New, Changing Channel Programs: RingCentral, WTG, Ingram Micro



Young IT companies are leveraging partners for growth.

The month of May saw several relatively new businesses formalize their first partner programs as they attempt to scale their reach. A good example is the security provider Claroty, which was founded in 2016 and recently launched a four-tier channel program.

The more household names in the channel also made our list.

WTG expanded an SD-WAN partnership, as did RingCentral. Ingram Micro rolled out new offerings on the 20th anniversary of its SMB-focused partner program.

Scroll through the 14 slides below to learn about the biggest partner program updates of May.

Missed last month’s recap? Check out our April gallery.


RingCentral announced a connectivity partner program that features several SD-WAN vendors. The program certifies vendors whose products support RingCentral’s platform or particular use cases. The program lists VeloCloud, CloudGenix, Riverbed, Cradlepoint, Windstream, and GTT Communications as members.

Check out the story, which discusses how UCaaS vendors are tackling SD-WAN compatibility.
Bigleaf Networks

WTG expanded its relationship with SD-WAN provider Bigleaf Networks.

The master agent announced an augmented and enhanced relationship with the Oregon-based vendor. WTG said the agreement gives its partners the benefit of Bigleaf’s “cloud-first” SD-WAN technology. Bigleaf’s vice president of partner sales and business development said the offering fits partners that want a "firewall-friendly" SD-WAN solution.

Read more about the partnership.
Ingram Micro

Ingram Micro's Trust X Alliance unveiled a number of key milestones and exclusive offerings, as well as new leadership and a game plan for elevating its brand awareness and expanding its reach regionally and globally. The changes include extended financial terms, dedicated financial consultants and a new SaaS-based partner-enablement program.

Ingram Micro announced the changes at its Trust X Alliance Invitational event.

VMware announced new master-services competencies for partners interested in deepening their practices and/or building additional practice areas.

The competencies have four components: cloud management and automation; data-center virtualization; network virtualization; and desktop and mobility. VMware also announced a deep discount on the training program for partners who take the new master-services competencies. It’s a move to make the credential more accessible to all partners and encourage them to train more employees.

Learn more about VMware's new certifications.

Plantronics, which is acquiring Polycom, launched a new partner program that replaces the Connect Program it rolled out in 2007.

The update features access to product training and certification, sales and marketing tools, deal registration, marketing development funds and rewards depending on a partner’s level of engagement with Plantronics. There are three levels with increasing features and benefits: registered, gold and platinum. New additions to the program include designations for resellers and integrators.

Edward Gately has the story on Plantronics.

Cybersecurity firm Tenable unveiled a new certification program designed to change how the company’s partners and joint customers understand and reduce their cyber risk. The Cyber Exposure program stresses “technical excellence” and prepares partners not only to deploy and manage the platform, but also implement technology integrations, the company said. 

The enhanced training will provide joint customers with access to local partners for implementations and integrations.

Get details on the program.

Cybersecurity firm Netwrix expanded its lineup of sales-enablement services.

The new enablement strategy aims to help Netwrix partners run their businesses faster and better by providing full visibility into deal-registration processes and offering a large set of sales and marketing enablement tools.The new strategy offers tools and instruments, such as advanced lead management through a revamped partner portal, and marketing campaign-in-a-box.

Edward Gately has the story.

Turbonomic expanded its partner program to increase partner profits.

Deal protection, margin protection and new customer incentives are some of the initiatives the workload automation provider is trying. Additionally, partners now can sell more with new Turbonomic accreditation to accelerate the delivery of support and services. The new program reaches a broader set of partners, including solution providers, OEMs and alliances, technology alliances, cloud and managed service providers, SIs and distributors.

Get details on the expanded program.

Iovation, which provides authentication and fraud prevention solutions, formalized its global partner program.

Executives say partners have always been an important part of the company’s strategy, but the announcement emphasized their commitment to the channel. The program has three tiers with varying levels of membership requirements and benefits: elite partner, select partner and referral partner. Iovation touted its partner portal that provides a gateway to resources such as sales enablement, certification, technical support and joint marketing.

Read more about the company and its partner program.

BetterCloud plans to build out its partner program under the leadership of its new vice president of channel. 

BetterCloud's Emily Cataldo

BetterCloud's Emily Cataldo

Emily Cataldo, formerly with Accenture, will be responsible for the strategy, management and expansion of BetterCloud’s channel partner community, including resellers, services and distribution partners, across all the applications the company supports. The company provides SaaS security for applications such as G Suite, Dropbox, Slack and Office 365.

Learn more about BetterCloud and Cataldo in her Q&A with Edward Gately.

LivePerson, the online messaging, marketing and analytics provider, has launched a new global partner program designed to help partners sell its conversational commerce offering to SMBs.

Partners that work with SMBs retain full control of their customer relationships, including billing, bundling, pricing and packaging, the company said. LivePerson’s conversational platform, LiveEngage, allows businesses to communicate with their consumers on digital messaging channels from a single place. It includes built-in artificial intelligence (AI)-powered bots. 

Get details on the new program.

Safe-T, a provider of software-defined access for hybrid cloud, launched a more comprehensive and formal partner program.

The company aims to expand globally and recruit new partners in key territories to meet growing demand for its services. Safe-T will target VARs and SIs “who play in the highly evolving IT landscape and customer technology environment,” the company said. The program offers direct sales and technical support, an exclusive portal with sales and marketing tools, product and solution training, marketing development funds, monthly newsletters, webinars and more.

Read more about Safe-T.

Industrial cybersecurity startup Claroty formalized its partner program, which is geared toward integrated solution partners, MSPs and resellers.

The company unveiled its Vision global partner program and the addition of new partnerships with companies such as Optiv and Kudelski Security. The four-tier program – elite, premier, authorized and referral – features increased margin, deal registration, an online demonstration environment and co-marketing activities. 

Get details on the announcement.
Pure Storage

Data-storage vendor Pure Storage launched a new channel program designed to create stronger bonds with its most valuable partners.

The Pure Partner Program introduces two tiers: entry-level preferred and top-tier elite. The difference between them can be seen in their requirements. Elite partners have a proven track record and ability to scale in their region and log a minimum of $500,000 per year in non-renewal transactions, including a minimum of five non-renewal transactions per year. 

Tom Kaneshige was on hand at the company’s Pure//Accelerate 2018 conference in San Francisco to capture the news.
Cavirin Systems

Cybersecurity company Cavirin Systems launched a new partner program for resellers, integrators and MSSPs.

Cavirin removes security compliance as a barrier to cloud adoption by automating with a set of customizable frameworks, benchmarks and guidelines. The company’s offering secures both the public cloud control plane and hybrid-cloud workloads (servers) on premises, within the public cloud and within containers.

Edward Gately has the story.

Leave a comment

Your email address will not be published. Required fields are marked *

The ID is: 101977