New, Changing Channel Programs: TBI, Synnex, More


New and improved

DomainTools, Champion One and Honeywell launched new partner programs in July.

Honeywell’s inclusion in our “New Programs” list exemplifies the variety of companies that are targeting new indirect sales partners. The manufacturer is working with ISVs, a network and data center solution provider is drawing agents, resellers and service providers, and a storage company signed its first distributor partners.

The master agents got into the action as well. TBI and Telarus both signed new suppliers.

Meantime, Commvault laid out several new financial rewards to incentize partners and Microsoft announced new partner opportunities within its technology portfolio.

We recap the most interesting partner program changes each month. Scroll through the 12 images below to see what you missed.

Missed the previous edition. You’ll find our June recap here.


The Chicago-based master agent added CoreSite and NetFortris as supplier partners.

TBI subagents can sell CoreSite's data-center colocation and interconnection solutions and NetFortris' cloud-based communications. TBI is making its solution engineers available to partners that sell the new portfolio.

We covered the news and spoke to TBI about its celebrated referral program.

The technology provider for multilocation customers gets access to the Telarus partner base.

BCN, which already was partnering with Avant, WTG and other master agents, announced a partnership with Utah-based Telarus. BCN aggregates network vendors to give customers a single bill.

Learn more about BCN's channel expansion.
Tech Data

Tech Data is helping partners diversify their cloud practices.

The distributor enhanced its Cloud Practice Builder program, which helps partners deliver recurring revenue. Partners can access vendor-specific enablement programs within the program. Tech Data last fall introduced a cloud business assessment feature and increased access to cloud experts.

One of the vendor-specific paths is Azure Express, a U.S. service that Tech Data developed in partnership with Microsoft.

You'll find the article at Channel Futures.

We can't remember the last time BlackBerry graced this list, but here it is.

Synnex agreed to recruit key resellers for BlackBerry’s Enterprise Mobility Suite. BlackBerry is touting "secure IoT" as a key part of its portfolio. Both companies said that the distributor possesses expertise in security and IoT.

We wrote about Synnex and BlackBerry and covered Arcserve's latest distribution partnership in the same article.
Microsoft announced a lengthy list of new partner specializations and marketplace enablement tools.

The company extended its Teams collaboration platform to include a partner integration for contact center and other features. It launched its Business Applications ISV Connect program. The company also announced an Azure MSP program that SD-WAN provider Aryaka Networks joined.

Read more at Channel Futures.

The enterprise storage provider revamped its channel program for the first time in eight years.

The biggest change to the program is the introduction of a two-tier distribution channel. Ingram Micro, Promark and Lifeboat will serve as Zadara's distributors. The company also enhanced its partner portal and launched new sales and support tools.

Read about Zadara's new program.

The privileged access security provider unveiled a new system for determining partner tiers.

CyberArk's authorized, certified and advanced partners hold their rank based on competency. The company rolled out modules for certified sales professionals (CSP) and certified presales engineers (CPE). It's an opportunity to make strategic investments in partners, according to CyberArk's vice president of channels and alliances.

Edward Gately has the scoop.
Champion One

Champion One announced its first formal channel program.

The open optical network services provider aims to move from situational partner relationships to "full mutually beneficial partnerships." It is currently targeting resellers, distributors and referral partners. The company hired Wade Wiant earlier this year to lead the Channel One program.

"We saw the opportunity to take all of our past experiences with various channel partners and formalize our value proposition, to ensure we deliver a consistent set of benefits and perks to new channel partners as our network grows,” Wiant said.

Check out our story about Champion One's program.

The Quebec, Canada-based network and data center company is targeting sales agents, resellers and service providers.

eStruxture's first formal partner program includes a training program and a dedicated relationship manager. Prospective members are "regional firms and international partners" hoping to meet customers' data center needs in North America.

Learn more about the new program.

Resellers and referral partners can join DomainTools' first partner program.

The program offers joint sales opportunities, resale opportunities and the chance to earn referral fees. The company also welcomed MSSPs and cybersecurity providers to join. DomainTools provides threat intelligence.

Get details on DomainTool's announcement.

Commvault put its money where its mouth is by implementing multiple new financial incentives.

The data protection and management vendor increased its business development funds, announced rebates for new customers and added a back-end rebate as a year-end bonus. The company said it revamped its partner program to focus on simplicity, innovation and execution.

“Our mantra is that we want to work with partners so that we, together, can win again, and then win some more,” its vice president of global partner success said.

Lynn Haber wrote about Commvault for Channel Futures.

Honeywell is working with independent software vendors (ISVs).

Honeywell's new ISV program gives partners access to 80 apps on the Honeywell Marketplace and access to more than 150 vendors. The program includes open API access and deal registration.

Read the full announcement.

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