New, Changing Channel Programs: Avaya, Avant, AT&T

Change, transform

Channel news slowed down a bit during the holidays, but by no means did it grind to a halt.

Below are eight notable channel partner programs that changed or came into existence last month. Two companies launched new programs, two SD-WAN providers brought their offerings to partnering companies, and AT&T announced a major change to one of its channel programs.

Scroll through the slides to see the top channel program changes from December.

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

Datapipe's Robb Allen

A unified communications provider teamed up with an SD-WAN provider to bolster its partners' portfolios.

FatPipe joined Avaya’s DevConnect Select Product Program. The program gives customers and partners access to third-party applications that enhance and integrate with Avaya’s unified communications platform. Avaya said the FatPipe offerings will integrate with Aura, Avaya's enterprise collaboration platform.

Get details on Avaya and the latest addition to its channel program.
Datapipe's Robb Allen

AT&T is increasing the size of its ACC Business channel sales force by 50 percent. Zee Hussain, channel chief of AT&T Partner Solutions, says ACC Business has been gaining momentum — and partners have requested this move. ACC is AT&T's "alternative brand" for solution providers.

Read Zee Hussain's full interview with Channel Partners.
Datapipe's Robb Allen

Synnex expanded its network offerings for its partners and customers. The distributor partnered with Aerohive Networks and Symantec and expanded its agreement with F5 Networks.

The partnerships are in response to evolving end-user demands and security’s central role in effective cloud and managed services platforms. These technologies and solutions are addressed by the Synnex Secure Networking Group, which delivers a comprehensive, end-to-end portfolio of advanced technology solutions, services and support.

Read more about Synnex and its partnerships.
Datapipe's Robb Allen

Xerox continued to build toward its goal of reaching more resellers and growing its small and medium-size business (SMB) base.

The company added two office equipment and copier businesses to its channel partner roster. Hilyard’s Business Solutions and Rabbit Office Automation of Sunnyvale, California, are the latest "multi-brand" partners to join its channel partner program. Xerox says it has signed more than 50 new document technology partners in the U.S. and Western Europe.

Read about Xerox and its channel goals.
Datapipe's Robb Allen

GTT Communications revamped its partner program with new resources and structure. The company appointed three vice presidents to manage the East, West and Central regions. Upgraded partner resources include sales engineering, quoting, project management and client account management.

Learn more about GTT and what it's doing with its channel program.
Datapipe's Robb Allen
Cato Networks

An SD-WAN provider inked a deal with a national master agent.

Tel Aviv, Israel-based Cato Networks added master agent/tech distributor Avant Communications to its channel partner program. Avant agents now can sell Cato Cloud — Cato’s cloud-based SD-WAN offering.

Cato bills its product as offering a built-in security platform and more easily connecting mobile users.

Read details of the agreement.
Datapipe's Robb Allen

One internet security provider wants to move completely to the channel.

SlashNext launched its channel program nationally with a “commitment to 100 percent channel fulfillment through 11 channel sales partners,” the company said. SlashNext says its system deploys human-like intelligence and cognitive thinking to stop internet attacks that target unsuspecting employees at their entry points.

Read further about SlashNext's program.
Datapipe's Robb Allen

CloudQA, a provider of quality assurance (QA) for web applications, is targeting partners that want to get into SaaS.

The company launched its first partner program aimed at allowing VARs, resellers, ISPs, web designers and consultants to resell the company’s cloud-based software. Additionally, as an incentive, CloudQA is providing $2,500 worth of software access to qualified resellers. The program particularly is aimed at VARs and resellers that already are selling QA or development tools.

Learn more about CloudQA.


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