Because the closing of the acquisition will take place during a planned extensive restructuring of the Mitel channel program, the integration of both programs into a new one will take place in relatively short order.
The plan is to rationalize and simplify the portfolio, although there is no rush to settle on a common platform. There is also relatively little channel overlap, so no need to rationalize the number of partners.
Connolly acknowledges he will need to work hard to assure Dell EMC Canada customers, partners and staff that a guy coming from the EMC side of the house gets the commercial business, which is mainly legacy Dell.
Arcserve also says out a roadmap to have, within twelve months, a midmarket disaster recovery offering based on a fusion of the two technologies that overcomes today’s pricing, complexity and efficiency issues.
The addition of cloud visibility into the Managed Detection and Response service responds to the user vulnerability to issues like phishing and data exfiltration, and presents a strong new opportunity for partners.
BeyondTrust also joins Westcon-Comstor’s Accelerate program. Their Privileged Access Management solutions are highly complementary to the solution sets of most of the distributor’s key vendor partners.
Stantive, which had a long relationship with Salesforce as a customer before becoming a business partner during the past decade, is now building out its own channel for its CMS solution and seeing strong results.
Over the last year, NetApp has reshaped its channel strategy extensively, and will soon cap it with a new Hard Deck policy. Unlike a similar named policy of an old competitor, NetApp thinks this one will be highly popular with partners.