New, Changing Channel Programs: Cisco, Microsoft, Zoom, MetTel, Verizon, More
The changes Microsoft recently outlined for its partner program could significantly impact its partners.
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Microsoft‘s sweeping partner program changes, which will take effect in the fall, generated no shortage of conversation in the channel.
Channel chief Rodney Clark announced plans to switch the program from two tiers to three. Moreover, Microsoft will be ranking partners based on their investments in six of its six primary offerings.
Jeffrey Schwartz covered the highly mixed response from MSPs and VARs.
Verizon is doing more to eliminate channel conflict.
Channel leaders from the carrier recently told Channel Futures’ Craig Galbraith that they have put new policies in place to ensure harmony between direct and indirect sales. In addition, Verizon introduced a new partner accreditation program and upped its agent sales support.
Check out the video interview.
Red Hat is moving more of its commercial business to channel partners.
Executives of the open source vendor said they hope to drive 100% of commercial deals through partners. On the other hand, they said they are aiming for a “flexible” approach to their enterprise business with a “strong preference” for partners.
Christine Horton covered the changes.
Network services provider MetTel is emphasizing a faster and more localized engagement style with its agent partners.
The vendor will support partners with regionally located agent managers and partner support teams.
The company, which also teams with resellers and TSBs, bolstered its agent support amid a larger partner program update. MetTel reportedly doubled its investment in the program.
Read more about MetTel.
Cisco is encouraging its partners to do more with managed services.
Channel chief Oliver Tuszik said Cisco’s managed services revenue is outpacing overall parter revenue in in terms of sales growth. In addition, he said small and medium-size businesses are demanding more managed services. As a result, Tuszik told media and analysts that Cisco has made it a priority to encourage partners to drive more managed services.
Jeffrey Schwartz covered Tuszik’s session. You can also catch him on stage at the Channel Partners Conference & Expo, April 11-14, in Las Vegas.
Zoom is rewarding partner investment with its new program.
The vendor last month unveiled its Zoom Up Partner Program, which lets qualified partners sell Zoom Phone licenses with Zoom calling plans. In addition, the highest tier of partners in the organization will be eligible for market development funds.
Zoom is also offering new competencies and accreditations.
Get details on Zoom’s new program.
Netwrix unified its partner program following its series of acquisitions.
The data security provider has acquired Stealthbits, NNT, Anixis, PolicyPak and Strongpoint since last year. The company has now created a single program that “scales” across the different areas of the portfolio.
In addition, the program builds on partner feedback for more incentive to sell subscriptions.
Read more about Netwrix.
SADA is engaging more with its SaaS partners.
The Google Cloud premier partner expanded membership in its SaaS Alliance Program and will bring more of these partners to its events.
In addition, SADA launched its Alliance Leadership Community, which functions as a forum for partners to network with each other.
But perhaps most importantly, SADA announced an integration services team that will focus on helping partners navigate Google Cloud Marketplace.
Check out Kelly Teal’s article about SADA.
Analytics automation provider Alteryx updated its channel program.
The changes to the program reflect a movement Alteryx has been making to become more partner-first. Last year the vendor shifted its direct sales team’s direct compensation policies to encourage them to work more with partners.
The updated program provides progressing benefits for Alteryx’s three partner tiers.
Edward Gately has the scoop.
Partner portals and legal constructs have not changed for partners of McAfee Enterprise (now Trellix) and recently spun off company Skyhigh Security.
The web of acquisitions and divestitures associated with McAfee is a confusing one to unwind. But most recently, a private equity firm split McAfee Enterprise into two different organizations: Trellix (which contains FireEye) and Skyhigh.
According to a Skyhigh executive, “partners will receive the same sales and marketing support from both Skyhigh Security and Trellix.”
Check out our gallery about the McAfee channel updates.
Zebra Technologies gave resellers a new specialization track.
The new specialization is for partners that sell to North American SMBs. Firms in the larger PartnerConnect program can participate in the two-tier SMB track, which offers prequalified leads and other incentives.
Check out Allison Francis’ story.
Honeywell Building Technologies streamlined partner resources across three of its different businesses.
The new partner program serves SI, distributor and OEM companies. The program creates syergies among the company’s fire, security and building management systems businesses.
The tiered program offers a variety of rewards for partners.
Read about the new program.
Prosimo is embracing cloud services marketplaces.
The multicloud application delivery provider announced its new channel program in January. Head of global alliances and partnerships Timo Prietto said the vendor is looking to build “joint sales processes” with partners that focus on co-selling through CSP marketplaces.
Read Prietto’s interview with Channel Futures.
Attack surface management provider Randori‘s new partner program will help it move to its goal of 100% channel-driven sales.
The new program represents the formalization of Randori’s partner efforts. The benefits, which stemmed in part from partner feedback, include opportunity protection, margin advantage and renewal retention.
Edward Gately has the scoop.
Branded calling provider First Orion is leveraging resellers, agents and technology partners for its channel efforts.
First Orion, which lets businesses brand outbound call to improve customer engagement, launched a new program. Former Avaya North American channel chief Mike Coleman is leading the program, alongside former Birch executive Mike Otting.
Learn about the new program and First Orion.
Intelligent process automation provider Abbyy unveiled a new partner program.
More than 1,000 firms already belong to the program. It offers free training and certification, although executives say they want to drive “strategic alignment with those most committed to driving mutual success.”
Check out Christine Horton’s article.
Ermetic launched a program for MSPs, SIs, consultants, MSSPs and ISVs.
The cloud security provider made public the Synergia Partner Program, which had been functioning for the previous half-year. The program includes a dedicated partner account team, deal registration and market development funds.
Learn more about Ermetic and its channel efforts.
Wired and wireless network provider CommScope added a new tier to its partner program.
The vendor’s program expanded from two to three tiers. According to the company, adding a third track lets a wider range of partners access MDF and new specializations.
View the announcement.
Wired and wireless network provider CommScope added a new tier to its partner program.
The vendor’s program expanded from two to three tiers. According to the company, adding a third track lets a wider range of partners access MDF and new specializations.
View the announcement.
Channel partners are playing a bigger role in the go-to-market strategies of companies like Red Hat and Cisco.
Indirect sales continues to receive validation from large, established technology vendors as an effective go-to-market strategy. Red Hat is turning over its commercial business to partners, and MetTel has reportedly doubled its investment in its partner program.
In addition, many startup vendors are leaning heavily on resellers, MSPs and agents to drive sales. For example, cloud networking provider Prosimo is turning to partners to help it scale globally.
The latest channel program announcements include a variety of technologies and partner models. On the conferencing/UCaaS front, Zoom expanded resale opportunities for its Phone offering. Cisco channel leaders are exhorting partners to embrace managed services as a highly profitable route to success. In the meantime, Verizon made changes to appeal more to agent partners.
Check out 19 of the latest partner program updates in the business technology indirect sales channel.
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