Value Channel

Security

Symantec fine-tuning of vendor TIPP program consistent with recent focus on go-to-market enhancements

August 9, 2018 Mark Cox Comments Off on Symantec fine-tuning of vendor TIPP program consistent with recent focus on go-to-market enhancements
Symantec Canada country manager Ajay Sood discusses enhancements to Symantec’s strategic partner program, their relation to changes made in their channel go-to-market, and how it all relates to Symantec’s long-standing attempt to revitalize itself.

Mobility

ThinPrint sees strong channel opportunities in new mobile initiatives

June 4, 2018 Mark Cox Comments Off on ThinPrint sees strong channel opportunities in new mobile initiatives
ThinPrint has begun to re-emphasize mobile print solutions, which include the introduction of a new next-gen solution, and a partnership with MobileIron that they expect will be very strategic.

Channel Programs

Inside Pure Storage’s channel program changes

May 25, 2018 Mark Cox Comments Off on Inside Pure Storage’s channel program changes
The changes to the Pure channel program and go-to-market motions are extremely significant, impacting most things except for Pure’s commitment to a 100 per cent channel strategy.

Security

FireEye looks to further expansion in Canada with new channel solutions, consumption models

May 22, 2018 Mark Cox Comments Off on FireEye looks to further expansion in Canada with new channel solutions, consumption models
FireEye sells almost entirely through the channel, but has recently doubled down on channel enablement with a series of enablement initiatives that cover product, pricing models, and partner compensation.

Backup

INFINIDAT comes to first VeeamON with new solution set and new Veeam integration

May 15, 2018 Mark Cox Comments Off on INFINIDAT comes to first VeeamON with new solution set and new Veeam integration
INFINIDAT and Veeam come originally from different segments of the market, but have partnered around an enterprise play, and INFINIDAT is looking to enlist some of Veeam’s top solution providers to increase their own ranks of ‘go-to’ partners.

Security

Lastline Malscape Monitor report says most threat intelligence information is nearly useless

April 25, 2018 Mark Cox Comments Off on Lastline Malscape Monitor report says most threat intelligence information is nearly useless
In addition to the report, Lastline also announced a new Lastline Behavioral Intelligence Program, which provides actionable information about cybersecurity that any security teams can use, to benchmark their own capabilities.

Channel Programs

Runtime encryption vendor Fortanix launches both partner program and channel-friendly appliance

January 25, 2018 Mark Cox 1
Fortanix provides a Self-Defending Key Management Service solution that can be sold either as a service or as an appliance, and is designed to overcome traditional problems with key management.

Cloud

Liquidware sees pure Desktop-as-a-Service beginning to emerge

January 9, 2018 Mark Cox Comments Off on Liquidware sees pure Desktop-as-a-Service beginning to emerge
Liquidware sells entirely through channel partners, and uses a relatively small value channel because of their enterprise focus. Their solution works in any desktop environment, however, so they are on the lookout for potential new partners at Microsoft events.

Storage

Data management solution provider Komprise adds support for Dell EMC Unity

May 10, 2017 Mark Cox Comments Off on Data management solution provider Komprise adds support for Dell EMC Unity
Komprise has expanded the Dell EMC solutions they work with reacting to customer requests they support their mid-market line – which could wind up being rebranded.

Channel Programs

Business process software vendor Agiloft expands partner program

August 16, 2016 Mark Cox Comments Off on Business process software vendor Agiloft expands partner program
Agiloft sold direct until a couple of years ago, but has been expanding its channel, and is looking to its new partner program to attract some quality partners, including ones in Canada, where they presently have none.