New Channel Partner Programs: Juniper, Akamai, Lenovo, Dell, More
These channel updates pertain to MSPs, ISVs, SIs, VARs, TSDs and so many other three letter acronyms.
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Dell Technologies unveiled its new partner program, citing “a position of partner strength.”
The vendor created a category of partner-delivered managed services called Apex+. Dell also has added a competency associated with the new offerings.
Partners reportedly accounted for about 50% of overall net revenue in Dell’s last quarter.
Jeff Schwartz covered the update.
In a move that seems to buck the trend of what other vendors are doing, Juniper Networks is doing away with partner specializations.
Juniper will instead be encouraging its partners to build “full-stack solutions.” Executives said the move away from specializations will save partners time as well as keep them from having to changing their staffing to keep up with specialization requiremetns.
“Over the next 12-24 months, we will evolve the program to be based on solution building outcomes, as opposed to simply collecting badges for your engineers,” channel leader Gordon Mackintosh told partners.
Juniper at its Partner Executive Summit announced a $15 million investment in its partner program, as well as added support for its elite partner tier.
Christine Horton covered the changes.
Akamai is targeting independent software vendors (ISVs) with its new Qualified Computing Partner Program.
Executives said they aim to lean more on partners to fill in gaps for “cloud-related” customer challenges. They added that the new program will provide trickle-down benefits to MSP partners.
Kelly Teal wrote about Akamai’s channel organization, as well as its latest offerings.
DTEN is looking to work with resellers and integrators through its new partner program.
The conferencing hardware provider unveiled its Thrive program. It offers marketing resources and product training. The program will operate in four tiers, delivering graduating levels of benefits based on sales volume and training completion.
Claudia Adrien wrote about DTEN.
Open Systems’ MDR division, Ontinue, is working with Microsoft-focused strategic partners.
Ontinue executives said Microsoft partners focused on security, compliance and identity can leverage the new program. It includes referral and reseller agreements, each with channel integration, enablement and MDF resources.
Get details on the new program.
Trellix created new partner-facing roles designed to increase its channel support.
The extended detection and response platform provider introduced the new Xtend Global Channel Partner Program. Executives said the program has widened its scope for partner types. They also added that they built it from the ground up.
Trellix is the offspring of McAfee and FireEye’s merger.
Learn more about Trellix.
Lenovo added new tiers and frameworks to its partner program.
The five new competencies center on life cycle services, workforce performance, infrastructure, advanced infrastructure and as-a-service.
Executives added that the company’s young Lenovo 360 partner framework achieved its goal of getting at least 10% of partners to mix infrastructure and intelligent device offerings.
Check out Jeff Schwartz’ reporting.
Kaspersky updated its maintenance service agreement for MSP partners.
Successive Plus MSA resulted from partners asking for a more aligned service model. MSPs said they needed extra support from Kaspersky to match SLAs associated with Kaspersky software. Kaspersky was already providing support, but is now offering Canadian and U.S. MSPs enhanced support.
Learn more about Kaspersky’s channel.
Acronis added benefits for partners of varying commitments.
The vendor’s new Competitive Displacement Program provides a 100% rebate for MSPs that are migrating customers from a rival vendor’s contract.
The CyberFit Partner Program is now also reportedly giving benefits to its zero-commit PayGo service provider partners.
Edward Gately has the scoop.
Proofpoint unveiled a new channel program.
The Element partner program caters to MSPs, VARs and MSSPs. The program has moved on from the classic three-tiered approach into two tiers. The program also doesn’t give partners a revenue goal, executives said.
Read more about what Proofpoint is doing with partners.
Konica Minolta Buiness UK is rewarding its specialized partners and giving more support to its exclusive partners.
The company unveiled a partner program four years ago but has “fine tuned” it, channel executives said. Konica also launched a new partner portal.
Christine Horton wrote about Konica Minolta.
Red Hat is giving partners free subscriptions.
The change opens up “hundreds” of self-support subscriptions reportedly worth thousands of dollars. It includes complimentary support for up to five contacts.
Claudia Adrien wrote all about it.
Quantum Xchange launched a program geared toward managed connectivity providers, VARs and other partners.
The program features deal registration, lead delivery and co-marketing funds.
Quantum provides encryption management.
Read about the program.
SafeGuard Cyber launched a new partner program.
The vendor is targeting managed security service providers (MSSPs) with the Illuminate Partner Program. The organization features tiered platform pricing and training.
SafeGuard offers a social engineering detection technology platform.
Get details on what SafeGuard is doing in the channel.
Kroll went live with its first official partner program.
The risk and financial advisory solutions provider is targeting a variety of partners with the program, including TSDs, MSPs and VARs. The company stated that a “mature direct sales team” will work alongside partners.
Edward Gately wrote about it.
Cyolo resigned its partner program to reportedly make it more simplified.
The zero trust network access provider offers a flat structure for its MSSP, VAR and distributor partners.
The program started with approximately 30 partners.
Edward Gately wrote about Cyolo and Kroll in the same article.
ReliaQuest announced plans to involve partners on all future net-new deals.
The security operations platform provider had already been generating about 70% of revenue through partners. However, the vendor has shifted to a “partner-first” model.
Edward Gately has the scoop.
WekalO unveiled a new worldwide channel program.
The data platform provider, also known as WEKA, offered the program to VARs, MSPs and SIs. Those partners can receive training, certifications and streamlined deal registration.
The Weka X partner program contains three tiers aligned with revenue generation.
Read the article about WEKA.
Bot management and detection supplier Netacea picked a new distribution partner.
Netacea signed an agreement with technology solutions brokerage Telarus. The deal puts Netacea’s platform on Telarus’ line card, allowing Telarus agents to sell the offering.
Netacea has already been playing in the technology advisor channel, having signed an agreement with Upstack last year.
You can view their press release.
Bot management and detection supplier Netacea picked a new distribution partner.
Netacea signed an agreement with technology solutions brokerage Telarus. The deal puts Netacea’s platform on Telarus’ line card, allowing Telarus agents to sell the offering.
Netacea has already been playing in the technology advisor channel, having signed an agreement with Upstack last year.
You can view their press release.
Some enterprise technology vendors, such as Lenovo, are adding partner specializations and competencies, and others, like Juniper Networks, are emphasizing them less.
Juniper announced that it was putting $15 million into its Partner Advantage program. At the same time, the vendor said it would remove specializations. Executives said partners could focused on building more holistic solutions as a result.
Suppliers are handling specializations in different ways. Some are framing their incentives around specializations as a way to accommodate partners’ unique business and technology expertise. On the other hand, executives at companies like Juniper say their partners shouldn’t need to accommodate any specialization requirements.
Meantime, several vendors launched entirely new channel programs last month. Many of them fall into the cybersecurity category. One launched a program to attract ISVs. Another tried to simplify its reseller structure. Yet another cybersecurity provider announced an agreement with a tech services distributor.
The 19 images above will tell the story of the latest partner-impacting changes in the vendor world, featuring Juniper, Acronis, Proofpoint and others.
Or check out the January new programs recap.
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