5 Companies That Came To Win This Week
The Week Ending May 20
Topping this week's roundup of companies that came to win is Cisco for its latest software offensive and efforts to provide partners with incentives to adapt to a software-centric world.
Also making the list were startup Kinvey for its innovative service that links mobile apps with SAP ERP data, NetSuite for evolving its channel program to modernize the way partners are evaluated and recognized, OpenStack startup Platform9 for launching its own channel program, and all 472 women named to this year's CRN Women of the Channel list.
Not everyone in the IT industry was making smart moves this week, of course. For a rundown of companies that were unfortunate, unsuccessful or just didn't make good decisions, check out this week's 5 Companies That Had A Rough Week roundup.
Cisco Mounts Software Offensive, Puts Partners On The Road To Recurring Revenue
Cisco Systems is mounting a software offensive by adding incentives for solution providers that adopt the company's new software integrator and life-cycle adviser roles.
The aggressive stance, part of Cisco's efforts to transform itself into a more software-centric company, is good news for its channel partners – many of whom are undergoing their own transformations to a recurring revenue model.
Software integrator and life-cycle adviser were two software partner roles Cisco unveiled in March at the company's Cisco Partner Summit. Partners who adopt those roles can earn rewards, including performance and referral incentives, for providing high-value, high-margin services that help customers get the most return from their IT investments.
Startup Kinvey Launches Service For Connecting SAP Data To Mobile Apps
SAP generated some headlines with a wave of announcements at its humongous Sapphire show this week. But startup Kinvey attracted a lot of attention when it launched a service that SAP software customers can use to more easily connect mobile applications to their ERP data.
The Mobile Data Connect for SAP service removes the need for businesses to migrate data to SAP's HANA data management system before connecting it to a mobile application, according to Boston-based Kinvey.
Kinvey worked with channel partners such as Denver-based Venado Technologies in launching the service.
NetSuite Updates Its Channel Program Structure, Partner Ecosystem
Cloud application developer NetSuite this week said it is evolving the structure of its channel program, modernizing the way partners are evaluated and recognized, to match changes in the company's product portfolio.
The new Partner Altitude initiative implements a data-driven scoring system for measuring channel practices across multiple criteria, and recognizes success accordingly with program status and credentials, the company said.
The new approach helps NetSuite identify partners that are maturing their business practices, not just driving large sales, as the company's core technology evolves and a more diverse base of partners enters the fold.
OpenStack Startup Platform9 Launches Channel Program
Speaking of channel programs, Platform9, an OpenStack startup that aims to simplify deployment and management of the open-source cloud operating system, wins kudos for launching a formal channel program this week to help accelerate the young company's sales momentum.
Platform9 has been piloting the program for four months and launched with a couple of dozen partners already signed on. Many of those solution providers already have hardware practices focused around Cisco Systems, NetApp and VCE.
The new channel program allows partners to sign up for formal financial and training incentives, collaborate with Platform9 engineers and request on-site visits from them. The program defines financial incentives for business Platform9 brings to its channel, and for business that partners generate.
472 Named To CRN 'Women Of The Channel' While 100 Honored With 'Power 100' List
CRN released its annual Women of the Channel list this week, honoring 472 women executives whose expertise and vision are deserving of recognition. Also released was the CRN Power 100: Most Powerful Women of the Channel list of 100 exceptional executives.
Applause goes out to all those who made the Power 100 list and the full 2016 Women of the Channel list.