Channel Program Updates: AT&T, CoreDial, Telarus



Extreme Networks is updating its channel program to keep pace with an acquisition, and VMware is planning a massive partner organization revamp.

Several vendors in our space made significant changes to their partner programs last month. For businesses like BullsEye Telecom and TeraGo Networks, that meant enlisting the help of multiple master agent partners. For AT&T it meant the steady development of new pre- and post-sales support resources.

And it’s not just vendors that found a spot in our August recap of channel program changes. Telarus introduced a new points system that it hopes will motivate partners to sell.

Scroll through the 12 slides below to see which companies made a splash in the channel last month.

Missed our July recap? Find it here.


AT&T Partner Solutions has upped its pre- and post-sales support.

Stacey Marx, AT&T's senior VP and channel chief, described to us the work AT&T's main partner organization has done to speed up installations and make partners more self-sufficient. That work includes new back-office project support and white-glove order management.

Read our update from Marx.

The Michigan-based multilocation communications provider signed with two master agents in August.

BullsEye Telecom hit both sides of the country by teaming up with California-based Sandler Partners and Florida-based TCG (Telecom Consulting Group). The two partnerships together add more than 10,000 potential sales partners to BullsEye's sales strategy.

Read about BullsEye's agreements with Sandler and TCG.

The Utah-based master agent introduced a points system designed to reward partners for their sales.

Subagents have already begun earning points, and they'll be able to spend their points at the new "Telarus Store" next year. The rewards include software licenses, travel vouchers and marketing resources.

Telarus also created additional new tiers that recognize high monthly recurring revenue.

Read about the other changes Telarus introduced at its annual partner conference.

The vendor's new certification program trains partners to sell and deploy contact center solutions.

The program is optional but offers in-depth training about CoreDial's contact center product. CoreDial’s chief revenue officer said he hopes partners will become "entirely independent of us" selling contact center, just as they became with unified communications.

Learn more about CoreDial.

Extreme Networks followed up on its Aerohive Networks acquisition by integrating both companies' channel programs.

Extreme's channel chief told us that buying  Aerohive brings new opportunities to sell managed services. The combined company is issuing rebates for selling Aerohive’s unified wired and Wi-Fi cloud management platform and has introduced an MSP specialization.

Extreme bought Aerohive for $272 million.

Read about the post-acquisition channel update.

Two suppliers enlisted Chicago-based Avant Communications' help last month.

The master agent will work with Momentum Telecom, which provides cloud voice and unified communications, and ISG, which provides network design services. Avant works with more than 100 cloud solution providers and more than 60 carriers. 

Read about the Momentum and ISG partnerships.

NetScout's recent spinoff NetAlly described its sales strategy as "100% channel-focused."

NetAlly, which provides portable network test solutions, went live in August. The company's partners have deal registration, rebate opportunities, sales support and training resources at their disposal.

NetScout provides service assurance, cybersecurity and business intelligence solutions.

Get details on the creation of NetAlly.

The cloud-based phone system and call center software provider introduced a new channel program for agents and resellers.

Aircall's new program joins an existing technology partner program. The company's vice president of North American channel partnerships said the new program will help with market expansion and revenue growth. He said the channel is "a big part of our growth strategy.”

Read our story about Aircall's program.

Amazon Web Services certified 15 channel partners with its new End User Computing Competency.

The public cloud giant said the new competency helps tackle increasingly difficult security and compliance requirements. AWS' senior partner program manager wrote that the 15 certified partners “can support your company’s need to provision, protect and get intelligence from endpoint devices, end-user apps and data on AWS."

AWS assessed these select partners and their offerings for security, performance and reliability.

Kelly Teal covered the update.

VMware introduced a massive channel program overhaul to remove complexity.

The company's "ground-up" reorganization will take effect Feb. 29, 2020. The goal is to create a single program that "doesn’t ask partners to align or engage with us the way that we’re organized internally," according to Richard Steeve. Steeves, who is VMware's director of worldwide partner programs, expressed to Channel Futures his regret about VMware launching numerous partner programs corresponding with various companywide strategies.

Steeves chatted with Lynn Haber about VMware's channel plans.

The Canadian provider of cloud, colocation and connectivity solutions signed agreements with two U.S. master agents.

TBI and CNSG both partnered with TeraGo, which owns 24GHz and 38GHz spectrum and has run 5G fixed wireless trials. TeraGo is testing the waters of a relatively young Canadian agent landscape.

"In addition to the portfolio of traditionally available technologies, TeraGo’s spectrum of assets has the potential to provide a portfolio of next-generation solutions, including those related to 5G to businesses," TeraGo’s chief revenue officer said.

Read about TeraGo's new partnerships.

Iland updated its program to help partners train faster and more quickly respond to leads.

Iland, which provides cloud-hosting services, made its portal-based training and sales materials easier to access. It also refreshed its cloud assessment tool and opened a Canada-based data center.

VARs, MSPs, referral agents and master agents work with the company.

Read more about iland.

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