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New, Changing Channel Programs: AT&T, 8×8, Comcast

Change

Companies in the IT/telecommunications indirect sales channel doled out new resources, products and incentives to their partners last month.

Our latest gallery compiles April’s 12 most noteworthy program launches or enhancements. You’ll find a mix of large and small vendors from a variety of industries in the roundup.

One of the biggest telcos in the world announced a comprehensive set of updates to its three indirect programs. Dell shared numbers on how its partner revenues are growing at a strong clip. And Comcast teased some of its new financial incentives for selling SD-WAN.

Scroll through the images below to see the channel’s latest program updates.

Missed last month’s gallery? View the March edition.

Growth
8x8

The cloud communications provider rolled out a new program to help businesses migrate to the cloud. 

The Flex Hardware Program offers more than 15 Poly IP desktop and conference phones at a monthly lease price. The program does not use long-term contracts and includes a seven-year warranty and all of 8x8's life-cycle management capabilities.

Edward Gately has the scoop.
Growth
AT&T

AT&T Partner Solutions introduced a litany of changes to its three main channel programs.

Members of AT&T Partner Exchange, AT&T Alliance Channel and ACC Business can now use the AT&T Fiber Fast tool, which helps partners determine how many days it will take to light up a building with fiber. Each of the programs received its own respective enhancements as well. Alliance Channel formalized efforts around public safety, Partner Exchange added a new IoT product and ACC expanded its portfolio beyond network connectivity.

Those announcements came as AT&T introduced Stacey Marx as its new channel chief.

Get details about the updated program.
Growth
Comcast

The cableco is loading up incentives for partners that sell SD-WAN.

Craig Schlagbaum, Comcast Business' vice president of indirect channels, told us that he and his colleagues have embarked on a cross-country tour to educate partners on ActiveCore, the company's fast selling software-defined networking platform. He noted that Comcast has also added a "higher residual component" to its compensation with "upfront elements."

Read Schlagbaum's comments in our SD-WAN Roundup column.
Growth
Dell

Dell Technologies rebranded its partner program and shared its vision for the future.

The program's core pillars remain the same, but Dell announced an initiative to make a "seamless online experience across its businesses." The digitization will affect deal registration, quoting and other processes.

The company revealed that partners accounted for more than half of its revenue in the last fiscal year. The channel grew 17% year-over-year.

Read about the new enhancements on Channel Futures.
Growth
VMware

The company is putting its master services competencies at the center of its partner program.

VMware will measure, tier and reward its partners based on its five competencies: cloud management and automation, data-center virtualization, network virtualization, desktop and mobility, and now VMware Cloud on AWS. Vice president and global channel chief Jenni Flinders told Channel Partners that this rewards partners for their unique skill sets, rather than forcing them into specific business models. She said services-oriented partners stand to benefit from the refresh.

Read what Flinders had to say.
Growth
Dialpad

Dialpad added three master agents to its partner roster.

Avant, Intelisys and Telarus joined Dialpad's program and now offer the vendor's business communications tools to channel partners. Dialpad concurrently rolled out its Partner Success Program, featuring support with training, certification, implementation and go-to-market. Previously existing partners are SHI, Softchoice and Sprint.

Read Dialpad's full announcement.
Growth
Wasabi

The cloud storage company made its partner program official.

Partners can join the Wasabi Partner Network, use sales and technical enablement, and take advantage of incentives. The pricing model does not have tiers or egress fees, and partners can earn incentives.

According to Wasabi's senior director of partner marketing, "hundreds" of MSPs and CSPs joined the program thanks to the pricing and performance model.

Read about the new program.
Growth
Gigamon

The networking visibility and security vendor overhauled its incentive structure for its new channel program.

The company said it designed the Catalyst Channel Program to increase partners' earning potential. The enhancements include refreshed technical sales enablement, new training resources, a "fully integrated" partner portal and a new discount and incentive strategy.

Gigamon's top 50 partners offered feedback on the program before it launched, the company said.

Read about the changes.
Growth
TSI

Transworld Systems Inc. now offers an agent program.

The company provides solutions for accounts receivable management, collections and loan servicing and plans to "aggressively compensate" partners for selling its goods. It has previously worked with independent agents but now is targeting a large swath of master agents, subagents and other channel partners.

Learn more about the agent program.
Growth
KeyedIn

The SaaS-based business solutions provider launched a new partner program and portal.

The PartnerUp program website includes co-branded materials, registration, training and certifications. The program hits six key channel pillars, according to KeyedIn's vice president of global partners: "Great product that is easily packaged, [features] excellent margin for the channel, bulletproof registration, a super repository for training and collateral, the ability to sell services, and reinvestment.”

The company provides project and portfolio management (PPM) software.

Read more about KeyedIn and its program.
Growth
NetSuite

Oracle-owned NetSuite kicked off a partner-engagement initiative that it calls its largest ever channel investment.

Multiple NetSuite partner programs will benefit from the SuiteLife initiative, which gives new resources to help new and existing partners get up to speed on the knowledge and expertise they need. The company said its main partner program, which contains more than 550 members, doubled in 2018.

Read our story about NetSuite.
Growth
Aruba

The networking vendor said it hopes to recruit up to 1,000 channel partners that sell to SMBs. Lynn Haber writes that although Aruba does not want to "flood its channel" with overlapping partners, the company is targeting partners that expand its capabilities and portfolio. One such category is partners that are well acquainted with chief security officers and chief information security officers.

The company also expanded its MSP program.

Learn more about the plans to scale, on Channel Futures.
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