New, Changing Partner Programs: Zoom, TCG, HPE, Fortinet, Microsoft, More
Telecom and IT vendors are courting partners to sell their solutions.
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The video conferencing giant is enhancing its commission structure.
Zoom announced new rewards that partners can earn on qualifying deals.
Zoom also added six new master agent partners, bringing its total to 11. In addition, 2,000-plus subagents belong to the program.
Read about the changes.
The Florida-based master agent launched a new rewards program.
Starting at $50,000 monthly recuring revenue, agents can reach six levels of rewards. For example, they can travel for free to TCG’s annual conference.
Read about TCG’s latest exploits.
Dell Technologies added new incentives and rebates.
Dell expanded its initiative to get partners to sell the PowerScale midrange storage family. Partners will earn extra points for selling PowerScale offerings as well as PowerStore flash storage.
Christine Horton wrote about the updates.
The SaaS intelligence platform provider gave partners access to its first formalized sales program. Previously the company had only utilized a referral program for indirect partners.
“It was time for us to explore and begin to lean into the channel,” ZoomInfo’s head of channel sales and alliance said.
Executives say they tailored the program to partners’ unique business models.
Edward Gately has the scoop.
The departure and replacement of Microsoft‘s channel chief surprised the partner community.
Rodney Clark, former leader of Microsoft’s mixed reality and IoT sales, has succeeded Gavriella Schuster. Experts said his technology background fits well with Microsoft’s initiative to sign more routes to market through non-transacting partners.
Check out Jeffrey Schwartz’ story.
Granite Telecommunications is allowing partners to earn commissions on its network integration services.
As a result, partners can earn money from IT-focused solutions that many telecom agents don’t normally sell.
“Selling partners no longer have to walk away from opportunities to support clients with Microsoft 365 migrations, network printer installs or point-of-sale implementations,” Granite’s vice president of channels said.
Hosting providers, VARs, MSPs and other channel partners can benefit from Zadara‘s restructured program.
Partners get co-op mraketing investment funds, partner discounts and support from a dedicated partner management team. The company has doubled the size of its partner team.
Learn about the restructured program.
Citrix is not overhauling its partner program but rather is “evolving” it to focus on SaaS.
In addition, the company is working to clarify the segments where it wants to emphasize the channel as the “primary motion.” However, other areas exist where Citrix intends to align channel partners with its direct sales team.
Read what Citrix’s channel chief said about the changes.
The virtualization giant overhauled its partner incentives.
VMware launched its Customer Lifecycle Incentives program, which helps partners move out of a transactional reward mindset. In addition, VMware launched a program that rewards partners for creating proofs of concept.
Read about the new compensation program.
NetSapiens finally formalized its partner program.
The Partner Alliance Program provides cross-promotional marketing. In addition, it includes opportunities for referrals and pipeline opportunities.
The partner program announcement occurred at around the same time Crexendo announced the acquisition of the communication platform as a service provider.
Edward Gately has the scoop.
The semiconductor provider plans to increase its number of partner-facing staff.
That’s according to AMD’s new North American channel chief, who recently joined the company after working at HPE.
AMD’s partners include resellers, network service providers, distributors and MSPs.
See what the new appointee had to say.
HPE is centering its GreenLake offering around the partner.
The vendor now offers the cloud service directly on distributor cloud marketplaces. HPE’s five biggest distributors are offering the service: ALSO group, Arrow Electronics, Ingram Micro, Synnex and Tech Data,
Read about how the channel is outpacing direct in GreenLake sales.
The hybrid cloud management provider is rewarding white-glove service with its latest program update.
CloudBolt announced new spiffs and monetary incentives that will help partners grow their businesses.
“The program is built on an adaptable framework that accommodates different partner types and sizes, while providing flexible pricing options to support the metamorphosis our partners are experiencing as the market pivots to everything as a service,” CloudBolt’s senior vice president of global channels and alliances said.
See more details of the program update.
Claroty tripled its channel team in 2020.
The industrial cybersecurity provider experienced strong channel growth last year, especially in its indirect channel. However, the vendor has shifted its partner program to move away from a “one-size-fits-all” strategy.
“We built in flexibility to allow for additional routes to market and additional industries that we may want to focus on in the future as the industry and technology evolves,” Claroty‘s vice president of worldwide channels and alliances said.
Learn about the program update.
The colocation and interconnection provider launched a program that focuses on government agencies.
The Cyxtera Global Federal Partner Program consists of three tiers and provides deal registration, training and marketing support.
Cyxtera launched its global partner program in 2020.
The secure access service edge (SASE) provider launched its first channel program.
The rapidly growing company already works with more than 100 partners, but the formalized program gives them a partner portal, sales and marketing resources and training. In addition, they can access deal registration.
Its four tiers cater to resellers and three diffrent levels of MSPs, respectively.
Learn more about Perimeter 81.
Speaking of SASE, another provider kicked off its channel partner program for the first time.
MSPs and other technology providers can resell the iboss cloud platform. Executives said they wanted to develop new partnerships in the Americas.
“We wanted to develop a program that truly encapsulated what they find to be the most valuable and rewarding,” the company’s senior vice president of marketing said.
Get details on iboss and its program.
The cloud communications provider introduced a new partner portal.
As a result, partners can get improved deal registration, opportunity tracking, sales and marketing materials. In addition, they can access training and certifications for Dialpad’s various solutions.
Dialpad executives cited their recent partnership with T-Mobile around remote work.
The distributor launched a new partner portal.
The portal gives partners a view of Comstor’s new promotions as well as its e-commerce platform. In addition, they can access a new small business product configurator, events platform and interactive feedback tool.
Comstor is part of Westcon-Comstor, focusing on Cisco distribution.
The infrastructure-as-code platform provider started a channel partner program as well.
Twelve developer-first channel partners belong to the program, which executives plan to grow to 30 partners. Accurics’ vice president of sales and partnerships said partners have been requesting more service offerings.
Get details on Accurics.
The cloud data management vendor launched a new pricing structure and new certifications.
Informatica announced a free curriculum that helps partners master cloud application modernization and data democratization.
“We’re excited to double down on our partner growth this year with the best technology and best partners globally to give customers the most flexibility and control of their journey to the cloud,” the company’s senior vice president of global partners and digital transformation said.
See the story.
Agents and master agents can harness American Tower‘s new program.
American Tower is using the channel as a way to target the enterprise market, which the company is going after for the first time. American Tower’s director of business development said the company harnessed its relationships with agents to build the program.
Learn more about the program.
The cybersecurity skills provider launched its first partner program.
The tier-less program includes a portal and focuses on simplicity. Partners can scale as a result, as the vendor looks to move into global markets.
“For our partners, this opens up a line of business that hasn’t traditionally been channel-centric and allows them to increase mindshare with their customer base,” Immersive’s senior director of global channels said.
Check out the story.
Netrality Data Centers expanded its partner program.
According to Netrality executives, demand is rising for data center services, especially in “edge markets.” The expanded program features joint commercial offerings, as well as training and support. Netrality is also providing co-braned marketing materials and local sales support.
Learn more about the Netrality program.
The software-defined perimeter (SDP) provider launched a rewards-based educational program for its channel partner community.
The three-tier program teaches solution archietects and sales engineers how to deploy zero-trust and SDP-based solutions. The company already offered a channel program but wanted to take it “to the next level.”
See what Tina Gravel, AppGate’s senior vice president of channels and alliances, had to say.
VARs, distributors, service providers and system integrators can harness Pluribus Networks‘ new channel program.
The updated program reduced Pluribus’ partner tiers from four to two. As a result, partners are dealing with a more simplified program that hopefully can improve their number of sales.
Learn all you need to know about what Pluribus is up to.
Spectra Logic‘s partner program updates reflect the movement to solutions-based selling.
The SpectraEDGE partner program sped up and added more visbility to its lead-passing system. In addition, its new portal allows resellers to register deals more easily.
The data storage provider said it has moved away from its adentity as a “tape company.”
Read Christine Horton’s article.
Spectra Logic‘s partner program updates reflect the movement to solutions-based selling.
The SpectraEDGE partner program sped up and added more visbility to its lead-passing system. In addition, its new portal allows resellers to register deals more easily.
The data storage provider said it has moved away from its adentity as a “tape company.”
Read Christine Horton’s article.
Check out the latest partner program updates from the big-name provider after big-name provider in the channel.
Now that Channel Partners and Channel Futures have fully merged, we’re giving you double the fun in our channel program gallery. You’ll find telecommunications, IT and everything in between. Looking for data center services? A colocation provider just launched a partner program that helps channel partners target government customers. Looking for network services? Granite Telecommunications recently gave agents the opportunity to earn commissions in unique areas. Looking for voice? Dialpad launched a partner portal. Looking for cloud data management? Informatica enhanced its pricing structure.
Many a provider of technology services announced a new program. That includes two SASE companies, a cybersecurity skills provider, a data center and a CPaaS vendor. In other cases, the companies launched new specializations, new marketing resources or new partner-facing staff. In addition, one vendor clarified how it intends to balance direct and indirect sales. Also, the world’s largest software companies announced a new channel chief.
There were so many stories that we couldn’t fit everything in. For example, pentest-as-a-service company Cobalt launched its first partner program, Schneider Electric introduced a program that encourages recurring revenue and TBI announced multiple new suppliers and personnel.
Check out the slides above, where you’ll see the latest updates in the channel.
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