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In October 2014, Intel Security launched the first phase of enhancements to its partner program for distributors and resellers. Yesterday, Intel Security initiated the second enhancement phase, which focuses on partner differentiation and profitability.
Until now, the Intel Security Partner Program offered tiered pricing, which many partners found complex and difficult to work with, said Lisa Matherly, head of worldwide partner programs, marketing and operations at Intel Security. Intel Security eliminated the tiered pricing and will now offer tiered benefits.
"We have removed our tiered pricing … [It was] very complex tiered pricing that on some opportunities it qualified, and other opportunities it didn't. It also created some conflict between our partner levels. So we have removed that conflict by removing the tiered pricing," Matherly said.
Intel Security also changed its deal registration program and renewal process as part of the phase-two enhancements. Deal registration discounts will now be tiered according to partnership level rather than offered at only one discount level to all partners. Additionally, Intel Security said it will now limit deal registrations to one partner per approved partner-found sales opportunity. As for renewals, Intel Security said it is automating the renewal process and will provide incremental margin enhancements on renewals based on membership status.
In addition to these enhancements, Intel Security introduced new rules for its direct and channel sales force. "We knew we needed to address the rules of engagement between our sales organization and our partner community," Matherly said. After a partner registers an opportunity, the new rules of engagement ensure Intel Security reps will not engage other partners, she added.
Intel Security said it will launch the third and final phase of its partner program enhancements in January 2016. The final enhancements will focus on reducing the cost of doing business with Intel Security, the vendor said.
AWS Summit unveils SaaS partner program, services for developers
Several partner-related developments came out of the AWS Summit this week.
Amazon has launched the SaaS Partner Program, a global partner program for software as a service (SaaS) providers. The program aims to help Amazon Partner Network partners build and develop SaaS offerings on AWS, and offers educational resources, such as business and technical content, and webcasts.
AWS released a new managed service to help AWS customers create and manage APIs. The Amazon API Gateway charges developers only for the API calls they receive and the amount of data transferred out, the company said.
AWS also announced the AWS Device Farm, a pay-as-you-go service that allows mobile app developers to test their Android and Fire OS apps on smartphones, tablets and other devices.
SGI and Dell forge partnership
Silicon Graphics International Corp. (SGI) has expanded the reach of its in-memory computing product, SGI UV 300 for the SAP HANA platform into enterprises through a new partnership with Dell. Under the new agreement, Dell will offer all SAP HANA-certified SGI UV products, in addition to other pieces of the SGI technology portfolio.
Westcon Group signs Guidance Software
Value-added distributor Westcon Group, Inc. has expanded its security portfolio, signing a distribution agreement with Guidance Software, Inc., the makers of EnCase endpoint security products.
IR to bolster partner program enhancements
Integrated Research Ltd. (IR), a performance management software maker, announced it will roll out enhancements to the IR Partner Program over the next six months. The program currently offers a range of benefits according to membership level -- Authorized, Gold or Platinum. IR partner benefits include deal registration margin, online technical and sales training, and leads. Gold and Platinum partners gain access to marketing development funds, channel account managers, rebates on select products and more.
Continuum releases Navigate 2015 eBook
Continuum LLC has published "The Explorer's Guide to Navigate 2015 by Continuum," a 24-page eBook, which provides information about Navigate 2015 -- the company's second annual user conference being held Sept. 27 in Las Vegas. The eBook offers details about the conference's featured managed service provider (MSP) and industry partner speakers, as well as information about the venue, Tech Showcase, keynote speakers, special event activities and more.
Xerox expanded its managed print services offerings for SMB partners.
Cisco's global channel chief departed the company.