Strategy

Networking

Linksys enhances small business line by adding clustering to all wireless APs

March 15, 2016 Mark Cox 1
Linksys continues a strategy it began by expanding captive portal from its flagship product to its entire wireless line, to beef up the entire portfolio at a time when small business demand for wireless is strong.

Security

Continued push into enterprise highlights Kaspersky Lab’s strategic focus

March 7, 2016 Mark Cox Comments Off on Continued push into enterprise highlights Kaspersky Lab’s strategic focus
Kaspersky is counselling its channel to take advantage of the increased market opportunities in the enterprise, both to build new business and expand the company’s brand awareness with major new logos. They are also emphasizing that partners need to be more aggressive in delivering security expertise beyond licenses and support.

Managed Services

VAR Dynamics announcing new name (CloudPlus), pricing, website, programs

February 29, 2016 Mark Cox Comments Off on VAR Dynamics announcing new name (CloudPlus), pricing, website, programs
VAR Dynamics completes a major restructuring with a name change to highlight the company’s focus on its platform rather than the services on top, and to illustrate that the company’s base has also moved beyond VARs to include other types of partners.

Channel Programs

SugarCRM seeing success in shift to enterprise market

February 12, 2016 Mark Cox Comments Off on SugarCRM seeing success in shift to enterprise market
SugarCRM has essentially restructured its whole business model, shifting from an open source model with a freemium component and an SMB focus, to a clearly enterprise-focused strategy. While they have recruited new partners for that space, most of their Elite Partners are long-time partners who have made the transition with them.

Cloud

Avaya enhances two midmarket hybrid cloud solutions, and broadens availability

February 9, 2016 Mark Cox Comments Off on Avaya enhances two midmarket hybrid cloud solutions, and broadens availability
Both Powered by Avaya IP Office and OnAvaya – Google Cloud Platform have already been available to customers through the channel. Now however, their availability has been opened up to more partners, and both solutions have also been enhanced from their initial versions.

Marketing

Avaya pledges new partner-focused marketing initiatives

February 2, 2016 Mark Cox Comments Off on Avaya pledges new partner-focused marketing initiatives
Avaya has reorganized its marketing strategies to emphasize joint go-to-marketing initiatives with partners, with an emphasis on obtaining case studies for customers.

Channel Programs

New mid-market success kits, partner services opportunities highlight Citrix channel changes

January 12, 2016 Mark Cox Comments Off on New mid-market success kits, partner services opportunities highlight Citrix channel changes
Citrix channel chief Kimberly Martin was brought into the company last fall to restructure and improve the company’s channel operations. She discusses her mission, the changes that she announced at her first Citrix Summit, and what remains on the drawing board.

Cloud

Citrix pledges continued refocus on core product to partners

January 11, 2016 Mark Cox Comments Off on Citrix pledges continued refocus on core product to partners
Citrix said at its partner event that its new focus on its core business – the secure delivery of apps and data – turned around 2015, and led to a very strong close to the year. They then laid out how they intend to continue that in 2016.

Cloud

SAP sheds more light on channel role in SAP Anywhere North America go-to-market

November 13, 2015 Mark Cox Comments Off on SAP sheds more light on channel role in SAP Anywhere North America go-to-market
SAP Anywhere is going to market in China through a strategic partner, China Telecom. The go-to-market strategy when it goes into general release in the U.S. and Canada in 2016 will be very different however, and the company filled in the details for ChannelBuzz.

Channel Programs

Storage vendor X-IO to go all-channel in new, highly-differentiated partner program

November 4, 2015 Mark Cox Comments Off on Storage vendor X-IO to go all-channel in new, highly-differentiated partner program
The program offers tiers for exclusive and non-exclusive partners, an Exclusivity Program rather than deal registration, and high margins. Their Canadian partners have not been very active in the recent past, but a drive in Canada to change that and expand the channel is forthcoming.