Deal Registration

Channel Programs

Inside Pure Storage’s channel program changes

May 25, 2018 Mark Cox Comments Off on Inside Pure Storage’s channel program changes
The changes to the Pure channel program and go-to-market motions are extremely significant, impacting most things except for Pure’s commitment to a 100 per cent channel strategy.

Networking

SonicWall looks to double down on growth pace after achieving full separation from Quest

May 22, 2018 Mark Cox Comments Off on SonicWall looks to double down on growth pace after achieving full separation from Quest
While the financial and organizational linkages to Quest since it and SonicWall were spun together out of Dell in November 2016 were not at the level of a distraction, the removal of their final elements will benefit the company going forward.

Channel Programs

Scale-out NAS vendor Rozo Systems aims to scale up its channel with first partner program

May 15, 2018 Mark Cox Comments Off on Scale-out NAS vendor Rozo Systems aims to scale up its channel with first partner program
Rozo Systems, which has been based mainly in the media and entertainment vertical, sells entirely through a select partner channel. They are now looking to augment that channel, and to that end, have introduced their first partner program.

Backup

Dell EMC puts stake in the ground for the channel with three strategic imperatives

May 1, 2018 Mark Cox Comments Off on Dell EMC puts stake in the ground for the channel with three strategic imperatives
At their Global Partner Summit kicking off their Dell Technologies World, Dell EMC delineated their channel strategy for the year ahead, and a lengthy list of program offerings designed to help execute it.

Channel Programs

Plantronics re-invents partner program, expanding support beyond traditional hardware partners

May 1, 2018 Mark Cox Comments Off on Plantronics re-invents partner program, expanding support beyond traditional hardware partners
Plantronics reworks its channel program to give greater emphasis to implementing their SaaS management solution, and to selling their hardware within broader solutions rather than simply as peripherals.

Channel Programs

Bare metal container platform provider Diamanti launches first channel program

April 17, 2018 Mark Cox Comments Off on Bare metal container platform provider Diamanti launches first channel program
Diamanti quickly adopted an all-channel go-to-market in the face of resellers looking for a turnkey enterprise container management solution, and now has introduced a program to support what will start off as a select value channel.

Partnerships

Infoblox, McAfee extend their partnership to McAfee Web Gateway Service

April 11, 2018 Mark Cox Comments Off on Infoblox, McAfee extend their partnership to McAfee Web Gateway Service
This fourth partnering between DNS-focused Infoblox and different McAfee solutions plugs a specific hole around DNS security that is not dealt with natively by most broad security software vendors.

Backup

Veritas boosts partner profitability, simplifies certifications in major partner program redo

April 10, 2018 Mark Cox Comments Off on Veritas boosts partner profitability, simplifies certifications in major partner program redo
Veritas remakes its partner program to add additional support for its 360 data management portfolio beyond their two core backup products.

Channel Programs

Netwrix launches new channel program to better enable partners in more proactive channel strategy

March 29, 2018 Mark Cox Comments Off on Netwrix launches new channel program to better enable partners in more proactive channel strategy
Netwrix has revamped their North American channel program, beefing up education, enablement and support, and as a first step wants to develop a cadre of go-to partners who can do implementations and bring in business on their own.

Channel Programs

Dell EMC storage channel business shows positive signs in Q4

March 26, 2018 Mark Cox Comments Off on Dell EMC storage channel business shows positive signs in Q4
The Dell EMC channel business overall picked up in the second half of the year – always a good sign.