New, Changing Channel Programs: AT&T, Intelisys, TBI


Independent software vendors (ISVs) are becoming a hot commodity in the channel.

Multiple companies announced specialized programs to cater to ISVs last month, including Azuqua and Pegasystems. There continues to be a growing plethora of IT vendors – whether they be in storage, security or cloud – that see indirect sales as a major key to scaling their businesses globally.

We also saw a couple of well-established vendors roll out new partner initiatives. Select AT&T Alliance Channel members can join a new public safety program. Intelisys identified the 16th member of its platinum partner club, and ViaSat added TBI to its master-agent rolls.

Scroll through the 15 slides below to see June’s new and enhanced channel programs.

Missed the previous month’s gallery? Check out the May changes.

Follow news editor @JamesAndersonCP on Twitter.


Select members of the AT&T Alliance Channel can sell offerings from the FirstNet public safety program.

FirstNet is comprised of mobile-based solutions, including mobile plans, devices, security and coverage. The partners must have experience selling to first responder organizations, attain certifications and sign a specific FirstNet addendum.

Get details on the opportunity.

Intelisys named the newest member of its platinum sales partner club.

Seattle-based Avail Partners became the 16th company to reach $1 million in monthly revenue with the master agent. The company, which became an Intelisys sales partner two years ago, provides cloud services and business insights.

Read our recap of the award.

internet provider Viasat signed TBI as its newest master-agent partner.

Viasat said its service fills gaps for businesses by providing access to a diverse, resilient secondary connection for business continuity and SD-WAN implementations as well. Viasat launched its second satellite last year and is preparing to debut additional business internet plans.

Executive editor Craig Galbraith has the story.

Storage provider NetApp introduced new goals and incentives for its partners to take a “cloud-first” approach.

The company's vice president of Americas partner sales listed several “imperatives” for partners, including building recurring revenue through cloud-native services, using NetApp’s Cloud Marketplace, and increasing attached-services revenue.

Learn more about what NetApp told partners at its partner event in Scottsdale, Arizona.

Montreal-based network and application performance visibility provider Accedian launched its first partner program.

The Skylight 4X Partner Program targets managed service providers (MSPs), cloud service providers, system integrators and solution providers. The company’s new portfolio targets network and application performance, or layer 2 through layer 7, and is built for the cloud.

Lynn Haber has the scoop.

Nutanix launched a new global channel partner program geared toward key partners focused on the rapidly growing midmarket.

The Nutanix Velocity program includes accelerated selling processes, incentives and marketing investments for strategic, midmarket-focused channel partners. As part of the program, Lenovo is partnering with Nutanix to provide specific HX product bundles for midmarket customers based on the HX appliance.

Edward Gately has the details.

Twilio has a new channel program for technology partners and consulting partners, aka consulting builders

The program offers lead sharing, co-selling and reselling. There's also training and certification, specialization education and dedicated partner teams. The company hired a chief partner officer earlier this year to scale its program.

Twilio connects old legacy communication systems to the cloud via the vendor’s distributed software layer.

Read more about Twilio.

The container security provider just launched a partner program for consultants and resellers.

The Portland, Oregon-based vendor, which opened shop in 2015, is making training materials available to partners, as well as APIs and joint marketing opportunities. Partners to sell its “cloud native” cybersecurity solutions to customers. The large program also includes technology partners and distributors.

Get details on Twistlock's new program.

Tufin, the security policy management company, launched its new Service Delivery Partner Program.

Service delivery partners (SDP) are Tufin-certified experts on the company‘s orchestration suite, and are trained and enabled in security policy orchestration. They work closely with Tufin engineers to understand best practices in implementation and configuration of the Tufin suite.  

Edward Gately compiled details on the requirements and benefits of the program.
High-Tech Bridge

High-Tech Bridge has a new program for value-added resellers.

Switzerland-based HTB historically has worked with technology and business partners (including PwC), but this is the company’s first foray into the VAR channel. A variety of partner types – including MSSPs, consultants and integrators – can join the program and sell the ImmuniWeb AI product suite.

Learn more about High-Tech Bridge.

TrustArc expanded its partner program to meet growth in global demand for privacy technology offerings.

The expansion is both a geographical expansion and an increase in support that the company offers to its partners, which include resellers, SIs, digital agencies, law firms and consultancies.

TrustArc provides data-privacy management solutions.

Get details on TrustArc's program expansion.

Cloud-based business automation provider Azuqua rolled out its first official partner program designed to deliver application-integration capabilities to SaaS companies and their customers.

The Azuqua Connect Partner Program allows partners to design, build and deploy tailored integration offerings for their customers and connect to hundreds of enterprise applications. The program targets SaaS ISVs that need their applications to “work well with others in their customers’ ecosystems."

Edward Gately caught up with Azuqua's chief marketing officer to talk about the program.

Pegasystems announced a new program for ISVs.

It's the first time that partners can do independent development on Pegasystem's digital transformation suite. The Pega Independent Software Vendor program lets partners integrate with and build new offerings that answer specific market needs.

Read more about the Pegasystems program.

API integration platform provider Jitterbit enhanced its partner program to accelerate "a partner-first" business model.

The Powered by Jitterbit partner program offers incentives and go-to-market resources for all types of partners — from SaaS and platform providers, to SIs and resellers. The program is designed to create opportunities for partners to build and grow businesses on top of Jitterbit’s platform and create their own intellectual property for prebuilt solutions.

Edward Gately covered Jitterbit's announcement.

Zoom Video Communications developed a new set of initiatives for the channel.

The new "channel charter" includes an expanded partner portal, a streamlined deal registration and discounting process, joint marketing programs and a new reseller training program with certifications and sales enablement.

The point of the expansion is to increase Zoom's global reach, grow into new customer segments and increase product sales for Zoom Rooms.

Get the details here.


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