Channel Program Updates: Zoom SPIFFS, Microsoft AI, Big Oracle Shift
Microsoft unveiled a couple of significant programs last month, and Oracle is looking to revamp the way its partners transact.
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8×8 formed a partner ecosystem to embed AI capabilities into its platform.
The vendors in the 8×8 Technology Partner Ecosystem will allow for native integrations into the 8×8 XCaaS platform. An analyst said the program allows for enterprises to “easily plug in” the extra capabilities they need in their contact center or unified communications solution.
Learn more about the 8×8 Technology Partner Ecosystem.
Microsoft launched a multiparty private offer (MPO) program designed to link independent software (ISVs) with selling partners.
Microsoft Cloud Partner Program members possessing seller IDs in the U.S can partake in the MPO program. Microsoft executives said the initiative will allow service partners and selling partners like VARs and SIs to build custom solutions together.
Read more about the MPO program.
Another slide, another Microsoft program! But this one was the one everyone was waiting for: the AI program.
Microsoft, which is one of OpenAI’s key investors, unveiled the Microsoft AI Cloud Partner Program. The program expands upon the existing Microsoft Cloud Partner Program, giving partners access to selling AI-based solutions.
Jeff O’Heir wrote about the AI program.
Observability provider Splunk made changes its executives said will simplify the partner experience.
Splunk has made its continuing education courses fully remote and delivered “prescriptive guidance” for certifications and courses. Other changes include a Splunk cloud rebate and a deadline extension for partners transitioning to the Partnerverse program.
Edward Gately was on the scene at Splunk. Conf23.
Oracle, like many of its vendor peers, is branding its sales strategy as solution and outcome-focused rather than product-focused. And its partner strategy is falling in line with that.
Channel leader Doug Smith explained to Channel Futures that the company is seeking to shift its entire organization – channel included – to a more proactive approach to customers.
He added that Oracle is working on lead generation for partners.
See more of Smith’s comments from an interview with Channel Futures.
SPIFFs on Zoom customer experience sales have increased from five-times to eight-times.
That nugget came from Todd Surdey, head of global channels and business development at Zoom, who spoke to Channel Futures about the investments the vendor is making in partners. Those investments include creating more self-service options for partners to solve operational problems.
Claudia Adrien interviewed Surdey, who is one year into his job.
Netskope expanded its Evolve Partner Program provide dedicated MSP resources.
The vendor both added to its MSP through the recent purchase of Infiniot, but it has also seen many of its existing reseller partners adopt managed services. The SASE vendor is accommodating them with licensing packages, a deal protection program, technical accreditation and an MSP portal.
Read Jeff O’Heir’s reporting about Netskope.
Cost management provider AIQ rolled out a referral program for partners.
Partners who bring their clients to AIQ for assesment, procurement and negotiation can reap a 10% commission. AIQ helps companies optimize contracts to reign in IT spend.
Jeff O’Heir wrote about changes to AIQ and TD Synnex.
Approov, the mobile app authentication provider, formalized its first partner program.
The program targets consultants, MSSPs, resellers and other partners with a penchant for selling, integrating and supporting mobile security solutions. The program features tools and support from Approov.
Edward Gately has the scoop.
Networking hardware provider Zyxel updated its partner program to drive adoption of its cloud management platform.
Zyxel is accrediting partners as official Zyxel MSPs and is running webinars and training to onboard them as such. The company intends to “bring only a liminted number of new partners on board.”
Christine Horton wrote about Zyxel.
Robotic process automation (RPA) provider Rewst is set to expand its MSP base by 250%, according to executives.
The three-year-old vendor signed an agreement with the distributor/marketplace Pax8. That will give Pax8 partners access to 50 prepackaged workflows for automation.
Read the Jeff O’Heir article about Rewst.
Enterprise conversational AI platform Kore.ai launched a channel program.
The Kore.ai Channel Partner Program contains three tiers and varying levels of rewards and investment. It is targeting integrators, resellers solution providers and other strategic partners.
Our AI reporter Claudia Adrien wrote about Kore.ai.
Sprinklr, which provides a unified customer experience management platform, is gearing its new partner program to a diverse set of partners.
Executives stated that Sprinkler engages with nine different partner types. That includes technology services distributors (TSDs) and consultants.
Read about Sprinklr in this article by Claudia Adrien.
Auvik rolled out a partner program.
The idea behind the program is to get resellers delivering network assessments on Auvik’s network monitoring platform. Executives state that the assessments will open new opportunities for resellers to sell other technologies.
Auvik offers network and SaaS monitoring and management solutions.
Craig Galbraith sleuthed this SaaS story for Channel Futures.
Votiro deepened its partner program and gave MSPs a dashboard.
Partners and enterprises can use the Votiro MSP Dashboard to manage multiple tenatnts. Executives called the dashboard a “force multiplier.”
“Our partners have always been an integral part of our strategy and expansion plans, and they have been instrumental in formulating our GTM strategy,” one executive said.
Votiro is a zero trust security provider.
You can always count on Ed Gately for the scoop.
Zoom increased its incentives for customer experience (CX), and Microsoft expanded its channel partner program to tap into artificial intelligence (AI).
Providers across the information communications and technology (ICT) channel are making updates to recruit, incentivize and support partners. These vendors are leaning on resellers, MSPs, technology advisors and other types of partners as a key go-to-market resources to reach customers.
On the cloud communications and customer experience side, Zoom has upped the SPIFFs it’s giving to technology advisors for selling contact center. Rival provider 8×8 launched an ecosystem for AI integrations.
Cybersecurity providers continue compete for partner mindshare. Network and SaaS monitoring provider Auvik is a good example of that. But joining that trend is the influx of AI providers like Sprinklr courting partners. And Microsoft’s AI partner program is the 800-pound gorilla in that lineup of partner initiatives.
Learn more about July’s most impactful channel partner program news in the 16 images above.
When done, check out the June recap.
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