Channel Program Updates: AWS, HPE, Nutanix, Palo Alto, vCom, More
MSP recruitment, implementation incentives and those pesky ecosystems.
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Hewlett Packard Enterprise is launching an invitation-only partner program.
According to HPE’s worldwide head of partner sales, the upcoming HPE Partner Ready Vantage program complements the existing Partner Ready program by offering a single contract to partners that perform a variety of routes to market.
“You could be a number of things within that program and not have to have seven relationships with us,” he said.
The program will launch later this year.
Christine Horton wrote all about HPE.
Bridgepointe Technologies is giving its partners more professional services through an acquisition.
The IT strategy firm’s purchase of PPT Solutions brings in one of the industry’s top customer experience (CX) consultancies and a provider of CCaaS management. The deal fits into Bridgepointe’s ongoing private equity-backed quest to expand beyond advisory services. The company also added a life cycle management division through acquisition.
Read about the acquisition.
Nutanix announced a new referral program, touting its scope across the customer life cycle.
Executives at the multicloud computing provider said their new referral program offers rewards to partners throughought multiple touch points on the customer journey. As a result, it won’t just be the partners who official sell Nutanix that get benefits.
That includes ISVs who engage with customers around applications but don’t factor into the end transaction.
Claudia Adrien wrote about Nutanix.
Palo Alto Networks is giving service providers new rewards for referring business.
The cybersecurity provider announced a new services provider path. Its members offer a non-Palo Alto service to customers and don’t resell Palo Alto offerings, but Palo Alto will reward them for recommending it.
Palo Alto also launched a partner-delivered service attach, which incentivizes partners to take on more of the implementation piece.
Palo Alto also tapped Karl Soderland as senior vice president of North America ecosystems, a change from senior vice president of worldwide channel sales.
Edward Gately recapped announcements at the company’s partner summit.
Perimeter 81 aims to add more MSP partners as it targets the U.K.
Newly hired director of U.K channel partner sales Gary Read said the security service edge (SSE) provider is responding to partner requests for local representation. He added that he wouldn’t be surprised to see Perimeter 81’s partner community increase by more than 100 in 2023.
Check out the discussion of Perimeter 81 in The Gately Report.
Ada aims to run more than 80% of its business through the channel in 2023.
The automated customer experience (CX) platform provider has already been dabbling in the technology services distributor (TSD) channel, but last fall it expanded in the space in a big way by signing a supplier agreement with Telarus.
The conversational AI provider has also partnered with vendors like Salesforce, Five9 and Talkdesk.
Read Claudia Adriens’ reporting on Ada.
DTEX Systems unveiled its first official partner program.
The workforce cyber intelligence provider’s new program is helping the vendor chase its goal of “100% channel participation.” DTEX is looking to partners to tackle the mid-enterprise space as well as getting involved on DTEX’s large enterprise deals.
Get details on the program.
The Amazon Web Services Global Security and Compliance Accleration (GSCA) program expanded to another four countries.
GSCA identifies partners who possess the core competencies required to help clients handle compliance and other regulatory hurdles.
AWS also made its public sector-focused professional services in four new countries.
In addition, AWS named its first nine members in its sustainability cohort.
Read our article.
Channel partner vCom launched a franchise program for new agents.
The vCom Franchise Partner Program lets entrepreneurs brand the vCom Manager software platform as their own, in addition to selling vCom’s technology portfolio. The company described the program as part of the agency’s “long-term growth strategy.”
Read vCom’s blog.
CommScope‘s newly launched Infrastructure Distributor Program builds upon its only slightly older Service Provider Channel Partner Program.
The network infrastructure provider is offering a portal, on-demand online training and badges to members of the new program.
It also built an elite tier that will dole out special incentives and recognition to qualifying partners.
See CommScope’s press release.
CommScope‘s newly launched Infrastructure Distributor Program builds upon its only slightly older Service Provider Channel Partner Program.
The network infrastructure provider is offering a portal, on-demand online training and badges to members of the new program.
It also built an elite tier that will dole out special incentives and recognition to qualifying partners.
See CommScope’s press release.
HPE, CommScope and many of their vendor peers recently added new tiers and divisions to their channel partner program.
Although many in the corporate world closed up shop in mid-December to look forward to the holidays, many providers in the channel were already looking forward. Take HPE, for example, which previewed an invitation-only program within its Partner Ready channel program.
That update, as well as updates from a variety of enterprise technology vendor partner programs, are included in this roundup from the month of December.
A few trends remain popular. MSP recruitment, as evidenced by Perimeter 81’s latest hires, continues to dominate the minds of many channel leaders. In addition, ecosystems – hyped as they might be – seem to carry more mindshare than ever. Consider that Palo Alto Networks moved its channel sales leader’s role into an ecosystem role and added incentives for non-transacting partners.
Channel Futures has forecast that market development funds (MDF), which in the technology advisor channel have traditionally revolved around distributor events, may take a dramatic turn in 2023. Recession-induced budget constraints and questions of ROI may lead vendors to shift the amount, medium and recipients of those funds.
The gallery above features partner-oriented news from leading companies in the IT, telecommunications and customer experience industries. Scroll through the 11 slides above to read stories of newly launched or enhanced partner programs.
Also, check out Channel Futures’ November programs roundup.
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