Partner Program Updates: HP, Juniper, Fusion Connect, More
New certifications and incentives. New partner types. Vendors are making all kinds of changes to support partners.
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Barracuda Networks added new compensation models for its channel partners.
Top-tier partners at Barracuda will get access to new discounts and rebates. In addition, the cybersecurity vendor added more "internal offerings" that partners can use to increase revenue. The Barracuda Partner Success Program first launched in December, framed around a feedback-gathering initiative the vendor calls "partner empathy."
In other news, Barracuda added Ingram Micro as its second North American distributor.
Edward Gately has the scoop.
HP announced a "Growth Play" geared toward AI Data Science.
These Growth Plays, which will include digital services, video collaboration and active care services, give partners benefits for investment areas beyond specializations they acquire.
Other updates from HP include new SMB frameworks and an extended sustainability assessment and training initiative.
Check out Christine Horton's reporting on the matter.
AttackIQ rolled out a program for managed security service providers (MSSPs).
The breach and attack simulation (BAS) provider said its partner portal reduces friction from pre-sale efforts and simplifies the process of security testing. AttackIQ gives MSSPs the option to white-label the vendor's offering within their own offerings or roll out new BAS service lines.
Edward Gately has the scoop.
Fusion Connect has "fully integrated" its channel and sales teams.
The managed network services provider appears poised to make some significant changes following the addition of former RingCentral partner exec Jeff Winnett. He told our Moshe Beauford he plans to weed out unserious partners Fusion Connect has been "wasting time" with.
Read more about changes at Fusion Connect, including its ambitions around Microsoft Copilot.
Juniper Networks' fast growing MSP designation got a refresh.
The managed network provider designation, which reportedly grew 44% last year, eyes partners that use Juniper's AI capabilities to monitor and manage their customers' networks.
Juniper also rolled out an "advisor" designation.
Read more from Christine Horton.
Monday.com is valuing more the services capabilities its partners provide in its updated channel program.
Executives from the work management platform provider said they are focusing on enabling partners to be "true implementation experts.” That's opposed to just focusing on selling into new regions.
Partners grew 100% year-over-year in services revenue with the provider, according to Monday.com.
Read more about the vendor's channel efforts.
Centreon added an MSP program.
The IT monitoring software provider is offering a partner relationship management platform for various marketing and sales resources, and a learning management system to help partners train and earn certifications. On the personnel side, Centreon employs people to help with sales and presales as well as IT monitoring.
Edward Gately has the scoop.
Tanium has warmed to the lower end of the market and is using the channel to expand into those new customers.
The cybersecurity provider previously would "walk away" from customers of fewer than 10,000 seats. Now it is engaging with customers as small as 1,000 seats, and partners are helping.
In what Tanium calls a shift to "partner-first," the vendor is pushing out all services to partners.
Christine Horton has the details.
Trustwave is keeping training and marketing top of mind as it helps partners adopt cybersecurity sales.
Channel leader Garrett Gee said he's working to help formerly network-focused partners get their feet wet on the security side. Gee has used his experience working at CenturyLink to establish relationships with tech services distributors. Trustwave most recently signed with Telarus.
Edward Gately has the scoop.
Meter caters to a variety of partners in its new channel program.
The internet infrastructure solutions provider works with tech services distributors (TSDs), VARs, MSPs, systems integrators and consultants.
The vendor's partner leader said Meter uniquely puts one of its sales reps alongside partners in their deals.
Read Edward Gately's coverage of the program.
Talkdesk said its rewards program is paying dividends with partners.
The customer experience platform provider's PowerPlay program rewards partners who have sold a Talkdesk deal by bringing them into a late stage customer engagement with Talkdesk. And compensation can increase as partners do more deals, according to global VP of channels and alliances Chad Haydar.
See Haydar's video interview with Channel Futures.
Telarus announced a milestone integration with serviceability platform CableFinder to improve the quoting and ordering experience for technology advisors.
Telarus Quote Experience is a group of tools and services housed in the same place for partners to track the whole sales cycle. A back-office integration with CableFinder ties quotes from CableFinder into Telarus' Salesforce system.
Get details on the integration.
Physical network isolation solution Goldilock said it went "channel-only."
The cybersecurity provider, which has the backing of NATO, plans to tap into partners more, whose sales and services around technologies like firewalls, routers and switches will compliment Goldilock's solution. Former Cisco and HPE executive Steven Brodie has signed on to lead the charge.
Physical network isolation solution Goldilock said it went "channel-only."
The cybersecurity provider, which has the backing of NATO, plans to tap into partners more, whose sales and services around technologies like firewalls, routers and switches will compliment Goldilock's solution. Former Cisco and HPE executive Steven Brodie has signed on to lead the charge.
Enhanced specializations and designations from vendors like HP and Juniper Networks support and reward partners.
Channel Futures each month shares a roundup of partner program updates that are shaping the face of the indirect sales channel.
"Partner-first" is the name of the game for so many technology vendors, who view the channel as a key way to cover various regions and ensure end customers get the proper amount of services.
Tanium, for example, said it is going to a channel-only model. And Meter said it's teaming its direct sales reps with partners on every deal.
This list isn't just for vendors. Channel Futures also included coverage of a unique team-up between tech services distributor Telarus and serviceability platform CableFinder.
Scroll through the 13 images above to see notable partner program updates from leading technology vendors.
When done, check out the February edition.
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