Dell EMC’s VP of North American Distribution emphasized why partners need to sell more through distis at the Dell EMC Canada Partner Summit, and while it had the something of the air of preaching to the converted, there was a clear theme being stressed.
TSANet has successfully facilitated IT vendor interoperability for almost a quarter-century. Getting channel partners to join has been a challenge, however. The new initiative is designed to encourage their vendor members to bring their channel partners in.
John Walters comes into the newly created position of VP of Service Operations, to ensure that Pax8’s support of partners does not flag as their business grows, particularly in the critical onboarding stage.
The addition of cloud visibility into the Managed Detection and Response service responds to the user vulnerability to issues like phishing and data exfiltration, and presents a strong new opportunity for partners.
Like the ProDeploy Enterprise Suite introduced a little over a year ago, the Dell EMC ProDeploy Client Suite offers three levels of service offerings, designed in a way to make it easy for partners to resell or co-deliver.
At this stage, the new Dell EMC program is still in the formative stages, but the company indicated the general principles. Details will be coming in December, with the launch to take place in February.
Over the last year, NetApp has reshaped its channel strategy extensively, and will soon cap it with a new Hard Deck policy. Unlike a similar named policy of an old competitor, NetApp thinks this one will be highly popular with partners.
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.