Tag Archive for Enablement

Ottawa’s TITUS hires new CRO to grow channel as company broadens focus from data classification to data protection

TITUS has been successful selling to very large enterprises, but as their skillset becomes even more relevant to the broader data protection market, they are broadening their go-to-market strategy with an expanded system of both strategic technology and reseller partners, with the goal of a 100 per cent channel business.

Sectigo hones focused enterprise strategy to drive explosive channel growth in 2019

Sectigo has been expanding its channel to both increase the amount of business it does, and to broaden it out beyond its historic base in carriers and MSPs. That has included a new channel program, and a focused strategy to make partners successful.

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.

SOAR vendor Siemplify stresses Partner First philosophy, enablement focus, in new partner program

Siemplify has moved to a model that directs all new business through partners, and will support them with a new single tier program that has a high emphasis on partner enablement and a commitment to protect partner profitability through margin transparency as well as deal registration.

Kaspersky Lab looks to increase solutions sales, decrease transactional business with new global partner program

Kaspersky Lab says the market is moving decisively away from transactional sales, so they are changing their channel program to meet this new reality.

Information Builders unveils first-ever partner program – in 43 years

Information Builders is looking to expand beyond the enterprise by engaging more closely with their partners, rather than with the transactional model they used before, and have designed their first partner program to achieve this.

New Pulse Secure partner program reworks philosophy to emphasize mutual commitment

The new channel program is much deeper and more fully built out than the original one designed when the company spun out of Juniper, as Pulse Secure wants its program to enable more committed and better trained partners – as well as reduced numbers of them.

Customer Data Infrastructure provider Segment launches first channel program

Segment’s area – they route first party customer data to hundreds of different tools to better integrate it and amplify its effectiveness – is relatively new, but they are already seeing a lot of interest from elements of the channel.

Dell Boomi seeks to spur more strategic partner solutions with enhanced Technology Partner Program

Boomi has revamped their program for ISVs, integrators and other developers, to encourage them to build more solutions on top of and connecting to Boomi, and to validate it on third party software. They also want partners to work with the whole Boomi stack, not just its original integration functionality.

BlackBerry delivers strong messaging around vision and roadmap to channel partners

BlackBerry’s recent Partner Summit had clear objectives of articulating the company’s vision around their new Spark platform to partners, together with both the technology roadmap and the sales strategy around it. They also wanted to introduce the new sales leadership in Canada to partners.

Vancouver’s D3 Security looks to expand channel with new partner program to enable focused security specialists

D3, which has been in business since 2002, has always had channel partners, but has decided to get more systematic about recruiting and training them. They have hired Peter Marini as their first channel leader, and launched their first channel program.

Dell EMC adds Cyber Recovery software and services to data protection portfolio

The new Cyber Recovery software is an orchestration add-on to Data Domain software, and is offered at no cost with it. While the main interest is from the high end of the customer pyramid, Dell EMC expects there will be a significant channel play.

New OEM and system integrator tracks highlight channel announcements at Spunk .conf

The new tracks – the last of those likely for specific types of partners – were announced at this event, and will go live at next year’s Global Partner Summit. Other channel changes include some enhancements to the certification process.

Intermedia growing channel business with new UCaaS offering and stronger partner enablement

The Intermedia messaging to the channel at this year’s CompTIA ChannelCon event emphasized the UCaaS opportunity around their Unite offering which came out in February.

First-ever OneLogin global channel chief Hurley increasing enterprise emphasis with channel program, strategy changes

OneLogin, which has been focused more on cloud identity management for SMBs, has gotten more aggressive in the enterprise with the differentiating hybrid capabilities from its introduction of OneLogic Access earlier this year.

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.

Nutanix-aligned backup vendor HYCU remakes, enhances channel program

HYCU brought a rudimentary channel program with them when they spun out of Comtrade Software earlier this year, but now they have essentially remade it, making changes to strongly align with what Nutanix is doing, and adding the kind of features channel partners expect.

Gigamon, FireEye channel partners to see big benefits from vendors’ new strategic partnership

The existing strong technical integration between Gigamon and FireEye has been extended to make the joint solution much more turnkey for partners. More enablement and sales tools are being provided, along with new incentives for selling the joint solutions, and new joint integrations for partners are also coming.

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.