AT&T, Verizon, Silver Peak Lead List of New, Changing Channel Programs

Change Ahead

Numerous networking companies have tweaked their indirect sales strategies.

Technology companies of all shapes are transforming the way they transact with channel partners, but we saw the majority of November’s new and changing channel programs come from the telecommunications side.

America’s two largest carriers were on the move this fall, with AT&T announcing a particularly lengthy list of enhancements to its channel programs. We got more information on how one master agent helped Verizon roll out wireless services.

Other flavors of networking companies updated partner programs.

Ciena Corp. made a significant pivot from its previous strategy. Teridion, which provides WAN acceleration and improved SaaS performance for SD-WAN vendors, launched a partner program. And speaking of SD-WAN vendors — two of them made it into our monthly recap.

Slide through the gallery below to see what went down in the channel in November.

Missed last month’s gallery? Find the October version here.

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Two of AT&T's channel programs shared tools with each other.

AT&T Alliance Channel gets access to the cloud-based portal AT&T Partner Exchange members have been using to find resources. Partner Exchange gets access to a GM Connected Car Wi-Fi solution that was previously exclusive to Alliance.

All of this is part of an increased investment in the channel from AT&T and the decision to realign its channel programs under AT&T Partner Solutions.

Learn more about changes AT&T announced on days two and three of its Fusion conference.
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We learned more about Verizon's decision to give master agents access to its wireless portfolio.

Verizon tapped TBI to launch a channel sales program for its business wireless portfolio, giving TBI subagents access to Verizon’s portfolio of IoT/M2M, mobility, and 4G/LTE routers. The agreement made TBI the first master agent to cover all of Verizon’s customer segmented portfolios — wireline, wireless, enterprise, state and local government, and higher levels of government.

TBI’s vice president of sales spoke to us about the deal.
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Master agent Telarus moved into the top three of Granite Telecommunications' indirect channel sales program.

Telarus has been a master agent of Granite since May 2014 and has doubled its book of business with them in each of the past two years, passing the $1 million mark in monthly billing. Granite provides internet connectivity, hosted voice, mobility and SD-WAN services.

Read about the milestone.
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Telecommunications networking giant Ciena broke away from a “one-size fits all” channel approach.

The goal of the new Ciena Partner Network (CPN) is to enable and reward all partner business models from a single platform. Ciena’s training and certification program also guides partners on personalized learning journeys to expand their expertise by offering the same sales and technical training as Ciena staff gets.

Learn more about Ciena.
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CallTower said it modernized and streamlined its UCaaS white-label program for resellers.

This program includes a new white-label exclusive website and a newly established reseller administrative control portal. CallTower said it enhanced the program to “empower resellers further to own their brand and expand their scope.” White-label partners can sell native Skype for Business, Microsoft Teams, Cisco HCS, and/or CT Cloud Voice communications offerings.

Get details on the white-label program.
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Silver Peak

The SD-WAN vendor rolled out new financial incentives and training for its Partner Edge program.

The company simplified objectives for revenue and training so that partners have a clear up-front understanding of how much they need to invest. The program has silver, gold and platinum tiers. Silver Peak is also launching “Partner Accelerators,” a set of financial incentives with different reward levels.

Learn about about the margin partners could earn.
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Master agent Advantage Group signed an agreement with India-based Sify Technologies, whose portfolio of products and managed services includes data center, cloud and system integration.

Other Indian carriers have already partnered with Advantage, but Advantage's director of international sales said Sify gives subagents more choices. The added competition will improve pricing among carriers and afford another set of offerings to partners looking to serve Indian customers.

We learned more about Advantage's international play.
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The SD-WAN provider expanded its security ecosystem.

Symantec partnered with Aryaka to add threat mitigation to the SD-WAN platform. By partnering, Symantec joined the Aryaka Passport security platform, which already included Palo Alto Networks, Zscaler and Radware.

Read Aryaka's full announcement
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The provider of enterprise content capture and data-discovery offerings launched its expanded Global Partner Program.

The four-tier program offers training and support, including computer-based and onsite training, as well as advanced courses in multiple locations around the world. The company has more than 250 partners in 50 countries across six continents.

Edward Gately has the story.
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San Francisco-based Teridion launched its "Teridion for Enterprise" channel partner program aimed at a wide variety of partners.

Two stated targets of Teridion are VARs and master agents who provide SD-WAN and other networking services. The company’s premise is using public cloud to give WANs “SLA-backed performance.” Teridion helps companies maximize cloud applications as they evolve their networks.

Learn more about what Teridion does from our interview with the company’s vice president of global sales.
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Ayehu has a new global partner program for MSPs, OEM partners and SIs.

The program supports members in all aspects of Ayehu’s platform, and it is customized for each partner, designed to educate and empower organizations to use, offer and implement the platform as part of a digital-transformation strategy. Ayehu’s platform allows IT and security operations teams to automate the manual response of an experienced IT or security operator.

Read about the feedback that led to the changes.
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Cloud security provider Lacework launched its first partner program, which is designed for VARs, integrators and MSPs.

The company initiated the global program with security partners such as Optiv, SHI and Tevora. It offers a security product for partners’ customers who operate workloads in the cloud.

Check out our story on Lacework.

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