New, Changing Channel Programs: Windstream, CenturyLink, Intelisys



CenturyLink is helping partners expand their business across the pond, and NetSuite is helping its partners do more.

Our September channel program recap features a rich array of vendors and distributors looking to the future. Intelisys announced a new track to help its partners pursue a next-generation technology, and F5 revamped its partner program in line with the company’s software push.

We also heard from Windstream about what it’s doing to gain momentum with partners during its bankruptcy. And Pax8 is pulling out all the stops as it builds a team that caters both to both agent and MSP partners.

Scroll through the 12 images below to see how the channel landscape is shifting.

Missed last month’s gallery? View the August edition here.


Windstream gave partners a new incentive as part of its channel "reinvestment."

The company implemented a 5% additional residual incentive, according to Curt Allen, Windstream Enterprise’s president of strategic channels. That change, alongside strategic SD-WAN and UCaaS deals and wins, have "created meaningful increases in pipeline and sales."

Edward Gately caught up with Allen for an update on Windstream's channel program and the company's bankruptcy proceedings.

Read the Q&A.

CenturyLink partners in North America can now more easily pursue business in other continents.

The carrier expanded its channel program to include new account teams and support in Europe, the Middle East and Africa (EMEA). CenturyLink's vice president of indirect sales said a driver for the change was when two important channel partners began operating in the United Kingdom. He said CenturyLink's channel has become "a very mature business" that is ripe for expansion.

Edward Gately has the details.

Pax8 is bulking up its market development team and seeking out partner feedback as it tackles "convergence."

The cloud distributor, which is looking to bridge the gap between the traditional agent and MSP channels, announced four new hires. The company also is engaging in councils with partners and suppliers.

The company earlier this year announced that Andrew Pryfogle was coming on board from Intelisys to lead the initative.

Read what Pryfogle told Channel Futures about convergence.

The master agent added a new certification to help partners tap into the increasingly juicy wireless/IoT opportunity.

The online certification track is part of the Intelisys Cloud Services University. Partners will learn about how they can position themselves within specific industries to make the most of the opportunity.

Broad Sky Networks and Viasat are among the track's sponsors.

Read more about the certification.

A new Nitel program gives select partners free marketing support and resources.

Created with the goal of providing a “hands-off” marketing experience, the Partner Accelerator Program offers custom email campaigns, web copy and other resources. Nitel's vice president of marketing said partners typically dedicate resources and bodies to sales and operational efforts at the expense of "a comprehensive marketing effort."

Qualifying partners will work with a Nitel partner marketing manager.

Get details on the program.

Bigleaf Networks is dedicating part of a $21 million funding round to growing its MSP channel.

The Oregon-based SD-WAN vendor will hire more MSP-fcused team managers and host MSP-focused events, according to CEO Joel Mulkey. Mulkey vendor will also invest in its agent channel, which currently generates approximately 80% of the company's revenue.

The $21 million came from a Series B funding round led by a group of investors.

Learn more about the funding round.

F5 Networks unveiled is new F5 Unity program.

The program's architects said it will reward partners for trying out new business models and solution sets. Software and services are two directions that F5 is particularly interested in steering its partners, as the vendor continues to move toward multicloud services.

Read about why F5 changed its partner program.

Oracle-owned NetSuite is priming its partners to own a big share of the company's growth over the next few years.

A NetSuite executive speculated that the vendor's indirect business may grow faster than the direct side over the next three to five years. To that end, NetSuite is working to eliminate channel conflict and ensure that its software-as-a-service (SaaS) platform is easily customizable.

"We’re trying to enable mini NetSuites among our channel and that’s a big part of what we are doing," another executive said.

Oracle acquired NetSuite for $9.3 billion in 2016.

Read Todd Weiss' article at Channel Futures.

K2 Software launched Solution Showcase, which helps customers evaluate and deploy automation solutions.

Solution Showcase is part of K2's existing partner program. VARs, ISV and technology partners are among the partner types that will utilize the Solution Showcase to bring K2-powered software solutions to market.

K2 provides "low-code" application development.

Read about K2.

The privileged access management (PAM) provider and its new global head of channels are creating the company's first partner program.

Bryan Copeland is leading the changes, which for now includes signing up partners and building a partner portal. VARs, distributors, MSSPs and system integrators will join the program.

Read more about Remediant.

The developer cloud is supporting MSPs, web development agencies and other partners with a new program.

400-plus partners are in the SMB-geared organization, which DigitalOcean piloted earlier this year. A DigitalOcean executive told us that the time had come for the company formalize a program to help its partners capitalize on cloud migration trends.

Learn more about the company and its program.

The business availability and cloud migration solutions provider launched a lead generation program geared toward MSPs.

All Axcient partners can access the free lead-gen program, which attacks the MSP pain point of landing new customers. They access the program through the new Axcient marketing portal. 

Read Axcient's announcement.

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