Channel Strategies for the CIOThe Dell PartnerDirect program has progressed in the eyes of many Dell partners since its inception in 2007, and the addition of the new Premier tier was big news for VARs in May. Readers were also interested in what Attachmate says it plans to do with Novell (and what users think will actually happen). These are the five most popular SearchITChannel.com stories from May 2011.
1: Dell killing partners … with kindness
Dell, once a pariah to most channel partners, is earning kudos for better communication with
partners, simpler deal registration and avoidance of channel conflict. Some partners especially
laud the PC maker’s acquisitions of channel favorites EqualLogic and Compellent Technologies as
major improvements to the PartnerDirect
program.
2: Attachmate plots new future for Novell
Attachmate
has a plan in place for Novell that has garnered mixed reactions from users. CEO Jeff Hawn
pledged continuity and support for SUSE Linux and NetWare, and while some believe Attachmate will
continue to use Novell products, Novell’s layoffs created uncertainty for others. Attachmate is now
broken down into four separate business components: Attachmate, NetIQ, Novell and SUSE.
3: Dell Premier
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partners to get stronger deal protection
Dell bolstered its PartnerDirect program in May with the addition of a Premier partner level that it hopes will spur top VARs to differentiate themselves. . Partners who meet the Dell Premier level requirements can register unlimited deals and protect them for 180 days and get an additional 2% rebate on qualified products.
4: Citrix automates DaaS to make VDI more accessible
Neither virtual desktop infrastructures nor cloud computing are easy sales for VARs, but
some partners see channel value in Citrix’s
new Desktop as a Service (DaaS) offerings. The Citrix Service Provider Automation Pack for
XenApp 6 could appeal to SMBs that can’t pony up the cash for normal, on-premises VDI and to some
VARs that need specialized apps.
5: Autodesk ups ante with partner specializations, software suites
Autodesk’s
partner program changes generated concern among legacy partners that anticipate a higher cost
of entry and worry about this new emphasis on specialization over products by the CAD/CAM software
leader.
Check out the most-read SearchITChannel.com stories for April 2011.