Specialization

Channel Programs

CrowdStrike looks to new partner program to expand partner base and aid in market surge

February 5, 2019 Mark Cox Comments Off on CrowdStrike looks to new partner program to expand partner base and aid in market surge
CrowdStrike has also announced the CrowdStrike Store, which is very similar to the Salesforce AppExchange, and also extended to broaden their routes to market.

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Channel Programs

Zebra unveils first vertical specialization for healthcare technology providers

August 20, 2018 Mark Cox Comments Off on Zebra unveils first vertical specialization for healthcare technology providers
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.

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Channel Programs

NetApp unveils many new channel incents and enablement tools – with an ask in return

June 29, 2018 Mark Cox Comments Off on NetApp unveils many new channel incents and enablement tools – with an ask in return
NetApp has presented an impressive array of new commitments to partners, but in return in for reciprocal commitment in return, specifically selling NetApp’s newer solution areas.

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Channel Programs

Is IOT the canary in the channel coal mine for SAS?

April 10, 2018 Robert Dutt Comments Off on Is IOT the canary in the channel coal mine for SAS?
SAS executives say the company is moving towards the channel — and how it’s building out its Internet of Things business may show what that movement looks like.

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Big Data

Splunk announces enhanced partner benefits at Global Partner Summit

February 28, 2018 Mark Cox Comments Off on Splunk announces enhanced partner benefits at Global Partner Summit
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.

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Channel Programs

Avaya seeing rebound in business for Canadian channel

February 1, 2018 Mark Cox Comments Off on Avaya seeing rebound in business for Canadian channel
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.

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Channel Programs

BlackBerry unveils new Crisis Communication channel specialization around AtHoc platform

December 4, 2017 Mark Cox Comments Off on BlackBerry unveils new Crisis Communication channel specialization around AtHoc platform
The invitation-only specialization is designed to create a relatively small nucleus of focused Crisis Communication experts within the BlackBerry Enterprise Partner Program.

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Channel Programs

BlackBerry focused on moving expanding channel to new secure workflow-focused vision

November 16, 2017 Mark Cox Comments Off on BlackBerry focused on moving expanding channel to new secure workflow-focused vision
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.

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Wendy Bahr, senior vice president of Cisco's Global Partner Organization
Channel Programs

Simpler is better: Cisco pares programs

November 7, 2017 Robert Dutt Comments Off on Simpler is better: Cisco pares programs
Cisco announces a reduction in the complexity of its partner programs, while pivoting profitability towards software and recurring revenues.

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Channel Programs

HPE unveils more details on channel competencies

June 6, 2017 Mark Cox Comments Off on HPE unveils more details on channel competencies
Nine competencies are available, although some key issues, like how they will fit into Party Ready tiering, have still to be determined.

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Channel Programs

Lenovo Canada’s Stefan Bockhop promoted to run Lenovo server channel business

April 25, 2017 Mark Cox Comments Off on Lenovo Canada’s Stefan Bockhop promoted to run Lenovo server channel business
The promotion for Canada’s long-time channel chief means that a replacement will be named – but no decision there has yet been reached.

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Channel Programs

Salesforce tweaks channel programs in tiering, training, specializations

February 21, 2017 Mark Cox Comments Off on Salesforce tweaks channel programs in tiering, training, specializations
Salesforce looks to improve its support of partners, as it looks to grow its consultant base tenfold over the next several years to meet projected demand.

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Channel Programs

Addition of competencies to HPE Partner Ready program highlight GPC announcements

September 12, 2016 Mark Cox Comments Off on Addition of competencies to HPE Partner Ready program highlight GPC announcements
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.

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Sergio Farache, senior vice president of strategy and specialist business at Tech Data
Distribution

Discussing Avnet’s Specialist Business Units [Podcast]

September 9, 2016 Robert Dutt Comments Off on Discussing Avnet’s Specialist Business Units [Podcast]
Avnet Technology Solutions’ Sergio Farache on the distributor’s new Specialist Business Unit go-to-market focus and what it means for solution providers.

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Alex Ryals, vice president of security solutions for Tech Data
Distribution

Chatting about Avnet’s networking and security SBU [Video]

September 2, 2016 Robert Dutt Comments Off on Chatting about Avnet’s networking and security SBU [Video]
Avnet Technology Solutions vice president Alex Ryals discusses the distributor’s new business unit and how the company is helping enable solution providers.

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Avnet Technology Solutions' Gavin Miller
Distribution

Avnet regroups around technology hotspot specializations

July 27, 2016 Robert Dutt Comments Off on Avnet regroups around technology hotspot specializations
Distributor Avnet introduces new global specialization areas as it seeks to help partners focus on software, subscription, and as-a-Service sales.

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Channel Programs

Extreme Networks stresses pay-for-performance, new customers in channel program changes

July 18, 2016 Mark Cox Comments Off on Extreme Networks stresses pay-for-performance, new customers in channel program changes
Extreme Networks has announced a series of significant revisions to its channel program, with more to be announced at their partner event in October.

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Channel Programs

Salesforce deepens partner training, specializations

June 6, 2016 Mark Cox Comments Off on Salesforce deepens partner training, specializations
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.

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Channel Programs

New Extreme Networks channel chief lays out program to expand opportunities

March 9, 2016 Mark Cox Comments Off on New Extreme Networks channel chief lays out program to expand opportunities
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.

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Channel Programs

Kaspersky to introduce small business specialization

March 7, 2016 Mark Cox Comments Off on Kaspersky to introduce small business specialization
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.

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