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

Change, transform

Several IT and telecommunications companies created partner programs in the first month of 2018.

ZeroStack and Portnox were part of a handful of businesses that announced an official channel program for the first time. Our latest first-of-the-month gallery highlights multiple vendors that have worked with partners in the past but are now formalizing their efforts.

Our gallery consists mainly of new programs but also recaps companies that made enhancements or additions to existing structures. Citrix and Riverbed overhauled the way they incentivize their partners, Cradlepoint announced a new way for partners to make money, and PlanetOne Communications added the AT&T Alliance Channel as a preferred provider.

Other big names in the channel with important program announcements were Intelisys and Spectrum.

We whittled down a list of nearly two-dozen changes to a baker’s dozen in this one-stop shop. Scroll through the slides to see the top channel program changes from January.

Missed last month’s channel-program recap? Find it here.

Datapipe's Robb Allen
Avant

Avant Communications is expanding its international business and increasing partner support domestically.

The Chicago-based master agent/distributor is increasing its resources in U.K. and Canada. Avant now has an official channel program in Canada and has signed 12 technology partners. The company already has a U.K. office, and looks to build on the $6 million in channel sales it produced in the country in 2017.

Avant also is planning to add new BattleLabs, which partners use for training and sales enablement, in Atlanta, Dallas and a Northeast location.

Learn more about Avant's expansion.
Datapipe's Robb Allen
PlanetOne-AT&T

The AT&T Alliance Channel now is a preferred provider of PlanetOne Communications.

The master agent already was a member of AT&T's ACC Business program, but the two organizations have expanded their relationship. The Alliance Channel joins a select list of 20 providers that will enjoy special perks and visibility in 2018.

Read more about the relationship between AT&T and PlanetOne.
Datapipe's Robb Allen
MicroCorp-Spectrum

Spectrum Enterprise recognized MicroCorp for a financial milestone — $1 million in monthly recurring revenue. The accolade for the master agent was spurred by growth in Ethernet sales.

MicroCorp said its partners are growing in the areas of network, infrastructure and SD-WAN — all “heavily reliant on reliable bandwidth.”

Learn more about this achievement.
Datapipe's Robb Allen
Intelisys

Intelisys crowned its latest platinum partner, congratulating SMI Corp. for reaching the $1 million monthly recurring revenue plateau.

SMI is Intelisys' 14th platinum partner. The company consults and implements infrastructure, partnering with master agent/distributor Intelisys since 2006. Learn more about the honor here.

It was a busy month for Intelisys, which also established a new partnership with Talkdesk, adding a new portfolio of contact-center-as-a-service products to its portfolio.
Datapipe's Robb Allen
Citrix

Citrix is simplifying its partner-incentive framework.

Citrix introduced Ultimate Rewards, a consolidated incentives program that targets partners who are entitled to buy from distribution for resale. The Citrix Ultimate Rewards program slims down the vendor’s current five incentives programs into one. Partner Central, the vendor’s partner portal, is undergoing changes to support the new partner incentives program.

Read about why Citrix chose to make this change.
Datapipe's Robb Allen
Cradlepoint

One vendor revamped its pricing model to help its partners earn recurring revenue.

Boise, Idaho-based Cradlepoint announced a subscription-based pricing model. The 4G LTE network solutions provider aims to move away from a hardware-first mindset to giving customers benefits traditionally associated with software as a service (SaaS). The subscriptions are tailored for branch, mobile or IoT, come in “essentials” and “advanced” packages, and can last one, three or five years.

Learn more about Cradlepoint.
Datapipe's Robb Allen
Tipalti

Tipalti, the payables automation platform, launched its first partner program, designed to make it easier for partners to reduce their clients’ supplier payment workloads by up to 80 percent, strengthen financial and compliance controls, mitigate fraud and compliance risk, improve accounts-payable (AP) visibility, and close deals more quickly through instant payment reconciliation. The program is designed for firms that work to increase finance organizational performance for their midmarket and enterprise clients.

Read more about Tipalti and its new partner program.
Datapipe's Robb Allen
Riverbed

Riverbed Technology, the software-defined networking provider, overhauled its partner-program rewards to reflect how the technology industry has evolved.

The company's channel organization will no longer reward members based on competency certifications. Riverbed’s chief told Channel Partners that the program is now performance-based. Riverbed Rise, the new program, will reward partners for training employees in competencies, while decreasing the amount of time they used to spend staying on top of multiple certifications.

Learn more about why Riverbed updated its rewards systems.
Datapipe's Robb Allen
Portnox

Portnox, which provides network access control and management, launched a partner program.

The company is welcoming various partner types, including resellers, distributors, MSPs and MSSPs, and technology partners that sell, support, integrate and augment network access control solutions. The new program has a goal of providing Portnox’s services to a wider range of enterprises, controlling access for more customers and endpoints.

Get details on Portnox and its channel program.
Datapipe's Robb Allen
ZeroStack

ZeroStack has officially joined the channel.

The cloud infrastructure provider unveiled its global Cloud Innovation Partner Program, aimed at resellers that want to transition to selling cloud platforms and services. The program provides benefits tailored around the capabilities of each partner. Each partner category has a customized partnership model within the program, which is designed to maximize value for that partner type’s business model.

Read Edward Gately's story on the new program.
Datapipe's Robb Allen
Crouchbase

Data platform provider Couchbase launched PartnerEngage, a new partner program designed to give resellers, consultants and technology providers a head start in the “fast-growing engagement database market.”

Couchbase has more than 150 partners and is growing the community. The program offers dedicated training resources, sales support, increased simplicity and full executive engagement, the company said.

Read our story about the new program.
Datapipe's Robb Allen
Fortanix

Fortanix has a new channel program that helps partners sell encryption services. The Fortanix Partner Program has a flat structure with contract options for resellers and MSPs, including a referral program. Partners in the program will promote the vendor's Self-Defending Key Management Service (SDKMS) appliance, a cloud-ready hardware security module (HSM)-as-a-service offering. 

Read what Fortanix has to say about the program's advantages.
Datapipe's Robb Allen
Epsilon

There's a new technology company making a play in the channel.

Epsilon
launched a new program designed to draw in managed service providers (MSPs).It's designed to allow MSPs to rapidly monetize connectivity, voice, colocation and professional services, the company said.

Partners benefit from a smart network utility that combines on-demand infrastructure, automation, web-based portals and APIs to enable them to deploy, manage and optimize their applications and services, it said. Sales and engineering support, training and partner marketing are three of the main benefits to the program.

Learn more about Epsilon.

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