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Latest Channel Program Updates: RingCentral, Windstream, Cisco

RingCentral and Juniper Networks are helping channel partners target SMBs and enterprises, respectively.

IT and telecommunications companies updated their indirect sales organizations for a variety of reasons last month. On one hand, companies like RingCentral are trying to reach new customer verticals. RingCentral announced a channel program that addresses small business customers, and Juniper announced one that addresses enterprise customers.

On the other hand, vendors like Cisco and Dell are trying to find ways to support partners amid COVID-19 business disruption. Cisco in particular made changes with its financing options and certification renewals.

Keep up with resources for supporting partners and customers during the COVID-19 crisis.

Also, companies like Cradlepoint shared new resources to help with a technology pivot. The network edge solutions provider is helping partners to bolster their 5G practices.

We cover these companies and others in our latest summary of new and changing partner organizations. Scroll through the 12 images below to see how the channel has evolved over the last month.

Missed our previous program update? Check out our recap of May channel changes.

Datapipe's Robb Allen

RingCentral

The UCaaS provider targeted a specific customer demographic with its newest partner program.

RingCentral Ignite focuses on helping partners cake ownership of SMB customers, particularly those of 400 or fewer employees. The company's vice president of global partner programs said the program meets demand for a speedier, more flexible program that allows partners to run the entire sales process.

However, partners can still use RingCentral's Channel Harmony program for more complex enterprise deals.

Edward Gately has the scoop.
Broadvoice personnel

Windstream

Windstream Enterprise partners are set to benefit from an expanded Windstream-Avaya relationship.

The companies have teamed up for joint product development, but they'll also share certain programs. One in particular is the Avaya IX subscription program, which Windstream partners can use to attract more customers. 

Read more about the expansion.
Broadvoice personnel

Cisco

Cisco announced new measures to help partners cope with the pandemic.

The vendor issued a 12-month extension of specialization and certification renewal dates. Employees at partner firms can also benefit from a six-month certification extension. A Cisco partner executive said partners can defer 95% their product solution cost through the Cisco Capital financing program.

“The good thing for partners is they still get paid upfront," said Angela Whitty, managing director of Cisco’s U.K. and Ireland partner organisation. "So they don’t have the worry of not being paid."

Learn about other changes Cisco has made to support partners.
Datapipe's Robb Allen

Juniper

Juniper Networks targeted enterprise customers with an ambitious new program.

The company launched its Enterprise+ program, which consists of 86 partners across the globe. Participating partners will need to designate two employees to the enterprise sales process and maintain a Mist Systems certification. Juniper will allocate a sales rep to each partner to "quarterback" the engagement process. The program will give additional MDF investment.

Learn more about what Juniper is doing for its partners.
Broadvoice personnel

Advantage

Advantage Communications Group is building its European footprint.

The New York-based master agent said it will work with customers and partners across Europe. The company plans to harness its 200-plus service provider relationships to give European SD-WAN providers "carrier-neutral connectivity underlay options."

The company tapped Spain and Portugal-based business development consultants to lead the expansion.

Read the story.
Broadvoice personnel

Fusion Connect

Fusion's new CEO promises an updated go-to-market plan.

Windstream and Sungard AS alum Brian Crotty has joined the company, which recently emerged from chapter 11 bankruptcy. He said he wants to develop a more defined value proposition for Fusion and its sellers.

"Right now we are kind of all things to all people," Crotty told Channel Partners. "If anyone wants something, we could probably sell it to them. And I believe that we should be a bit more focused." 

Check out Edward Gately's Q&A with Crotty.
Broadvoice personnel

AireSpring

The carrier's new national director of channel programs is on a mission to enhance the company's master agent relationships.

Scott Hailey, a former business owner and Fusion Connect employee, recently joined AireSpring. He said he'll meet with executives from every AireSpring master agent partner, in addition to regional channel managers.

"Many agents only know AireSpring as a nationwide ‘aggregator,’ but when they actually hear our story they begin to realize AireSpring is so much more," Hailey said.

Learn more about Hailey's hiring.
Masergy's Terry Traina

Cambium

Cambium Networks dished out several resources to help partners guide customers to Wi-Fi 6 technology.

The company added new marketing and sales resources and revamped its partner portal. Cambium also now provides a tool that helps customers compare deployment options. Ron Ryan, senior vice president of global channels, said the latest initiative helps partners flexibly address specialized verticals. 

Get details on the updated program.
Datapipe's Robb Allen

Veeam

The backup company addressed "perceived channel conflict" in its latest channel update.

A Veeam channel executive told us the company has unified its messaging in the last year. Much of that unification came from alliances Veeam formed with AWS, NetApp and HPE. He said channel partners have harnessed those strategic partnerships faster than the rest of the company has.

"That understanding of how we all tie together in this complex tapestry of ‘frenemies’ and technology partners has become a lot calmer," he said.

Read Christine Horton's story on Channel Futures.
Datapipe's Robb Allen

Cradlepoint

The wireless edge solutions provider bolstered its channel program to equip partners with wireless WAN and 5G practices.

Following "the largest revamp of the Cradlepoint partner program," the company now offers a 5G for enterprise branch specialization. It also unveiled a new partner marketing platform and a Technology Alliance Program. Moreover, new partner managers and other support staff have joined the vendor.

Cradlepoint introduced its 5G for enterprise branch portfolio, which includes wideband adapters and modems, back in February. 

Lynn Haber wrote about Cradlepoint for Channel Futures.
Broadvoice personnel

Dell

Dell Technologies' partner relief stimulus package paid dividends in the last few months.

Cheryl Cook, senior vice president of global channel marketing, praised partners for helping Dell to match its 2019 first-quarter revenue. 15,000 new customers engaged with the vendor through the channel program. She also said Dell is working to help partners with virtual sales and marketing.

“All in all, we’re really pretty pleased with overall performance,” Cook told Edward Gately. “The channel continues to be an incredibly strategic and relevant route to market.”

Cook offered interesting data in an interview with Gately.
Broadvoice personnel

Clear Skye

The identity management firm announced its first partner program.

The company has worked with partners in the past, and they'll now access product training, co-marketing and resale options through the program. The Elevate program targets system integrators and consultants.

Read about the news on Channel Futures.

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