The now-implemented changes to requirements for consulting partners within Salesforce’s partner program place more emphasis on customer satisfaction and training, and will allow smaller partners to advance more easily in the program.
SanDisk has created a second program for its enterprise-focused products, which mainly came from Fusion-io, because their target markets, sales motions, and skill requirements are different from the SMB-focused Premier program.
The changes include increased revenue requirements for all tiers, which break up what had become a top-heavy distribution of partners in a program where advancement was too easy, and permit proper incents of Barracuda’s most valuable partners.
Talari is particularly looking to add and support partners who will wrap services around their solution, something they think can serve as a focus area of a solution provider’s practice for the next decade.
Polycom introduces new and more flexible criteria to reach higher partner levels, while at the same time requiring minimum sales thresholds at all levels and getting more rigorous about joint business plans for upper tier partners.
Like the Sage Advisor Dashboard introduced last year, the new Sage Net Promotor Score Program makes data Sage has collected from customers available to partners to help them improve customer satisfaction, and their business.
The three new partner tiers all have revenue and certification requirements, and most partners will not qualify, but all partners, including those not in a tier, will receive the benefits Nimble has been providing until now, as all the new benefits to the tiers are net-new.
ADTRAN has dumped product discount rules intended to ensure quality by limiting discounts to partners specializing in the area, while at the same time expanding training with free self-serve modules, and eliminating the deal registration revenue threshold.
Violin previously sold mainly direct in North America, and had an ineffectual partner program. Now the program has been greatly strengthened, as Violin looks to turn new sales over to partners prepared to commit to and invest in them.
A new software solution for commodity hardware is aimed at service providers, and won’t be much of a reseller play, but gives SolidFire the distinction of being able to sell the exact same solution as an appliance, infrastructure, as a service, and now software.
iboss is well known in the education space, where it has a strong presence, but new SVP of Worldwide Sales Frank McLallen is looking to take advantage of their solutions’ scalability, and expand much more deeply into other markets.