Fortanix provides a Self-Defending Key Management Service solution that can be sold either as a service or as an appliance, and is designed to overcome traditional problems with key management.
The new ZeroStack channel program is aimed at attracting both VARs and MSPs who want to add a cloud component to their business, but don’t know how to do it.
Nectar creates a new Chief Revenue Officer position to coordinate the company’s different channel routes to market.
U.K.-based Flexxible is growing its presence in North America, and is also introducing their first partner program for North American partners at the Citrix Summit event.
OPAQ Networks says their program, like their platform itself, is all integrated through the cloud, making its components easier for partners to use.
With a U.S. regulatory mandate approaching, Omnitracs has been deepening its SMB channel presence, including a new partnership with Samsung and a push beyond telematics-focused resellers into the broader mobile device management channel.
The invitation-only specialization is designed to create a relatively small nucleus of focused Crisis Communication experts within the BlackBerry Enterprise Partner Program.
The BlackBerry channel back in its mobile device heyday was mainly telcos. Now, as they move broadly into security software they are expanding their channel, but also trying to focus it squarely on BlackBerry’s vision of the future.
On the heels of signing a significant distribution deal with Ingram Micro, Cloudistics has launched a channel program to support their growing partner base.
Dell EMC has announced its thresholds and tiers for 2018, and while there are some changes from the previous system, the biggest, by far, is the emphasis on services for tier eligibility, not just for rebates.
Cisco announces a reduction in the complexity of its partner programs, while pivoting profitability towards software and recurring revenues.
At a partner gathering in Toronto, Byrne recounted Dell EMC’s channel trumps – but also detailed where the company needs to improve, and provided broad hints about upcoming channel changes.
OEM licensing agreements are a significant part of the revenues of Bitdefender’s growing enterprise business.
Master data management services opportunities are part and parcel of Naveego’s solution, and the company is also offering high margins through the new Naveego Partner Success Program.
DFLabs is looking to build a select channel of resellers, MSSPs and distributors, and is offering margins more common in traditional sales than for a subscription-based offering.
Changes include a new discounting and margin system, more flexible contracts, and a much improved deal registration process that is now within the WhiteHat partner portal.
GlobalSCAPE recently added an iPaaS offering to their established managed file transfer solution, and have made some improvements to their channel program to respond to increased channel interest.
The changes, which will see partners who sell through the cloud Exchanges receive back-end rebates and program credit for the first time, are part of a new initiative that establishes a new Sophos Cloud Security Provider cert in the company’s partner program.
The deal reg discount comes bundled with a permanent spiff for completion of a registered deal, and Sennheiser says that some interesting new products in the new year will add to the program’s value.
ATADATA has always sold through the channel, but it has mainly been on an ad hoc basis. Now they are formalizing things with their first channel program, and are looking to add partners who are a good fit.
