Latest Channel Program Updates: Cisco, Dell, Granite, Verizon, More
A new payment deferment option for Cisco partners. And Granite getting closer with the distis?
![channel program Changes channel program Changes](https://eu-images.contentstack.com/v3/assets/blt10e444bce2d36aa8/blt8f1ee8bf7fca8ff5/6523f69b83549442c60fd7cc/4-Change.jpg?width=700&auto=webp&quality=80&disable=upscale)
Markus Mainka/Shutterstock
Verizon is letting select partners participate in digital lead sharing for its BlueJeans video conferencing software.
The U.S.-focused Partner Lead Program allows partners to sell BlueJeans Basic from their own website. BlueJeans channel leaders said the initiative will enable more targeted campaigns and higher customer lead volume for partners.
Claudia Adrien wrote about BlueJeans.
Dell Technologies unveiled a variety of new perks and intiatives for partners at its recent annual conference.
The vendor gave partners the opportunity to resell its Apex managed services portfolio. Partners previously could put Dell in touch with the customer to directly handle the services. Now the offering is “standard in our DNA through partners,” Dell’s UK channel leader said.
In addition, Dell partners can white-label the vendor’s professional services through a new program.
Christine Horton covered Dell Technologies World.
Kaspersky added specializations that can lead to increased rebates and support.
The cybersecurity provider’s United Partner Program added a specialization for resellers and two for distributors. The former can tap into the enterprise+ specialization. In return, Kaspersky will give them more resources around proof-of-concept, training and other perks. Then Kaspersky is offering distributors specializations for helping partners with proof-of-concept and deployment, and for selling specific enterprise products.
Learn more about Kaspersky’s approach to the channel.
Nextiva‘s partner enablement platform includes campaigns-in-a-box.
Executives from the cloud communications provider said they built the platform to give partners all of the marketing resources they need in one place. That comes with proposal-based marketing development (MDF) funds Nextiva awards to partners.
The marketing announcement comes on the heels of a series of personnel appointments, including vice president of channel marketing Jolynn Antonacci.
Learn more about the program.
IBM executives detailed their vision for partners eventually driving more than 80% of the company’s software revenues.
Channel leaders on the eve of the IBM Think conference told members of the Partner Plus program that they intend to dramatically shift their software business to rely more on channel partners. Partners account for about 40% of software revenues, a significant growth from 15% two years ago.
Jeffrey Schwartz was on the scene at IBM Think.
Veritas Technologies reportedly simplified its rewards for cloud-based deals.
The company rolled out a “single comprehensive” target that partners will be shooting for as they bring in new logos and renew business.
Veritas provides multicloud data management.
Read more about the company and its partner program in Claudia Adrien’s article.
Granite Telecommunications expanded its channel program both in terms of geography and partner type.
The aggretator and network services provider has built a significant footprint in the tech services distributor (TSD) and technology advisor (agent) space. More recently it has launched strategic distribution partnerships aimed at growing its relationships with value-added resellers.
In addition, New England-based Granite bulked up its channel team on the west coast.
Read about the announcement Granite made at Channel Partners Conference & Expo.
Cisco gave partners options to defer payments until 2024.
The Cisco Capital Business Acceleration Program applies to any partners reselling Cisco hardware, software or services before July 29, 2023. The announcement comes as many partners face challenges with cash flow.
In addition, Cisco unveiled hefty upfront incentives for partners selling bundled cybersecurity solutions.
Read about Cisco’s new payment options and security incentives.
The latest iteration of ForgeRock‘s partner program puts a focus on system integrators.
The identity provider is offering “generous sales incentives” as well as funding help partners with marketing, training and professional services.
The program opens this quarter.
Learn about the new ForgeRock partner program.
Software giant SAP is helping its partners in EMEA recruit talent.
An online talent portal accompanies the SAP Partner Talent Initiative that launched in 2022. Partners can use the portal to match with the right people and then leverage market development funds and business development funds to hire the consultants.
SAP offered a press release about the portal.
Barracuda Networks teased plans to unify its MSP and VAR partners.
The cybersecurity vendor currently runs two separate tracks for its “core” reseller partners and MSP partners. The impending consolidation comes from a desire to highlight Barracuda’s MSP play to the channel.
“We’re not going to build anything; we’re not going to market or do anything that doesn’t work for an MSP. The reason for that is because we’ve seen such growth in our business around the MSP channel,” said one executive, who said Barracuda signed 700 new MSPs over the previous year.
Christine Horton covered the partner program updates that came out of Barracuda Discover 2023.
Riverbed launched a program to partners that leverage its digital experience management platform as a service.
According to company executives, the Riverbed ACE program focuses on managed services providers newly starting to use the Alluvio Aternity platform. Those partners are targeting small and medium enterprises.
Claudia Adrien wrote about Riverbed.