Monday Morning Impact – February 13

Dell EMC Launches Post-Merger Partner Program

Dell EMC has launched its long awaited partner program, encompassing a structure that the company claims includes the best of the legacy programs that have preceded it.

The unified program embraces the entire Dell EMC partner ecosystem, inclusive of solution providers, cloud service providers, strategic outsourcers, OEM partners, systems integrators and distribution partners. The program includes unique tracks with specific advantages and incentives that align to a particular partner type and attained tier designation.

“Global business is rapidly changing as more and more customers prioritize investment in digital transformation,” said John Byrne, president of global channels. “We are truly providing the means and the opportunity along with the recognition and profitability that our partners want and deserve.”

The new program tiers include Titanium, Platinum and Gold, as well as a new status level within the Titanium Tier, Titanium Black.

Benefits to solution provider partners include rebates focused driving new business, service sales (inclusive of consulting, deployment, support and education services), training participation and selling the full portfolio.

The Titanium Black Status is an invitation only, special designation created to strengthen the relationship with partners who are extremely aligned with Dell EMC.

Benefits in the distribution program include base rebates paid back to dollar one of sales, growth accelerators based on targeted partners and lines of business and services rebates. In addition, earned quarterly market development funds (MDF) can be spent on activities such as enablement, demand generation and headcount.

A new portal provides access to necessary tools such as rebate and MDF tracking, country-specific benefits and requirements, training and competencies, deal registration, quote tools, etc.

Channel Impact^®
Program details appear to be extensive and inclusive of a wide variety of players in the IT field. The most profitable incentives will target partners who build a solid practice around this vendor.

Kaspersky Unveils 2017 Partner Program

Kaspersky Lab has rolled out the company’s 2017 channel partner program along with plans for new, regional events, which will occur throughout the year.

The overall intent of the program update is to offer more rewards, training, and incentives plus add new customized, regional support, backed by a larger regional sales footprint.

This year partner sales managers will also act as a single point of contact for partners. This means that partner sales managers will focus on smaller territories, in order to help them to provide more personalized, regular interaction with their partner contacts.

The company has also announced its first enterprise specialization. The Kaspersky Anti Targeted Attack (KATA) specialization is intended to help enable partners to differentiate themselves and earn additional margin on registered, qualified and approved new Kaspersky Lab sales. The company is also adding a specialization for Managed Service Providers (MSP). In addition, Kaspersky intends to expand its integration with popular remote monitoring and managing (RMM) platforms, such as Connectwise and LabTech, which are already available to channel partners.

The company is also launching regional Kaspersky Lab Partner Summits in six major cities, including Dallas, Chicago, San Diego, Miami, Minneapolis and Boston. These summits will build upon current partner program activities, expand product training and technical solutions support, as well as allow the opportunity for more engaging one-on-one communications.

The updated channel partner program will be effective on April 1st.

Channel Impact^®
The security space continues to gain momentum and influence within the IT partner community. As the demand and opportunity increase, program evolution will be necessary in order to maintain desired levels of partner loyalty.

Datto Acquires Open Mesh

Datto, a Connecticut-based security company, has announced its acquisition of Open Mesh, which specializes in cloud solutions.

The Open Mesh wireless access point and Ethernet switching technologies will join the existing Datto Networking Appliance to create the Datto Networking line of products for small-to-medium sized businesses and will be delivered exclusively through Datto’s global network of Managed Service Provider partners.

“Open Mesh’s team, solutions and commitment to the channel make it a perfect fit for Datto as we continue to expand our offerings to cover the spectrum of data availability and connectivity which starts with a company’s network,” said Austin McChord, CEO and founder of Datto. “Our acquisition of Open Mesh and our expanded Datto Networking line gives our MSP partners even more opportunity to provide value to their customers.”

Terms of the transaction were not disclosed.

Channel Impact^®
The acquisition provides Datto with a stronger position to deliver data protection solutions to MSPs worldwide.