Zebra sells its solutions predominantly to major verticals like retail and manufacturing, where most of their partners play, but for the first time they have announced a specialization for what will be a fairly small minority of partners with a deep focus in an area.
Last year’s refocus on the channel saw Splunk more than double the size of their partner base. This year they are looking to drive further by enhancing the existing partner tracks and formalizing two new ones.
Avaya’s restructuring issues in 2017 had an impact in the midmarket in Canada which is served by the channel. Those problems have disappeared, and Avaya is bullish about its Canadian channel business moving forward.
The BlackBerry channel back in its mobile device heyday was mainly telcos. Now, as they move broadly into security software they are expanding their channel, but also trying to focus it squarely on BlackBerry’s vision of the future.
Other important changes include the integration of programs for other groups which used to be outside the old umbrella program and the integration of the Aruba PartnerEdge and HPE Networking channel programs into the new Partner Ready for Networking program.
New partner initiatives the company is working on include deepening technical and product training in their face-to-face training programs, and developing the concept of being trusted advisors together with partners to their joint clients.
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.
While Kaspersky is emphasizing the enterprise in its strategic objectives this year, it is also providing more segmented assistance to partners focusing on different parts of the market. This includes a new specialization which will see small business leads limited to partners who have secured it.