discounts

Channel Programs

CrowdStrike looks to new partner program to expand partner base and aid in market surge

February 5, 2019 Mark Cox Comments Off on CrowdStrike looks to new partner program to expand partner base and aid in market surge
CrowdStrike has also announced the CrowdStrike Store, which is very similar to the Salesforce AppExchange, and also extended to broaden their routes to market.

[…]

Channel Programs

iPaaS provider SnapLogic looks to enhance partner digital integration capabilities with new partner program

July 25, 2018 Mark Cox Comments Off on iPaaS provider SnapLogic looks to enhance partner digital integration capabilities with new partner program
The new program significantly improves partner enablement, while looking to double down with key go-to-market partners and encourage joint solutions with SnapLogic Technology Partners. SnapLogic also wants to recruit some more partners in Canada.

[…]

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.

[…]

Big Data

Splunk announces enhanced partner benefits at Global Partner Summit

February 28, 2018 Mark Cox Comments Off on Splunk announces enhanced partner benefits at Global Partner Summit
Last year’s refocus on the channel saw Splunk more than double the size of their partner base. This year they are looking to drive further by enhancing the existing partner tracks and formalizing two new ones.

[…]

Channel Programs

Riverbed unveils new channel chief and significantly changed channel program

January 17, 2018 Mark Cox Comments Off on Riverbed unveils new channel chief and significantly changed channel program
Ex-Cisco veteran Bridget Bisnette has been formally announced as global Riverbed channel chief, along with a much more simplified – and very different – channel program aimed at penetrating lower into the enterprise and midmarket from Riverbed’s traditional sweet spot.

[…]

Channel Programs

WhiteHat Security remakes channel program to remove barriers to partner profitability

October 12, 2017 Mark Cox Comments Off on WhiteHat Security remakes channel program to remove barriers to partner profitability
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.

[…]

Channel Programs

Pivot3 expands partner program and makes it more formalized and predictable

August 28, 2017 Mark Cox Comments Off on Pivot3 expands partner program and makes it more formalized and predictable
Pivot3 has a large channel, and the changes are designed to both provide increased support for go-to partners while ensuring the large majority of partners receive necessary protection and support to close deals.

[…]

Channel Programs

New service provider program highlights Pure Storage channel program enhancements

June 16, 2017 Mark Cox Comments Off on New service provider program highlights Pure Storage channel program enhancements

In addition to a three tier program for service providers, Pure Storage is adjusting how its internal sales people are compensated to remove what service providers believed was a tendency to favor working with traditional partners over ones selling Pure as a service.

[…]

Channel Programs

VIPRE looks upmarket with new, simplified VIPRE Advanced Security for Business

March 1, 2017 Mark Cox Comments Off on VIPRE looks upmarket with new, simplified VIPRE Advanced Security for Business
VIPRE has consolidated its business portfolio into a single full-featured offering, at a rock bottom price for 250 seats and over. It’s part of a broad strategy to expand the traditionally sub-250 seat-focused vendor upmarket.

[…]

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

Citrix channel chief lays out three major program changes, hints at another upcoming

April 6, 2016 Mark Cox Comments Off on Citrix channel chief lays out three major program changes, hints at another upcoming
Citrix is adding a new, incremental front-end discount for new opportunities among both new and existing customers. They are also reworking their MDF program, and redoing their CAR program to simplify it and increase partner opportunities.

[…]

Channel Programs

Data Dynamics scales up channel investment in revamp of partner program

October 26, 2015 Mark Cox Comments Off on Data Dynamics scales up channel investment in revamp of partner program
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.

[…]

Channel Programs

New rules of engagement, deal registration rewards, highlight Intel Security channel changes

July 24, 2015 Mark Cox Comments Off on New rules of engagement, deal registration rewards, highlight Intel Security channel changes
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.

[…]

Channel Communities

Dell to launch limited term Preferred status eligibility for Varnex members

April 28, 2015 Mark Cox Comments Off on Dell to launch limited term Preferred status eligibility for Varnex members
Dell gives American Varnex members six months to enjoy the benefits of Dell Preferred partner status, with Canadian members to become eligible once the Dell-SYNNEX relationship in Canada formally goes live.

[…]

Channel Programs

New Dell partner benefits kick in with new fiscal year

February 27, 2015 Mark Cox Comments Off on New Dell partner benefits kick in with new fiscal year
Compared to last year, the changes to Dell’s partner program as the company begins a new fiscal year are much more modest, although the extension of rebates for new business to Registered partners will cause much cheer in that quarter.

[…]

Mike Coffield, vice president of worldwide channels at Vormetric
Channel Programs

Vormetric looks to spur big jump in partner sales with new channel program

May 14, 2014 Mark Cox Comments Off on Vormetric looks to spur big jump in partner sales with new channel program
New partner program to kick move from 17 per cent channel to 70-plus per cent channel into final phase.

[…]

Ralph Nimergood, vice president, worldwide partners and programs for CommVault
Channel Programs

CommVault remakes its PartnerAdvantage program

April 28, 2014 Mark Cox Comments Off on CommVault remakes its PartnerAdvantage program
Predictability, consistency among top goals in CommVault’s partner program remake.

[…]

Barat Dickman, senor director, of global channel programs, and go-to-market strategy at Avaya.
Channel Programs

Avaya Prepares Last Step in Volume-to-Value Transition

November 15, 2013 Robert Dutt Comments Off on Avaya Prepares Last Step in Volume-to-Value Transition
The communications vendor outlines plans to soon change its Avaya Connect partner program to one where tiers are determined by partner skill sets.

[…]

Renzo DiPasquale
Featured Post

Avaya Aims to Simplify Quoting with One Source

May 6, 2013 Robert Dutt Comments Off on Avaya Aims to Simplify Quoting with One Source
Avaya’s long-awaited single system for managing partner pricing and quoting finally has a due date – the networking vendor has announced that Avaya One Source will roll out globally this year, starting with EMEA and […]