New, Changing Partner Programs: Avaya, AT&T, PlanetOne, More


Not even Thanksgiving break can slow the growth of channel.

IT and telecommunications companies continue to make plans for their indirect sales partners even as the holiday season arrives. Among the changes are a lengthy set of enhancements from AT&T Alliance Channel and program updates from Cisco‘s annual partner summit. And cloud software company Ormuco formalized its first partner program.

Surf through the gallery below to see 12 highlights from November.

Missed last month’s gallery? Find the October channel program changes here.

Follow news editor @JamesAndersonCP on Twitter.

Datapipe's Robb Allen

Avaya unveiled a tighter focus on helping its Edge partners offer UC and contact-center applications as a cloud-based service (UCaaS, CCaaS) to business customers. A key part of the 2018 Avaya Edge program strategy is enabling cloud delivery, integration and management. This means partners will be ready to take advantage of the growing demand for UCaaS and CCaaS by developing their cloud competency and benefiting from the rewards.

Learn more about the updates.
Datapipe's Robb Allen

PlanetOne Communications
is rolling out a new program for its “High Rollers,” those partners who are growing revenue with PlanetOne by at least $100,000 each year. These top partners will get one-on-one meetings with decision makers from the master agent’s preferred providers. As part of these direct partnerships, partners will have access to money to host “swanky, high-end events” that will help them drive even more revenue.

Learn more about the initiatives PlanetOne announced during its 2017 Tech Tour.
Datapipe's Robb Allen

and ConnectWise have a new partnership geared toward getting more Cisco products and services into the hands of MSPs via a new platform called ConnectWise Unite with Cisco. Cisco rolled out several enhancements to its channel programs designed to help partners capture new opportunities, refine software-and-services skill sets, and differentiate themselves.

Read Edward Gately's article for a full recap.
Datapipe's Robb Allen
AT&T Alliance Channel

Members of the AT&T Alliance Channel now have the ability to receive residual payments for wireline services. The program is adding deal registration, which the carrier says will allow partners to sell more accounts. The Alliance Channel also is adding support for pre-sales and post-sales. Finally, the company has shortened and simplified its agreement for partners signing up for the program.

Read about why AT&T made the changes.
Datapipe's Robb Allen

Talari Networks'
new CEO says his company will go 100-percent channel as it fights for supremacy in the SD-WAN market. Newly appointed Patrick Sweeney said that he aims to pivot Talari’s sales team to a 100 percent channel focus in order to achieve the growth.

Read Sweeney's in-depth Q&A with Channel Partners to see what Talari has planned for the channel.
Datapipe's Robb Allen
Green Cloud

Green Cloud Technologies
 introduced a new partner portal said to be "customer-driven." The portal offers online tools that channel partners can use to provision, manage and report on Green Cloud services. Green Cloud also said the portal will better integrate with service delivery platforms for VARs and MSPs.

Read Green Cloud's full announcement.
Datapipe's Robb Allen

is projecting strong growth for its consultants and ISVs. The company launched a new partner program earlier this year and used its annual Dreamforce event to elaborate on what it expects from those two partner types.

Read Lynn Haber's recap of the keynotes Salesforce gave to its ISV and consultant partners.
Datapipe's Robb Allen

Cybersecurity firm Trustwave launched a new online learning system and streamlined partner portal designed to give partners a complete understanding of customer security and compliance issues. The Trustwave Academy for Partners and Trustwave Partner Hub are the latest advancements in the company’s partner program.

about the other new things Trustwave is doing for its partners.
Datapipe's Robb Allen

 made a number of updates to its Authorized Reseller Program, which it re-launched last December. Panasonic increased the amount of marketing development funds (MDF) available for Prime members and is revamping its company website to make it easier for customers to connect directly with resellers.

Read about the other changes Panasonic made to its partner program.
Datapipe's Robb Allen

Cybersecurity firm SecurityFirst launched a new partner program designed to help resellers and service providers make more money selling critical data protection to clients. The SecurityFirst Channel Partner Program will provide sales enablement, marketing and channel pricing discounts to a cross-section of partners including “evangelists,” resellers, advisers and advocates with specialized reach into the midmarket and SMBs, the company said.

Read more about the partner program.
Datapipe's Robb Allen

Self-checkout provider NCR expanded its channel program to allow partners to sell additional products, including enterprise software, professional services, maintenance and managed services, to complement its core products. Partners now can address a larger customer base across the banking, retail and hospitality industries in existing as well as new geographies to go deeper into the various markets, the company said.

Get details on the changes.
Datapipe's Robb Allen

Cloud software company Ormuco unveiled its first global channel partner program for its Stack platform. The partner program features elements designed to support CSPs, MSPs, VARs and ISVs. Program benefits include: a rapid go-to-market model with pre-built options that can deploy in days, and a partner-branded portal for billing and provisioning.

Get further details on the company and its program.


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