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New, Changing Partner Programs: AT&T, Telarus, Nextiva, More

Time for Change

Companies are preparing their indirect sales partners as they look forward to 2018.

Some, like Juniper Networks, made enhancements to their partner programs; others, like Tech Data, announced new specializations and skillsets; and channel giant made a major realignment of its indirect programs. November has already been full of movement in the channel, so we expect this gallery to be just as jam-packed a month from now.

Scroll through the gallery below to see our list of the 12 most significant channel program changes from September.

Missed the September edition? Check it out here.

Datapipe's Robb Allen
AT&T

AT&T's three indirect channel programs – Partner Exchange, ACC Business and Alliance Channel – will all be affected as AT&T appoints two new channel executives and puts all of the channels under AT&T Partner Solutions. AT&T tasked Zee Hussain, division president of AT&T Partner Solutions, with leading the three programs. His appointment came as Brooks McCorcle, president of AT&T Partner Solutions, departed from the organization.

Read the initial report of the realignment and details on the future of the Partner Exchange program.
Datapipe's Robb Allen
Nextiva

Nextiva, the unified communications provider, says it has doubled its investment in the channel, reaching 35 channel managers. Channel chief Feuerstein said the investment has led to a 100 percent year-over-year revenue increase for the company’s partners. The company made the announcement at its annual NextCon conference.

Read the recap of Nextiva's channel partner "State of the Union" address.
Datapipe's Robb Allen
Telarus

Master agent Telarus added New York-based Infinite Group Inc. (IGI), creator of the Nodeware vulnerability management system, to its supplier team. Nodeware enhances the security of SMBs by proactively identifying, monitoring and addressing potential vulnerabilities within their networks, creating a safeguard against hackers and ransomware.

Read Buffy Naylor's write-up on the addition.
Datapipe's Robb Allen
Extreme Networks

Extreme Networks
unveiled a new unified partner program as executives asked partners to pursue more cross-sale and up-sale opportunities with the company and its expanded portfolio. The unified partner program, which combines existing and acquired programs and technologies, is designed to expand the end-user value proposition for global channel partners.

Read more about the news, which came out during Extreme’s Global Partner Summit in Orlando, Florida.
Datapipe's Robb Allen
Tech Data

Tech Data
 introduced its new 30 Days to Cloud Analytics program, aimed at providing a consolidated approach for partners to migrate, integrate and manage their customers’ workloads to cloud business intelligence and data warehousing. The program reduces barriers to entry and time to market for partners looking to capitalize on opportunities in cloud analytics. It now is available to Tech Data partners in the United States and Canada.

Read about the analytics program.
Datapipe's Robb Allen
Juniper

Juniper Networks said that the changes to its Partner Advantage Program will align with trends in the market, simplify partner requirements, and offer partners more profit. The partner-program enhancements being readied for the new year include: two new cloud specializations, simplified core requirements and enriched rewards for specializations. Changes will go into effect on Jan. 1. 

Read more from Lynn Haber's article on the announcement.
Datapipe's Robb Allen
WhiteHat

WhiteHat Security
unveiled its new Partner Network program that offers predictable margins, and is built around its application security platform with services that span the entire software development life cycle. John Atkinson, WhiteHat’s vice president of strategic alliances, tells Channel Partners this is a complete re-launch of its program, from contracts to margin, and engaging with its sales force. The program is designed for cybersecurity-focused partners who want to help customers secure their digital businesses by “securing the applications at the heart of the business.”

Learn more about the program.
Datapipe's Robb Allen
Zimperium

Mobile-security provider Zimperium enhanced its global partner program to allow partners to engage with their customers in a variety of ways — via traditional resale, referral or managed-services models. The zPartner Program includes the following key benefits: improved sales and technical enablement resources; enhanced margin on product and services revenue via revamped deal registration; and support for multiple go-to-market models, including managed services.

Read more about the enhancements
.
Datapipe's Robb Allen
Comodo

Comodo
 launched a new public key infrastructure (PKI) platform for Internet of Things (IoT) devices and networks, and a coinciding partner program. Damon Kachur, Comodo’s head of IoT solutions, told Channel Partners his company is looking for multiple types of partnerships. The first are technology partnerships to build the service offering around all of the various security requirements for IoT device manufacturers, service providers and enterprise IoT, he said. Comodo also wants to partner with the "embedded world" and standards bodies.

Read more from Damon Kachur.
Datapipe's Robb Allen
Digital Guardian

Digital Guardian
enhanced its Synergy Global Partner Program for security partners that resell its products or managed services, and deliver a range of professional services. The enhancements will offer “enriched programs and support to help partners promote and grow their data-protection businesses,” the company said. It originally launched the program in 2015.

Read comments from Marcus Brown, Digital Guardian’s vice president of global channels, about the changes.
Datapipe's Robb Allen
Ceridian

Ceridian
, a global human capital management (HCM) technology company, launched its Dayforce Software Partner Program (DSPP), a software partner community designed to help organizations connect other applications with its Dayforce HCM. The program provides developers with comprehensive tools, step-by-step guides, libraries and overall support to educate and assist in the development of successful Dayforce HCM API integrations, according to the company.

Learn more about Ceridian and its partner program.
Datapipe's Robb Allen
Naveego

Data management company Naveego launched its Partner Success Program designed to give partners resources and support to capitalize on the growing need to manage, detect and eliminate data-quality issues across hybrid cloud enterprise systems. The program is part of Naveego’s channel-first go-to-market strategy, with dedicated sales and technical training, opportunity registration, and marketing and promotions supported by market development funds.

Read more about Naveego's new program.

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