Monday Morning Impact – May 7

Office Depot Announces Partner Agreement with Master Agent

Office Depot, Inc. has signed a channel partner agreement with MicroCorp, a value-added distributor, based near Atlanta, with a portfolio of solutions from more than 75 telecom and cloud providers.

“Office Depot delivers enterprise-level managed service solutions, right-sized for small businesses,” said SMB Sales VP Heather Tenuto. “The new partnership with MicroCorp is yet another proof point of Office Depot’s shift from a primarily product-based company into a product and services-driven enterprise that leverages our omni-channel platform to provide a wider range of solutions for customers.”

That omni-channel approach includes approximately 1,400 stores, an online presence, its sales force and 6,000 field technicians, made available through last November’s acquisition of CompuCom.

“Office Depot’s shift to an omni-channel approach in delivering to ITaaS demonstrates how technology and the Internet are impacting traditional ways of doing business,” said Phil Keenan, president of MicroCorp. “We are thrilled to be involved in their initial launch, bringing more innovative ways for our partners to transform their businesses.”

Offerings include network services, security, operations services, device management, and virtual CIO consulting.

Channel Impact^®
Channel partners can offer Office Depot’s managed services to all markets, leveraging a variety of enterprise-level technology solutions, designed specifically for SMB customers.

Qlik Updates Partner Program; Adds BI MSP Offering

Qlik, a Pennsylvania-based data analytics vendor, has updated its partner program for increased simplicity, better channel profitability, and tighter alignment with the company’s overall go-to-market strategy.

Through the announced adjustments, the three-tier partner program is moving towards a value-based model providing escalating tier-based benefits, including rewards for driving new business.

“Data fuels company growth and opportunity, and it’s crucial that customers can rely on their trusted partners to deliver analytics innovations that will help drive that growth,” said Chris Moore, SVP of partners and alliances.

Qlik has launched an offering for the BI market designed to enable MSPs to augment digital transformations through more effective data acquisition, management, and analysis intended to drive new services and revenues.

Additional enhancements include a more partner-focused sales framework for the commercial market; revised licensing terms; simplified revenue requirements based on the partner’s total book of business; and reduced deal registration and sales discount thresholds.

According to the company, Qlik does business in more than 100 countries with over 45,000 customers globally.

Channel Impact^®
The updated channel program is expected to facilitate partners in helping customers to make better business decisions through enhanced use of available data.

Dell Boomi Updates Partner Program for Enhanced Agility

Dell Boomi, a business unit of Dell, focused on cloud integration and workflow automation software, has rolled out a major update to its partner program.

Boomi will now offer two paths to encourage proficiency in selected areas. The Partner Integration Accelerator Program is intended to ensure that partners gain practical experience while leveraging company-prescribed best practices. In addition, Partner Competency Recognition focuses on skills development throughout the sales and delivery cycle that recognizes a partner’s commitment to sell, design and implement.

The program has added four levels of participation for partners: Authorized, Advanced, Select and Elite. At any level, participating partners can earn referral fees or participate as a reseller of Boomi products.

The company has also launched a new partner portal, providing training, pre-sales and sales material, marketing collateral, implementation guides and support.

Channel Impact^®
Revisions to the program are likely to assist consulting, integration and cloud channel partners in delivering the value propositions associated with cloud integration and workflow automation software.