profitability

Channel Programs

EMC tweaks partner program in response to partner feedback

January 22, 2016 Mark Cox Comments Off on EMC tweaks partner program in response to partner feedback
Changes for 2016 include allowing Authorized partners to qualify for the Silver tier at mid-year, increasing the Silver rebate payout, and changing revenue tier thresholds in some markets, which include Canada, but not the U.S.

Managed Services

How to break away from the break-fix model that’s killing your MSP business

January 18, 2016 Guest Poster Comments Off on How to break away from the break-fix model that’s killing your MSP business
Some new year’s advice from Alex Hoff of Auvik Networks on how to get rid of old habits that may be harmful to your MSP business.

Dell Canada president Kevin Peesker at the company's Canadian Partner Summit.
Channel Programs

Dell Canada: Channel business growing at 3x market

September 16, 2015 Robert Dutt Comments Off on Dell Canada: Channel business growing at 3x market
Dell Canada president Kevin Peesker and channel chief Tara Fine walk through the company’s channel biz by the numbers at Dell’s Canadian Partner Summit.

Ryan Morris, principal consultant at Morris Management Partners
Managed Services

The three things that can disrupt managed services businesses

September 10, 2015 Robert Dutt Comments Off on The three things that can disrupt managed services businesses
Channel consultant Ryan Morris outlines the three trends that could disrupt managed services delivery, and what MSPs can do to counter them.

Microsoft worldwide channel chief Phil Sorgen
Channel Programs

Microsoft shines light on partner valuation

July 22, 2015 Robert Dutt Comments Off on Microsoft shines light on partner valuation
Microsoft offers partners tips on increasing their valuation in a cloud world, and a tool to measure their success in the transformation.

Channel Programs

Pulse Secure partner program to test competency, abandon certifications

June 3, 2015 Mark Cox Comments Off on Pulse Secure partner program to test competency, abandon certifications
The Juniper spinoff launches its first partner program, to which old Juniper partners have to apply, and says that it has some unique differentiating factors.

Richard Steranka, vice president of worldwide channels at Avaya.
Channel Programs

Avaya boosts rebates for top-tier partners

January 27, 2015 Robert Dutt Comments Off on Avaya boosts rebates for top-tier partners
Avaya will double rebate opportunities around strategic technologies for Gold partners, but will halve those same opportunities for base-level partners.

VMware channel chief Dave O'Callaghan (left) and president and COO Carl Eschenbach (right).
Channel Programs

VMware cuts partners in on ELAs, services

August 27, 2014 Robert Dutt Comments Off on VMware cuts partners in on ELAs, services
VMware says the company and its partners have to build closer customer relationships, outlines upcoming program changes to help partners make it happen.

VMware president and COO Carl Eschenbach
Channel Programs

VMware adds $10B to expected TAM

August 26, 2014 Robert Dutt Comments Off on VMware adds $10B to expected TAM
VMware sees growth in cloud and end user computing, and tells partners it has to shift its sales motion as it becomes much more than a one-product company.

Channel Programs

New ThreatTrack channel chief looks to distribution for ThreatSecure go-to-market

August 20, 2014 Mark Cox Comments Off on New ThreatTrack channel chief looks to distribution for ThreatSecure go-to-market
While ThreatTrack has a channel of SMB-focused VIPRE resellers, the new channel chief’s task is to build an enterprise-focused channel for ThreatSecure, and to do that, he is looking to distribution.