Tag Archive for rules of engagement

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.

SAP launches new cloud packaging initiative for partners

The new SAP initiative provides partners with packaged cloud solutions, with the partner adding their own IP. It also contains go-to-market and marketing initiatives to help the partners sell the packages.

Dell EMC looks to EMC sales alignment to ease legacy Dell partner issues

Greg Ambulos, who runs North America’s channel business for Dell EMC, was in Toronto today, and provided an update on the new channel program’s progress. He also detailed changes to the overall sales structure designed to deal with long-standing complaints of legacy Dell partners.

Avaya introduces new global channel chief – and new partnering philosophy

Walter Denk, who has a distribution background and has been working for Avaya in Germany, is the company’s new global channel chief. Even more importantly, he says that the job has been redefined and that the channel will benefit.

Dell EMC previews new channel partner program to launch next February

At this stage, the new Dell EMC program is still in the formative stages, but the company indicated the general principles. Details will be coming in December, with the launch to take place in February.

NetApp reworks channel strategy to get its mojo back

Over the last year, NetApp has reshaped its channel strategy extensively, and will soon cap it with a new Hard Deck policy. Unlike a similar named policy of an old competitor, NetApp thinks this one will be highly popular with partners.

New rules of engagement, deal registration rewards, highlight Intel Security channel changes

The key set of changes to the program sees discounts based on partner tier flattened, and the resources moved to an enhanced deal registration program, to give more rewards to partners who do more work.

EMC looks to realign alliances strategy

The massive pace of technological change is compelling EMC to reassess how it goes to market with its enterprise alliance partners, and while changes to the strategy are very much a work in progress, they are likely to bring significant change to the relationship between the vendor, its alliance partners, and solution providers.

New EMC Federation deal reg, rules of engagement to be launched

EMC is also announcing several other programmatic moves, including a Federation Ready designation and expanding EMC’s EMC Ready sales transformation initiative to partners. Their EMC True loyalty program pilot is now being publicized and expanded globally.

Arcserve announces new and simplified partner program

The new program replaces the legacy one Arcserve brought with it from its days as part of CA, and leverages Ingram Micro’s business intelligence capabilities in several respects.

New iboss Network Security sales chief looks to expand market presence

iboss is well known in the education space, where it has a strong presence, but new SVP of Worldwide Sales Frank McLallen is looking to take advantage of their solutions’ scalability, and expand much more deeply into other markets.

Unify commits to more channel-centric model with new partner program

Canada is one of the countries where Unify pledges to be 100 per cent channel within twelve months – which will mean they will need to get distribution set up here.