The VAR Guy

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.