The BlackBerry channel back in its mobile device heyday was mainly telcos. Now, as they move broadly into security software they are expanding their channel, but also trying to focus it squarely on BlackBerry’s vision of the future.
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.
New partner initiatives the company is working on include deepening technical and product training in their face-to-face training programs, and developing the concept of being trusted advisors together with partners to their joint clients.
Extreme’s new channel chief is overseeing the rollout by early summer of programs the company first announced at last October’s partner event, with the first one being a wireless specialization being announced this week.
While Kaspersky is emphasizing the enterprise in its strategic objectives this year, it is also providing more segmented assistance to partners focusing on different parts of the market. This includes a new specialization which will see small business leads limited to partners who have secured it.
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 denies that last week’s Co-operation Agreement will have negative implications for partners, and says that strong showings by newly-specialized partners has the company on track to achieve this year’s channel goals.
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.
Citrix’s major announcement at Synergy this year provides huge new opportunities for both CSP and CSA partners, and the channel strategy being finalized is designed to ensure partners who move to the cloud with WorkSpace Cloud will be treated the same way as on-prem partners.