eSentire sold its SaaS-based cybersecurity solutions direct until a couple years ago, when they added referral partners. Now they have expanded their channel program to include MSPs and resellers, and partnered with Ingram Micro to add the focused partners they want.
Ottawa’s Combat Networks won the Networking Partner of the Year award from Avaya. The solution provider, which has a deep Avaya practice, also listened closely to the details about Avaya’s strategy and approach going forward.
While Avaya is not contemplating adding or dropping any distribution partners, it is working on restructuring their compensation model, to encourage them to fulfil the role Avaya wants them to play in their new go-to-market strategy.
Enhancements to Avaya’s program are intended to be non-disruptive while also allowing more rewards to be targeted to strategic areas. The company also pledged to be a better partner than it has been in the past.
A new study from CompTIA based on December 2015 data includes an assessment of trends in the IT industry specific to the channel.
Lenovo also announces an entirely new Special Bids system, and the delay of the replacement of the IBM services contract tool with a new one from Lenovo.
New StorageCraft channel chief Marvin Blough talks with ChannelBuzz about the plans to take the company to the next level, which include a new cloud offering this week.
Cloud-focused contact centre software vendor Five9 sold mainly direct until last year, when it added a master agent channel component. Now it is expanding its channel with integrators and resellers.
New Salesforce certifications are scheduled for March and April, while both the self-service Trailhead modules and the face-to-face Partner Fast Forward continue to progress to schedule.
Changes for 2016 include allowing Authorized partners to qualify for the Silver tier at mid-year, increasing the Silver rebate payout, and changing revenue tier thresholds in some markets, which include Canada, but not the U.S.
While some of the channel changes announced at Citrix Summit have less relevance to Canada than in other geos, the core themes Citrix emphasized of increased focus and channel co-operation found a welcome reception.
Citrix channel chief Kimberly Martin was brought into the company last fall to restructure and improve the company’s channel operations. She discusses her mission, the changes that she announced at her first Citrix Summit, and what remains on the drawing board.
Programmatic initiatives to back trending areas is something VMware is telling partners they can expect to see more of in 2016.
Avaya recently introduced its new Avaya Midmarket Select Program. But the program itself is only part of the company’s strategy to significantly increase its presence in the mid-market space in Canada.
The mid-market is the key area of focus for Avaya Canada’s channel this year, but networking, cloud and video are also on the priority list.
Druva is mainly focused on the enterprise space, and its new MSP channel will give them a stronger presence downmarket. They are especially looking to recruit new MSPs who have no data centre.
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.
