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Guidance Software offers incentives for partner sales training

Guidance Software has enhanced it channel program with new training and certifications. Also in IT channel news, Citrix packaged tools for driving Windows 10 adoption.

Last week, Guidance Software Inc. expanded its channel program, adding more resources and benefits for its partners. The enhancements were the latest development in the company's "Channel First" initiative, a channel-oriented go-to-market strategy launched earlier this year.

New features include an online sales and pre-sales training and certification program, available on the company's partner portal. "We feel at the foundation of a good relationship with our channel partners … is making sure that the sales resources and the pre-sales resources in our channel partners understand Guidance Software's technology, the space we play in, how we compete, and are able to go out and effectively communicate the value proposition, effectively handle objections and close deals," said Frank Cohen, director of North American channels at Guidance Software, which is based in Pasadena, Calif.

Frank Cohen, director of North American channels at Guidance SoftwareFrank Cohen

As a result of introducing the educational resources, Guidance Software restructured its partner program into two tracks -- Authorized and Certified -- to reward partners that achieve certifications. The Authorized Track has a relatively low investment "focused on partners who perhaps more opportunistically identify opportunities to sell our technology," Cohen said, whereas resellers in the Certified Track gain access to qualified leads, higher margins, the company's software for internal use and demonstrations, and more.

The company also increased the margins that all partners can receive on its professional services and training products. "The value proposition for our partners, from an economic perspective, just went up," Cohen said. Additionally, Guidance Software added new programs for marketing development and demand generation, as well as a new "partner locator" tool, allowing customers to identify and contact partners within their geography.

Citrix unveils tools for Windows 10 adoption, migration

Citrix has released a package of software, tools and best practices for partners to help drive Windows 10 adoption and support migrations to the new operating system. The package includes Citrix's application migration software, AppDNA, which will be provided for free to Citrix Solution Advisors.

Centrify recruiting SIs and consulting partners

Identity and access management vendor Centrify Corp. has added a new category to its partner program, as it looks to increase provisioning and deployments of software as a service applications through its cloud identity platform. The new category is designed for national systems integrators and consulting partners.

PlumChoice joins forces with AppDirect

Technical services provider PlumChoice Inc. has partnered with AppDirect to provide its cloud application services to AppDirect's cloud channel partners. Now available through the AppDirect Cloud Service Commerce Platform, PlumChoice's end-to-end services include pre-sales guidance, onboarding and activation, migration, and Tier 1 and Tier 2 support services.

Polycom appoints new president of Polycom Americas

Polycom Inc. has named Christopher M. Jones as president of Polycom Americas. Jones will join the company on Aug. 3. Jones comes from Avaya, where he was vice president of midmarket sales. At Polycom America, Jones will be in charge of leading the company's regional sales strategy and execution.

nGenx hires new channel sales executive

Desktop delivery provider nGenx Corp. appointed Independence IT's former senior vice president, Scott Markley, as the company's new channel sales executive. In his new role, Markley will focus on developing existing partner relationships and building on nGenx's network of solution delivery partners.

Next Steps

Coverage from WPC 2015: Microsoft pushed its mobile and cloud message.

Partners voiced support for Microsoft's technology and partner initiatives.

Windows 10: What's the opportunity for partners?

Phil Sorgen outlined four points of differentiation for Microsoft partners.

Gavriella Schuster explained how Microsoft is investing in its partners.

HP and IndependenceIT were among the newsmakers at WPC.

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