Symantec Canada country manager Ajay Sood discusses enhancements to Symantec’s strategic partner program, their relation to changes made in their channel go-to-market, and how it all relates to Symantec’s long-standing attempt to revitalize itself.
ThinPrint has begun to re-emphasize mobile print solutions, which include the introduction of a new next-gen solution, and a partnership with MobileIron that they expect will be very strategic.
The changes to the Pure channel program and go-to-market motions are extremely significant, impacting most things except for Pure’s commitment to a 100 per cent channel strategy.
FireEye sells almost entirely through the channel, but has recently doubled down on channel enablement with a series of enablement initiatives that cover product, pricing models, and partner compensation.
INFINIDAT and Veeam come originally from different segments of the market, but have partnered around an enterprise play, and INFINIDAT is looking to enlist some of Veeam’s top solution providers to increase their own ranks of ‘go-to’ partners.
In addition to the report, Lastline also announced a new Lastline Behavioral Intelligence Program, which provides actionable information about cybersecurity that any security teams can use, to benchmark their own capabilities.
Fortanix provides a Self-Defending Key Management Service solution that can be sold either as a service or as an appliance, and is designed to overcome traditional problems with key management.
Liquidware sells entirely through channel partners, and uses a relatively small value channel because of their enterprise focus. Their solution works in any desktop environment, however, so they are on the lookout for potential new partners at Microsoft events.
Komprise has expanded the Dell EMC solutions they work with reacting to customer requests they support their mid-market line – which could wind up being rebranded.
Agiloft sold direct until a couple of years ago, but has been expanding its channel, and is looking to its new partner program to attract some quality partners, including ones in Canada, where they presently have none.
RackWare is not yet using distribution in North America, but distributors growing role as cloud aggregators or brokers means they will likely look at this next year.
VMware says the company and its partners have to build closer customer relationships, outlines upcoming program changes to help partners make it happen.
VMware sees growth in cloud and end user computing, and tells partners it has to shift its sales motion as it becomes much more than a one-product company.
Solution providers can expect “a very close alignment” with the whole Canadian organzation, channel chief Donna Wittmann says.
VMware will roll out a new partner program between now and its Partner Exchange event early next year, introducing four tiers and a simplified approach.
