Sage continued on the more channel-friendly course laid down last year after Stephen Kelly took over as CEO, and while the strategy itself is not new, the company believes it made some major steps this year towards meeting its goals.
Last year at Sage Summit, newly appointed CEO Stephen Kelly stressed that Sage was returning to a channel-friendly position under his direction. This year, on the first day of the summit, devoted to Sage’s partners, the company repeatedly stressed the same position – and emphasized that progress has been made since last year.
Kaspersky is counselling its channel to take advantage of the increased market opportunities in the enterprise, both to build new business and expand the company’s brand awareness with major new logos. They are also emphasizing that partners need to be more aggressive in delivering security expertise beyond licenses and support.
SugarCRM has essentially restructured its whole business model, shifting from an open source model with a freemium component and an SMB focus, to a clearly enterprise-focused strategy. While they have recruited new partners for that space, most of their Elite Partners are long-time partners who have made the transition with them.