Channel programs News

5 Companies That Came To Win This Week

Rick Whiting

For the week ending Aug. 21, CRN takes a look at the companies that brought their ‘A’ game to the channel.


The Week Ending Aug. 21

Topping this week’s Came to Win list is chipmaker Nvidia for undertaking a significant expansion of its partner program resources and benefits.

Also making the list are D&H Distributing for helping partners boost recurring revenue through a plan to attach cloud services to IT hardware, Salesforce for extending the benefits the company offers its work-from-home employees, and Apple for becoming the first $2 trillion U.S. company.

And a round of applause to the IT companies that received standout grades on this year’s CRN Annual Report Card.

Nvidia Expands Partner Program With New Incentives, Training

GPU chip maker Nvidia wins kudos this week for expanding the Nvidia Partner Network channel program with new incentives, industry-specific training, better methods for tracking sales and deals, and more ways for top-performing partners to get recognized for their sales activity and investments in the Nvidia ecosystem.

The latter includes a new fixed back-end rebate program for Elite-level compute and visualization partners, who will receive a 1 percent rebate on their Nvidia-based revenue. Nvidia is also providing Elite partners with a dedicated reserve of market development funds, doled out based on partner quarterly revenue, that go beyond the project-based MDF the company already provides.

For its broader partner base, Nvidia is making it easier for partners to be recognized for their revenue contributions throughout the year with an enhanced quarterly performance bonus program. A new AI Consulting Network provides partners with access to other solution providers that have built AI/data sciences practices. And several new training courses around Nvidia’s expanded product portfolio, including the A100 data center GPU, are now available.

The Nvidia Partner Network just crossed the 1,500-member mark internationally.

Plans are under way to integrate the partner programs for Mellanox Technologies and Cumulus Networks, which Nvidia acquired earlier this year, with the Nvidia Partner Network in 2021. The company is also developing plans for a new program for partners that sell cloud services that it plans to introduce by the first quarter of next year.

D&H Distributing Is “Monetizing The Seat” For Partners With Its Cloud Platform

D&H Distributing has developed a way for partners to increase their recurring revenue sales by attaching cloud services to hardware and devices and pricing the combination on a per-seat basis.

Many businesses and organizations want to move to a monthly payment model for IT because it provides more predictable costs and supports a more scalable and flexible workforce model, said Jason Bystrak, D&H Distributing’s cloud vice president, during a breakout session at The Channel Company’s XChange+ 2020 Virtual Experience conference.

The model is made possible because D&H offers partners the total contract value, up front on as-a-service contracts, giving them added cash and flexibility.

The total market opportunity for MSPs is massive with about 78 million SMB seats in the U.S., of which about 9 million are currently monetized on an as-a-service basis, Bystrak said.


Salesforce Extends Work From Home, Childcare Benefits

Juggling work and children has been one of the biggest challenges for many people working from home because of the COVID-19 pandemic. So Salesforce deserves applause for its announcement this week that not only will it allow its employees to continue working from home through July 31, 2021, the company is extending a number of family benefits including helping cover childcare costs.

In June the company offered childcare support funding through the summer, reimbursing employees up to $100 a day for five days each month. This week the company expanded the program through the end of January.

Salesforce is also expanding its family care leave, giving parents eligibility for another six weeks of paid time off, and offering an additional $250 to employees to purchase office tools and equipment.


Apple Becomes A $2 Trillion Company As Strong Sales Buck The Pandemic

It was only two years ago when everyone marveled that the total market capitalizations of companies like Amazon, Apple and Microsoft hit the $1 trillion threshold. So give Apple credit for becoming the first U.S. company to hit the $2 trillion market cap mark this week.

Apple hit the new benchmark just after noon Wednesday when its stock price increased 1.1 percent to $467.43 per share. That came after the company reported an 11 percent gain in revenue to $59.69 billion for its fiscal third quarter.

Apple first hit $1 trillion in August 2018.

Key Vendors Win Top Annual Report Card Grades From Solution Providers

And a round of applause for the leading IT vendors that came out on top in this year’s CRN Annual Report Card, the 35th year that solution providers have scored vendors on such criteria as product innovation and partner programs.

This year the scoring took place across 24 technology categories including cloud storage, data protection software, workgroup color printers and enterprise network security.

A shoutout to Datto, Hewlett Packard Enterprise, Aruba, a Hewlett Packard Enterprise company, Lexmark and Scale Computing for winning the highest scores in two product categories and to Fortinet for winning in three categories.

And a nod to Intel, which not only won in the processor product category, but also received a grade of 108.6 in product quality and reliability–the highest single grade throughout this year’s entire ARC scoring.



Rick Whiting

Rick Whiting has been with CRN since 2006 and is currently a feature/special projects editor. Whiting manages a number of CRN’s signature annual editorial projects including Channel Chiefs, Partner Program Guide, Big Data 100, Emerging Vendors, Tech Innovators and Products of the Year. He also covers the Big Data beat for CRN. He can be reached at

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