Cyberbit, a subsidiary of Israeli defense electronics giant Elbit Systems, sells entirely through channel partners, and has announced a North American channel program for them.
Parallels makes major changes to the partner program they inherited when they bought 2X and its Remote Application Server solution last year.
At this stage, the new Dell EMC program is still in the formative stages, but the company indicated the general principles. Details will be coming in December, with the launch to take place in February.
The program has been reworked from the one CloudJumper brought when it spun out from nGenx, but the real highlight is the capabilities of the new portal.
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.
VMware says partners are more engaged, selling more and more often after changes to deal registration and a shift on partner incentives.
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
Extreme Networks has announced a series of significant revisions to its channel program, with more to be announced at their partner event in October.
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.
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.
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.
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.
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.
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.
Vectra, which goes to market entirely through partners, is looking to add a select number of security partners to its channel, and support them through their new channel program.
Extreme’s new channel chief is overseeing the rollout by early summer of programs the company first announced at last October’s partner event, with the first one being a wireless specialization being announced this week.
Some new incent programs have gone live, and other partner offerings announced at Dell World last October are now available.
Avaya’s program changes give more partners ways to make more money, but also step up the requirement to have happy, satisfied customers.
eSentire sold its SaaS-based cybersecurity solutions direct until a couple years ago, when they added referral partners. Now they have expanded their channel program to include MSPs and resellers, and partnered with Ingram Micro to add the focused partners they want.
Enhancements to Avaya’s program are intended to be non-disruptive while also allowing more rewards to be targeted to strategic areas. The company also pledged to be a better partner than it has been in the past.
