AT&T Realignment, Telarus UK Expansion Lead New, Changing Channel Programs

Change Ahead

AT&T realigned two of its indirect programs, and Salesforce dropped a hefty investment into its consultancy program.

Those are two of the behemoths in our latest monthly roundup, which features a wide variety of companies. Two master agents announced new initiatives, Menlo Security announced a new channel program, Ingram Micro unveiled a new road map and Nextiva previewed its new program. HPE, Cato Networks and Cisco are some of the other companies represented.

We’ve assembled 12 mini-stories below recapping the most significant updates in the channel. Scroll through the images below to see the highlights.

Missed last month’s programs gallery? Check out the October edition.


AT&T Partner Solutions fine-tuned its Alliance Channel and ACC Business programs.

Partners that work with both ACC and the Alliance Channel now deal with a single AT&T channel manager instead of two. The Alliance Channel has also shifted to place master agent partners in a different group from traditional agents.

Stacey Marx, AT&T Partner Solutions’ senior vice president and channel chief, explained the changes to us in an interview.

The Chicago-based master agent launched an educational unit.

Tech Guidance includes case studies and other informational content that tech consultants and solution engineers can access for free. TBI hosts Tech Guidance on its own website and says that technology buyers can use it to learn about various technologies, including SD-WAN, colocation and security.

Read about the new unit.

Nextiva laid out plans to launch a new partner program in January.

The multilevel program features demand generation, a new market program and a new sales formula. The UCaaS provider is hiring regional marketing managers to help partners. Nextiva made the announcements at its annual NextCon show in Arizona.

Edward Gately has the scoop.

The Utah-based master agent extended operations into the United Kingdom.

Telarus hired Greg McVey as regional vice president of the U.K. and entrusted him with recruiting partners and suppliers in the in the area. The expansion follows recent moves into Oceania and Canada.

“With Telarus’ help, we will create a British version of the company using their 18 years of best practice knowledge, proprietary technology, and understanding of the industry spread across 200 U.S.-based employees," McVey said.

Learn more about why Telarus made the purchase.
Ingram Micro

Ingram Micro is working to enhance its incentives and compensation, along with many other investments.

The distributor laid out its 2020 road map at its Ingram Micro One event in Aurora, Colorado. Its financial updates include the Ingram Micro Managed Services financing program, which is available to U.S. and Canadian MSPs.

"Our job is a couple of things: No. 1 is that we want to help you lower your cost of transactions,” said Ingram Micro's executive vice president and group president of the Americas.

Lynn Haber covered the news.

The vendor gave partners new opportunities related to its DevNet developer program.

Cisco launched a partner-specific DevNet Specialization that acknowledges skill in areas like DevOps and network automation. Cisco also launched three programs, including a "Use Accelerator Bonus," to encourage partners to drive software, subscription and services.

The company grew its partner software business 26% during the previous year.

Lynn Haber wrote about Cisco at its recent Partner Summit.

Cato Networks rolled out a new channel program.

The two-tier program gives partners free training and certifications. Select partners will take advantage of market development funds and other benefits. The vendor refreshed its partner portal, whose functions include training and deal registration. 

 “We believe in supporting our partners but at the same time giving them maximum independence," the company's chief revenue officer said.

Get details on the program.

The enterprise data cloud company updated its partner program.

Cloudera Connect's enhancements include programs for enablement, certifications and competencies. The program is designed to help MSPs, system integrators, consultants, resellers, ISVs and other partner types sell the Cloudera Data Platform.

Learn more about Cloudera.

The automation and security company introduced a professional services program,

The new initiative aims to give partners more control over the customer and extra revenue opportunities. The invitation-only program is limited to platinum and gold-level partners.

The vendor grew new partner bookings by 30% in fiscal year 2020, according to its vice president of worldwide partner and alliance sales.

Read about the announcements Infoblox made at its second annual Partner Summit.

HPE enhanced its Partner Ready program to drive partner adoption of its GreenLake IT consumption model.

More than 500 partners have sold or quoted the program, but HPE executives want to increase that number significantly. To that end, the vendor is dedicating more sales specialists to helping partners sell GreenLake, a new quoting tool and new competency curricula.

Read the story on Channel Futures.

Partners enrolled in Salesforce's consulting program could benefit from the corporation's latest investment.

The software giant's corporate investment group poured $50 million into its Consultant Trailblazer Fund. Partners in the consulting program that demonstrate fast growth are eligible. Salesforce, which has set a goal of certifying 250,000 consultants by 2022, said the new funding will help consultants grow and scale. 

Read Kelly Teal's story.
Menlo Security

The cloud security provider launched a program for VARs, MSSPs and SIs.

The company said it spoke to key partners about how to improve its "channel-first" approach. The new Boost! Channel Program provides guaranteed incumbency protection for renewals.

The company recently hired Danielle Wilson as its director of North American channels. She'll oversee the program.

Get details on Menlo Security's new program.

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