Channel Changes: RingCentral Upselling, Dell Partner Shift, More

See partner-impacting news from suppliers across the worlds of IT and telecom.

James Anderson, Senior News Editor

September 11, 2023

12 Slides

A seismic shift in the Dell partner model and a key change to RingCentral‘s rules of engagement top the latest list of program updates.

Agents, MSPs, VARs, SIs and all other types of partners watch carefully to see if vendors are showing the channel love. And in the case of influential suppliers like Dell and RingCentral, it seems like partner feedback is making an impact on policy.

Dell Partner Shift

Dell’s news sent ripples through the tech world when it said it was shifting to a partner-first model. Many mainstream news outlets paid attention to the news because Dell is making layoffs in its direct sales team to accommodate the shift. But the provider is making adjustments in direct sales compensation to ensure that its people in the storage business are incented to co-sell with partners.

In news that did not earn as much attention, RingCentral is making it easier for partners to earn compensation on upsold RingCentral products. Channel Futures has outlined that change in its monthly roundup of channel program changes.

In addition to RingCentral and Dell, many other suppliers made updates to their channel programs last month. Cato Networks’ channel leader said the SASE provider has created more balance among its partner types, and a AI-based gun detection provider – that’s right – launched a channel program.

Read about the Dell partner moves, RingCentral changes and much more of of August’s biggest news about channel programs in the 12 images above.

Also, see July’s biggest program updates in case you missed them.

Want to contact the author directly about this story? Have ideas for a follow-up article? Email James Anderson or connect with him on LinkedIn.


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About the Author(s)

James Anderson

Senior News Editor, Channel Futures

James Anderson is a news editor for Channel Futures. He interned with Informa while working toward his degree in journalism from Arizona State University, then joined the company after graduating. He writes about SD-WAN, telecom and cablecos, technology services distributors and carriers. He has served as a moderator for multiple panels at Channel Partners events.

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