Partner Program Updates: Dell, Spectrum, Vonage, IBM, NetApp, More
Vendors are making investments to increase their indirect sales revenue.
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IBM is reportedly pouring $1 billion into its channel.
The company is increasing its technical support, having moved more than 300 people into technical partner architect positions. In addition, IBM launched a competency framework that helps partners demonstrate their unique skillsets.
Christine Horton wrote about IBM.
Direct selling agents can now access the Spectrum Enterprise partner portal.
Subagents and independent agents joined master agents in viewing their fiber orders with full visibility. In addition, Spectrum is working to deliver more APIs and automation.
Michelle Kadlacek, vice president of the Spectrum Enterprise Channel Partner Program, talks more about the vendor’s partner strategy.
Fuze is going “partner-first.”
The new initiative gives partners the opportunity to earn higher margins, according to the company. In addition, partners will keep full customer life cycle ownership while delivering more Fuze-supported solutions.
New VP of global partner experience Mike Berlin is overseeing the movement.
Buffy Naylor covered the news.
Dell Technologies partners can now deliver infrastructure offerings as a managed service.
The Apex delivery model went live last month. A Dell executive said Apex will give partners additional opportunity and profitability. Eventually they will deliver Apex as one of their own managed services.
Jeffrey Schwartz covered the news.
The application relationship management provider is building a partner relationship management tool.
New channel leader Louise Cooke said the company is looking to make the sales process seamless for partners. In addition, Cooke said vArmour will build local support across various markets globally.
Learn about vArmour.
Google Cloud has introduced new incentives for partners.
In addition, Google Cloud will build internal diversity, equity and inclusion (DE&I) programs to better support partners.
The Google Cloud Partner ecosystem has grown by more than 400%, according to Channel Chief Carolee Gearhart.
Gearheart spoke to Kelly Teal about her vision for the partner ecosystem.
Nerdio launched a new program to help MSPs build Microsoft Azure and Windows Virtual Desktop cloud practices.
The company rolled out a four-tier program that gives graduated perks, including monthly strategy calls with Nerdio executives. Nerdio is also providing customer training sesssions and a case study library.
Read about Nerdio.
The cyber protection provider will use its latest investment to give partners new sales and marketing resources.
Acronis announced a $250-plus million funding round, which will help accelerate growth. Executives say they want to expand their broader partner network with a significant portion of the funding. In addition, Acronis is promising to give MSPs faster and more localized technical support.
Check out Allison Francis’ story.
Kohler Power includes dedicated support structure in its new partner program.
The data center power provider is helping partners to maintain agility while growing. Kohler has served global data center customers for several years, but it is now marketing the benefits of its factory direct support staff.
Learn more about Kohler.
ConnectWise’s new partner program helps partners form cybersecurity practices.
The program includes four levels with increasing benefits. Benefits also include a development manager, free internal use licenses and MDFs.
CEO Jason Magee said partners had requested “more proactive sales support” in their efforts to adopt cybersecurity solutions.
Allison Francis covered the update.
The email encryption provider welcomed U.K. and German partners to its MSP program.
Zix expanded its channel program almost a half-year after acquiring CloudAlly. Now the partner program touches Germany and the U.K., where Zix has seen market growth in the last three years.
Read about what partners in the U.K. and Germany can now sell.
The semiconductor and infrastructure software provider is rewarding partners who invest in services-oriented offerings.
The new Expert Advantage partner program brings together specialized and localized partners who can meet customers’ diverse needs. The Expert Advantage Partner Finder lets customers search for the most uniquely qualified partner.
The program uses Broadcom’s Advantage program as a foundation.
Check out the article.
Aruba Networks is delaying its channel integration with Silver Peak for the time being.
Aruba purchased the SD-WAN provider last year and in March announced their product integration. However, Aruba channel executives have chosen to keep the channel programs separate until at least the end of October.
Get details on why they made that decision.
The enterprise visibility and data capture company is leading partners into the industrial scanning and machine vision market.
Zebra Technologies will be competing against automation and data capture companies that sell directly. As preparation, Zebra launched a specialized track that helps distributors and systems integrators tackle the industrial automation space.
Bobby DeMarzo wrote about the expansion.
The ERP provider is giving partners upfront commissions in its new go-to-market model.
SAP will launch the flex model of SAP PartnerEdge Cloud Choice, designed to provide more flexibility. In addition, a new SAP initiative is putting partner experience managers in a more proactive relationship with partners.
Read the article from the SAP Partner Summit.
The information management platform provider launched a new partner program.
M-Files offers new onboarding and training programs, as well as four new certifications. Partners generated 34% of the company’s revenue last year.
Learn about the new program.
The automated validation platform provider gave its partners a new learning hub.
The AttackIQ Partner Academy helps them sell and design cybersecurity solutions. The academy’s two certifications allow partners to further differentiate themselves in the market.
Read about the trends AttackIQ is addressing.
Cambium Networks is giving its MSP and VAR partners more customization in its program.
The vendor launched its new ConnectedPartner program, which helps MSPs add their own services into accounts. MSPs can also access discount pricing and market development funds.
Read about the other program benefits.
The secure access service edge (SASE) provider fine-tuned its partner program to benefit MSPs.
Cato Networks unveiled its Assured Margins Program, which allows for pricing discounts that don’t cut deeply into partners’ deals.
“We wanted to make sure that in these highly competitive situations, partners know that if we drop the price, it’s not solely at the expense of the partner,” channel marketing manager Niv Barzilay said.
Get details on what Cato is doing.
The power, cooling and IT infrastructure solutions provider launched two new programs.
First, Vertiv unveiled its new MSP Certification program. Participating partners can utilize a cloud-based monitoring and management tool.
Second, Vertiv launched a program for partners to sell any hardware or software as a service.
Get details on the announcements.
Pure Storage unveiled a new partner rebate.
Partners can earn 5% of the total contract value for closed eligible wins. The vendor is incentivizing partners to sell its Pure as-a-service portfolio.
Take a look at Craig Galbraith’s article.
Pure Storage unveiled a new partner rebate.
Partners can earn 5% of the total contract value for closed eligible wins. The vendor is incentivizing partners to sell its Pure as-a-service portfolio.
Take a look at Craig Galbraith’s article.
The indirect business technology sales channel is teaming with new partner programs.
All manner of vendors feature in our latest roundup of new and changing channel programs. Interested in selling UCaaS? Fuze is revamping its structure to better serve partners, and Vonage is improving its partner onboarding process. Are you an MSP searching for ways to expand your practice? Cato Networks overhauled its program to give you more options, and ConnectWise announced new resources to help you add a cybersecurity practice.
A cable provider, a cyber protection provider and a data center power provider all updated their channel strategies. In addition, SAP announced an initiative to deliver more upfront commissions.
The channel pushed out more updates than we could possibly cover. Contact center solutions provider Genesys launched a new partner program. Stratus announced new training, certification and accreditation for its system integrators. And the digital risk protection provider SafeGuard Cyber gave resellers a new program.
Did you miss our previous gallery about new partner programs in the technology world? Check out the edition featuring big changes in April.
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