New, Changing Channel Programs: Avant, Fusion, HPE, More


How do mergers and acquisitions impact the sales partners of each company involved?

In the case of August’s partner program update, the results vary widely. Fusion Connect’s new channel chief is tasked with merging the channel organizations of Fusion, MegaPath and Birch Communications. At the same time, Cox has given its blessing for newly acquired RapidScale to continue its partners operations as they are.

Meantime, IT companies continue to embrace the channel as a means of scaling their business. Data protection in particular was a common category for companies launching partner programs, including Arcserve and SafeBreach.

Each new month gives us the opportunity to observe how vendors and distributors are using the channel to reach customers, and we’ve found 14 interesting cases from last month.

Scroll through the gallery below to see how channel programs changed in August.

Missed last month’s gallery? Check out the July roundup.


The Chicago-based master agent/distributor added partnerships in August. Avant announced a partnership with Green Cloud Technologies, which offers infrastructure as a service, desktop as a service and backup as a service. Avant also announced an agreement to access BCN’s voice, data, wireless and cloud services.

Read about the BCN and Green Cloud partnerships.

RapidScale's CEO assured partners that Cox Business will not only maintain the company's channel program but also pour more money into it.

Cox acquired the cloud provider for an undisclosed sum this summer in order to explore the managed services market. The MSO publicly supports RapidScale's existing partner model. RapidScale says it is 100 percent channel driven, and it has multiple close relationships with master agents, including Telarus and Intelisys.

Read more about the acquisition's implications.

One cloud company has been stockpiling assets this year — and that includes channel assets.

Fusion Connect's new channel chief said he’ll work to combine Fusion channel assets with those of its two latest acquisitions: Birch Communications and MegaPath.

Michael Fair, who led partner programs at Charter, EarthLink and Qwest, says he’ll explore “best-of-breed” partner program practices, including contracts and rules of engagements. 

He spoke with us at length with us about why he joined Fusion.

Hewlett Packard Enterprise is targeting bigger and better rewards for partners who focus on high-growth market areas.

The company restructured its Partner Ready program to recognize, reward and enable smaller HPE partners, many of whom come from acquisitions such as Nimble, SimpliVity, Aruba, and SGI that HPE has made over the past four years. The company will reward partners for their investment in market growth areas using greater rebates and quicker access to higher membership tiers with accompanying benefits.

Lynn Haber has the scoop.
Silver Peak

The vendor will assist resellers of its SD-WAN offering through its new Authorized Development Partner (ADP) program.

Program members are a trained extension of Silver Peak’s installation team. ADP members present conflict-free collaboration to resale partners by only selling human-based services. ADP partners must meet criteria that include professional services, security and other skills.

Get details on Silver Peak's new program.

The vendor of network visibility services for cybersecurity rolled out its first-ever channel partner program as it looks to formalize its indirect go-to-market strategy. The Corelight channel program is a three-tier model and offers deal registration, demo unit offers, customer subscription renewal tracking, priority lead distribution, and co-marketing opportunities.

Edward Gately has details on what Corelight and its partners are bringing to market.

SafeBreach unveiled its first global partner program and added veteran channel security executive John Bolger as head of channels.

The company provides breach and attack simulation technologies. The program is based on a tiering system, where focused partners receive the most integrated enablement and competitive margins, the company said.

Edward Gately has the scoop.

Cloud FastPath's software as a service has its first partner program.

The provider of content migration, sync and backup announced a program that lets partners license the company's enterprise migration platform for a monthly fee. Cloud FastPath said its partners have moved more than 300 terabytes into and between collaboration platforms in 2018.

Learn more about the company and its new program.

Snapt is building a partner channel to become a "disruptor" in the application delivery controller (ADC) market.

The company has mainly sold directly online, but its CEO told Channel Partners that MSPs are among the crowd of solution providers that have asked for a way to collaborate with Snapt. The Snapt Partner Program's focus is on VARs and MSPs in North America and is based on a three-tier model.

Get details on Snapt.

The workforce management provider launched a program designed to help technology partners use the Kronos D5 platform to build applications that boost productivity, add more capabilities, and extend the value of the company's Workforce Dimensions suite. The Kronos Partner Network, which is separate from the Workforce Dimensions Technology Partner Program, engages with Kronos authorized resellers, as well as services and consulting adviser partners.

Read about Kronos' new program for vendor partners.

Data catalog company Alation unveiled its first partner program.

The partnerships help customers build metadata management strategies that leverage a data catalog as the single source of reference for the entire enterprise.The new channel organization started with 12 select partners, including Agilisium Consulting, Information Asset, Tableau and Teradata.

Read details about Alation's program.

Lucidworks launched a program to help partners deliver AI-powered search and data discovery offerings to their customers.

The program includes training and certification by Lucidworks, plus extensive practice with the company's Fusion platform. Lucidworks recently finished a $50 million funding round. 

Edward Gately spoke with the company's vice president of worldwide channels and alliances.

provider Arcserve is targeting MSPs, VARs, large account resellers (LARs) and OEMs with its new North America channel program.

Arcserve designed the Accelerate program specifically to fast-track partner profitability, and early program participants have seen a 300 percent increase in average order value through deal registrations month-over-month, according to the company. Arcserve's vice president of strategic alliances told us that the company was already 100 percent channel-driven.

See more his comments in Edward Gately's article.

The global cloud provider has a new program that gives solution providers access to infrastructure-as-a-service (IaaS) offerings. The company said its partners – which include resellers, MSPs, system integrators and "system outsourcers" – can grow their cloud businesses by bringing infrastructure options that include VMware-based hosted private cloud, bare-metal servers and/or public cloud.

Read what OVHcloud's David Wigglesworth had to say about the program.

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