New, Changing Channel Programs: Verizon, Vonage, Mitel, Datto, More



Some of the biggest companies in telecommunications and IT revamped their partner programs last month.

Verizon was perhaps the biggest headline of March, announcing a new revenue model and partner leader. Another big name was Mitel, which announced its unified program following the acquisition of ShoreTel.

We also saw a flurry of newer IT and security companies take a step into the channel. The storage provider Morro Data announced its first managed services provider program.

Scroll through the gallery below to see the 13 biggest channel program changes.

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

Follow @JamesAndersonCP on Twitter.

Datapipe's Robb Allen

Mitel unveiled its integrated global partner program.

The new program includes the “strengths” of its former program and that of ShoreTel, which Mitel acquired last fall. The unified communications provider also tapped ScanSource as its main distributor for on-site products. All tier-1 resellers that shift to getting their Mitel products through distribution will do so exclusively through ScanSource.

Read about the new program and the enhanced relationship with ScanSource.
Datapipe's Robb Allen

Verizon announced a new market strategy, compensation plan, and leader of its partner organization.

The telecommunications giant rearranged how it supports partners within Verizon Enterprise Solutions and Verizon Business Markets. Partner fees have been made more “simplified and competitive” by matching with total billed revenue (TBR). Bill Hooper, who previously served as managing director of XO Communications’ partner channel, will run Verizon’s channel. The changes took effect April 2.

Get details on Verizon's channel revamp.
Datapipe's Robb Allen

Vonage rolled out two significant partner-related announcements in March.

First, Vonage integrated its Nexmo API platform with a growing network of integration-platform-as-a-service (iPaaS) providers such as Microsoft and MuleSoft, and bot platform partners like Google and Converse A. The company also launched a new Partner Network designed to help partners solve their customers’ communication needs with its unified-communications services and embedded, contextual communications APIs. 

Read more about Vonage's API news and new partner network.
Datapipe's Robb Allen

Avaya unveiled a new master-agent program focused on accelerating cloud sales to small and midmarket businesses.

Under the program, sales agents connect potential customers with Avaya, which then handles the rest of the transaction, from contracting, provisioning, managing and billing UC services for the business. Jenne, an Avaya distributor, signed on as the first master agent in the program.

Get details on Avaya's master agent program.
Datapipe's Robb Allen

Datto is rolling out a global MSP referral program.

The program incentivizes existing MSPs to refer new partners to the company, to the tune of a $1,000 referral bonus if their referral makes a purchase within six months of submission. It was the data-protection provider’s first major announcement regarding the status of its business since December’s close of its acquisition by Vista Equity — and the simultaneous merger of Datto with Autotask.

Learn more about Datto's 2018 "growth plan."
Datapipe's Robb Allen

SonicWall launched the SecureFirst MSSP Program, designed to support both new and experienced managed security service providers, help them grow their practices and seize a growing market opportunity. 

The new program is available to SecureFirst silver, gold and platinum partners, and includes options for monthly billing – through SonicWall’s security-as-a-service pricing model – multitenant capabilities and go-to-market branding opportunities. 

Read Lynn Haber's story on SonicWall.
Datapipe's Robb Allen

Immuta, the data-management platform, has a new channel program designed to help partners shift from "an application-centered enterprise to an algorithm-centered enterprise."

The company is rolling out its new global partner program with 10 new partners, including Klarrio, Xpertex Analytics, Anexinet, Sila, Sage Solutions Consulting and Yash Solutions. Infrastructure providers and consultants are two of the most common partner types in the program.

Read more about Immuta.
Datapipe's Robb Allen

DigiCert unveiled its enhanced Certified Partner Program. The company said the new program represents the first phase of an ongoing effort to work with partners and provide added benefits from the company’s acquisition of Symantec’s website security and related PKI services.

The program is designed to help DigiCert’s global partners “capture the multibillion-dollar opportunity” offered by SSL, PKI and Internet of Things (IoT) security. It features four tiers with discounts based on sales volume and expertise with dedicated sales, marketing and technical assistance.

Get details on DigiCert and its program.
Datapipe's Robb Allen
Morro Data

Morro Data, a provider of hybrid cloud storage services, announced a new MSP program.

The MSPEdge Program is for MSPs and cloud service providers that want to deliver the vendor’s CloudNAS solution to small and medium-size businesses (SMBs). The company initially had a direct sales strategy for the solution but has since pivoted to add a channel component.

Learn about Morro Data's new program.
Datapipe's Robb Allen
Carbon Black

The cybersecurity company rolled out a technology partner program designed to allow collaboration across the security stack using prebuilt integrations to triage, prioritize, remediate and contain risks more effectively and quickly.

The company also announced that both LogRhythm and Phantom now are part of the Carbon Black Integration Network and have used its open APIs to build integration services with its Cb Predictive Security Cloud (PSC). 

Read more about the Carbon Black Integration Network (CbIN).
Datapipe's Robb Allen

The data intelligence and security provider rolled out its first North America partner program aimed at building new business revenue and attracting new partners for its SaaS-based security intelligence offering.

The program is designed to allow VARs and service providers to work in partnership with Silobreaker to build a profitable practice based on its products and services, which aggregate, analyze and contextualize open-source digital information. 

Learn more about the company.
Datapipe's Robb Allen launched a new partner program to expand its global footprint and target the United States.

The new program is designed to allow partners to package their own offerings with’s carrier-neutral and cloud-neutral colocation services designed for contractual and technical flexibility in Amsterdam, one of the main internet hubs in Europe. The company is an international data-center colocation provider based in the Netherlands.

Read Edward Gately's recap of the company and its program.
Datapipe's Robb Allen

Cybersecurity firm Netwrix launched a new global channel program in North America, designed to help the company grow and create a network of partners that address all industry verticals, sizes and routes to market.

The new program: rewards top performers that grow the company’s business; provides various sales and marketing enablement tools, such as a revamped partner portal and prebuilt campaigns-in-a-box; and supports the activities of all partners, from local boutique partners that focus on certain industries to large international resellers with broad portfolios.

Edward Gately has the write-up.

One comment

  1. Avatar Susan Selsor April 11, 2018 @ 11:59 am

    Looking for additional information on the new Verizon programs for Partner Channel. Thanks.

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