Strategy

Channel Programs

Iventosch looks to move Qumulo from startup to leveraged model with two-pronged channel strategy

February 12, 2018 Mark Cox Comments Off on 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.

Backup

Commvault channel changes signal doubling-down on commitment to partners

February 7, 2018 Mark Cox Comments Off on Commvault channel changes signal doubling-down on commitment to partners
New global channel chief Owen Taraniuk pledges more global expansion, more expanded strategic partnerships like the one announced last year with Cisco, and changes that will make it easier for partners to become proficient with Commvault.

Channel Programs

Expanded channel, partner program are priorities for first TmaxSoft channel chief

February 6, 2018 Mark Cox Comments Off on Expanded channel, partner program are priorities for first TmaxSoft channel chief
Moses Mathuram has responsibility for strategy involving all types of TmaxSoft partners, but thinks the reseller channel in particular can be leveraged better, and that adding distribution is a way to do it.

Hardware

Ingram Micro veteran Holly Garcia looks to channel to grow ATEN North American business

February 5, 2018 Mark Cox Comments Off on Ingram Micro veteran Holly Garcia looks to channel to grow ATEN North American business
After almost two decades at Ingram Micro, Garcia takes on her first country manager role, and looks to jump start the ATEN KVM and Pro AV connectivity business by better managing their channel, and making more effective use of distribution.

Unified Communications

Avaya CEO lays out forceful agenda for reborn company

January 29, 2018 Mark Cox Comments Off on Avaya CEO lays out forceful agenda for reborn company
New Avaya CEO Jim Chirico acknowledged the old Avaya was the equivalent of a team that loses football games by playing a prevent defense, and told the company’s customers and partners that now they have a fundamentally different gameplan.

Channel Programs

New Nutanix channel chief says big changes coming to sales motions

January 25, 2018 Mark Cox 1
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.

Cloud

Data cataloguing vendor Alation adds channels exec to build out partnering strategy

January 17, 2018 Mark Cox Comments Off on Data cataloguing vendor Alation adds channels exec to build out partnering strategy
Ken Hoang, best known as the founder and CEO of Siperian, becomes Alation’s first VP of Strategy and Alliances, and is developing a strategy to broaden the Alation go-to-market through a partner ecosystem.

Backup

Veeam discusses why their $42.5 million N2WS acquisition is a very big deal

January 17, 2018 Mark Cox Comments Off on Veeam discusses why their $42.5 million N2WS acquisition is a very big deal
N2WS, which Veeam has just bought, is a focused AWS cloud backup vendor. While they have gone to market through the AWS Exchange so far, they consider the product very channel-friendly for both resellers and MSPs.

Backup

After strong 2017, Veeam CEO says acquisitions, new partnerships being considered in 2018

January 12, 2018 Mark Cox Comments Off on After strong 2017, Veeam CEO says acquisitions, new partnerships being considered in 2018
Peter McKay also emphasized that Veeam has developed a much better sense of a long-term strategy than it had had before, and that steps along this path will be visible in 2018.

Cloud

SAP showing good momentum in SMB cloud push

November 23, 2017 Mark Cox Comments Off on SAP showing good momentum in SMB cloud push
SAP has reorganized its internal organization this year to allow more aggressive recruitment of new cloud-focused SMB partners, including non-traditional partners. It’s a strategy they plan to accelerate in 2018.