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.
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.
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.
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.
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.
Riverbed is also making OPEX-based subscription pricing available as an option for the SteelHead SD, bringing it in line with other appliances.
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.
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.
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.
OpenText CEO Mark Barrenechea said the SaaS-based OT2 and their flagship Release 16 will have a long life next to each other.
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.
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.
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.
The new Vena capabilities are designed to facilitate efficiency by integrating operational departments much more fully into the CPM process.
In addition to the Chromebook 11 C732, Acer also announced a new ChromeBox offering, as well as a retail-focused convertible Chromebook.
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.
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.
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.
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.
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.
