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Intel’s John Kalvin On How New ISV Investments Will Boost Partners

Dylan Martin

In an exclusive interview with CRN, Intel Global Channel Chief John Kalvin says the chipmaker is increasing investments to ensure a broader range of software is ready for new processors as soon as they launch to help channel partners deliver Intel-based solutions faster and with greater confidence.

These two buckets you were talking about with respect to ISVs: software readiness and go-to-market. Is Intel Partner Alliance, the company’s new partner program, the main mechanism in which you are engaging those ISVs? Or are there multiple touch points across the company?

Obviously, it’s a big company, so there are a lot of touch points that happen across the various business units, and I think this is for Greg [Lavender’s Software and Advanced Technology Group] and our team to work across the organization and bring that into alignment.

In the prior times that we’ve talked, I’ve said it a couple of times: We want to integrate across Intel to be “one Intel” to our partners and bring the whole capability of the company into alignment and make it easier for partners to engage with us. So it’s a work in process.

[With the Intel AI Builders program], there are software partner efforts specifically around AI builders that was built up out of a business unit for all the right reasons. Really impactful program. We’re in an integration effort to bring that under Intel Partner Alliance, so the long-term vision is that that value gets delivered inside of the construct of the Intel Partner Alliance. There will always be a lot of touch points for software across the company.

How will reseller partners benefit from bringing ISVs into Intel Partner Alliance?

I think it really comes down to “time to solution” and the confidence in that solution when they deploy it. So if you put yourself in the shoes of a reseller, a [system integrator] or a solution provider, what have you, knowing that Intel and the software vendor upstream have done all of the hard work to optimize that code for the latest technologies, test, validate — all the work that we’re going to go do on the get to market side — by the time that software and those products get to them, again as closely aligned as possible when they’re coming to market, they’re going to have a lot of confidence to know that if I go deploy this combination of software and hardware into a solution for an end user, it’s going to work great. It’s going to deliver great performance, [total cost of ownership], whatever the business value proposition is that they’re trying to deliver around that. It gives them confidence and then [faster] time to solution, because now they don’t have to be working upstream to motivate us to go get that work done if they need some optimizations. We’re trying to do as much of that pre-work as possible to accelerate [their solutions].

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