MDF

Channel Programs

Micro Focus announces unified partner program with single modern partner portal

March 1, 2019 Mark Cox Comments Off on Micro Focus announces unified partner program with single modern partner portal
Micro Focus brings together their legacy business with the software assets acquired from HPE into a single program designed to manage hundreds of product lines, including managing cross-sell opportunities smoothly.

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Channel Programs

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

February 19, 2019 Mark Cox 1
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.

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Channel Programs

New Pulse Secure partner program reworks philosophy to emphasize mutual commitment

January 24, 2019 Mark Cox Comments Off on 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.

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Channel Programs

SOAR vendor Siemplify brings in Bradd Barmettler as first global channel chief to execute transition to partner-led model

November 26, 2018 Mark Cox Comments Off on SOAR vendor Siemplify brings in Bradd Barmettler as first global channel chief to execute transition to partner-led model
Barmettler’s planned initiatives include a major revamp of the Siemplify channel program. He also wants to build out a channel presence in Canada, where he has had success in the past at other companies.

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Backup

Cohesity adds service provider component to expanded partner program with significantly more resources

October 2, 2018 Mark Cox Comments Off on Cohesity adds service provider component to expanded partner program with significantly more resources
Cohesity has doubled the amount of dollars allocated to their partner program, with new perks like rebates for sales to very large customers and formalized and expanded MDF. They have also established a model for service providers within the program, which provides mechanisms like consumption-based pricing suited to this business model.

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Channel Programs

StorageCraft removes divisions between partner business models in new channel program

September 27, 2018 Mark Cox Comments Off on StorageCraft removes divisions between partner business models in new channel program
In addition to moving VARs and MSP sales into the same pool, the new StorageCraft partner program now brings all the company’s products into a single program, including brand new and acquired ones.

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Randy Churchill, director of marketing and business development for D&H Canada
Distribution

D&H Canada looks to connect more small VARs with Cisco Meraki though “Driven” program

September 5, 2018 Mark Cox Comments Off on D&H Canada looks to connect more small VARs with Cisco Meraki though “Driven” program
The “Driven” program for Cisco Meraki is the first program D&H has offered specifically for Cisco Meraki, and includes measures to make it easier for small VARs to become certified on Meraki, and make more money once they are.

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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.

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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.

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Channel Programs

Gigamon announces ex-Riverbed channels exec Michelle Hodges as new channel chief

April 4, 2018 Mark Cox Comments Off on Gigamon announces ex-Riverbed channels exec Michelle Hodges as new channel chief
Hodges talks with ChannelBuzz about her new role at Gigamon, what she brings to the table there, and how she expects to increase the opportunities the company provides to partners.

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Channel Programs

New storage incents and rebate changes highlight Dell EMC partner program improvements

February 8, 2018 Mark Cox Comments Off on New storage incents and rebate changes highlight Dell EMC partner program improvements
The beginning of the new Dell EMC fiscal year in February is always the time for the most significant changes to their partner program, although the company acknowledged the changes this year are more about fine-tuning.

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Cloud

SAP announces Cloud Accelerator marketing initiative to boost partner business

January 17, 2018 Mark Cox Comments Off on SAP announces Cloud Accelerator marketing initiative to boost partner business
The Cloud Accelerator initiative, a new component in the SAP Cloud Choice Profit program, provides cloud marketing resources and support for cloud partners who meet specific criteria.

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Channel Programs

Security cloud provider OPAQ Networks unveils partner program in shift to 100 per cent channel model

January 4, 2018 Mark Cox Comments Off on Security cloud provider OPAQ Networks unveils partner program in shift to 100 per cent channel model
OPAQ Networks says their program, like their platform itself, is all integrated through the cloud, making its components easier for partners to use.

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No Picture
Mobility

Omnitracs expanding channel for fleet management software solutions

December 12, 2017 Mark Cox Comments Off on Omnitracs expanding channel for fleet management software solutions
With a U.S. regulatory mandate approaching, Omnitracs has been deepening its SMB channel presence, including a new partnership with Samsung and a push beyond telematics-focused resellers into the broader mobile device management channel.

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Cloud

SAP looks to digital cutting edge in lower end of SME

November 16, 2017 Mark Cox Comments Off on SAP looks to digital cutting edge in lower end of SME
SAP is gotten good results in its sub-$300 million segment by going digital to transform the customer experience, and by making these tools available to partners.

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Big Data

Data Quality vendor Naveego launches first partner program

October 23, 2017 Mark Cox Comments Off on Data Quality vendor Naveego launches first partner program
Master data management services opportunities are part and parcel of Naveego’s solution, and the company is also offering high margins through the new Naveego Partner Success Program.

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Channel Programs

Quantum adds new invite-only SPIF Quantum NOW program with focus on new business

October 20, 2017 Mark Cox Comments Off on Quantum adds new invite-only SPIF Quantum NOW program with focus on new business
Quantum’s new Quantum NOW program is looking to incent reps to bring in new business, particularly in unstructured data and archiving, with higher than usual SPIFs.

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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.

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Channel Programs

Salesforce to target 20-30 cloud partners with new $50 million Salesforce Ventures fund

June 1, 2017 Mark Cox Comments Off on Salesforce to target 20-30 cloud partners with new $50 million Salesforce Ventures fund
A pair of announcements creates both a new fund to stimulate Salesforce cloud consultant partners, and a new programmatic initiative to work with this group and provide further assistance like MDF funding.

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Software

Calgary’s Harvest Ventures reaping bumper crop from refocused Macola

April 24, 2017 Mark Cox Comments Off on Calgary’s Harvest Ventures reaping bumper crop from refocused Macola
Exact Macola’s largest Canadian partner is benefiting from the company’s reinvigorated channel focus, and sees great potential for Canadian customers in the new Macola product release.

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