Intel's Partner Push
Partners have been urging Intel to focus more on solutions rather than products -- and Intel has gotten the message, said Ricardo Moreno, vice president and general manager of global partner sales at Intel. "Customers are asking for it, partners are asking for it," Moreno told CRN in an exclusive interview during Intel Partner Connect 2018 in National Harbor, Md. At the conference, Intel unveiled plans to dramatically scale up its "market-ready" Internet of Things solutions this year, and to also introduce a new set of data center solutions. The Intel Select Solutions are designed and validated by Intel, and optimized for specific workloads, as a way to remove the guesswork for partners.
Meanwhile, Intel also debuted new programs for partner specialties in enthusiast gaming and AI -- which demonstrates that Intel is shifting its strategy to reward more than just sales volume, according to Moreno. "We've had, historically, a very successful partner program that was primarily volume-based. It worked really well for the business that it was supporting," Moreno said. "But as we have the different business needs, volume is not enough."
What follows is a portion of Moreno's conversation with CRN.