Archive for February, 2010

“Let it Rain – Be a Rainmaker!” VMware Challenges Partners to Make 2010 the Year of the Cloud

By Beth Vanni –  Director, Market Intelligence

Every sales team needs a rally cry. A hill to take, a call to action.  At this year’s VMware PartnerExchange conference, the virtualization leader’s Executive Vice President of Sales, Carl Eschenbach, delivered that message.

With a  record 2700 solution provider attendees, this year’s conference was all about VMware’s cloud computing long-term market vision.  Eschenbach’s call to action was for the company’s solution providers to “be rainmakers.”   “This is the year the cloud will start to produce big results.  I’m telling my sales team and solution providers, let it rain.” (more…)

February 12, 2010 at 6:24 pm Leave a comment

Websense Announces Channel Program Enhancements and New Channel Chief

By Beth Vanni, Director of Market Intelligence

In the last three years, Websense has made big strides in both its market position and the maturity of its channel engagement programs. Once known as the small, web filtering McAfee challenger with an unclear commitment to channels, the company announced a number of key product, program and executive management changes at their Annual Partner Conference last week which indicate their continued and serious commitment to success in the channel and as a leader in enterprise security.

1. The company announced a new, simplified U.S. margin structure and greater incentives for deal registration and license renewal migration to their Websense Security Gateway and v10000 appliance products. In a subscription licensing world, securing renewals and upselling to their broader portfolio is critical.

2. Their core partnering program now offers an impressive variety of co-marketing and sales prospecting tools to make it easier for partners to do demand generation work, including a turnkey Harte Hanks telemarketing services and a direct marketing & appointment setting campaigns offered by a local marketing firm called Binary Pulse. Yet another offering was announced with Bridgemetrics for building custom landing pages and microsites.

(more…)

February 4, 2010 at 10:09 pm Leave a comment


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