The Avaya Midmarket Select Program is focused on a select number of partners, and lets them allow rock bottom pricing in packages designed to facilitate solution sales. Avaya Canada’s key role in the program’s development has resulted in six of the 40 partners in the global program being Canadian.
Distil is looking to supplement its direct sales with a significant partner presence, offering an enterprise grade proactive solution, which is very specific and complements other security solutions, and now a partner program to offer support.
Bob Gagnon is revamping the partner program as he did at Unitrends, with a phased approach, beginning with a revised and enhanced deal registration program. Thycotic, which makes privileged account management solutions, is also looking to make a major push into the Canadian channel.
The program offers tiers for exclusive and non-exclusive partners, an Exclusivity Program rather than deal registration, and high margins. Their Canadian partners have not been very active in the recent past, but a drive in Canada to change that and expand the channel is forthcoming.
Only a few parts of what’s coming to the channel from Dell was announced at Dell World, but broad sneak peeks were offered about several changes that will roll out at some point in the next fiscal year.
Dell’s overhaul of its segmented deployment services into a united ProDeploy offering takes the same step they did in support with ProSupport, and has some attractive new elements for channel partners.
The new program is also much simpler than the old, with the number of tiers cut by almost two thirds. The cloud changes won’t impact Canada though – the cloud product still isn’t available here. Canadian partners will find opportunity registration and training changes interesting however.