spiff

Channel Communities

HPE rethinks technical enablement and certification with HPE Tech Pro Community

March 12, 2019 Mark Cox Comments Off on HPE rethinks technical enablement and certification with HPE Tech Pro Community
HPE looks to bring partners more closely into HPE’s own technical communities, introduce a broader type of solution focused credentialing system, and reward both individual techs and partner companies for achievements.

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Printing and Imaging

Lexmark channel chief Kinlaw brings GO Line products for small business to market

October 10, 2018 Mark Cox Comments Off on Lexmark channel chief Kinlaw brings GO Line products for small business to market
Lexmark has reoriented its channel to add a strong SMB focus to their historic focus on the high end of the channel space, with a new branded line covering the whole gamut of the product line, with channel-friendly pricing and policies.

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Channel Programs

Bare metal container platform provider Diamanti launches first channel program

April 17, 2018 Mark Cox Comments Off on Bare metal container platform provider Diamanti launches first channel program
Diamanti quickly adopted an all-channel go-to-market in the face of resellers looking for a turnkey enterprise container management solution, and now has introduced a program to support what will start off as a select value channel.

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Cloud

Morpheus Data continues partner acceleration with $250,000 Big Spiff

March 12, 2018 Mark Cox Comments Off on Morpheus Data continues partner acceleration with $250,000 Big Spiff
Morpheus Data, which sells entirely through channel partners, focuses on cloud cost optimization, cloud management, and DevOps automation, and is seeing strong momentum, including an uptick in seven-figure deals.

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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

Sennheiser unveils their first deal registration program for North America

September 8, 2017 Mark Cox Comments Off on Sennheiser unveils their first deal registration program for North America
The deal reg discount comes bundled with a permanent spiff for completion of a registered deal, and Sennheiser says that some interesting new products in the new year will add to the program’s value.

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Channel Programs

Midrange storage the focus as Dell EMC unveils new channel investments

August 17, 2017 Mark Cox Comments Off on Midrange storage the focus as Dell EMC unveils new channel investments
In addition to the many storage announcements, Dell EMC also addressed the issues with the Partner Academy, and will be waiving training requirements for the second half of the year.

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Channel Communities

Change to the channel, partner programs highlight channel aspects of CompTIA 2017 outlook

January 23, 2017 Mark Cox Comments Off on Change to the channel, partner programs highlight channel aspects of CompTIA 2017 outlook
CompTIA sees 2017 as continuing trends like the greying of the channel and the increase in non-traditional partners which have been developing for several years.

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Channel Programs

Partner tiering, accreditation changes on horizon for Lenovo

November 18, 2016 Mark Cox Comments Off on Partner tiering, accreditation changes on horizon for Lenovo
Lenovo’s increased emphasis over the last year on elements in the server space that go well beyond 1P and 2P servers is leading to some significant programmatic changes coming in 2017.

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Channel Programs

Zerto reworks channel program to better manage growth, cloud partners

September 20, 2016 Mark Cox Comments Off on Zerto reworks channel program to better manage growth, cloud partners
Zerto has introduced some new compensation features, and is also consolidating its programs, bringing its cloud program into the main program now, with vendor technology partners slated to follow early next year.

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Channel Programs

Gigamon looks to drive ecosystem solution sales with new security-focused spiff program

September 15, 2016 Mark Cox Comments Off on Gigamon looks to drive ecosystem solution sales with new security-focused spiff program
Gigamon is looking to get partner sales people and engineers thinking more about selling Gigamon’s platform integrated with complementary solutions from over 30 vendor partners.

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