New, Changing Channel Programs: Avant, Tech Data, Intelisys

Change Ahead

More and more IT vendors are diving deeper into the channel.

We saw much of the old guard making moves with their partner organizations last month – including master agents and a distributors – but there was another influx of companies that aren’t as familiar to the telco types.

Google is building out its partner ecosystem, Plurilock has a new channel program and McAfee reorganized the group that manages its partners.

Scroll through the slides below to see the new programs, support and incentives are available to partners.

Missed last month’s gallery? Read the June installment.


Avant Communications signed mobile virtual network operator (MVNO) Globalgig to a supplier partnership.

The master agent and its sales partners gain a portfolio of products and services for wireless, mobility, managed network and voice. Globalgig is known for its multi-international mobile subscriber Identity (Multi-IMSI) SIM card, which it says can create local wireless access with more than 400 carriers.

Read more about the deal.
Tech Data

Distributor Tech Data made an agreement agreement with IoT product and service provider Advantech.

Adding Advantech extends the end-to-end abilities of Tech Data's product set and gives new resources to its North American resellers. Those partners will be able to handle multiple applications in various verticials using solutions that are preconfigured for Azure and other Microsoft services.

Read Tech Data's full announcement.

The master agent partnered with MessagePro, whose solution enables employees to exchange text-based messages from a variety of mobile and desktop locations.

MessagePro says it can give pre-existing business phone numbers the ability to send and receive texts “without changing carriers or installing new equipment." Andrew Pryfogle of Intelisys told us that his company is increasing value for its subagents through supplier partnerships.

Learn more about the partnership.

Panasonic will roll out changes to its reseller program on a regular basis in response to partner feedback.

The program focuses on helping the company’s network of channel partners sell Panasonic's family of Toughbook mobile computers, 2-in-1s, tablets and handhelds. The company's mobility business now has two separate channel programs: the Advantage Program, which includes the bulk of the company’s partners and allows them to sell its computers and tablets; and the the Edge Program, formerly the Rugged Handheld Program.

Edward Gately has the scoop.

 announced a broad set of additions and enhancements to its Google Cloud partner ecosystem and program.

Two global partner executives outlined in a blog four buckets of news: new SaaS programs; new and expanded integrations; new and expanded specializations; and partner award winners. One of the new additions is a a co-selling program that matches Google Cloud Platform (GCP) sales experts with SaaS partners to deliver GCP-run SaaS solutions to customers.

Learn about Google's channel changes.

The cybersecurity vendor launched a new organization in charge of partner and customer management.

A McAfee spokesman confirmed a reorganization has taken place, and that “in the spirit of keeping our partners and customers at the core of all we do,” the supplier has created a new chief revenue office, comprised of corporate sales, corporate marketing and customer success.

Edward Gately's article explored the possibilities of layoffs within the partner organization.
CenturyLink's Chris McReynolds

As part of a new partnership, GCG (Global Communications Group), the master agent, will offer its partners net2phone's UCaaS product.

The vendor recently expanded its hosted PBX offering to multiple countries and has promised to continue to expand internationally while advancing its feature set.

Learn more here.

BlueJeans Network, the cloud-based video-conferencing provider, said it will strengthen its partner program based on increasing customer demand for its BlueJeans Meetings, BlueJeans Rooms and BlueJeans Events offers.

The company is looking for partners who adopt a strategy to migrate customers from legacy conference solutions to the vendor’s cloud platform. BlueJeans is making new investments in these partners via additional benefits and incentives.

Read more about Blue Jeans.

The cybersecurity vendor with headquarters in the U.S. and Israel expanded and enhanced its partner program to increase the value sales opportunities and give partners resources to develop customer relationships.

The new program provides a “simple, profitable framework,” which allows partners to efficiently address customers’ challenges using AlgoSec’s network security policy management (NSPM) services, according to the company. It provides a range of benefits to partners including qualified lead forwarding; registered opportunity protection; training and certification; and joint sales and marketing support.

Get details on the program.

Backup and business-continuity provider Unitrends unveiled an enhanced and refreshed Channel and Alliance Program.

The program includes new tools and resources for Unitrends partners to help them accelerate the growth of their businesses. It addresses the key issue of “declining margins from competitors” that have saturated the market with resellers.

Read more about Unitrends' changes, including its new channel chief.

Commvault, which provides enterprise backup, recovery, and data management across hybrid environments, announced significant changes to its partner program to improve enablement and engagement.

The name – Partner Advantage – remains the same, but partners were being notified about changes to its partner-engagement framework. Those changes include taking eight tracks and more than a dozen benefit streams and reducing it to three tracks – solution provider, distribution and alliances tracks – as well as simplifying benefits, and even adding new benefit structures.

Read about the five categories of items that Commvault has changed for its partners.
Bromium's Gavin Hill
Imanis Data

Imanis Data, perhaps known better by its legacy name – Talena – is changing its go-to-market strategy to an indirect sales model.

The enterprise data-management supplier was founded in 2013 with the goal of helping large enterprises back up and recover modern data sets. It has a small set of customers (about 25), but recently raised $13.5 million in a funding round. The company's focus is specifically on Hadoop and NoSQL environments.

Learn more about how Imanis Data plans to go big.

The data privacy protection and compliance vendor launched its first structured channel program.

The latest release of DgSecure, a comprehensive software platform for sensitive data governance, includes capabilities for meeting the Right of Access and Right to Erasure requirements in the General Data Protection Regulation (GDPR), as well as expanded support for third-party repositories and enhanced compliance monitoring. With the growth of the cloud, Dataguise recently has developed partnerships with AWS and Microsoft Azure.

Get details on Dataguise's program.

Plurilock Security Solutions launched a new partner program with nine partners that provide its invisible identity assurance to customers.

The launch followed the closing of $3 million in seed investment for the company. Its offering monitors user behavior on desktop and laptop computers in real-time to ensure that the current user is authorized. Plurilock’s new sales partners include such companies as Carahsoft, Siltek, Paramount Computer Systems (PCS) and Assurity Systems. 

Get details on the program.

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