Channel Program Changes: AWS, CoreDial, Intelisys, Lumen, Spectrum
Whether your business runs on resale margins, commissions or services, this list's for you.
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Checkmarx launched a global channel partner program.
Executives say the program increases the number of rewards and enabelement resources for partners. Checkmarx provides application security testing (AST).
See Checkmarx’ announcement.
Nozomi Networks, which provides security for operational technology (OT) and the internet of things (IoT), launched a new MSSP program.
Accenture and FireEye Mandiant are among the partners that have signed on to deliver Nozomi’s network visibility and monitoring capabilities. Partners and their employees need to earn earn Nozomi certifications in order to reach elite status.
See Nozomi’s press release.
Exabeam launched a program in order to collaborate with other providers around endpoint detection and response (XDR).
The XDR Alliance includes vendors like ExtraHop, SentinelOne and Armis. Exabeam’s chief strategy officer said XDR has emerged as a possibility to fix the problem of “failing” SOCs. However, the XDR industry contains a wide variety of conflicting definitions of the technology. The new program seeks to “get together the village.”
This story is also in our Black Hat recap.
The email security management provider updated its channel program as it pertains to SMBs.
Mimecast executives say they have added partner relationship management tool too to give partners a “more self-servicing experience.” The company has also simplified its MSP program.
You can read about it in Edward Gately’s Black Hat recap.
The cableco announced big change to its sales processes.
Spectrum has digitized the quoting and proposal generation process. Partners no longer need to rely on Spectrum channel personnel for manually entered paperwork related to the sales funnel.
Michelle Kadlacek, vice president of the Spectrum Enterprise channel partner program, talked about the changes.
Orca Security launched a new partner program.
Partners can take advangate of product margins, sales support, “opportunity registration and other resources. Orca works with system integrators, solution providers, referral partners and MSSPs.
Read more about Orca.
Intelisys will be updating its partner loyalty program.
According to new President John DeLozier, Intelisys plans to expand its reward criteria to include the types of technologies partners sell. DeLozier, who is approximately one month into his new position, promised a flexible approach to both sales partners and suppliers.
Check out our Q&A with DeLozier.
Lumen‘s new channel chief is exporing ways to digitize the channel program.
Dave Young, the company’s new senior vice president of strategic services, is currently speaking to partners about changes they would like. He said digitizing could occur around quoting, delivery or compensation.
“Every partner comes to the table with a different perspective on where we need to operate. But holistically, the digital marketplace is probably a good overarching theme.”
Check out the Q&A with Young.
The CCaaS and UCaaS provider added a model that doesn’t require partners to private-label its solutions.
CoreDial Max is offering 35% and higher commissions on its offerings, as opposed to 55-65% profit margins in the VAR model. Partners need to pick one of the models, but they are allowed to switch programs at will.
Edward Gately has the scoop.
Rave Mobility Safety announced a new channel program.
Rave is offering sales, marketing and training resources to partners who want to sell their professional services and products alongside Rave’s offerings. Resellers, system integrators, technology partners and “marketplace partners” work with Rave.
Read Edward Gately’s story.
The digital cecurity provider launched a new partner program.
DigiCert already maintains an additional organization called the TLS Partner Program. The new program caters to security-focused MSSPs, MSPs and VARs. The benefits include increased discounts, deal registration and market development funds.
Kelly Teal wrote about DigiCert.
The hyperscaling behemoth made its first official channel program changes in three years.
First, AWS rolled out a discount and rebate, which respectively reward customers for bringing in new customers and upselling existing customers. Then AWS announced a new security competency for MSSPs.
Read about the new competency and rebates.
Cradlepoint gave partners deeper visibility into customer information through a new engagement portal.
The Cascade portal shows details about client licenses and subscription experiation dates. It also includes deal registration and other sales resources.
Get details on the Cradlepoint program.
Tigera announced a new partner program.
VARs, SIs, consultants and distributors can all participate in the program. Tigera is looking for partners that focus on DevOps, microservices, networking or security.
Tigera helps customers with security and observation of their Kubernetes environments.
Read the announcement.
Cloud service providers, independent software vendors, consultans and system integrators can join Dremio‘s new program.
Dremio, which provides a query execution engine, earlier this year wrapped a $135 million Series D funding round. Having doubled its customers in the last year, the vendor is looking to partners to help continue the growth.
Read the blog post on Dremio’s website.
Cloud service providers, independent software vendors, consultans and system integrators can join Dremio‘s new program.
Dremio, which provides a query execution engine, earlier this year wrapped a $135 million Series D funding round. Having doubled its customers in the last year, the vendor is looking to partners to help continue the growth.
Read the blog post on Dremio’s website.
Lumen and Spectrum Enterprise are both working to digitize their sales process for partners.
They joined a long list of IT and telecommunications providers who enhanced their approach to the channel last month. Suppliers are trying to lure partners with sales support, training resources and, of course, financial incentives
In some cases, vendors rolled out entirely new programs or formalized their channel efforts for the first time. For example, CoreDial launched a commission-focused program that comes alongside its private-label program.
In other cases, companies added new features to their program, like a portal in the case of Cradlepoint. AWS stepped up its game, handing out a new rebate and discount for its resellers.
Scroll through the images above to see the biggest channel program changes in the channel.
Did you miss our previous programs recap? Check out the July edition.
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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