Is Your Program Spread Too Thin?

Wedge Networks recently announced a new partner program that includes:

• Customer satisfaction surveys
• Deal registration
• Lead distribution
• “Protective” renewal margins
• Market development support
• Regional sales incentives
• Partner certification

Sounds like a great program. I wonder however, whether they can implement with impact across all of the elements. We often find that companies spread themselves too thin by developing programs with too many elements. I would rather see a program with one piece that makes a major impact rather than a program that spreads limited resources across the board.

Emulex Channel Programs

Emulex updates channel programs including expanded partner margins in their deal registration program:

3. Enhanced Profitability and Incentives – We are business partners, and that starts with having the right business model that drives revenue, profits and customer satisfaction in equal portions to build a sustainable partnership. The new Emulex Edge Partner Program helps our partners through:

Avaya Coordinates Global Program

Avaya appears to be cleaning up and harmonizing their channel programs and pricing on a global basis