New, Changing Channel Programs: Lumen, 8x8, Google Cloud, TBI, More
One vendor merged channel programs post-merger. Another rolled out new certifications.
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Aryaka Networks gave its partners new certification courses.
The Aryaka Certified Partner (ACP) program contains a flagship course on SD-WAN and SASE market trends, while the other courses touch on budget planning and Aryaka’s channel program.
Aryaka’s partners include agents, resellers, MSPs and marketplaces.
Read more about Aryaka’s expanding channel efforts.
HPE unveiled a new program to encourage as-a-service delivery.
The vendor launched the HPE Partner Ready Vantage program, which functions in three tracks: build, sell, and service. HPE also enhanced the HPE Partner Ready portal.
Allison Francis was on the scene at the HPE Discover Partner Growth Summit.
SAP is cultivating skills in the EMEA channel.
The new Partner Talent Initiative pilot program contains a full curriculum that certifies IT professionals in key SAP products. In addition, SAP has launched a development fund (BDF) incentive to encourage partners to recruit and train SAP consultants.
Christine Horton wrote about the initiative.
Upstack, the Berkshire-backed super-agency, announced two major supplier agreements in June.
First, Upstack announced a contract with Lumen. The move had implications for the technology service distributor market, which historically served as an intermediary for the many agents that comprise Upstack.
Then UCaaS and CCaaS provider CallTower announced a partnership with Upstack.
Read about the Lumen agreement and its implications for the larger agent channel.
The VMware channel leadership team is undergoing change.
Sandy Hogan, VMware’s senior vice president of worldwide commercial sales and partner ecosystem, left the company.
Her departure meant that Ricky Cooper of VMware accepted the position of lead for VMware’s worldwide partner and commercial organization.
A VMware spokesperson described the move as a “personal career decision” Hogan made. They added that the decision did not correspond to Broadcom’s pending acquisition of VMware.
Take a look at Kelly Teal’s bombastic reporting on the matter.
Chicago-based technology services distributor TBI launched a loyalty program.
The Partner GEM Awards (PGA) Program rewards partners in four different tiers for the business they did with TBI the previous years. Those benefits include direct market development funds from TBI correlated to last year’s business.
TBI shortly thereafter proclaimed Renodis as the PGA’s first diamond member. That means Renodis exceeded $1,000,000 in monthly recurring revenue with TBI.
Read more about TBI and Renodis.
Google Cloud moved its public sector services into a separate unit.
Google Public Sector will target federal, state, and local government and educational customers. Will Grannis will lead the subsidiary, and Lynn Martin will lead the divisions go-to-market efforts.
Check out the story within Kelly Teal’s cloud roundup.
8×8 launched a new program to incentivize partners to sell its Microsoft integration.
The 8×8 Elevate Microsoft Partner (MP) Program is built around 8×8 Voice for Microsoft Teams. Gold partners in the program can sell the new 8×8 XT offering. They’ll also belong to exclusive forums to give feedback to 8×8 and receive volume-based incentives and rebates.
Claudia Adrien wrote about the new program.
Oracle NetSuite is rewarding partners and customers for referrals.
Companies participating in the new SuiteReferral program can get a referral fee of about 10% for their new customer’s first-year license. NetSuite is offering graduated levels of benefits for companies that provide more referrals.
Claudia Adrien wrote about NetSuite.
Cloudflare is emphasizing zero-trust solutions in its updated partner program.
The Cloudflare One Partner Program contains up to 45% margin in its premier tier. The program contains three tiers, and its partner types include MSPs, TSDs and SIs.
A channel leader from the company said Cloudflare does not intend to build a services practice that could compete with the managed and professional services its partners provide.
Read more about Cloudflare.
Schneider Electric conducted a makeover of its partner program based on feedback from the channel.
A survey of partners revealed disatisfaction with Schneider’s program structure. As a result, the vendor revamped the program to reflect multiple business types.
For example, the program contains new benefits aligned with different specialization paths.
Get details on the update.
SaaS application security provider DoControl launched a new partner program.
The new program emerged as DoControl said it was moving to a channel-first strategy. The vendor is selling with SIs, consultancies, MSPs and resellers. Program members will receive lead sharing, sales resources, guaranteed margin and MDF.
Learn more about the Accelerate Channel Program.
Splunk introduced new tools and training for its partners.
The updates to the Partnerverse program include a Cloud Sandbox where partners can build and test solutions. Splunk also added a funded training benefit.
Partners told Edward Gately that Splunk has introduced more transparency into its channel efforts.
Read Gately’s coverage of Splunk .Conf22.
Forescout Technologies is giving its MSP partners new perks in its new program.
The new Forescout MSP program lets select partners harness flexible licensing options and consumption billing. The vendor has also launched new accreditations and training resources.
Learn about the new MSP program.
MSSP Cyderes has consolidated most partner contracts following the merger of Fishtech Group and Herjavec Group.
Chuck Crawford, Cyderes’ chief solutions architect, said the new company has “essentially combined” the two partner programs. Moreover, he told our Edward Gately that a significant overlap exist between the legacy Fishtech and Herjavec partner bases.
“… so it’s really easy for us to continue the resell process, whether it’s through the legacy Fishtech paper or legacy Herjavec paper on that side,” Crawford said.
Crawford and another Cyderes executive spoke to Gately about the work the company is doing in developing its partner efforts, which includes tiering its partners.
Zomentum launched a new program designed to enhance the relationship between SaaS vendors and technology partners.
The PartnerAlign program includes a s a software license reconciliation and automated billing tool called Zomentum Connect.
Zomentum provides partner management solutions.
Allison Francis wrote about the program.
Application security provider Apiiro unveiled its first partner program.
Consultants, resellers and technology partners can join the Apiiro Partner Program. They’ll get sales, marketing and technical support. Apiiro previously ran a three-month beta program with select partners.
Edward Gately has the scoop.
Zebra Technologies launched a Public Sector Specialization Program.
The new initiative functions as an extension of Zebra’s partner program, targeting federal, state and local governments and educational institutions. Qualifying partners will enjoy growth incentives and pre-qualified leads, in addition to other benefits.
Read Zebra’s announcement.
Everything Blockchain announced a new partner program.
The program, available through subsidiary Vengar Technologies, gives partners opportunity registration and protection. They’ll also get co-marketing support and pricing assistance for selling the vendor’s SMB data protection solution.
Learn more about the vendor’s partner program.
Everything Blockchain announced a new partner program.
The program, available through subsidiary Vengar Technologies, gives partners opportunity registration and protection. They’ll also get co-marketing support and pricing assistance for selling the vendor’s SMB data protection solution.
Learn more about the vendor’s partner program.
Google Cloud and a number of other technology vendors made enhancements and changes to their channel programs last month.
Suppliers in the IT, telecommunications and cloud communications markets continue to court partners with new benefits. Some, like Schneider Electric, made the updates based on extensive partner feedback.
Other vendors are changing their programs to support service-oriented partners. HPE, for example, rolled out a new program to that end.
Some vendors have made new certifications to bolster their partners’ credibility. Aryaka Networks rolled out new curricula, and SAP added new incentives for partners that seek certification.
The agent side of the channel saw some intrigue, as one of the largest service providers announced a direct agreement with a partner. In addition, one of the remaining technology services distributors unveiled a loyalty program.
Scroll through the images above for 20 stories of vendors like Google Cloud, Lumen and HPE updating their channel partner programs.
Did you miss our previous new programs roundup? Find it here.
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