The Channel
Vendors, distributors and MSPs: partner programs, strategy and the people behind them.
TD Synnex posts record quarter and pitches AI factories to the channel
The distributor says enterprise AI is moving from pilots to production-scale builds that partners will deliver. Its Hyve manufacturing arm shows what that scale can do to margin
Extreme Networks refocuses partner program on predictable rebates and MSPs
Non-certified partners can now earn new-logo rebates. Joe Spencer, SVP of global channels and strategic initiatives, says early indicators point to around 20% more profitability for partners
Distology Tenable deal signals shift toward value-led distribution
Tenable is significantly larger than any vendor Distology has carried. Chief executive Hayley Roberts says larger vendors increasingly look to specialist distributors for growth and channel education
Nebula Global Services ties partner loyalty to ESG outcomes
Richard Eglon, chief marketing officer at Nebula Global Services, says embedding carbon, social impact and governance incentives into renewals enables partners to create “real-world impact simply by doing what they already do”
Broadcom channel chief outlines partner opportunity in private cloud and AI
Broadcom has stepped back from VMware implementation work. Brian Moats, SVP of global commercial sales and partners, calls private cloud a “once-in-an-every-other-decade kind of opportunity” for partners
Pure Storage adds Ambassador tier and solution designations for partners
Pure Storage has added an elite Ambassador tier and four solution practice designations to its partner program. EMEA channel chief Geoff Greenlaw calls it the company’s most rewarding program to date
Dell raises incentives for partners that co-invest in growth
Denise Millard, chief partner officer at Dell Technologies, says the incentive increase is designed to reward partners that co-invest and act as “needle movers” in driving growth through the channel