May’s New, Changing Channel Programs

Time for Change

The new and changing channel programs keep on coming. May was another big month for keeping tabs on what some big names in the channel are doing.

Our monthly recap features new partnerships for master agent/tech distributors TBI and Ingram Micro, plus new cloud and security-provider programs from key suppliers you should know.

Click through our gallery to catch up on the important news you might’ve missed.

Sleep through April and miss that month’s big channel changes? No worries — they’re here!

Follow associate editor @JamesAndersonCP on on Twitter.

RCN Business-TBI

RCN Business partnered with master agency TBI to provide its voice, data and video offerings to more businesses, and continue to grow and expand its wholly owned, modern fiber and coax network into new markets.

RCN Business provides customer service and installation for its facilities-based communication products and services.

Learn more about the partnership.
AlienVault USM

AlienVault-Ingram Micro

Cybersecurity firm AlienVault entered into a distribution relationship with Ingram Micro.

Ingram Micro’s network of channel partners now can access AlienVault’s Unified Security Management (USM) platform.

Learn why AlienVault chose Ingram Micro.

Salesforce AppExchange


After launching its AppExchange Partner Program, Salesforce said it is doing away with its ISV Partner Program.

The three key tenets of AppExchange: a reimaged business model; streamlined on-boarding — making it easier for ISVs to do business with the company; and new technology to help ISVs innovate.

Read our article on the new program.
1 percent

Dell EMC

Dell EMC is offering a rebate to partners who resell Dell EMC services — up to 1 percent of overall revenue that’s in the partner program, not of the services themselves.

Partners can also get certifications to deliver services that benefit their customers — Dell EMC does this through consulting, deployment services, support, and training and education services.

Read more about Dell EMC's partner announcements.



IT automation provider Ivanti introduced major enhancements to its partner program. The company integrated its partner program by bringing in aspects of programs from other companies that have recently become part of Ivanti.

See Ivanti’s program updates.
Cloud Security


Sophos announced plans to launch a cloud-security provider program later this year. The company debuted its MSP Connect program last May.

Kendra Krause, Sophos’ vice president of global channels, told Channel Partners that her company has to continually evolve to keep up with the ever-changing threat landscape.

Read about Sophos in a Q&A the company did with us.


Enterprise software vendor ServiceNow initiated several changes for its partner community, including new enablement, training and certifications across all product lines, and several other additions.

The announcements were made during the company's Knowledge17 conference in Orlando, Florida.

Check out the updates from ServiceNow.


Workspot, the born-in-the-cloud VDI and DaaS company, rolled out a Cloud Consulting Partner Program to complement its DaaS 2.0 offering that combines Workspot with Azure.

This new program augments a global reseller partner program that the vendor launched earlier this year.

Learn more about Workspot’s new program.
Sales meeting


Infrastructure-as-a-service provider Anexio unleashed a new sales program for its channel partners.

The Raleigh, North Carolina-based company announced the Anexio Advantage program, which is designed to reward partners who bring in new customers. For the time being, registered Anexio partners earn all of their first-month revenue if they close a deal.

Read the details of Anexio’s channel sales program.

D&H Distributing

D&H Distributing announced a new series of investments that include significant investments that impact the channel.

The new investments for FY 2018 and beyond include $115 million in extended credit; increased support and funding for SMB manufacturing partners to generate additional sales; enhanced sales and training for partners on new trends, sales strategies and technologies; the addition of sales personnel; and improved logistics, to name a few.

Learn about what the company has been doing in the channel.
Identity Manager

One Identity

One Identity announced the launch of the One Identity Partner Circle, a new partner program for systems integrators, advisory and consultants, resellers and distributors.

One Identity offers solutions for identity and access management (IAM). The organization’s IAM solutions include: access management, identity governance, privileged account management and identity as a service.

Get details on One Identity’s partner program.

ClearSky Data

ClearSky Data announced its first formal partner program, which will include technology partners, MSPs and resellers throughout the United States.

The ClearSky Data Partner Acceleration program aims to help enterprises shift from traditional IT infrastructure to public and private cloud services that boost their bottom line.

Get details on ClearSky Data’s program.

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