Recent Articles
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Putting the Partnering Back into HP’s PartnerOne
What a difference three years can make. When Hewlett-Packard first rolled out its PartnerOne program, it was largely misunderstood and generally reviled as an overly ambitious effort to impose quotas on partners while simultaneously burdening them with massive amounts of paperwork that sapped profitability. At the time, HP was dealing with both internal and external…
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The New Solution-Selling Paradigm
A revolution is taking place in the way solution providers go to market with large technology vendors. Innovative vendors are rethinking the allocation of marketing resources and how they utilize marketing infrastructure to effectively scale their channel relationships, particularly for the small and midsize markets. The goal is proactive, cooperative engagement helping solution providers to…
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Cloudmark Offers New Partner Program for Mobile Industry
Cloudmark Inc., a provider of carrier-grade messaging security, has established a partnership with members of the mobile industry to expand its footprint in the message security market. The Mobile Partner Program enables Cloudmark to provide wireless service providers combating SMS and MMS spam, mobile e-mail and malware attacks with an end-to-end messaging security platform. Cloudmark…
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Using Managed Services for License Compliance
Law firm Scott & Scott, of Dallas, is encouraging managed services providers to add software license compliance and asset management to their remote monitoring and management offerings. And the firm has just the thing for it. Scott & Scott the week of March 26 released its Managed Compliance Services, a software asset management package that…
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HP Refines PartnerOne to Simplify and Reward New Business
Hewlett-Packard rolled out enhancements to it’s PartnerOne channel program to simplify membership and reward requirements and add incentives to boost new business growth among its 26,000 partners. The latest adjustment, the third in 18 months, cuts the complexity of the program further and rewards VARs who are growing their HP business, said Tom LaRocca, HP’s…
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ArcSight Goes Channel-Neutral
Security vendor ArcSight is upping the benefits to partners in an effort to expand its channel program, and part of the plan is a channel-neutral compensation program. That’s probably one of the most significant benefits, according to one of the Cupertino, Calif.-based company’s existing partners, who said that the change means that the company will…
