Information Builders is looking to expand beyond the enterprise by engaging more closely with their partners, rather than with the transactional model they used before, and have designed their first partner program to achieve this.
The new channel program is much deeper and more fully built out than the original one designed when the company spun out of Juniper, as Pulse Secure wants its program to enable more committed and better trained partners – as well as reduced numbers of them.
Segment’s area – they route first party customer data to hundreds of different tools to better integrate it and amplify its effectiveness – is relatively new, but they are already seeing a lot of interest from elements of the channel.
Avaya has announced alterations to the Edge partner program it first rolled out two years ago, to remove some pain points, and which provides partners with more compensation than before, but which is distributed differently.
D&H Canada has been in Canada for a decade, and Intel has been a stalwart of the industry for decades beyond that. But a changing market has opened the door to a new partnership.
Citrix is emphasizing to partners this year that their Citrix Workspace for unified mobile data access should be positioned beyond the traditional virtualization market, in order to reach the more than two-thirds of organizations who don’t use virtualization at all.
Comm100, which has been in business since 2009, just formalized its first partner program in September, and has onboarded four new partners, with many more in the pipeline. They are looking to build the channel business to 20 per cent within the next 1-2 years.
Aparavi is pushing hard into the MSP space with their SaaS platform, which they are positioning around data management, rather than purely as intelligent archiving.
Nutanix implemented its new partner program, which emphasizes partner investments in Nutanix over revenues this summer, and now based on feedback is making their first set of tweaks.
Free access to the SAP Cloud Platform for testing, demonstration and development licensing services is now available to all SAP partners except for open ecosystem members. The goal is to increase their capabilities to design services on top of the SAP core.
Barmettler’s planned initiatives include a major revamp of the Siemplify channel program. He also wants to build out a channel presence in Canada, where he has had success in the past at other companies.
Cisco Canada president Rola Dagher and channel chief Mark Collins on a big 2018 that saw Canada named global theater of the year, and a Canadian partner earn Americans Theater Partner of the Year for the first time.
Boomi VP of Global Business Development David Tavolaro said that measured by partner enthusiasm, the Partner Summit at Boomi World 18 was a major success. He also emphasized that the partner program has continued to evolve successfully since its April inception.
Silver Peak acknowledged that its old partner program, implemented in 2015, was deficient in key respects, and has completely restructured the program in order to remedy those problems.
Boomi has revamped their program for ISVs, integrators and other developers, to encourage them to build more solutions on top of and connecting to Boomi, and to validate it on third party software. They also want partners to work with the whole Boomi stack, not just its original integration functionality.
BlackBerry’s recent Partner Summit had clear objectives of articulating the company’s vision around their new Spark platform to partners, together with both the technology roadmap and the sales strategy around it. They also wanted to introduce the new sales leadership in Canada to partners.
D3, which has been in business since 2002, has always had channel partners, but has decided to get more systematic about recruiting and training them. They have hired Peter Marini as their first channel leader, and launched their first channel program.
Canadian partners selling into approximately 1,000 designated accounts in the Commercial segment in Canada will receive additional incents, and Partner of Record Status if they win the deal. The same status is not yet there for Enterprise accounts, but the company says that they are working on it.
HYCU was created to develop and sell a custom-built backup solution for Nutanix, and this new program is designed to parallel the go-to-market strategy for the upper SMB and midmarket that Nutanix launched with their Velocity program in June.
Veritas introduced Garth Scully as new Canadian country manager and Rita Loncar as new Canadian channel chief as it sets out on a new strategy that gives the Canadian organization more autonomy.
