Farsight has had an OEM program to go to market with strategic vendor partners, but now is supplementing that with a new program to expand their reach further through the VAR channel. It formalizes a route to market that has been there before, but on an ad hoc and opportunistic basis.
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.
ECi, which acquired ERP vendor Macola last year, has made another acquisition relevant to their Manufacturing Division, purchasing Vineyardsoft, whose KnowledgeSync product was already being used by Macola and every other member of the Division. Vineyardsoft sold entirely through channels, and the plan is to expand those channels further.
The upgrades include expanding multi-cloud support and a new compliance-focused capability. Aparavi has also made its channel plans clear, and has a channel program coming.
Commvault also announces Andy Vandeveld, most recently at Veeam, as Vice President of Worldwide Alliances, in a move that signals an increased focus on strategic alliances as a route to market rather than just technology integrations.
SecurityFirst has just turned their technology into a channel-friendly product, DataKeep, which its partners will sell.
WPS Office has been primarily consumer and OEM-focused in North America, using a freemium model, but they have a paid product, and recently began to recruit a reseller channel.
Dell Boomi recently appointed David Tavolaro as their channel chief, and he discusses his strategy to expand the amount of business the iPaaS vendor does through partners.
IGEL is also changing the way the system is licensed, moving to recurring revenue model with a choice of one or three year maintenance plans which include the upgrade to the new version.
At this stage, the new Dell EMC program is still in the formative stages, but the company indicated the general principles. Details will be coming in December, with the launch to take place in February.
Seagate’s acquisition of Dot Hill last week is intriguing in several ways, but for the channel, it’s pretty much a non-issue. Seagate’s focus is on Dot Hill’s OEM business, and their branded channel business, which had already been outsourced to Quantum, is unlikely to be affected at all.
Liaison has offered enterprise data integration and data management solutions for 15 years, but their new Alloy Platform features exceptionally agile micro-services architecture to handle modern data workloads and deliver the plumbing infrastructure which powers enterprise analytics.
The long-time Ingram Micro exec joins a company that uses Big Data analytics to capture annuity contract revenue data for OEMs and distributors, which is then passed to channel partners to create immediate renewal sales opportunities.
