Veeam global channel chief James Mundle talks with ChannelBuzz about what partners can expect from the changes to the program.
This is the first major ‘tweak’ of Palo Alto Networks’ partner program since its inception, and the changes are extremely significant, and multi-faceted.
Siemplify has moved to a model that directs all new business through partners, and will support them with a new single tier program that has a high emphasis on partner enablement and a commitment to protect partner profitability through margin transparency as well as deal registration.
Information Builders is looking to expand beyond the enterprise by engaging more closely with their partners, rather than with the transactional model they used before, and have designed their first partner program to achieve this.
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.
Silver Peak acknowledged that its old partner program, implemented in 2015, was deficient in key respects, and has completely restructured the program in order to remedy those problems.
Proofpoint has elevated Americas Theater VP Blake Sallé to its worldwide sales lead. He stressed that while he sees no big issues with the company’s go-to-market strategy, improving channel productivity is one of his top priorities.
Lexmark has reoriented its channel to add a strong SMB focus to their historic focus on the high end of the channel space, with a new branded line covering the whole gamut of the product line, with channel-friendly pricing and policies.
Recruitment of new MSP partners, in a business where the cloud is constantly increasing in importance, is a top priority for Arcserve.
The 2018 version of the Institute, which should be all online by the September-October timeframe, has five series – three persona-oriented ones for manager/owners, salespeople and marketing, and two topic-focused on security and backup.
Nutanix, which sells entirely through channel partners, is moving away from emphasizing pure volume of sales to allow them to reward smaller partners with deep Nutanix practices.
Former VMware channel chief Ross Brown moves to building strategic partnerships, while Brandon Sweeney takes over day-to-day channel operations.
Scott Dietzen moves over to Chairman of the Board, with Charles Giancarlo replacing him as CEO of Pure.
SolarWinds MSP’s price to partners of $4 per endpoint in Canada is designed to allow both the MSP to make money while also being less expensive for the customer than consumer-grade alternatives.
NetApp’s channel transformation includes the Right Touch Model, introduced for its new fiscal year, designed to better balance NetApp channel resources with its internal sales team.
As it turns its attention to taking the channel deeper on digital transformation, Cisco says connections to ecosystem partners will be imperative.
BitTitan adds new functionality around processes for delivering products and services, defining, creating and protecting new IP, and better managing employees’ time.
Cisco kicked off its Partner Connection event by announcing new incents designed to put more money in partner pockets. One of them won’t, however, be available right away outside the U.S.
Dell EMC fills in the remaining blanks in what its new unified partner program, which formally rolls out today, will look like.
The changes involve certifying partners in Canada and Latin America to sell the Prophet 21 wholesale distribution solution.
