New, Changing Channel Programs in June


Big names in telecom and IT unveiled changes to their channel programs in June. We also saw some partner-program debuts from companies that could soon become household names in the industry.

Among them: HPE rolled out multiple changes to its Partner Ready channel program and Dell EMC announced key partnerships with the biggest distributors in the business.

Our monthly recap also features new programs from Corsa Technology, Autodesk and Digital Shadows. Click through our gallery to catch up on the important new and changing channel programs you might have missed.

Miss May’s big channel changes? That’s OK — they’re here!

Follow associate editor @JamesAndersonCP on on Twitter.

Data Center Workers

Hewlett Packard Enterprise rolled out multiple changes to its Partner Ready channel program, including new competencies and simplified training. The company added competencies that include rapid provisioning, SAP HANA data management and analytics, and “mobile first campus.”

Read the overview of CEO Meg Whitman’s talk at HPE Discover.

Reject, talk to the hand

Dell EMC

Dell EMC
turned exclusively to its top three global distribution partners and select regional distribution partners. Touted as a first-time endeavor with distributors Tech Data/Avnet, Arrow and Ingram Micro, Dell EMC is testing the waters for exclusive distribution of additional product through distribution, beginning with Networking X-Series products, already on the market for well over a year.

Learn more about Dell EMC’s efforts to reach SMBs.

Blake Wetzel
Corsa Technology

Corsa Technology, the SDN switching and network security enforcement company, debuted its new partner program for resellers and SIs globally. Coupled with Corsa’s SDN networking and security equipment, the Corsa Partner Program “accelerates the ability of channel partners to create economic savings, and technological and operational innovation in their customers’ networks,” the company said.

Learn more about Corsa’s new program.


Australia-based BackupAssist, with offices in the U.S., expanded its go-to-market strategy in tNorth America with a new MSP Program and a new BackupAssist-as-a-Service product. BackupAssist, which provides automated Windows server backup and recovery software for the small and medium-size businesses (SMBs), sells 75 percent of its product through the channel globally, with half of sales in the U.S. being channel-led.

Get details on BackupAssist’s MSP program.


Autodesk rolled out its Forge Systems Integrators Program, providing its customers with access to a community of partners to help build their Forge cloud-based offerings. The Autodesk Forge Platform is a set of cloud services that connect design, engineering, visualization, collaboration, production and operations workflows.

Learn more about Autodesk’s channel strategy.

Time for Change
Digital Shadows

Digital Shadows
, the digital risk-management company, unveiled its new partner program, Channel Rev, and associated online partner portal. The program and portal are designed to “accelerate partner revenue and enhance their customers’ loyalty" by offering the Digital Shadows SearchLight service that combines data analytics with human analysts to manage and reduce the digital risks of cyber threats, data leakage and reputation risks.

Read about the company’s new program.

Donald Trump

Network performance and diagnostics firm Savvius launched its new global PartnerOne program with a focus on relevant margins and customer growth opportunities. Members of the program have access to the full range of Savvius networking offerings for monitoring, performance management, troubleshooting and forensic investigations.

Savvius’ vice president of worldwide sales spoke to Edward Gately about why the company started the program.

Business Handshake

Demisto, the security automation provider, launched a channel program for managed security services providers (MSSPs). Demisto already sells 100 percent through the channel.

Learn more about Demisto and the security automation market.

Avant's Howard Huerta
E8 Storage

E8 Storage launched a global partner program aimed at supporting sales growth and customer demand for its shared NVME flash storage appliance globally. The company already has agreements with resellers in Western Europe and the United States, including Proact and World Wide Technology (WWT), which will market, sell and support E8 Storage’s appliance.

Read the details on E8 Storage’s announcement.

Recorded Future

Threat intelligence company Recorded Future rolled out its new Connect Program for VARs as it continues to grow to meet the rising demand for its offering across North America, Europe and Asia. Partners that qualify for the Connect Program can offer their customers Recorded Future’s threat intelligence powered by patented machine learning. VARs can use Recorded Future’s “momentum and technology to create a net new revenue stream for growing their topline,” the company said.

Read about Recorded Future’s VAR program.

PlanetOne's Kristen Cunningham

Endpoint protection platform provider Cybereason launched its first global partner program aimed at identifying, recruiting and compensating VARs, MSPs, SIs and technology alliance partners. The program’s initial focus is on the Americas, EMEA and APAC. Partners range in size from smaller strategic cybersecurity resellers to leading global providers.

Get details on Cybereason’s channel program.


Handshake, a provider of B2B commerce technology for manufacturers and distributors, rolled out its first partner program designed to help partners grow their lines of business. Handshake partners have access to technical certifications, sales and marketing resources, and an incentive framework to reward ongoing success and future growth, the company said.

Learn about the new Handshake program.

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