The VAR Guy

Brocade’s channel partner program has received its annual program overhaul, with Brocade adding a slew of enhancements designed to further reward its existing partners and entice new partners to the networking vendor.

Recognizing its channel program has had its share of issues — not the least of which include complicated pricing programs and a focus on volume selling — Avaya is working to make changes that both streamline and add value for its channel partners.

Networking vendor ADTRAN is adding to its wireless prowess by snapping up Bluesocket, a privately held company specializing in wireless network solutions with virtual control. Such a move can help propel ADTRAN beyond its current market reach and into myriad new opportunities. Here’s why.

High-traffic networks, such as those in the service provider or telco space, long have had their own unique requirements due to the sheer amount of bandwidth they run. The “4” in 4G is the result of millions of dollars spent by service providers to upgrade their network in support of the heavier workloads brought on by our increasingly robust mobile devices.

Polycom is one of those companies whose offerings seemed ahead of their time — a few years ago, who’d have considered desktop telepresence? But rather than force the industry to adopt its solutions — and possibly experience utter failure as a result — Polycom kept a low profile, waiting for the marketplace to catch up. Now that unified communications technology is gaining in popularity, Polycom’s strategy has paid off well — Polycom’s first-quarter net income increased almost sevenfold to $34 million, compared with a paltry $5 million in net income a year ago. Wall Street is impressed with its earnings, customers are impressed with its technology and partners are impressed with its recently reworked channel program and its emphasis on video solutions.

There’s an untapped niche emerging in the IT world — the transition from IPv4 to IPv6. The VAR Guy hasn’t covered it extensively, but there have been signs of the inevitable move. Network security vendor Fortinet, for one, is looking to help companies make the switch as painlessly as possible, and is welcoming resellers to help. The VAR Guy spoke to Fortinet VP Patrick Bedwell about what Fortinet can provide and why the move to IPv6 isn’t as simple as initially perceived …

Trust is obviously important in business. I would take idea that one step further and say trust is more important in the channel.

Enterasys understands the value of knowledge lies not just in the satisfaction of being able to answer customers’ questions correctly. The value of knowledge can lead to fatter wallets for channel partners, Enterasys believes, and as such has made adjustments to its channel program.

Juniper Networks has made its third executive appointment of the week, naming Microsoft veteran Emilio Umeoka (pictured) as senior vice president, worldwide partners, to head up the company’s global channel efforts. There’s also a side story here: Quite a few Microsoft veterans have left the software giant in recent months, even as Microsoft strives to hire 144 cloud computing experts. Here’s the update on both Juniper and Microsoft.

Attention technology vendors: When you correspond with your channel partners, are you inundating them with too much information? If you have a robust channel program with many different departments all working together there’s a possibility that your partners can get as many as five communications from your company per week. Multiply that by the other vendors they sell, and it’s amazing partners listen to you at all. This is why it’s so important that vendors communicate internally to schedule partner communications so partners don’t get bombarded.

Amazon Consulting, a channel-focused consulting and services group led by Diane Krakora, has added to its ranks of channel heavyweights Kevin Rhone (pictured), former director of consulting for Everything Channel IPED.

AMD is celebrating the first anniversary of its Fusion Partner Program, and the company has invited distributors to the party. If you’re selling AMD, be it GPUs or CPUs, read on to find out how AMD is looking to accelerate sales with their new distribution program…

Westcon Group, the value-added distributor, is focusing even more aggressively on the security market. Two prime examples: Andrew Warren is now VP of the Westcon Security group, and Westcon has agreed to distribute Palo Alto Networks’ portfolio of solutions. Here’s a closer look at each move.

Astaro, the Unified Threat Management company we’ve come to know over the past few months, is looking to beef up it’s channel strategy. For 2010 Astaro is looking is to implement some new growth strategies and they’re feeling pretty optimistic. Here’s the run down…

September was a whirlwind for me: several exciting client projects, bride’s maid (or matron, a term which I hate) in my friend’s wedding, moving my house, and several trips. All good things but just the same, when you’re wrapped up in what’s currently going on, you are not focused on building that pipeline or nurturing relationships or innovating around your current programs. I find the same is true with some channel organizations. How do you keep innovating when you’re busy maintaining your current programs? Here are six suggestions.

We all know the BCG matrix with Cash Cow, Dogs, Stars, and Problem Children — but how does that play out in reality?  How should vendors cater their partner programs to each of these product groups?

Hey Monty, who made key channel partner program deals for the week ending July 31, 2009? Here’s a look at new alliances, reseller agreements and partner program initiatives, as tracked by The VAR Guy.

Hey Monty, who made key channel partner program deals for the week ending July 17, 2009? Here’s a look at new alliances, reseller agreements and partner program initiatives, as tracked by The VAR Guy.

Some vendors pride themselves on the number of partners they recruit. Congratulations, are partners supposed to be excited about that? Welcome to our partner program! You now have more competition for your business then you did before you joined. I’m not saying vendors should have fewer partners, but let’s be reasonable: Don’t be so out of touch with your partners that you promote your partner list as a benefit to them. Instead, focus on these four secrets to success.

Kudos, Red Hat: You beat financial estimates for your current quarter. Wall Street was impressed. And customers are falling all over each other to sign long-term business deals with you. Still, The VAR Guy was disappointed will one key data point you shared this week.