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New, Changing Channel Programs: TPx, Rackspace, Ivanti, Bridgepointe

Change

Multiple IT companies launched programs for channel partners in February.

Veriflow, vXchnge and Jask were among vendors to formalize their channel efforts last month. The 12 companies we included in our February recap span a wide variety of technologies, from unified communications to file storage and security.

Household names like Rackspace and TPx Communications continued their expansion in the channel, and a master agency brought partners and suppliers to San Francisco to unveil a massive strategy shift.

Scroll through the images below to see the highlights.

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

Datapipe's Robb Allen
Rackspace

The cloud services provider projected an increased partner investment in 2018. Channel chief Lisa McLin said Rackspace is planning "new tools, product road maps, dedicated partner account managers, new field resources and joint go-to-market planning." McLin also plans to double down on Rackspace's recently announced incentive program.

The company announced a new senior partner marketing manager and director of operations as the first of the changes.

Learn more about Rackspace's channel investment.
Datapipe's Robb Allen
Jask

The cybersecurity company, founded in 2016, unveiled its first partner program. The "Jask Answers" program aims to deliver the margin and support needed to allow partners, including VARs, national resellers and distributors, to successfully meet the market demand for the Jask Autonomous Security Operations Center (ASOC) platform.

Marc Davis recently joined the company as vice president of channels and partners. He previously served as a channel executive for Cylance and Intel/McAfee.

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

Qumulo, a file storage system provider, launched a channel program in hope of attracting "top enterprise VARs."

The company's channel chief promised training, deal security and "solid field-sales relationships." Partners have access to a self-service portal with marketing and enablement tools and get access to a list of interested business customers.

Get details on Qumulo's program.
Datapipe's Robb Allen
Fuze

The cloud-based unified communications provider made it possible for certain partners to sell its solution.

Partners previously could only refer customers to Fuze. Fuze's chief sales officer said the expanded program will enable VARs, solution providers and IT/communications solution consultants to offer the company's product lineup. Fuze will support partners at all stages of the sales process and give them recurring commissions or discounts on customer activation, depending on the engagement model. .

Learn about the changes to Fuze's channel program.
Datapipe's Robb Allen
Telesystem

The communications provider has been expanding its "elite agent" pool of master agents.

Telesystem announced three new partnerships in February. Telarus joined the top tier of partners, followed by TBI and Telegration. The elite agents will enjoy the highest residual earnings within Telesystem's channel program.

Read about the latest addition.
Datapipe's Robb Allen
Bridgepointe

The San Mateo, California-based master agent rebranded the way it and its partners do business.

Bridgepointe Technologies is pivoting to describe itself as a "trusted IT strategist" and is adjusting its partner program accordingly. The company established the Everest Club, which will reward sales achievement. All agents will start each year in the first of three tiers, and high-performing companies will advance to receive cash bonuses, special education and prominence with Bridgepointe.

The company invited partners and suppliers to a summit in San Francisco to unveil the changes.

Read the event recap and view the related image gallery.
Datapipe's Robb Allen
Anomali

Anomali, which provides threat-intelligence solutions, is increasing the scope of its channel program. The company said it has a four-pillar strategy to reach SIs, resellers, MSSPs and technology partners in the United States and globally. 

Anomali hired a new channel chief in November to lead the changes. He said the company has gone from 15-20 percent of its revenue coming from channel when he arrived to approximately 60 percent.

Learn more about Anomali and its partner program.
Datapipe's Robb Allen
vXchnge

vXchnge launched its first partner program. Partners can add colocation and interconnection services to their portfolios while getting hands-on engagement, web and dedicated training, solution architects and around-the-clock access to support technicians to assure their success, according to vXchnge. The company calls itself a "carrier-neutral colocation services provider."

Some of the initial partners are Unitas Global, Bridgepointe Technologies, Avant and MicroCorp.

Read our story on the announcement.
Datapipe's Robb Allen
Veriflow

Network verification provider Veriflow has a new partner program. The company said the program is intentionally selective, as Veriflow plans to partner with a “small, highly qualified” set of partners to deliver high-value services and technologies to customers. The criteria includes: an aligned market vision and complementary market expertise; executive and technical sales and marketing skills; a willingness to invest in collaboration and joint technology education; and executive sponsorship to drive and measure the effectiveness of the partnership.

The company appointed Mike Kay to lead the program.

Edward Gately has the story.
Datapipe's Robb Allen
TeamViewer

The provider of Internet of Things (IoT) software made major changes to its channel program with the stated intent of responding to partner feedback.

The program enhancements and investments include: new deal-registration benefits; a newly designed partner portal; and the availability of ITbrain, which includes asset management, monitoring, anti-malware and backup. The company’s global network of partners includes IT systems management and security providers, VARs and referral partners.

Get details on the partner program changes.
Datapipe's Robb Allen
Ivanti

Security provider Ivanti added sales, marketing and technical enablement resources for various types of partners. The company also introduced a new MSP classification with flexible monthly subscription licenses, usage-based billing and a variety of resources for partners that deliver Ivanti offerings as a managed service.

Learn more about Ivanti's channel updates.
Datapipe's Robb Allen
TPx

The "managed services carrier" announced new master-agent partnerships in February. TPx Communications has been moving from a regional to national focus in the last year, adding channel personnel and new strategic partners.

First, the company teamed up with CNSG, which is also looking to expand into a national force. Then TPx added MicroCorp to its national partner program.

Read more about the TPx rebranding and its expansion goals.

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