Stefan Bockhop discusses his new role in the Lenovo DCG and their plans to drive business with new product, new go-to-market, and new channel programs – which include some forthcoming changes to deal reg.
Object storage vendor Cloudian has close strategic partnerships with several other vendors who touch different parts of the storage space, and their channel partners tend to be ones who work with those vendors.
Dell EMC recently made their X-Series network switch products their first distribution-only product, but while they will look at doing this with other products and services, don’t expect it to start a trend.
In addition to a three tier program for service providers, Pure Storage is adjusting how its internal sales people are compensated to remove what service providers believed was a tendency to favor working with traditional partners over ones selling Pure as a service.
In contrast with Aruba, where the program was deliberately kept separate from HPE Partner Ready, the plan with the many new acquisitions is to bring everything together quickly as part of an integrated strategy.
A pair of announcements creates both a new fund to stimulate Salesforce cloud consultant partners, and a new programmatic initiative to work with this group and provide further assistance like MDF funding.
Lisa Pope, Epicor’s new VP of Sales for the Americas, wants to recruit some top partners away from their competition, but also knows that for that to happen, more things need to change in how Epicor manages its channel.