New, Changing Channel Partner Programs: 8x8, AWS, Telarus, Microsoft, Fortinet, More
Hyperscalers, UCaaS providers, security vendors and distributors galore.
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Fortinet is moving beyond pure resale.
So said the comapny’s channel executives, who said they want to make their partner program more global and more accomodating to diverse partner types.
Fortinet is offering an integrator track, which contains VAR partners, as well as MSSP and cloud tracks.
Fortinet is also offering more direct vendor support to professional services providers.
Read more about Fortinet’s latest dealings with the channel.
8×8 expanded its relationship with distribution behemoth Ingram Micro.
According to the companies, the updated partnership with Ingram Micro Cloud will increase the number of resellers delivering 8×8’s UCaaS and CCaaS offerings.
The companies first teamed up in 2017.
Read 8×8’s announcement.
Dell Technologies plans to launch a “global partner status” to businesses that have an international business.
The teaser came months after Dell execs said they were removing the differentiated benefits and requirements for various partner types.
Dell also announced at its Global Partner Summit that it has worked to automate the quoting process for partners.
“Our intent is to provide a competitive online price such that a partner can come in and do their own configuration, quote, without having to get anybody involved. [It’s an] instantaneous transaction with us,” the company’s senior vice president of global partner operations said.
Diver deeper into Dell’s latest developments.
Telarus is arming its partners to consult on cybersecurity.
The technology solutions brokerage announced the first module of its SolutionVue suite: the Cybersecurity Quick Solution Assessment (QSA). The assessment contains a form partners use to audit their customers’ security environment and automatically vet vendors for their needs.
Read more about the trend Telarus is trying to meet.
SD-WAN and SASE provider Aryaka Networks added a marketplace route to market.
Aryaka, which transacts through both an agent and resale model, placed a SKU on AppDirect‘s AppSmart marketplace. The arrangement allows end customers to buy Aryaka’s SD-WAN offering in a click-to-buy fashion.
According to AppDirect, Aryaka is the first, but not the last, network supplier to join the marketplace.
Learn more about both Aryaka and AppDirect.
Microsoft outlined a variety of adjustments it will make to its partner incentives.
The updates, which follow a series of high-profile and even controversial changes to what is now known as the Microsoft Cloud Partner Program, ultimately reward partner for their investments and specialization in cloud solutions, Kelly Teal wrote.
For example, Microsoft is increasing its customer acquisition incentives for direct bill and indirect reseller partners.
Check out Teal’s reporting on the matter.
SAP’s decision to shift partner MDF to only cloud-related deals has paid off, executives said.
Chief partner officer Karl Fahrbach said partners have adopted more cloud solutions following the compensation shift it made earlier this year.
“… we said all of the business development funds, marketing development funds and all of the commissions that we pay are going to be only for cloud,” Fahrbach said.
The move is working, he added.
“Compensation drives behavior,” he said.
Similarly, SAP is no longer compensating its internal sales team for on-premises sales.
SAP also gave updates on its business transformation solutions suite, Rise with SAP. As of last month, SAP had certified approximately 900 partners for Rise with SAP. SAP executives were speaking at the SAP Sapphire conference in Orlando.
Jeffrey Schwartz covered the news.
Former Zoom channel exec Lauren Padilla is now leading the channel at Airtable
Padilla told Channel Futures that Airtable will be formalizing its channel efforts, building on close relationships the vendor has built with consultancies. She said SIs, VARs, consultants, developers and ISVs can take advantage of the new program.
Edward Gately did a Q&A with Padilla about her new position and vision.
ServiceNow is trying to get partners to “co-create the market” alongside the software provider.
A channel executive told Channel Futures that this vision adds to ServiceNow’s current model of co-selling and “co-delivering” with its partners. The company will announce the changes in September, and they will go into effect in January. ServiceNow is promising new investment and a “top to bottom” reimagining.
Read more.
Google Cloud partners can resell and provide solutions for the provider’s new division.
The hyperscaler last month announced its new Global Strategic Customers and Industries organization, as well as its leader, Umesh Vemuri.
Google stated that the new unit will connect customers of all verticals to top Google and Google Cloud offerings.
Learn about the new division.
BlackCloak, which specifically guards high-ranking company executives from cyber threats, launched a North American patner program.
The company ran a soft launch earlier this year but has since formalized the program since receiving positive feedback from resellers, MSPs and MSSPs.
The new program features compensation packages as well as sales and marketing support. The company does not require partners to complete any technical training.
Get details on the program.
Tanium launched a tiered partner program that will help businesses more efficiently build integrations.
The endpoint data access provider is inviting partners to leverage its API from its new developer portal. Tanium is also providing co-marketing resources, documentation and support. Furthemore, the vendor is also making its engineers available to review potential integrations.
Learn more about the Tanium Technology Partner Program.
Sandler Partners expanded its footprint with an interesting convergence play.
The technology services distributor announced a partnership with MSP community organization ASCII Group. The deal gives MSPs a line card of cloud and carrier solutions from Sandler and gives Sandler an audience with MSPs who might be interesting in selling through it.
Read more about the partnership.
Amazon Web Services is launching its open-software builder for the public sector.
AWS spent nine months piloting Solution Spark for Public Sector Partners. The offering will go live July 1. Moreover, AWS is bringing together its commercial and public sector authorizations under the same banner.
The cloud giant also announced plans to expand its ProServe Ready program to partners outside of the U.S. and EMEA. The program aligns AWS partners with professional services subcontractors.
Kelly Teal wrote all about the latest AWS summit.
Ingram Micro Cloud launched a self-learning platform that contains support materials for partners.
The Xvantage digital platform features vendor content and marketing collateral. The free platform serves to give partners a simplified and more digital experience, according to Ingram executives.
The cloud distributor shared details about Xvantage at the Ingram Micro Cloud Summit it hosted in Miami Beach.
Kelly Teal wrote all about it.
eSentire unveiled a new partner ecosystem.
The managed detection and response (MDR) provider launched the e3 partner ecosystem in May. The program runs the gamut of different partner types, from MSPs to TSBs.
“We are evolving our partner program toward an ecosystem approach to partner engagement,” eSentire’s channel chief officer said.
Get details on the ecosystem.
Unit4 is targeting sales partners for its program.
While the midmarket ERP provider typically works with delivery partners, Unit4 executives are looking for partners that can help expand its market. Specifically, Unit4 has set a goal of increasing its partner revenue to 20-25% of overall company revenue.
“We are trying to drive that purely incremental revenue,” an executive told Channel Futures. “So partners will find the opportunity, they will sell it, they will deliver it — and we wouldn’t touch it.”
Read Christine Horton’s article about Unit4.
Egnyte is pledging to respond faster to MSP invoices and offer more dedicated training.
The data security provider announced several updates to its partner program at its latest Managed Service Provider (MSP) Summit last month. For example, the company is now offering two MSP-exclusive pricing plans.
Check out Allison Francis’ coverage.
Egnyte is pledging to respond faster to MSP invoices and offer more dedicated training.
The data security provider announced several updates to its partner program at its latest Managed Service Provider (MSP) Summit last month. For example, the company is now offering two MSP-exclusive pricing plans.
Check out Allison Francis’ coverage.
Some of the worlds’ largest cloud computing providers have updated the way they run their channel programs.
AWS, Microsoft and Google Cloud all revealed updates to their channels in the month of May. One of them teased changes that will come to its incentives, and another announced changes around specializations.
Cybersecurity vendors remain active as ever in the channel. Take Fortinet, for example, diversifying its program, and eSentire embracing an ecosystem approach.
Furthermore, the distributors in the agent channel were very active. One TSB/TSD signed a deal with an MSP community. Another one enhanced its cybersecurity practice with a new sales tool.
Check out the 20 images above to see the most important channel program updates in the last month.
Missed our previous gallery? See that here.
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