Training

Channel Programs

Docker revamps partner program, adds SYNNEX as exclusive distributor

September 14, 2016 Mark Cox Comments Off on Docker revamps partner program, adds SYNNEX as exclusive distributor
Today about 30 per cent of Docker’s business is channel, but they think these changes should get them to around a 50-50 mix, and longer term, they believe an 80-20 ratio is realistic.

Channel Programs

HP rationalizes Partner First Program for omni-channel era

September 13, 2016 Mark Cox Comments Off on HP rationalizes Partner First Program for omni-channel era
Simplification was the theme on changes to HP’s Partner First program. On one level, they will make it easier for all partners to do business with HP. On another, they will limit the access some partners in the old Business Partner classification have to some types of product.

Channel Programs

Scality looks to develop select channel with its first partner program

September 13, 2016 Mark Cox Comments Off on Scality looks to develop select channel with its first partner program
Object storage vendor Scality believes the time is ripe to introduce its ATLAS Partner Program, designed to provide additional support to its channel of 25 partners, and to increase that number by selective recruitment.

Software

Security vet Luke Walling launches Temprano Techvestors to bring Euro firms to America

September 6, 2016 Mark Cox Comments Off on Security vet Luke Walling launches Temprano Techvestors to bring Euro firms to America
Part manufacturers’ rep, and part angel investor, Temprano will work with a limited number of European software companies to bring them to North America and successfully build up their businesses here.

Channel Programs

Exact Macola continues aggressive channel push with new training program for partners

September 1, 2016 Mark Cox Comments Off on Exact Macola continues aggressive channel push with new training program for partners
ERP vendor Exact Macola has been aggressively ramping up its channel presence over the last three years. This move to an online self-paced training system was in response to partner requests.

Channel Programs

SonicWALL looks to enable partners with enhanced customer services capability

August 30, 2016 Mark Cox Comments Off on SonicWALL looks to enable partners with enhanced customer services capability
SonicWALL has expanded its Customer Success organization and is approaching the beta stage with a new and enhanced support program for partners, which should be generally available by the end of the year.

Channel Programs

SonicWALL putting final touches on brand new post-Dell partner program

August 30, 2016 Mark Cox Comments Off on SonicWALL putting final touches on brand new post-Dell partner program
SonicWALL is emphasizing that being able to focus specifically on security will enable them to custom design things to better enable partners, and better reward them for their specific value-adds

Security

Anti-phishing firm KnowBe4 looks to gear up channel

August 22, 2016 Mark Cox Comments Off on Anti-phishing firm KnowBe4 looks to gear up channel
About five per cent of the company’s partner business is in Canada today, but they have a push panned in the Canadian market in 2017.

Managed Services

Secure Now offers MSPs Breach Prevention Platform for white-labelled security

August 4, 2016 Mark Cox Comments Off on Secure Now offers MSPs Breach Prevention Platform for white-labelled security
NY-based MSP Secure Now developed a HIPAA-focused security offering for the health care industry in 2009, and has now added a new offering aimed at the more general market, targeting SMBs, and sold only through partners. Canadian partners are being eagerly sought.

Channel Communities

Changing business models keeping vendors up at night

August 3, 2016 Mark Cox Comments Off on Changing business models keeping vendors up at night
A highlight of the second day at the CompTIA ChannelCon event was a panel discussion of vendors on changes in the industry, and how to best adapt to them.