Today about 30 per cent of Docker’s business is channel, but they think these changes should get them to around a 50-50 mix, and longer term, they believe an 80-20 ratio is realistic.
Simplification was the theme on changes to HP’s Partner First program. On one level, they will make it easier for all partners to do business with HP. On another, they will limit the access some partners in the old Business Partner classification have to some types of product.
Object storage vendor Scality believes the time is ripe to introduce its ATLAS Partner Program, designed to provide additional support to its channel of 25 partners, and to increase that number by selective recruitment.
Other important changes include the integration of programs for other groups which used to be outside the old umbrella program and the integration of the Aruba PartnerEdge and HPE Networking channel programs into the new Partner Ready for Networking program.
Lenovo Canada director of channels Stefan Bockhop weighs in on the vendor’s plans to enable the channel and make hyperconverged a broader play for solution providers.
ERP vendor Exact Macola has been aggressively ramping up its channel presence over the last three years. This move to an online self-paced training system was in response to partner requests.
The IAM business in what will once again become Quest is today about 90 per cent direct. In the last year, they have been working with the SonicWALL channel, but are now investing in a channel of their own, focused more on the mid-market and smaller enterprises.
SonicWALL has expanded its Customer Success organization and is approaching the beta stage with a new and enhanced support program for partners, which should be generally available by the end of the year.
SonicWALL is emphasizing that being able to focus specifically on security will enable them to custom design things to better enable partners, and better reward them for their specific value-adds
SVA Software is looking to enlist 25-30 top IBM storage resellers to sell their BVQ storage management solution, which will go to market entirely through partners.
Tyler Snetselaar has been named Director of Strategic Alliances and Channel Partnerships, as SmartFile looks to expand its channel presence, especially among systems integrators serving the enterprise.
Agiloft sold direct until a couple of years ago, but has been expanding its channel, and is looking to its new partner program to attract some quality partners, including ones in Canada, where they presently have none.
ADTRAN’s messaging for its VAR and MSP partners at its Connect Press and Analyst event has been clear, and focused on the need to take advantage of developing OPEX opportunities. A couple critically important themes were not emphasized, however.
The SAP PartnerEdge Cloud Choice, profit option – with the emphasis on option – has the partner doing most of what they did before, and keeping control of the customer. SAP, however, now handles the contracting, invoicing and collections.
A highlight of the second day at the CompTIA ChannelCon event was a panel discussion of vendors on changes in the industry, and how to best adapt to them.