Nextiva and WatchGuard enhanced their channel programs to improve partner support and flexibility.
Our latest recap of new and changing partner programs includes companies from all over the IT/telecommunications spectrum. Check Point added a new partner tier. Telesystem honed its master agent focus. Everbridge and Juniper Networks recently appointed high-ranking executives who will help shape channel strategy.
Vendors aren’t the only subjects of our monthly recap. Our roundup also includes two distributors that are investing to help their partners excel in new technologies, as well as a master agent that expanded its portfolio.
Scroll through the 12 images below to see the latest channel program updates.
The UCaaS provider teamed up with a channel partner known for working with a similar vendor.
Altura Communications Solutions, which is an Avaya diamond business partner, joined the RingCentral channel program in January. The signing came months after RingCentral announced a $500 million strategic partnership with Avaya.
The CoNEXtion program includes lead syndication, email automation, and of course, market development funds. Nextiva’s director of channel marketing, MeiLee Langley, said more partners are asking for marketing support as they shift their focus away from hardware.
“I believe they now realize that they have to fish for more business and can’t simply rely on contract renewals and support services anymore,” said Langley.
The Ohio-based company increased its field resources for subagents.
Telesystem hired two national channel managers as a way to simplify its support at the master-agent level. The company's agent advisory board members helped drive the change.
Read our story about Telesystem's channel approach.
The networking company may see a shift in its partner strategy following a huge appointment.
Gordon Mackintosh is taking over as the company's channel chief, vowing to lead partners to "collaborate more effectively and move faster." The vendor's corporate vice president of worldwide channels and worldwide head of channels and distribution both departed last year.
"I’m truly excited to join the team to continue to create innovative strategies that help partners accelerate their business into the multicloud era," Mackintosh said. Lynn Haber has the scoop.
The critical event management (CEM) provider is expanding its channel program to include master agents.
The vendor had already partnered with MSPs, system integrators and other partner types, but Jasmina Muller, Everbridge's vice president of North America channel, said the company will build upon those alliances.
Muller recently joined Everbridge after working at CenturyLink and 8x8.
She articulated some of her goals in an interview.
ServiceNow is looking to grow its partners' presence in key vertical markets.
The company said it is targeting banking and telecommunications workflow automation, and initiatives for health care, manufacturing and other verticals may arrive later in 2020.
“By creating industry-specific solutions, delivered through a partner-led model, we can better address the unique challenges that companies in key vertical markets face as they look to digitally transform their businesses,” ServiceNow's CEO said.
ServiceNow announced the strategy just before it publicized its acquisition of artificial intelligence platform Passage AI. Lauren Horowitz covered the story.
The distributor unveiled a new an internet of things (IoT) partner program.
Avnet, which said it had already been focusing on IoT, launched a new program as a place for developers to build IoT solutions. ISVs, SIs, VARs and MSPs could also benefit from the initiative, according to Avnet's vice president of IoT.
An IoT markeplace is expected to go live later this year.
Cheryl Cook, Dell's senior vice president global partner marketing, explained to us that her organization is working to build "single ownership in a line of management around all sales." One aspect of the initiative is the company's VMware alliance, which brought the companies (Dell owns a majority stake) closer in 2019. Cook urged partners to take advantage of the entirety of Dell's portfolio for cross-selling opportunities.
“We have evidence that partners who sell three lines of business – servers, storage and client, for example – generate nine-times revenue compared to a partner who sells two lines of business,” she said.
The distributor is planning more educational and training opportunities for its partners in 2020.
Company executives said they are pleased with last year's partner growth, but D&H wants to incentivize and enable more technology adoption this year.
"In areas such as collaboration, we’d like to see a lot more transformation, and VARs and MSPs adopting this technology, and being able to compete with the CDWs of the world," D&H's vice president of VAR sales said in a Q&A with Channel Futures. "For us, it’s more about adoption than market growth."
Executives said the new program uses deal registration management as an incentive for partners across the four-tier program. Partners will also earn rewards for implementing professional services and MSSP projects.
Check Point announced the program just before it rolled out its new cybersecurity platform, which it says will heavily rely on partners.
The option is a pay-as-you-go model for partners buying security hardware and services. Partners can also operate using upfront purchases or monthly payment subscriptions. WatchGuard aims to support partners who worry that significant opex investments will hurt their ability to scale.
"MSPs and resellers are increasingly leveraging monthly, pay-as-you-go options for their customers because so few vendors and distributors offer compatible purchasing structures, they’re often faced with capital bottlenecks and cash flow issues,” WatchGuard's senior vice president of marketing said.
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