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The Changing Channel: How IT Vendors Should Position Partner Programs
By Howard M. Cohen
With very few resellers left, MSPs are the new channel partners. Here's how IT vendors can stay relevant - and what MSPs should consider when selecting a vendor partner. Read More »
LATEST STORIES
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Quantum Moves to Accelerate Storage SalesQuantum Corp. has become the latest storage vendor to implement a sales performance incentive fund (SPIF).
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Navigating the IT Infrastructure Sales ParadoxWhile server shipments are increasing, there does not appear, as of yet, to have been a corresponding increase in storage systems.
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Commvault and Cisco Announce Tech PartnershipThe deal with Cisco is strategically important for Commvault because it significantly expands the base of partners that can resell its software.
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AT&T Needs Partners to Advance SDN AmbitionsAs part of AT&T's broad push into software-defined networking (SDN), it unveiled FlexWare, a platform through which partners can resell network functions.
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Tech Data Aims to Become the Distributor of the FutureDistributors are expanding the base of IT pros solution providers can tap into. That helped drive Tech Data's acquisition of Avnet Technology Solutions Group.
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Sophos Rewards Partners for Online Marketplace SalesThe Sophos Cloud Security Provider program now rewards partners that register a deal that's transacted via an app store or online marketplace.
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Kodak Alaris Revamps Its Partner ProgramWith the bulk of its revenue coming from partners, Kodak Alaris added a host of new sales tools, incentives and resources to help them grow their sales.
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Low-Code Platforms Can Take Channel to a Higher PlaceChannel partners have learned that low-code application development platforms allow them to develop more applications faster with a limited number of developers.
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HP Says It's Time to Reinvent the ChannelHP tells partners to start shifting business models toward establishing contractual relationships with customers, rather than just facilitating transactions.
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VMware Channel Chief Aims to Convert Deals Into SalesBrandon Sweeney, VMware's new channel chief, is determined to close as many as possible of the existing sales opportunities registered by channel partners.
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AT&T Offers APIs and IoT Training CertificationsNew APIs and IoT training certifications from the AT&T Partner Exchange help solution providers speed up business processes and create new market opportunities.
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Are Microsoft Partners Feeling Inspired?Leaders in the International Association of Microsoft Channel Partners community provided the partner perspective on Microsoft's ability to inspire.
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Samsung Looks to Help Partners Become More Sales SavvySamsung has created a sales certification program spanning mobile devices, displays and solid-state drives within the STEP channel program.
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Xerox Extends Event Package to Channel PartnersXerox's two new marketing kits give channel partners the opportunity to host their own events to drive revenue for the Xerox ConnectKey office technology.
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HPE Allies With Big Switch NetworksAs part of Big Switch Networks joining the HPE Open Networking ecosystem, HPE and its channel will offer Big Cloud Fabric and Big Monitoring Fabric software.
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Kaseya Security Solution Protects MSPsKaseya's AuthAnvil MSP Protect safeguards MSPs from security breaches and provides a security-as-a-service offering to help them expand their business.
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Microsoft Taps Channel for Digital BusinessMicrosoft is trying to better position itself and its channel partners to take advantage of what it describes as a $4.5 trillion market opportunity being driven by digital transformation. To achieve that goal, Microsoft is attempting to reorient...
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Cogeco Peer 1 Rolls Out Custom Partner ProgramsCogeco Peer 1 launches new partner programs that target three levels of commitment, along with a new partner portal with added benefits.
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Strange Bedfellows Have Become the Microsoft NormSolution providers attending Microsoft Inspire expressed relief that the platform wars between Microsoft and other major vendors are finally coming to an end.
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Microsoft Details Massive Reorganization PlanMicrosoft plans to work in collaboration with partners in the wake of a massive reorganization. It's committing $250 million to connect partners to customers.
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Lenovo Changes Its North American Channel FocusThe company is endeavoring to focus its channel partners on higher-margin PCs, while also creating a dedicated data center channel program.
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What Partners Need to Know About HP, ...
In the channel, HP, Inc. is a storied vendor that has relationships...Watch Now
