Dell Boomi recently appointed David Tavolaro as their channel chief, and he discusses his strategy to expand the amount of business the iPaaS vendor does through partners.
The acquisition follows a successful distribution agreement last October through which Exablox resold StorageCraft ShadowProtect software.
Palo Alto Networks sees its adaption to the new age of cloud security as fundamental, and has been doing what it can to keep its channel partners moving in tandem on this objective.
Significant enhancements to Tigerpaw’s software in Version 16.1 will also require some major upgrades to content.
Too many of Tigerpaw’s partners are not using Tigerpaw’s available tools, to improve customer service. As a result, Tigerpaw has intensified both its own education efforts and its encouragement of partners to switch to their Tigerpaw One complete suite of business automation tools.
At this stage, the new Dell EMC program is still in the formative stages, but the company indicated the general principles. Details will be coming in December, with the launch to take place in February.
The two year-old startup has created a partner program faster than planned, because of requests from channel members driven in turn by requests from their customers.
The program has been reworked from the one CloudJumper brought when it spun out from nGenx, but the real highlight is the capabilities of the new portal.
Salesforce has implemented new programmatic initiatives for partners, including the final architect solutions and Salesforce DX. The big change, updating the company’s infrastructure to effectively serve its growing army of partners, is underway, but is a long term project.
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.
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.
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.
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.
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.
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.
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.
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
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.
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.
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.
