Cox Comments Off on Ottawa’s TITUS hires new CRO to grow channel as company broadens focus from data classification to data protection
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.

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Channel Programs

Comodo Cybersecurity lets partners define their own benefits in their first channel program covering endpoints

February 21, 2019 Mark Cox Comments Off on Comodo Cybersecurity lets partners define their own benefits in their first channel program covering endpoints
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.

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Channel Programs

Sectigo hones focused enterprise strategy to drive explosive channel growth in 2019

February 19, 2019 Mark Cox 1
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.

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Channel Programs

Palo Alto Networks emphasizes new services opportunities in major partner program overhaul

February 6, 2019 Mark Cox Comments Off on Palo Alto Networks emphasizes new services opportunities in major partner program overhaul
This is the first major ‘tweak’ of Palo Alto Networks’ partner program since its inception, and the changes are extremely significant, and multi-faceted.

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Channel Programs

SOAR vendor Siemplify stresses Partner First philosophy, enablement focus, in new partner program

February 5, 2019 Mark Cox Comments Off on SOAR vendor Siemplify stresses Partner First philosophy, enablement focus, in new partner program
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.

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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.

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Channel Programs

New Pulse Secure partner program reworks philosophy to emphasize mutual commitment

January 24, 2019 Mark Cox Comments Off on New Pulse Secure partner program reworks philosophy to emphasize mutual commitment
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.

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Unified Communications

Calgary collaboration vendor Nureva hires two sales directors as company expands IT channel

January 11, 2019 Mark Cox Comments Off on Calgary collaboration vendor Nureva hires two sales directors as company expands IT channel
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.

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Security

SonicWall stresses continuity despite announcement of Steve Pataky leaving the company

January 9, 2019 Mark Cox Comments Off on SonicWall stresses continuity despite announcement of Steve Pataky leaving the company
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.

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Channel Programs

SOAR vendor Siemplify brings in Bradd Barmettler as first global channel chief to execute transition to partner-led model

November 26, 2018 Mark Cox Comments Off on SOAR vendor Siemplify brings in Bradd Barmettler as first global channel chief to execute transition to partner-led model
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.

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Cloud

Teridion launches cloud-based WAN service for enterprise, and new channel program to support it

November 7, 2018 Mark Cox Comments Off on Teridion launches cloud-based WAN service for enterprise, and new channel program to support it
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.

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Networking

Extreme Networks revamps training curriculum, approach with new Extreme Dojo program

November 2, 2018 Mark Cox Comments Off on Extreme Networks revamps training curriculum, approach with new Extreme Dojo program
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.

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Channel Programs

Dell EMC Partner Preferred Program comes to Commercial Segment in Canada

October 30, 2018 Mark Cox Comments Off on Dell EMC Partner Preferred Program comes to Commercial Segment in Canada
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.

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Backup

HYCU unveils new sub-program to provide additional benefits to Nutanix Velocity partners selling HYCU

October 29, 2018 Mark Cox Comments Off on HYCU unveils new sub-program to provide additional benefits to Nutanix Velocity partners selling HYCU
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.

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Channel Programs

Dell EMC extends Partner Preferred Program to 20,000 commercial accounts, unveils first Dell EMC-VMware co-skilled badges

October 4, 2018 Mark Cox Comments Off on Dell EMC extends Partner Preferred Program to 20,000 commercial accounts, unveils first Dell EMC-VMware co-skilled badges
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.

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Channel Programs

Robotic Process Automation vendor UiPath ups commitment to partners with two new partner-focused initiatives

October 3, 2018 Mark Cox Comments Off on Robotic Process Automation vendor UiPath ups commitment to partners with two new partner-focused initiatives
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.

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Channel Programs

StorageCraft removes divisions between partner business models in new channel program

September 27, 2018 Mark Cox Comments Off on StorageCraft removes divisions between partner business models in 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.

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