pricing

Backup

Rubrik to offer lower prices and more customer flexibility with new Rubrik Go subscription licensing

March 15, 2019 Mark Cox Comments Off on Rubrik to offer lower prices and more customer flexibility with new Rubrik Go subscription licensing
Rubrik Go is being presented as an option for customers, but the company thinks there’s no reason why a net-new customer who hasn’t already invested in perpetual licenses would want to buy any other way.

[…]

Channel Programs

Malwarebytes introduces first partner program for MSPs

March 5, 2019 Mark Cox Comments Off on Malwarebytes introduces first partner program for MSPs
Malwarebytes has managed its MSP partners as resellers until now, but as that segment of the market grows, the company will be rolling out a program specifically designed for MSPs following a successful pilot in Australia.

[…]

Channel Programs

Dell EMC stresses consistency in Partner Program changes – although there are many changes

February 7, 2019 Mark Cox Comments Off on Dell EMC stresses consistency in Partner Program changes – although there are many changes
The guiding philosophy of the program remains fixated on the simple, predictable and profitable principles, but quite a few tweaks have been made to the program, many of them significant, and most of which are likely to please partners rather than make them grumble.

[…]

Backup

Asigra introduces unlimited use subscription license with fixed cost certainty

January 23, 2019 Mark Cox Comments Off on Asigra introduces unlimited use subscription license with fixed cost certainty
The new licensing option is based on the previous year’s usage, plus a negotiated consumption increase goal for the next three years, with the MSP getting everything above that goal at no cost.

[…]

Cloud

Kemp sees use beyond sales in new TCO calculator to assess applicability of consumption-based licensing for customers

January 21, 2019 Mark Cox Comments Off on Kemp sees use beyond sales in new TCO calculator to assess applicability of consumption-based licensing for customers
Kemp has introduced a new TCO calculator that shows customers the difference in costs between metered, perpetual, and competitive licensing options, and is emphasizing its use as an educational tool that shows more than cost savings, illustrating how the alternatives apply in different kinds of scenarios, and whether consumption-based licensing is a good fit for a specific customer.

[…]

Networking

Riverbed upgrades SteelHead SD routing stack, adds in-field upgrade capability

November 14, 2018 Mark Cox Comments Off on Riverbed upgrades SteelHead SD routing stack, adds in-field upgrade capability
Riverbed is also making OPEX-based subscription pricing available as an option for the SteelHead SD, bringing it in line with other appliances.

[…]

Backup

Commvault successfully completes reorientation of go-to-market resources towards channel

October 12, 2018 Mark Cox Comments Off on Commvault successfully completes reorientation of go-to-market resources towards channel
Scott Strubel, Commvault’s vice president of worldwide channels discusses the impact of the recent changes to Commvault’s channel operations, and what still remains to be done.

[…]

Channel Programs

Dell EMC extends Partner Preferred Program to 20,000 commercial accounts, unveils first Dell EMC-VMware co-skilled badges

October 4, 2018 Mark Cox Comments Off on Dell EMC extends Partner Preferred Program to 20,000 commercial accounts, unveils first Dell EMC-VMware co-skilled badges
Dell EMC’s quarterly Partner Broadcast was mainly about recounting their many trumps in the first half of the year, but there was some new news here which will interest their channel partners.

[…]

Managed Services

Infoblox adds new MSP consumption-based pricing model for DDI and DNS-based security solutions

September 6, 2018 Mark Cox Comments Off on Infoblox adds new MSP consumption-based pricing model for DDI and DNS-based security solutions
Infoblox already has a significant number of MSP partners, and their focus has been primarily on the enterprise, but the new consumption-based pricing option is much more attractive if they are also pushing downmarket into the midmarket and the SMB.

[…]

Cloud

OpenText unveils its next-gen OT2 hybrid cloud platform

July 11, 2018 Mark Cox Comments Off on OpenText unveils its next-gen OT2 hybrid cloud platform
OpenText CEO Mark Barrenechea said the SaaS-based OT2 and their flagship Release 16 will have a long life next to each other.

[…]

Channel Programs

Inside Pure Storage’s channel program changes

May 25, 2018 Mark Cox Comments Off on Inside Pure Storage’s channel program changes
The changes to the Pure channel program and go-to-market motions are extremely significant, impacting most things except for Pure’s commitment to a 100 per cent channel strategy.

[…]

Storage

Pure Storage goes all-in on NVMe with expanded FlashArray//X line

May 24, 2018 Mark Cox Comments Off on Pure Storage goes all-in on NVMe with expanded FlashArray//X line
While many customers are still on the fence about NVMe adoption in its early days, Pure Storage is making it easier for them to buy FlashArray//X now and upgrade later, by making the upgrade path simple, and changing pricing policies to encourage people to buy //X now.

[…]

Security

FireEye looks to further expansion in Canada with new channel solutions, consumption models

May 22, 2018 Mark Cox Comments Off on FireEye looks to further expansion in Canada with new channel solutions, consumption models
FireEye sells almost entirely through the channel, but has recently doubled down on channel enablement with a series of enablement initiatives that cover product, pricing models, and partner compensation.

[…]

Cloud

Vena adds integrated planning functionality to corporate performance management software

February 15, 2018 Mark Cox Comments Off on Vena adds integrated planning functionality to corporate performance management software
The new Vena capabilities are designed to facilitate efficiency by integrating operational departments much more fully into the CPM process.

[…]

Computers

Acer rolls out new durable commercial Chromebook

January 26, 2018 Mark Cox Comments Off on Acer rolls out new durable commercial Chromebook
In addition to the Chromebook 11 C732, Acer also announced a new ChromeBox offering, as well as a retail-focused convertible Chromebook.

[…]

Mobility

Cradlepoint shifts business model and lowers price points with new NetCloud subscription pricing

January 16, 2018 Mark Cox Comments Off on Cradlepoint shifts business model and lowers price points with new NetCloud subscription pricing
The new, simplified solution packages for Cradlepoint Branch, Mobile and IoT solutions are not an option, but will become the sole route to market after May.

[…]

Managed Services

Barracuda adds social engineering training capability with PhishLine acquisition

January 3, 2018 Mark Cox Comments Off on Barracuda adds social engineering training capability with PhishLine acquisition
Barracuda said this new capability is something that their partners have been asking for, and will allow them to take a more full-featured offering to their customers – which will be an additional revenue generator as well.

[…]

Channel Programs

“I Don’t Want More Partners:” Dell EMC Channel Chief John Byrne

October 26, 2017 Mark Cox Comments Off on “I Don’t Want More Partners:” Dell EMC Channel Chief John Byrne
At a partner gathering in Toronto, Byrne recounted Dell EMC’s channel trumps – but also detailed where the company needs to improve, and provided broad hints about upcoming channel changes.

[…]

Mobility

Zebra targets new SMB markets with new TC20 Android enterprise smartphone

October 26, 2017 Mark Cox Comments Off on Zebra targets new SMB markets with new TC20 Android enterprise smartphone
The TC20 comes with feature functionality geared for SMB rather than enterprise, and a pricing model that eliminates the gulf between list and street prices that characterizes the enterprise mobility market.

[…]

Cloud

OnApp enters hyper-converged space with Intel partnership – and low cost appliance

September 7, 2017 Mark Cox Comments Off on OnApp enters hyper-converged space with Intel partnership – and low cost appliance
OnApp, which has a larger global share of the service provider market, enters the enterprise HCI market with their software in Intel hardware, and a channel-only model with a master reseller/distributor in each geo.

[…]