How Cisco measures partner ‘value’, subjective in theory but customer-driven in practice
Amid a sizeable channel overhaul, Oliver Tuszik documents how Cisco is clearing the murky waters when measuring partners on customer value.
Security: Interviews
Interviews
'Ecosystems don’t run on spreadsheets' — how vendors are automating channel programs
Almost 12 months on from the coronavirus pandemic’s explosion, many world-leading vendors have dramatically re-vamped their partner programs to embrace automation, flexibility and self-service.
One on One with ARN: Veeam's Janet Docherty
Developing her communication skills in her mother’s hair salon has paid dividends for Veeam AN/Z's channel sales leader Janet Docherty during her career in the IT industry.
Advance: Kiwi partners outline customer investment priorities, assess opportunities ahead
Partner success in the months ahead will centre around helping customers reduce costs while strengthening internal security capabilities, as the channel attempts to kick-start recovery efforts across New Zealand.
Callum Eade on Melco, swimming and life at Commvault
Commvault APJ managing director Callum Eade discusses how his IT career working for New Zealand distie Melco provided him with a taste of the IT industry and, ultimately, led him to the role he holds today.
HP shakes channel foundations, sets new partner expectations amid digital age
HP has unveiled a new program designed to overhaul traditional channel practices, setting fresh partner expectations amid a sizeable shift in strategy.
Veeam targets partner growth through specialised services channel
Veeam is building out a specialised services channel to help customers overcome cloud data management challenges in Asia Pacific.
How a new-look BlackBerry Spark is partnering in Asia Pacific
BlackBerry Spark is hammering home a message of consolidation at channel, customer and product levels in 2020 amid Asia Pacific expansion.
Channel marketing during Covid-19: What’s the vendor strategy?
Leading vendors outline key marketing challenges while documenting examples of best practice and revamped engagement strategies in 2020.
Partners to vendors: Time to step up on Covid-19
Vendors are spectacularly missing the mark in managing the fallout of Covid-19 in the channel, with partners in Asia Pacific condemning current relief efforts.
Covid-19: How distributors should respond
In leveraging multiple decades of channel experience, this guide is designed to help distributors overcome market challenges related to Covid-19.
Protecting partners during Covid-19
In the case of Covid-19 - a once in a generation crisis - it’s accurate to report that the channel ecosystem is under water.
How vendors can manage channel partners through Covid-19 crisis
Managing large partner ecosystems during a period of crisis is no easy task as vendors balance short-term and long-term priorities.
Inside Partner Connect, VMware’s largest channel overhaul in 21 years
VMware has entered a new phase of partnering through the launch of a program which challenges traditional channel practices.
How F5 Networks is driving SaaS for A/NZ partners
F5 Networks' global channel chief Lisa Citron is a fan of the phrase “do less, but better”, which possibly explains why out of 100 Australian partners the vendor focuses on just 20.
M&A in the channel: what’s the partner playbook?
In assessing the channel landscape - locally, regionally and globally - partners are gearing up for another year of frenzied M&A activity.
MobileIron wants partners to join in its zero sign on journey
Mobility security vendor MobileIron has just embarked on a zero trust zero sign on journey and has been working with local partners that want to embark on this journey.
Top 5 ways to sell security as an MSP
Managed service providers are turning to security to build out new revenue streams through the provision of enhanced cyber offerings and services.
Inside Insight: how a tech titan transformed in Asia
Mike Morgan, vice president and managing director of Asia Pacific at Insight, explains the story behind swapping tradition for innovation.
StorageCraft invests in A/NZ business as it hunts for infrastructure partners
StorageCraft has been investing in its Australian and New Zealand business by hiring more marketing, pre-sales, territory account manager and sales and support staff.
Are MSPs Ready for the Future of IT?
IT is always developing - sometimes by evolution, and sometimes by revolution - but recent events have pushed that process into overdrive for key areas of communications and management of IT infrastructure. This goes well beyond technology, with fundamental impacts on how business is done, and how we balance our work-life activities.. Read more
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