The changes reflect the wireless networking vendor’s transition in the last several years from a direct seller to a company that sells entirely through the channel, where the internal sales force now works to drum up business for partners.
They include changes to Professional Services training designed to increase dollar spend, up-leveling Premier partner competency requirements, and a new Demo program which reduces the cost outlay to partners.
The Juniper spinoff previously had separate box-by-box management for the broad range of capabilities it offered, and being able to do everything now through one pane of glass becomes a competitive advantage.
Available as a physical or virtual appliance, the new offering is designed to provide reliability at reasonable cost to server-less remote locations which are about as helpless as Chromebooks if network access is lost.
The new software-defined platform has 2.5 times more compute and ten times more storage than its predecessor, as well as software enhancements that improve security and speed up provisioning and recovery times.
Liaison has offered enterprise data integration and data management solutions for 15 years, but their new Alloy Platform features exceptionally agile micro-services architecture to handle modern data workloads and deliver the plumbing infrastructure which powers enterprise analytics.
Talari is particularly looking to add and support partners who will wrap services around their solution, something they think can serve as a focus area of a solution provider’s practice for the next decade.
ADTRAN has dumped product discount rules intended to ensure quality by limiting discounts to partners specializing in the area, while at the same time expanding training with free self-serve modules, and eliminating the deal registration revenue threshold.
Compared to last year, the changes to Dell’s partner program as the company begins a new fiscal year are much more modest, although the extension of rebates for new business to Registered partners will cause much cheer in that quarter.
Paessler is seeing a significant increase in its North American channel business, and this year plans to improved MSP support, enhance their channel program, and make a deeper push into the Canadian channel.