rules of engagement

Channel Programs

Dell EMC extends Partner Preferred Program to 20,000 commercial accounts, unveils first Dell EMC-VMware co-skilled badges

October 4, 2018 Mark Cox Comments Off on 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.

Channel Programs

SAP launches new cloud packaging initiative for partners

March 28, 2018 Mark Cox Comments Off on 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.

Channel Programs

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

March 14, 2017 Mark Cox Comments Off on 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.

Cloud

Intacct driving channel growth with select, focused partners

March 10, 2017 Mark Cox Comments Off on Intacct driving channel growth with select, focused partners
Cloud ERP vendor Intacct’s Xtreme Business Building Conference this week had a record number of partners, as the company continues to expand its channel business.

Cloud

Avaya introduces new global channel chief – and new partnering philosophy

February 15, 2017 Mark Cox Comments Off on 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.

Channel Programs

Dell EMC previews new channel partner program to launch next February

October 18, 2016 Mark Cox Comments Off on 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.

Channel Programs

NetApp reworks channel strategy to get its mojo back

September 28, 2016 Mark Cox Comments Off on 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.

Channel Programs

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

July 24, 2015 Mark Cox Comments Off on 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.

Channel Programs

EMC looks to realign alliances strategy

May 6, 2015 Mark Cox Comments Off on 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.

Channel Programs

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

May 5, 2015 Mark Cox Comments Off on 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.