Deal Registration

In The Channel

All in on Dell: Turning Point’s Josh Singh on the single-vendor bet, AI for SMB, and why backup is the last line of defense

June 11, 2026 Robert Dutt Comments Off on All in on Dell: Turning Point’s Josh Singh on the single-vendor bet, AI for SMB, and why backup is the last line of defense
Josh Singh of Turning Point – the Vancouver solution provider that operates exclusively on Dell in the data center – brings a rare dual perspective to DTW: nearly a decade inside Dell followed by leading sales at one of Canada’s most committed Dell partners. The conversation covers AI adoption, data resilience, and navigating a market in disruption.

In The Channel

Dell moved 10k partners to distribution-led buying – and says they’re growing faster for it

May 21, 2026 Robert Dutt Comments Off on Dell moved 10k partners to distribution-led buying – and says they’re growing faster for it
Dell’s Anthony Tanoury unpacks the structural shift underway in how Dell goes to market through distribution – including a significant move to distribution-led buying, the promise of deal reg in hours instead of days, and why AI accelerator programs are the most underutilized resource in the channel right now.

In The Channel

The gaps are the opportunity: Dell’s Eric Arcese on the AI Factory, VxRail’s evolution, and what’s ahead

April 23, 2026 Robert Dutt Comments Off on The gaps are the opportunity: Dell’s Eric Arcese on the AI Factory, VxRail’s evolution, and what’s ahead
Dell’s Eric Arcese joins In The Channel with a message for Canadian partners navigating the AI era: the opportunity isn’t in the infrastructure itself – it’s in the gaps around it.

Podcasts

The Buzz: Salesforce launches FDE Partner Network, Cisco reinstates compute deal registration, and CloudCapsule debuts Manage module

April 22, 2026 Robert Dutt Comments Off on The Buzz: Salesforce launches FDE Partner Network, Cisco reinstates compute deal registration, and CloudCapsule debuts Manage module
Salesforce bets big on partner-led AI deployments, Cisco reverses its controversial compute deal registration policy, and former Pax8 executives launch the CloudCapsule security platform.

Channel Programs

Palo Alto’s Michael Khoury on what’s actually changing for partners in the NextWave revamp

April 10, 2026 Robert Dutt Comments Off on Palo Alto’s Michael Khoury on what’s actually changing for partners in the NextWave revamp
Palo Alto Networks’ Michael Khoury joins In The Channel to walk through the ground-up redesign of the NextWave partner program – from the elimination of discount caps to the new platform adoption incentives and the CyberArk identity opportunity.

In The Channel

Your tools are the threat: ESET’s Tony Anscombe on MSP supply chain risk

April 8, 2026 Robert Dutt Comments Off on Your tools are the threat: ESET’s Tony Anscombe on MSP supply chain risk
A 277% spike in RMM abuse. MFA bypasses through inherited VPN configurations. Attackers targeting backup infrastructure before they even start encrypting. In this second conversation with ESET Chief Security Evangelist Tony Anscombe, we dig into how the tools MSPs rely on every day have become the primary attack surface – and what the practical path forward looks like.

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.

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.

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.

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.