With the Interim now removed from her job title, Gavriella Schuster talked with ChannelBuzz about her priorities going forward, including both things partners can expect to be announced at WPC, and her priorities beyond that.
D&H makes another infusion to an initiative which has operated successfully as part of the Business Assurance Program for years, and which has delivered substantial returns to vendor participants as well.
Fireglass, whose technology is based on isolating potential threats from the Internet, testing them, transforming them into benign content, and passing them on to the customer in real time, has announced its initial partner program. A key element – the always popular high margins.
Dell has formally launched a program with about 25 ISVs, but also makes it clear this is a pretty basic first step. Several months down the line they say there will be more useful functionality for partners, and also a lot more of them.
Citrix is adding a new, incremental front-end discount for new opportunities among both new and existing customers. They are also reworking their MDF program, and redoing their CAR program to simplify it and increase partner opportunities.
Vectra, which goes to market entirely through partners, is looking to add a select number of security partners to its channel, and support them through their new channel program.
Extreme’s new channel chief is overseeing the rollout by early summer of programs the company first announced at last October’s partner event, with the first one being a wireless specialization being announced this week.
Avaya’s program changes give more partners ways to make more money, but also step up the requirement to have happy, satisfied customers.
TechBlocks’ experience with the Azure platform and their having established a presence in IoT solutions leads Microsoft to pick them as a go-to IoT partner in Canada.
eSentire sold its SaaS-based cybersecurity solutions direct until a couple years ago, when they added referral partners. Now they have expanded their channel program to include MSPs and resellers, and partnered with Ingram Micro to add the focused partners they want.
While Avaya is not contemplating adding or dropping any distribution partners, it is working on restructuring their compensation model, to encourage them to fulfil the role Avaya wants them to play in their new go-to-market strategy.
Programmatic initiatives to back trending areas is something VMware is telling partners they can expect to see more of in 2016.
Dell is offering the 700 plus elite security partners at the event a 50 per cent limited time discount on select products, as well offering all Dell security an enhanced rebate bonus on volume.
Morgan discusses his priorities in making sure that the strength of Nutanix’s channel infrastructure keeps up with the rapid growth of its sales.
A new top tier has been created for Elite partners with channels of their own, and new internal technical support and professional service groups have added to work with partners.
The Quick Rewards program, which begins in Q3, gives partners who refer other partners to Quick Heal a reward of six per cent of their sales for the first year and four per cent for the second – giving Quick Heal a cost-effective way of enlarging their channel.
Dell’s channel chief offers some suggestions how companies can effectively build or improve their channel programs.
Lenovo has rewarded partners for bringing in new SMB business, but that incent will soon be extended to the enterprise, with margins pledged to be ‘robust.’
The new Citrix Solution Advisor program is a fundamental restructuring of Citrix’s partnering approach, which introduces Specialist Tracks to recognize and reward areas of focus.
D&H’s Canadian partners had been asking for this service, available in the U.S since 2012, to come north. It assembles marketing collateral and customizable templates from both D&H and participating vendors in one library, and is free to use.
