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New, Changing Channel Programs: ACC Business, Zayo, Avaya-Intelisys

Change

Managed security service providers (MSSPs) are hot commodities in the channel right now.

GuardiCore was one of the companies that updated its program in order to attract and support MSSPs. Multiple IT companies announced their entrance into the channel or formalized a partner program last month.

There were also some familiar faces making moves.

Zayo announced several changes that follow an expanding product set, and Rackspace enhanced its program to mesh with its acquisition of Datapipe. ACC Business welcomed a pair of masters into its new $2 million club and Avaya expanded its cloud channel program.

Scroll through the gallery below to see 15 of the biggest channel program changes from April.

Missed last month’s channel-program recap? Check out the March review.

StorMagic's John Glendenning
ACC Business

ACC Business, the AT&T boutique channel program, honored master agents Telarus and Intelisys as the first members of its Million Dollar Club to reach $2 million in monthly billings.

ACC also gave a “Momentum Award” for first-year partners to American Telecom and Technology. The award for a partner that best adopts new products and services from ACC went to Your Phone Company. ACC recognized a total of 14 total award winners at the Channel Partners Conference & Expo last month.
Datapipe's Robb Allen
Zayo

Zayo Group announced new incentive programs for its partners.

The new incentives come alongside pre-existing offer training, lead generation and account programs. The company announced the changes at the same time that it announced Grant Burchfield's promotion to serve as vice president of indirect sales.

Burchfield spoke to us about Zayo's strategy.
Datapipe's Robb Allen
Rackspace

Rackspace rolled out a new partner program that represents an evolution in the company’s channel strategy and has “partners’ fingerprints” all over it.

Partners can take advantage of new features, including a strategic partner agreement, strengthened enablement and an enhanced portal. There are self-service and dedicated, customized program models available to partners. 

Edward Gately interviewed Lisa McLin, Rackspace’s channel sales and alliances vice president for North America.
Datapipe's Robb Allen
Avaya

Avaya bolstered its recently formed cloud master agent program with the addition of Intelisys. The master agent and its sales partners will distribute the vendor's unified communications offerings to small and medium-size businesses.

Avaya launched the master agent program in March.

Check out our story on the partnership.
Datapipe's Robb Allen
Flexential

Flexential, formerly Peak 10 + ViaWest, steadily has been adding new benefits and opportunities for partners since announcing its rebranding in January.

The cloud and data-center services provider combined the respective partner programs of the two companies into one. It has also made new investments in national partner management, regional partner management and marketing and engineering support.

Flexential’s chief revenue officer and director of channel strategy talked to Edward Gately about the company’s consolidated partner program.
Datapipe's Robb Allen
Extreme Networks

Extreme Networks rolled out a new in-house financing program for partners, customers and prospects that want to purchase the company’s offerings.

Extreme Capital Solutions includes Brocade’s capital solutions team, which Extreme gained in its $55 million acquisition of Brocade’s data-center networking business. The program includes subscription, capital leasing and usage business models that provide flexibility for partners and customers.

Get details on the financing program.
Datapipe's Robb Allen
Expedient

The infrastructure-as-a-service (IaaS) and managed services provider launched its first centralized, national partner program geared toward referral partners.

The Expedient Partner Program draws upon the company’s strengths and resources, including leadership in key high-growth verticals, a history of technological innovation and a wide range of offerings. The partner program offers an annuity model and includes relationships with three master agents: Avant, CNSG and Telarus.

Edward Gately has the story.
Datapipe's Robb Allen
Lifesize

Lifesize redesigned its partner program to strengthen part of its cloud video-conferencing business and reforge its commitment to its partners.

The new program was based on feedback from more than 950 Lifesize partners in all major geographic areas, and its stated goal is to maximize margins for partners as they sell video-conferencing technology. The updated program rewards distribution partners for "finding new-new partners."

Read what Lifesize's channel chief told Edward Gately about the program.
Datapipe's Robb Allen
Impinj

The provider of ultra high frequency radio identification services rolled out a new partner program for companies that provide expertise and services to design, plan and deploy Internet of Things (IoT) products and services.

The partner program is designed for resellers of the Impinj platform and includes three tiered levels of engagement and increased collaboration with the company on joint sales, training and support. The gold, silver and bronze tiers offer a range of benefits such as product and service discount structures, demo programs, sales strategy support, joint marketing activities, training and access to the Impinj partner portal.

Learn more about Impinj and its channel program.
Datapipe's Robb Allen
Veritas

The Veritas Partner Force program went through an overhaul.

The refresh includes increased registration rewards and back-end rebates, simplification  of certifications, and a more predictable earnings and rebate structure. The program was a crucial factor in the cloud storage provider regaining its footing with partners after Symantec sold it to Carlyle Group investors three years ago.

Read Lynn Haber's story on the changes.
Datapipe's Robb Allen
GuardiCore

The cloud and data-center security provider refocused its partner program to align to the "service-focused shift" in the channel,

It includes increased margins, flexible partner licensing models, deal registration with protection and greater margins, customized sales support and other enablement programs. GuardiCore is working to develop MSSP partners this year.

Read more about GuardiCore.
Datapipe's Robb Allen
Ziften

Ziften, a provider of visibility and control for client devices, servers and cloud virtual machines (VMs), launched a new partner program geared toward resellers and distributors.

Ziften said it has always been channel-driven but outgrew its existing program, which was essentially a single-tier, one-size-fits-all model. The changes include new financial incentives, market development assistance and funds, and "hands-on" support from Ziften personnel.

Get details on the program changes.
Datapipe's Robb Allen
StackPath

StackPath, a platform of secure edge services, launched its first structured sales partner program.

StackPath sales partners leverage the global StackPath edge platform to deliver consumer and enterprise security products that align with their own brands. Under the new program, partners will be able to receive: dedicated sales/support training; marketing collateral and sales tools; and co-selling and direct sales support.

Marissa Bybee, who recently joined the company as director of channel sales, is leading the program. 

Learn more about Bybee's goals for the program.
Datapipe's Robb Allen
Mimecast

Email and data security company Mimecast enhanced its channel program.

The changes are designed to bring uniformity to how the company works with global resellers. The company has had a partner program for 10 years but is making changes based on partner feedback.

Mimecast appointed a new vice president of channel sales in North America and vice president of global channel and operations.

Get details on the changes.
Datapipe's Robb Allen
Allure

Allure Security announced its first partner program to help VARs, SIs, MSSPs and other resellers adopt data loss detection and response (DDR) technology.

Executives from the company say the channel will be crucial as it pushes through its early stages. Allure's channel chief told Channel Partners that customers were asking the company if it had MSSPs offering Allure's DDR as a service.

Learn more about what the program looks like.

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