Backup
Veeam expands incents, marketing resources and learning management for North American channel partners
Veeam global channel chief James Mundle talks with ChannelBuzz about what partners can expect from the changes to the program.
Sales
Data Centre
Pivot3 creates new U.S. sales head position to expand leadership team
While undergoing the hiring process for a new head of sales that landed Rance Poehler, Pivot3 found they also liked the skillset of Dan Flood, so they made an additional hire, and created the position of VP of U.S. sales for him, as part of a more aggressive strategy to expand in the enterprise.
Channel Programs
Kaspersky Lab looks to increase solutions sales, decrease transactional business with new global partner program
Kaspersky Lab says the market is moving decisively away from transactional sales, so they are changing their channel program to meet this new reality.
Channel Programs
Citrix looks to move beyond virtualization in articulating sales strategy at Summit
Citrix is emphasizing to partners this year that their Citrix Workspace for unified mobile data access should be positioned beyond the traditional virtualization market, in order to reach the more than two-thirds of organizations who don’t use virtualization at all.
Training
MSP training firm CharTec reworks online training and makes significant organizational moves
The moves include the reabsorption of the Relyenz division within CharTec, and the repurchase of the major investment ConnectWise had in CharTec, although the latter does not impact CharTec’s strong partnership with ConnectWise.
Channel Programs
NaaS provider Meta Networks looks to support select channel with first partner program
Meta Networks, whose network-as-a-service offering appeals to a variety of solution providers across the security, networking and managed services spaces, wants to start with a limited number of initial partners, and make them successful before expanding the program.
SalesBuzz
Hindenburg Drone crash at Macola event previews, parallels channel go-to-market unpredictability
The opening keynote at the annual Macola customer and partner event featured a drone demo intended to show mastery over adjacent technology that backfired spectacularly, although harmlessly. The event itself also featured an air of unpredictability – over the role of the channel in the Macola go-to-market going forward.
Software
Clari expands visibility into early stage sales accounts with new module for machine learning sales platform
Clari Team Activity provides visibility into additional prospects who are not yet considered as pipeline sales opportunities, enabling sales managers to deal with potential problems in real time. and funneling additional data back into a company’s CRM system.
Channel Programs
Iventosch looks to move Qumulo from startup to leveraged model with two-pronged channel strategy
Armed with a new channel program, and a new exec to provide more focus on channel strategy, Qumulo looks to both improve the efficiency of its own channel, and the HPE channel that comes through their partnership with HPE.
Channel Programs
New Nutanix channel chief says big changes coming to sales motions
Incents for new logos are on the way, but an even bigger change will be Nutanix moving from partners teaming with sales to making partners more autonomous.
Storage
Retuned Violin looks to play sweet music by focusing on roots in new strategy
Violin Systems CEO Ebrahim Abbasi talks with ChannelBuzz about his plans to return the all-flash pioneer to relevance and long-term success following their late-2016 Chapter 11.
Channel Programs
Quantum adds new invite-only SPIF Quantum NOW program with focus on new business
Quantum’s new Quantum NOW program is looking to incent reps to bring in new business, particularly in unstructured data and archiving, with higher than usual SPIFs.
Computers
Integration on several levels highlights Dell Technologies’ first year
Michael Sharun and Kevin Connolly, who run the two divisions of the Dell EMC business in Canada, review the year’s achievements from a Canadian perspective.
Distribution
ESET, Ingram discuss exclusive partnership [Video]
James Chalmers of ESET Canada and Dave Mason of Ingram Micro Canada detail their exclusive broadline distribution deal in this video interview.
Channel Programs
Sales Samurai program highlights new announcements at Sophos partner event
Sophos also launched a new Hot Line to provide competitive intelligence, made changes to their post-sales technical skills certification and should have a new Cloud Security Provider program by the fall.
Security
Channel-focused Mailprotector gets cash infusion to fund growth
MailProtector has seen a recent spurt of growth following a doubling down on its commitment to the channel, which has led to securing capital to enhance sales, marketing and R&D capabilities.
Cloud
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.
Big Data
Salesforce kicks off the Year of Einstein
Salesforce highlighted that Einstein, featured at last fall’s Dreamforce, is part of the new spring release, and is in the hands of customers. They also announced a new partnership with IBM that unites IBM’s Watson with Einstein.
Channel Programs
New Dell EMC channel chief takes over as Michael Kerr retires
Deanna Thomson, a 20-year Dell Canada veteran, has been appointed Dell EMC’s National Director for Canada, Channel Sales.
Channel Programs
Veeam to deepen enterprise push with enterprise sales force to work with partners
Veeam has also introduced new bundles with HPE and with Cisco, which are now available through Ingram Micro.