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New, Changing Channel Programs: Versa, Wildix, Momentum, More

IT and telecom companies continue to step up their channel partner programs.

Our editors covered a wide variety of channel program changes last months — from both technological and organizational perspectives.

Some companies, like Versa Networks, formalized their channel program for the first time. Others, like Akamai, upgraded an existing program. A UCaaS provider said it’s increasing its rewards for high-growth partners. Intel consolidated three of its programs into one.

In addition, several vendors expanded the reach of their channel by partnering with master agents.

Go through the 12 slides below to see last month’s most impactful changes to IT and telecom channel partner programs.

Missed our previous edition? You’ll find our December recap here.

Datapipe's Robb Allen

Momentum

Momentum Telecom expanded its channel reach with a new master agent partner.

Sandler Partners signed Momentum to its portfolio. As a result, Momentum's indirect coverage increases to include Sandler's 4,000-plus agents.

We wrote about their agreement.

Datapipe's Robb Allen

Versa

Versa Networks, the SD-WAN and SASE vendor, launched a formal channel program.

 VARs, SIs, solution providers and MSPs can benefit from the ACE partner program, which helps them build sales pipelines and gain expertise. Partners can earn incentives by getting additional certifications.

See what Versa is doing in the channel.

Datapipe's Robb Allen

Sectigo

The identity management provider brought new benefits and tiers into its channel program.

Sectigo, which a private equity firm acquired last quarter, has added a new online training curriculum designed to help partners sell the company's web security platform. The updates also include a new portal where partners can access the training.

Edward Gately has the scoop.
Datapipe's Robb Allen

Wildix

The UCaaS provider will expand its rewards for partners.

An executive said Wildix awarded more than $500,000 in partner bonuses last year. The company plans to offer a new incentive that recognizes the businesses that are achieving the most growth. In particular, Wildix will reward partners for driving large amounts of monthly recurring revenue.

Edward Gately covered the company's  UC&C summit.

Datapipe's Robb Allen

Comstar

Comstar Technologies is setting its sights on the agent channel.

The B2B technology provider in January announced a rebrand. Comstar already dabbles with agents, but it hopes to expand its reach and offer new tools. An executive said the company also will provide more resources to partners following its rebrand, especially in the area of education.

Learn about the re-brand.

Datapipe's Robb Allen

Lingo

Lingo Communications signed a master agent partner.

MicroCorp and its agent network will sell Lingo's various services, which include managed wireless services and SD-WAN. The agreement reflects Lingo's continued channel expansion. For example, the company significantly increased its number of agents last year.

MicroCorp and Lingo both operate out of Georgia.

Read about the partnership.

Datapipe's Robb Allen

Commvault

The data protection provider is moving to make its program more cloud-focused.

We learned that from John Tavares, Commvault's new vice president of global channels and alliances. Tavares said he's working toward the spring launch of an updated partner program that takes it "to the next level." For example, he said he wants to provide more technical enablement. Partners need help as they make their "journey toward SaaS," Tavares said.

Check out Tavares' Q&A.

Datapipe's Robb Allen

Intel

The IT giant combined multiple channel programs into its new Partner Alliance group.

The company's Technology Provider, IoT Solutions Alliance and Cloud Insider programs fit under Partner Alliance. A stated purpose for this change is providing more flexibility for the diverse partner business models. Intel also redesigned its portal and added features to its partner marketplace.

Check it out on Channel Futures.

Datapipe's Robb Allen

Akamai

Akamai Technologies introduced a new partner program, which builds upon the work of its predecessor.

Partners have begun a six-month process of migrating over to the new program, where they will experience a new pricing structure and different rewards. Micheal McCollough, Akamai’s global vice president of channels and alliances, said the partners will benefit from more autonomy in the new program. 

"We are embarking on a path to fundamentally shift how we go to market by leading with our partners, and hence wanted to evolve our partner program to drive this strategy,” McCollough said.

Read more about Akamai and its partners.

Datapipe's Robb Allen

Stratus

Stratus Technologies launched a new VAR program.

The new program helps VARs save time in designing and deploying their solutions. Stratus has also worked to make its platforms more affordable to resell.

Stratus provides an edge computing platform called ztC Edge.

Get details on the program.

Datapipe's Robb Allen

Cyberpion

The ecosystem security vendor introduced its first partner program.

The company will walk alongside the cybersecurity providers that use its platform, helping them understand it and its data. Cyberpion executives say that they will eventually create formal training for partners.

Learn more on Channel Futures.

Datapipe's Robb Allen

Trustwave

The MSSP announced a new referral program, which it built "from the ground up."

Trustwave created a tiered structure in order to benefit its most dedicated partners. Suzanne Swanson, the company's vice president of global partners, said Trustwave is experiencing an influx of nontraditional partners that lack security expertise.

“Trustwave provides that high level of expertise and serves as a trusted resource for partners looking to ensure their customers have the very best security tools and knowledge available no matter where they are in their security maturity,” Swanson said.

Learn about Trustwave.


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