New, Changing Channel Programs: TBI, MicroCorp, Peak10 + ViaWest



Companies are tweaking their partner programs to fuel all kinds of business growth.

In some cases they are driven by M&A activity, and in other cases, an organic expansion into new regional markets. There was a long list of new or enhanced programs in September – several announced at Channel Partners Evolution – so we picked out a baker’s dozen of the most interesting.

This gallery will show you how the newly merged Peak 10 and ViaWest are merging their channel programs, Ruckus’ revamped partner program, and other significant updates.

Scroll through the gallery below to see what’s new.

Did you miss the August edition? Check it out here.

Cable Party at Channel Partners Evolution

, the Chicago-based master agent, deepened its strategic selling program and hired two industry veterans to lead it. TBI says it is bolstering the portfolios of nontraditional partners' portfolios and better equipping them to sell network connectivity and managed services thanks to increased sales and technical resources.

Read TBI's announcement from Channel Partners Evolution.
Cable Party at Channel Partners Evolution
Peak 10 + ViaWest

Peak 10 plans to roll out a consolidated partner program as a result of its $1.7 billion acquisition of ViaWest, which closed in August. The company's channel leaders say they are addressing all aspects of merging the two programs and are looking for feedback from master agents. The combined entity, known as Peak 10 + ViaWest, has 40 data centers across 20 markets, and reaches more than 4,200 business customers.

Channel personnel from Peak 10 spoke to us about the ongoing integration process.
Cable Party at Channel Partners Evolution

announced a community named the Solutions Alliance for agents and independent providers. The distributor said the program begins with five specialized solution providers in asset management, IT maintenance and other types of expertise.

Learn more from MicroCorp's announcement at Channel Partners Evolution.
Datapipe's Robb Allen

Managed telecom service provider Nitel launched its first partner program open to its top-selling master agents and distributors. The Elite Partner Program delivers dedicated partner support and business development resources, including market development fund accrual and channel-director alignment for agents and channel partners in their local markets.

Read our story on the announcement to see which master agents and distributors joined the program.

the Wi-Fi provider, renamed and revamped its partner program. The Ruckus Ready Partner Program, as of Nov. 1, will introduce new specialization programs, a reduction in the number of partner-program tiers from three to two, and increased profitability for partners selling Ruckus wired and wireless products together.

Read more about the changes.
Evolution Golf Invitational last place

Security software-maker Avast introduced a consolidated product set and a new global partner program that offers new resources, training and rewards. Avast also is rolling out a dedicated partner portal with one integrated billing and payment platform to process product orders, invoices and payments; and a new partner certification program that replaces the existing Avast and AVG certification programs. Avast acquired AVG for $1.3 billion a year ago.

Read details about the program.
Channel Partners Golf Invitational

Cyxtera Technologies,
 the secure infrastructure provider, launched a global channel program with Avant, Westven and SageNet as its inaugural partners. Cyxtera owns CenturyLink's former data centers and colocation business.

Tina Gravel, Cyxtera's senior vice president of global channels, spoke to us about program details.
Peak 10 + ViaWest's Paul Starkey (left) and Dave Sroka

 updated its BuildingBLOX partner program to add new benefits and training, and increased opportunities in network and domain name system (DNS) security. The company said its program changes reinforce Infoblox’s commitment to the channel – as 95 percent of its sales are driven through the channel – with increased investment and focus on partners’ go-to-market efforts.

Learn more about the Infoblox partner program.
McAfee's Brett Kelsey at Channel Partners Evolution
New Relic

New Relic
, the digital intelligence company, launched its new Navigators Partner Program, focused on helping partners increase speed and visibility for their customers’ cloud migration and transformation projects with instrumentation, alerting and analytics. The program includes two levels, Advanced and Community, aimed to help facilitate “fast, high-quality project delivery,” as well as economic plans to reflect the roles that partners take in guiding a customer’s journey, the company said.

Read our article about New Relic.

ASG Technologies
 unveiled its Global Partner Program at its first-ever customer conference. ASG offers solutions for information access, management and control, and says it is focused on expanding market adoption of its enterprise-data intelligence and Mobius content solution products.

about ASG's new program.
Peak 10 + ViaWest's Paul Starkey (left) and Dave Sroka
Tech Americas

Tech Americas USA, the provider of technical field services, on-site and remote support, and project management services, is launching its first partner program in North America. The company has provided wholesale services in various verticals since its inception and now is expanding to offer those services through partner channels. It also provides business-process outsourcing (BPO), including call center, dispatch and support services.

Read more from Tech Americas' vice president of sales.
Channel Partners Golf Invitational

a DevOps-for-big-data company, launched its new partner program aimed at recognizing qualified partners who have demonstrated expertise in implementing and using its suite of operator and developer applications. The company says the program will help customers find qualified partners to accelerate the deployment and use of its suite that provides offerings for monitoring, tuning, troubleshooting, automated cluster optimization, and improved collaboration between operations and development teams.

Read Edward Gately's story on Pepperdata.
Channel Partners Golf Invitational

Infomart Data Centers
, which builds, owns and operates wholesale data centers, has launched a new channel partner program. Infomart partners will have access to technical, marketing and branding materials through an online portal, along with sales support, and online training and certification programs. The program also will deliver services at fixed rates with no cross-connect fees for cost predictability.

Learn more about Infomart's new program, as well as its colocation product.

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