Deal Registration

Channel Programs

Docker revamps partner program, adds SYNNEX as exclusive distributor

September 14, 2016 Mark Cox Comments Off on Docker revamps partner program, adds SYNNEX as exclusive distributor
Today about 30 per cent of Docker’s business is channel, but they think these changes should get them to around a 50-50 mix, and longer term, they believe an 80-20 ratio is realistic.

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.

Channel Programs

SonicWALL putting final touches on brand new post-Dell partner program

August 30, 2016 Mark Cox Comments Off on SonicWALL putting final touches on brand new post-Dell partner program
SonicWALL is emphasizing that being able to focus specifically on security will enable them to custom design things to better enable partners, and better reward them for their specific value-adds

Channel Programs

Extreme Networks stresses pay-for-performance, new customers in channel program changes

July 18, 2016 Mark Cox Comments Off on Extreme Networks stresses pay-for-performance, new customers in channel program changes
Extreme Networks has announced a series of significant revisions to its channel program, with more to be announced at their partner event in October.

Channel Programs

With EMC integration pending, Dell channel business still trending

June 30, 2016 Mark Cox Comments Off on With EMC integration pending, Dell channel business still trending
Dell’s channel business did very well in the first quarter of their new year. At this stage though, there is still no definite clarity on the channel implications of assets entering Dell – and exiting it, with the SonicWALL divestiture.

Channel Programs

Machine-learning based risk analytics vendor Gurucul launches first channel program

June 1, 2016 Mark Cox Comments Off on Machine-learning based risk analytics vendor Gurucul launches first channel program
Gurucul also announced the appointment of Rosanna Pellegrino as VP of Strategic Alliances. She will be in Toronto this week at the SC World Conference at the Toronto Convention Centre to talk to prospective partners.

Channel Programs

German thin-client maker IGEL targets North American market through all-channel strategy

May 25, 2016 Mark Cox Comments Off on German thin-client maker IGEL targets North American market through all-channel strategy
IGEL has been in North America for a while, but the company is now investing considerably more in its key partners and its channel program, to develop a core of elite partners to drive market share growth. They are at Citrix Synergy this week discussing future plans with their partners, who also typically sell Citrix.

Servers

Nutanix targets SMB hyper-converged space with Nutanix Xpress

May 24, 2016 Mark Cox Comments Off on Nutanix targets SMB hyper-converged space with Nutanix Xpress
Nutanix is making changes to its channel strategies around this product, including deal registration, to avoid channel confusion. Lenovo and its channel will also play a key role taking Xpress to market.

Channel Programs

Dell and EMC look to pull off stunningly swift channel integration

May 3, 2016 Mark Cox Comments Off on Dell and EMC look to pull off stunningly swift channel integration
The imminent close of the Dell-EMC deal brings with it new opportunities and change for the two companies’ channels. EMC channel chief Gregg Ambulos outlines the new company’s channel plans.

Data Centre

Stratoscale announces Ingram Micro deal in U.S. and imminent signing of deal for Canada

April 6, 2016 Mark Cox Comments Off on Stratoscale announces Ingram Micro deal in U.S. and imminent signing of deal for Canada
Stratoscale, which emphasizes its ability to deliver cloud economics to the data centre – rather than the hyperconverged nature of its technology – also made the formal announcement of its PartnerFirst Program for its channel, which is its sole route to market.