New StorageCraft channel chief Marvin Blough talks with ChannelBuzz about the plans to take the company to the next level, which include a new cloud offering this week.
Changes for 2016 include allowing Authorized partners to qualify for the Silver tier at mid-year, increasing the Silver rebate payout, and changing revenue tier thresholds in some markets, which include Canada, but not the U.S.
Druva is mainly focused on the enterprise space, and its new MSP channel will give them a stronger presence downmarket. They are especially looking to recruit new MSPs who have no data centre.
Distil is looking to supplement its direct sales with a significant partner presence, offering an enterprise grade proactive solution, which is very specific and complements other security solutions, and now a partner program to offer support.
Bob Gagnon is revamping the partner program as he did at Unitrends, with a phased approach, beginning with a revised and enhanced deal registration program. Thycotic, which makes privileged account management solutions, is also looking to make a major push into the Canadian channel.
The program offers tiers for exclusive and non-exclusive partners, an Exclusivity Program rather than deal registration, and high margins. Their Canadian partners have not been very active in the recent past, but a drive in Canada to change that and expand the channel is forthcoming.
While the company’s StorageX storage management platform is a mature product, Data Dynamics itself is a three year old startup, and is just now completing building out the channel program it wants.
The new B810n is eligible for deal registration, whereas its predecessor was not, and also has a larger NFR discount than the legacy model.
Hyper-converged vendor SimpliVity will seek to grow its market in Canada with an exclusive distribution pact with Tech Data Canada.
NexGen also announced the finalization of its Canadian distribution, which should help improve a Canadian channel which is not yet as strong as they would like.
The new credential provides partners access to deploy the Federation Enterprise Hybrid Cloud, part of a push to create channel program alignment amongst Federation members.
Dell channel chief Cheryl Cook also provides a broad update on issues of specific interest to the Dell SonicWALL channel.
With its inaugural partner program, active breach detection vendor aims to educate partners on a new, but novel, approach to security.
The key set of changes to the program sees discounts based on partner tier flattened, and the resources moved to an enhanced deal registration program, to give more rewards to partners who do more work.
StorMagic has sold mainly direct since its founding in 2006, but is transitioning to a 100 per cent channels strategy, and to expand its base of quality partners has unveiled its first partner program.
Four specializations are being announced, one of which is around OpenStack, which SolidFire believes is an industry first. .
Dell indicated good progress on their green fields discount initiative, overall commercial business, and partner education efforts. While the number of partners using Dell financing jumped considerably in Q1, the company wants more participation there. Plus, still no firm date on when Dell will team up with SYNNEX in Canada.
The Juniper spinoff launches its first partner program, to which old Juniper partners have to apply, and says that it has some unique differentiating factors.
The changes reflect the wireless networking vendor’s transition in the last several years from a direct seller to a company that sells entirely through the channel, where the internal sales force now works to drum up business for partners.
Newly spun-off this year, NexGen has made major changes to its channel program to strengthen its support of partners.
