Specific details on the new Mitel channel program elements, and the distributors involved, will not be announced until April, but the strategic outline of both elements of the go-to-market strategy was made clear.
Fortinet drives innovation theme to partners at their Accelerate event, and indicates some potential new opportunities looking ahead.
Last year’s refocus on the channel saw Splunk more than double the size of their partner base. This year they are looking to drive further by enhancing the existing partner tracks and formalizing two new ones.
Ivanti also completes the integration of their partner program, adding partners from the Shavlik and RES Software programs into the mix, and brings additional resources on board to work with partners.
Kimberly King, who now runs the Hitachi Vantara channel, indicated that the new program will be announced in April and will be rolled out in stages after that. She also noted that it will be very different from the existing Hitachi True North program.
Armed with a new channel program, and a new exec to provide more focus on channel strategy, Qumulo looks to both improve the efficiency of its own channel, and the HPE channel that comes through their partnership with HPE.
The beginning of the new Dell EMC fiscal year in February is always the time for the most significant changes to their partner program, although the company acknowledged the changes this year are more about fine-tuning.
New global channel chief Owen Taraniuk pledges more global expansion, more expanded strategic partnerships like the one announced last year with Cisco, and changes that will make it easier for partners to become proficient with Commvault.
Moses Mathuram has responsibility for strategy involving all types of TmaxSoft partners, but thinks the reseller channel in particular can be leveraged better, and that adding distribution is a way to do it.
The new 300 and 500 series models are significantly smaller and less expensive than HP’s original 3D product, and the new channel program is intended to bring more mainstream HP partners into 3D printing, particularly those whose business touches on education.
Avaya’s restructuring issues in 2017 had an impact in the midmarket in Canada which is served by the channel. Those problems have disappeared, and Avaya is bullish about its Canadian channel business moving forward.
Incents for new logos are on the way, but an even bigger change will be Nutanix moving from partners teaming with sales to making partners more autonomous.
Fortanix provides a Self-Defending Key Management Service solution that can be sold either as a service or as an appliance, and is designed to overcome traditional problems with key management.
William Madison, the new global channel chief at Masergy, credits the company’s analytics-based remodelling of their partner program as a major key to their success in the last year.
Jason Bystrak, who officially joins eFolder from Ingram Micro in another week, wants to leverage his experience to build out both a stronger system of vendor strategic alliances, and a focused distribution strategy, to extend eFolder’s reach and position them as a logical challenger to Datto.
Dell EMC Canada channel chief takes a look back at the company’s busy 2017, and look forward to plans for 2018 in this edition of the podcast.
The new ZeroStack channel program is aimed at attracting both VARs and MSPs who want to add a cloud component to their business, but don’t know how to do it.
Ex-Cisco veteran Bridget Bisnette has been formally announced as global Riverbed channel chief, along with a much more simplified – and very different – channel program aimed at penetrating lower into the enterprise and midmarket from Riverbed’s traditional sweet spot.
In the last year, Cogeco Peer 1 has re-embraced the channel in Canada, and sees core offerings like this one as critical to channel growth, which in turn they see as critical for the company.
Carbonite made key solution acquisitions and reworked their channel program in 2017 to build a base for significant growth in 2018. Now they need to execute, and are looking to some new initiatives to help them do that.
