Fine also acknowledged some VMware partner concern over the company’s new relationship with Dell, which does much more of its business direct than VMware has historically, and indicated her commitment to standing behind the partner community.
No channel announcements were made at the Intel Security Focus event, although a new Platinum rebate for net new sales that had not been announced publicly goes live this quarter. Big changes that the channel should already be aware of are coming in 2017, however.
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.
Dell established its IoT partner program earlier this year, taking on ISV partners. Now it has expanded the program, adding systems integrators, which includes smaller and boutique ones as well as large.
Stantive, which had a long relationship with Salesforce as a customer before becoming a business partner during the past decade, is now building out its own channel for its CMS solution and seeing strong results.
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.
Over the last year, NetApp has reshaped its channel strategy extensively, and will soon cap it with a new Hard Deck policy. Unlike a similar named policy of an old competitor, NetApp thinks this one will be highly popular with partners.