Channel Partner Programmes
Most vendors use their channel partner programmes to reward, incentivize and communicate with their partner base. Read about the latest trends in partner programmes and where the innovations are coming from as partner activities move increasingly online, in this section.
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News
15 Apr 2025
Innov8 and Sage mark 25 years of partnership
The channel player and vendor provide an example of trust and value over more than two decades Continue Reading
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Feature
09 Apr 2025
Rewarding the value add
Partner programmes promise support and rewards but it’s a fine balance getting the incentives right to appeal to those channel players that will really be an asset Continue Reading
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News
07 Feb 2019
Dell reduces obstacles in partner route to gold
The vendor has revealed that it is making it easier for authorised partners to move up into its tiered programme Continue Reading
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News
07 Feb 2019
Dell sets sights on $70bn channel revenues
The vendor has revealed that the channel is within touching distance of hitting $50bn in revenues and it is now looking for a larger goal Continue Reading
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News
01 Feb 2019
Canon could expand Business Centre network
Having opened its first UK-based Canon Business Centre last year the firm's channel boss is looking into building on that progress Continue Reading
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E-Zine
01 Feb 2019
MicroScope: Look to the future
This issue discusses the main threats and opportunities in the channel for 2019, as well as presents an in-depth look at what tech is likely to dominate the world of storage Continue Reading
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News
29 Jan 2019
Scalable Software launches partner programme and signs distributor
The IT asset specialist is looking to work more formally with the channel to drive growth and increase the support it can offer partners Continue Reading
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News
29 Jan 2019
Cisco increases channel IoT programmes
The vendor is looking to build a global network of certified partners that can help customers embrace more IoT Continue Reading
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News
23 Jan 2019
Rubrik formalises programme for ISVs
Cloud data management player Rubrik is looking to build a stronger ecosystem with its latest technology partner programme Continue Reading
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News
22 Jan 2019
CloudHealth partner programme set for 2020 re-launch
Following its acquisition by VMware, CloudHealth will overhaul its channel programme Continue Reading
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Opinion
18 Jan 2019
Drive that growth through the channel
Avaya’s comments about increasing revenues via partners have got the thumbs-up from Billy MacInnes, who hopes it will act as an example to others Continue Reading
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Opinion
17 Jan 2019
Channelling the cloud – building healthy CSP relationships
Creating a successful relationship with cloud service providers is essential for channel partners looking to increase their cloud portfolio. iLand 's director of channel sales has five tips to make the most of the opportunity Continue Reading
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News
17 Jan 2019
Sectigo pushing enterprise channel message on the back of a rebrand
SSL player Sectigo has launched a partner programme with plans to drive enterprise revenue Continue Reading
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News
09 Jan 2019
Avaya aiming to drive growth via partner programme
The vendor is planning to outline more details in a couple of weeks but has already indicated changes are coming to make life easier for partners Continue Reading
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E-Zine
07 Jan 2019
MicroScope: Leading the way with SD-WAN
In this issue, read about how to help partners on their SD-WAN journey, as well as get up to date with the security predictions for the year ahead Continue Reading
- 04 Jan 2019
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News
19 Dec 2018
Veritas stressing its channel benefits
Data management player keen to bring the channel up to speed on both its technology and the benefits of joining its partner ecosystem Continue Reading
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News
17 Dec 2018
Spectrami aiming to fill VAD gap
The relatively fresh player to the UK market is aiming to provide some of the value added services that it believes larger rivals are missing Continue Reading
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News
12 Dec 2018
Strong demand pushes Fujitsu MSP pilot programme live
The idea had been to start small and run a pilot but strong demand from partners meant that the vendor has gone live with its MSP programme Continue Reading
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News
12 Dec 2018
Fujitsu getting closer to 90% channel business target
The vendor has made strides this year to put itself in a position to get 90% of its revenues coming via the channel in 2019 Continue Reading
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News
10 Dec 2018
Nutanix enhances channel charter for disties and SIs
The vendor has added more depth to the channel model it launched in the summer Continue Reading
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News
07 Dec 2018
Cogeco Peer 1 targeting VAR community
The hosting specialist has identified a group of resellers that it plans to start working with Continue Reading
- 07 Dec 2018
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E-Zine
07 Dec 2018
MicroScope: Tech for good
In this issue, read about why CEOs are talking about the positives of technology and why the channel will need to do the same Continue Reading
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News
04 Dec 2018
Commvault channel chief delivering on the vision
Earlier this year Owen Taraniuk talked about how he planned to make life better for partners and change the approach Commvault was taking and he has been true to his word Continue Reading
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News
27 Nov 2018
AWS CEO Andy Jassy highlights untapped cloud growth opportunities for channel partners
AWS CEO Andy Jassy used the Global Partner Keynote at re:Invent 2018 to highlight how helping enterprises migrate to the cloud now could have follow-on business benefits for channel partners for many years to come Continue Reading
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News
27 Nov 2018
Spectrami latest to join list of UK VADs
The UAE based channel player is looking to ramp up its activity across Europe with an independent operation opening in the UK Continue Reading
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News
15 Nov 2018
Cloudian thanks resellers as revenues climb
Object storage specialist provides commentary on how the first three fiscal quarters have gone and the channel has played a big part in its growth Continue Reading
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News
08 Nov 2018
VMware on a journey to rebuild partner programme
The vendor's recently appointed channel chief has shared her plans for rebuilding the firm's partner programme Continue Reading
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News
07 Nov 2018
Services the area of focus for VMware channel partners
The vendor is keen to make sure that the channel can deliver services around its portfolio Continue Reading
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News
07 Nov 2018
Silver Peak revamps partner programme
Vendor makes changes in response to partner calls for more predictability around pay-outs Continue Reading
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News
05 Nov 2018
WDC: The channel needs to view us as a technology company
The storage player has expanded its portfolio over recent years and has more infrastructure products to sell via partners Continue Reading
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News
26 Oct 2018
Extreme Networks announces $50m channel investment
Extreme Networks investing in building up its channel after going through a challenging year Continue Reading
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Opinion
25 Oct 2018
Partners the key to unlocking SME sales
Vendors want to increase SME sales and Billy MacInnes knows that working with the channel is the only way to achieve that goal Continue Reading
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News
24 Oct 2018
Vendors failing to develop a solid channel relationship in danger of losing ground
Those suppliers that fail to deliver the best possible channel experience face losing ground on rivals that are better Continue Reading
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News
16 Oct 2018
SMB the focus for Lenovo's fresh UK channel boss
Even after a few days it has become clear to Lenovo's UK channel boss that the firm's commitment to working with partners to reach the small business market will remain a priority Continue Reading
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News
16 Oct 2018
Equinix looks to take channel revenues past 20%
The data centre specialist has been working with the channel to increase its enterprise market share and wants that to continue Continue Reading
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News
12 Oct 2018
Lenovo pledges to fix channel process issues
The vendor came in for some criticism at the Canalys Channels Forum but responded by vowing to fix the problems in the next six months Continue Reading
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News
11 Oct 2018
Spiceworks using AI to matchmake customers and partners
Spiceworks has unveiled AI capabilities to directly connect tech users with MSPs Continue Reading
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Feature
10 Oct 2018
Channel tensions rising
Competition and strained vendor relationships highlighted as concerns at Canalys Channel Forum Continue Reading
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News
05 Oct 2018
PRM a tool to identify next gen partners
Gut feelings might have helped channel managers make decisions in the past but technology should make it easier and more precise Continue Reading
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E-Zine
05 Oct 2018
MicroScope: Tap into wearables
An issue looking at opportunities in virtual reality, health and fitness give the channel a clear run for wearable technology Continue Reading
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News
03 Oct 2018
CensorNet makes return to distribution
Security player decides the time is right to return to a two-tier model in the UK channel space Continue Reading
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News
21 Sep 2018
Rubrik emphasises competencies with global partner programme
Backup and data protection specialist launches first global partner programme with plans to reward those partners that gain certifications Continue Reading
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News
19 Sep 2018
SonicWall flags firewall upgrade opportunity
The security vendor has used its partner event as a forum to encourage resellers to talk to customers using ageing technology Continue Reading
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News
18 Sep 2018
Commvault reveals EMEA distribution rationalisation
Commvault evaluating distributor relationships as part of sweeping changes to channel organisation Continue Reading
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News
13 Sep 2018
CompTIA flags emerging tech the channel needs to get to grips with
The industry organisation has shared the top ten emerging technologies that are set to have an impact on the channel and users Continue Reading
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News
12 Sep 2018
BlackBerry building partner base and working with Check Point
The software firm has used its Security Summit in London to outline channel growth and reveal an ISV relationship with Check Point Continue Reading
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News
10 Sep 2018
Veeam cranking up public sector focus
One of the areas the vendor is looking to put the time in is around helping partners sell into the public sector Continue Reading
- 10 Sep 2018
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News
07 Sep 2018
Knowledge and speed the key to a channel chief's first 180 days
A guide to those looking to make an impact at a vendor in the channel management role has some advice about what to do in the first few months Continue Reading
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News
06 Sep 2018
Rackspace ramping up channel business
The cloud player has been looking to ramp up its channel over the course of this year and those efforts are continuing Continue Reading
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Opinion
04 Sep 2018
Veritas reveals channel’s role in growth strategy
The vendor is “on a mission” to drive channel sales in midmarket and enterprise Continue Reading
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News
04 Sep 2018
Tomlin in at Dell to run UK channel
The distribution veteran has been given the chance to make an impact at the vendor replacing Sarah Shields after she moved to a European role Continue Reading
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News
03 Sep 2018
Canalys: Vendor's beware partner programmes don't lose relevance
The analyst house has found that more resellers are reporting issues with the programmes that they are offered by vendors Continue Reading
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News
28 Aug 2018
Multi-cloud the theme at VMWorld
An acquisition and some partner programmes have underlined the commitment of VMware to carve out more share in the multi-cloud market Continue Reading
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Opinion
28 Aug 2018
DataDirect Networks keeps the Tintri channel going
Billy MacInnes is impressed with the proactive channel approach being taken by DDN Continue Reading
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News
22 Aug 2018
Silver Peak increases SD-WAN support for partners
The vendor has rolled out a programme that will provide those looking to get to grips with SD-WAN with training and certification Continue Reading
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News
16 Aug 2018
Vendors under pressure to generate better channel data
The information that a lot of vendors have around rebate, MDF and marketing programmes is nowhere near as good as it should be Continue Reading
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News
10 Aug 2018
Dell EMC launches Enterprise Preferred Channel Programme
Dell EMC take collaborative approach to channel enterprise sales with new programme Continue Reading
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News
09 Aug 2018
Nutanix says fresh programme will benefit more partners
Nutanix drops ‘one-size-fits-all’ programme and rewards partner investment over revenue targets Continue Reading
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Opinion
02 Aug 2018
When it comes to privacy, technology is only part of the story
Philippe Ortodoro, VP EMEA Channel Sales, TrustArc, explains why the coming two years are going to be a business bonanza for the channel Continue Reading
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News
25 Jul 2018
BlueJeans extends channel programme
The video conferencing specialist has increased the incentives and rewards for those prepared to meet the requirements of its revised partner programme Continue Reading
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News
13 Jul 2018
Microsoft flagging channel Azure MSP experts
Ahead of the Inspire event the vendor has made it easier for those who are experts at Azure managed services to stand out from the crowd Continue Reading
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Feature
12 Jul 2018
Agony aunt as a service
Impartner’s chief marketing officer Dave R Taylor has some helpful advice for those trying to increase and improve their partner communities Continue Reading
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Opinion
12 Jul 2018
Coming back to the channel: why it’s time to rethink reselling
Neil Robertson, CEO of Compleat Software, shares the motivation for the firm's re-engagement with the channel Continue Reading
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News
11 Jul 2018
SonicWall determined to gain share in the mid-market
Security vendor stepping up support for partners as it sets out an ambition to replicate SME efforts in the mid-market space Continue Reading
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News
11 Jul 2018
Vodafone pointing partners towards IoT and 5G opportunities
The comms firm has been getting its channel ready for the next wave of innovation Continue Reading
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E-Zine
06 Jul 2018
MicroScope: Getting storage right
This issue looks at what products are in demand now in the storage world and what technologies are coming that need to be embraced by the channel Continue Reading
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Opinion
28 Jun 2018
Considerations on a European channel strategy
Brad Parks, VP of business development at Morpheus Data, shares some of the thoughts that go through then mind of a vendor looking at increasing European channel coverage Continue Reading
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News
27 Jun 2018
Scale Computing rolls out MSP programme
The hyper converged player has stepped up the support it can offer to managed service providers Continue Reading
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News
26 Jun 2018
Nutanix and SonicWall hand partners tools to target the mid-market
Both vendors have launched programmes that will help their channel partners increase sales in the mid-market customer segment Continue Reading
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News
21 Jun 2018
Fujitsu extends support for service providers
The vendor has built on steps taken to make life easier for MSPs in the UK last month with a wider European programme Continue Reading
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News
21 Jun 2018
Thoughtonomy on track for 90% channel business target
The intelligent automation specialist has rolled out a fresh partner portal as it looks to increase channel revenues Continue Reading
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News
14 Jun 2018
Security world showing plenty of channel interest
The recent InfoSec show underlined just how many vendors are keen to work with the channel and build their presence in the market Continue Reading
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News
11 Jun 2018
Impartner strengthens partner relationship management portfolio
The PRM specialist has made an acquisition that will give it more muscle in the social media space Continue Reading
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News
08 Jun 2018
Extreme Networks could acquire again to strengthen portfolio
The firm made three big acquisitions over the course of the last 18 months and has indicated it could spend again to strengthen its portfolio Continue Reading
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News
07 Jun 2018
Canon refreshes partner programme
A unified offering should make it easier for partners to sell across more of the vendor's portfolio Continue Reading
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News
06 Jun 2018
Interview: Miriam Murphy, senior vice president, Advanced Solutions, Europe, Tech Data
It has been just over four months since she was handed the chance to run the Advanced Solutions business across Europe and the focus is on next generation opportunities Continue Reading
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E-Zine
04 Jun 2018
MicroScope: Focus on film
In this issue, we look at how video marketing can help companies capture customers' attention, as well as the challenges of a multi-cloud world and a focus on Dell's desire to make business easier Continue Reading
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Feature
01 Jun 2018
Q&A: Luis Murguia, SAP
SAP is sitting down with partners and customers in Orlando next week, but before that one of its senior channel executives was prepared to give an update about its reseller base Continue Reading
- 31 May 2018
- 31 May 2018
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Feature
31 May 2018
Q&A: Tim Maloney, svp worldwide channels, Lifesize
The video conferencing specialist has launched a partner programme and has shared the details with MicroScope Continue Reading
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News
31 May 2018
Pure Storage issues demand for partner commitment
The vendor has cut the ribbon on a fresh partner programme and revealed an ultimatum for partners Continue Reading
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News
30 May 2018
Fortinet increases MSSP support
The security player continues to add depth to the options it can offer those providing managed security services Continue Reading
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News
29 May 2018
Compleat Software makes channel return
After a break the accountancy software player is back in the channel with a solution built from scratch with partners in mind Continue Reading
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News
25 May 2018
Pure Storage considers EMEA partner cull
Storage vendor may replicate North America partner cutbacks within Europe Continue Reading
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News
24 May 2018
Vohkus gains Dell EMC Titanium partner status
The channel player has moved into the higher end of the vendor's partner programme Continue Reading
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News
18 May 2018
Salesforce leaning on partners in enterprise push
Channel thanked for the progress made so far but sizeable market opportunity is still there to address Continue Reading
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News
17 May 2018
Barracuda revises channel programme to increase simplicity
Vendor takes steps to reduce the complexity in its channel partner programme Continue Reading
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News
11 May 2018
Huawei thanks partners for UK growth
The firm has thanked its channel base for helping it gain more share in important vertical markets Continue Reading
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News
11 May 2018
AWS: The channel really matters
The public cloud giant has been expanding its channel base and is keen to work with more resellers and ISVs Continue Reading
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News
09 May 2018
Oracle encouraging partners to develop IP
The vendor's UK channel chief is encouraging partners to add their own 'secret sauce' to its cloud portfolio Continue Reading
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News
08 May 2018
Silobreaker building on partner programme
The security player is looking for more partners having recently launched a UK channel partner programme Continue Reading
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News
04 May 2018
Fujitsu steps up support for MSPs
The vendor has launched a pilot programme that will give service providers the chance to co-create solutions Continue Reading
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Opinion
02 May 2018
Dell builds on the incumbency programme
The flurry of announcements coming out of the partner shindig in Las Vegas have included indications, picked up by Billy MacInnes, that the vendor is building on past work it has carried out with partners Continue Reading
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News
02 May 2018
Dell vows to be easier to work with
One of the main tenets of its channel strategy is to be simple and the firm has introduced a framework to simplify engagement for channel partners Continue Reading
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News
02 May 2018
Dell talks up channel storage opportunity
Dell continues to encourage more storage sales with additional programmes and rebates for partners Continue Reading
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News
02 May 2018
Dell EMC launches converged infrastructure programme
Vendor hopes new programme will help partners to bundle, sell and build converged infrastructure solutions Continue Reading
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News
30 Apr 2018
Puppet signals channel opportunities as it extends ecosystem
The DevOps specialist has indicated it is now working with a number of vendors with some of those offering its technology via the channel Continue Reading
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News
25 Apr 2018
Mitel channel should enjoy flexibility and pace after vendor goes private
With Mitel looking to accept an offer that would take it private the message for the channel is that it's business as usual but there is the prospect of something even better coming after the deal closes Continue Reading
