The VAR Guy

Yes, even business intelligence partner programs are connecting with the cloud. One prime example: Birst, an upstart in the BI market, says 27 systems integrators have joined the company’s SaaS-centric partner program. Here’s the scoop.

Alfresco Software, which specializes in open source enterprise content management, says it more than doubled its partner network in 2009. But here’s the really interesting part: Alfresco partners are earning $10 to $15 worth of services for every dollar of Alfresco Enterprise subscriptions sold. Here are the details.

Apparently, there’s more money to be made in hosted applications — which is why Rackspace Hosting’s hosted solutions division is relaunching their reseller program with higher margins and more products. Here’s the deal.

Cbeyond makes communications and IT solutions; ADTRAN makes networking and communication solutions. A match made in heaven? Maybe. ADTRAN has joined up with the Cbeyond PBX Platform Partner Program at the ‘Platinum’ Tier. Honors and mentions aside, here’s what it means for you, dear reader…

The Rackspace Cloud posted a net revenue of $56.4 million in 2009 — an increase of almost 125% from 2008. Impressive. But the company will need partners to help maintain that type of growth. With that goal in mind, the cloud hosting provider has launched a partner program to keep that ball rolling. Read on for details.

The prevalence of wide-area networks has made network optimization by way of MPLS (Multiprotocol Label Switching) a $16 billion industry. Talari Networks has been taking a bite out of that market since late 2009 with their Adaptive Private Network (APN) solution, which provides MPLS-like functionality over the public Internet. And with the launch of Talari’s partner program last week, resellers potentially can too. Here’s how.

Application delivery networking provider Blue Coat Systems has introduced a program that strives to help partners  make more money by expanding into professional services. Here are some quick details.

For all you Apple partners out there, or maybe those thinking about becoming one; here’s an interesting tidbit from ARNnet.com.au. The Apple channel partner network is launching down-under. Here’s the news…

Sophos Channel Chief Chris Doggett isn’t resting on his laurels. Only days after being promoted to VP of global channels, Doggett is flying from the U.S. to Australia as part of an international partner push. Before taking flight, Doggett sat down for a FastChat video interview to discuss the Sophos partner program, small business security initiatives, data loss prevention (DLP), and a forthcoming channel effort for managed service providers (MSPs). Here’s the scoop.

Some industry reports are beginning to show a measured return of growth to IT budgets. But in many cases, IT leaders and solutions providers still need to squeeze the most out of their resources for quite some time. The challenge for readers like you: Making sure funded IT projects are successfully implemented and realize their potential quickly. And just how do you do that? Here are some answers.

Cisco Systems concedes that many regional economies remain difficult, but the company believes the worst of the recession is over. So how can VARs and managed service providers begin to focus on growth again? During the Cisco Partner Velocity conference in Paris, Senior VP of Worldwide Channels Edison Peres offers these four tips…

Many of my posts have some information on how to design a program to attract a certain type of partner, but to truly differentiate your program you need to start with the end in mind. Don’t jump into creating a differentiated program without first deciding a) your target market, b) the type of partner you want to recruit to reach that target, and c) what that partner would want or expect out of a partner program.

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.

Memo to Symantec: It’s time to change your channel PR strategy. Right now. On the one hand, Symantec was smart to address a swirling controversy around its channel program (as covered by CRN and ChannelWeb). But on the other hand, the more Symantec says about the situation the more CRN and ChannelWeb use Symantec’s own words against the software company. Here’s how Symantec PR should handle damage control going forward.

Have you ever adjusted your message based on your audience? Consider the situation at Symantec: Channel VP Julie Parrish (left) needs to engage partners while COO Enrique Salem (right) needs to engage Wall Street analysts. Their words serve separate audiences. But without careful coordination, their upbeat messages to one audience can wind up alienating the other audience.

If you work for Symantec’s channel organization this week, coming to work isn’t much fun. Two channel media sites are claiming that Symantec is taking its large business engagements direct and leaving partners out of the loop.

The VAR Guy just got off the phone with Dell Channel Chief Greg Davis. Our resident blogger and Dell’s top partner executive discussed the company’s partner program, which launched in December 2007. So, how are things going so far? Here are some quick clues.