March's channel program changes roundup features news from Windstream, Birch Communications, Datto, ShoreTel, Ingram Micro, Zerto, Red Hat, Cradlepoint, Packetlight Networks, Peak 10, enSilo, Honeywell, SonicWall and Independence IT.

Channel Partners

April 5, 2017

  • Channel Program Changes: Windstream, ShoreTel, Birch, More

    Next month’s version of Channel Program Changes will feature a slew of news from the Channel Partners Conference & Expo — but hold the phone! (awful telecom pun)

    March had big announcements from some big players in the channel. We recap those in this gallery.

    Among them: It’s full steam ahead for Windstream in its efforts to integrate its partner program with EarthLink’s; Birch Communications opens up channel opportunities by drawing back on its direct sales efforts; and ShoreTel announces a new program for its Summit Platform.

    Click through our gallery to catch up on the important news you might’ve missed.

    Missed February’s big channel changes? Find those here.

    Follow executive editor @Craig_Galbraith on Twitter.

  • Channel Program Changes: Windstream


    Windstream plans to launch a new, consolidated partner program this summer, led by new channel chief Olen Scott, who comes to the company via its EarthLink acquisition.


    Scott told Channel Partners that until then, Windstream wants partners to continue to work with their existing channel team using existing channel tools and processes.


    “We’re going to spend the first 100 days getting the two programs combined and integrated so that we can enjoy the best of what both programs have to offer. But there [are] still some things that we’re sorting out,” he said. “We’re going to move as fast as we can and we’ll communicate actively and often, but it will take 50, 75 to 100 days before all that’s done. So business as usual today and integrated program by mid-summer.

    Read our Q&A with Windstream’s channel chief.

  • Channel Program Changes: Birch Communications


    Birch Communications said it’s drawing down its direct sales channel, and shifting more money and resources into its channel partner program.

    Tony Tomae, Birch president and CEO, told Channel Partners the company sees an opportunity to invest more into “our partner channel, and to expand the number of dealers and partners that we have, expand our position that we have with the master agents, and also the MSPs.”

    Read more about Birch’s plans.

  • Channel Program Changes: Ingram Micro


    Ingram Micro announced the global availability of the Ingram Micro Cloud Referral Program, launched in April 2016. The distributor is touting the program as an onramp for Microsoft Advisor partners to continue earning commissions on existing Microsoft Office 365 Advisor subscriptions.

    Get details on Ingram Micro’s expanded program.

  • Channel Program Changes: Datto


    Datto launched its new Global Partner Program for MSPs with more training, education and resources, and new tiers based on monthly recurring revenue.


    The new program includes business planning, commercial and technical education sessions, enhanced training and onboarding best practices, as well as access to Datto’s business continuity, disaster recovery and managed networking offerings.

    Learn more about the new Datto partner program.

  • Channel Program Changes: ShoreTel


    ShoreTel launched a new partner program for businesses and developers that build voice and SMS applications on the ShoreTel Summit platform.

    The Summit Partner Program offers resources such as certification training, development support and co-marketing activities aimed at allowing partners to develop communication applications and accelerate time to market. Partners also can benefit from profiles in ShoreTel’s online TechConnect Marketplace, “increasing their visibility to ShoreTel’s existing customer base and driving demand for their solutions or services.”

    Get the full scoop here.

  • Channel Program Changes: Zerto


    Zerto unveiled its new Technical Alliances Program aimed at bringing together complementary technology companies to deliver hybrid cloud and business continuity/disaster recovery (BC/DR) services to market.


    Early members of the ZAP Technical Alliance Program include Microsoft, AWS, IBM, HPE, Nutanix, Pure Storage, Quantum, Nimble Storage, ExaGrid, Infinidat, Kaminario, Pivot3, Tegile, Embotics and Turbonomics.

    Read more about Zerto’s channel program changes.

  • Channel Program Changes: Red Hat


    Red Hat, the provider of open hybrid cloud technologies, introduced a new partner program aimed at allowing deeper collaboration with partners focused on application platforms and emerging technologies.

    The Red Hat Application Platform Partner Initiative, in a pilot stage with a select group of “solution-oriented consulting partners” in North America, aims to bring together organizations that “share a passion for digital transformation and the power of open source to shape the future,” the company said.

    Click here for more info.

  • Channel Program Changes: Cradlepoint


    Cradlepoint secured $89 million in investment funding and plans to use part of it to enhance its global partner program.


    Ed Walton, Cradlepoint’s vice president of North American channels and alliance, told Channel Partners that part of the money will be invested in the partner program, including new hires on the channel team, marketing development funds and partner program incentives.

    Learn more about how Cradlepoint will use the money for its partner program.

  • Channel Program Changes: PacketLight Networks


    PacketLight Networks, a provider of optical fiber networking services for carriers and enterprises, launched its new Channel Partner Program (CPP) for enterprise VARs and resellers.

    The program is intended to expand PacketLight’s footprint of bundled offerings designed to “optimize and cost-stabilize metro and DCI optical networks,” according to the company. The program offers product training, customization, pre-and post-sales support, and incentivized pricing.

    Click here to learn more of the program’s features.

  • Channel Program Changes: Peak 10


    Dave Sroka, Peak 10’s new channel chief, told us that changes are coming to the data-center company’s Partner Alliance Program.


    He said the company aims to increase support and alignment with large, master-agent partners.

    Read more about the proposed goals.

  • Channel Program Changes: enSilo


    Endpoint security provider enSilo launched a global partner program.


    Twenty-one resellers, nine of which are based in the United States, initially signed on for enSilo’s new channel program — its first. The company plans to expand its program by 400 percent internationally in 2017.

    Read more about the partner program.

  • Channel Program Changes: Honeywell


    Honeywell launched its 2017 Performance Partner Program in North America with new features for partners at all levels.


    New features include: a Platinum Elite tier to recognize the most loyal partners that have a high degree of commitment and who consistently achieve a high level of sales growth; growth incentive rebates for Platinum and Platinum Elite partners for demonstrating growth throughout the year; and a loyalty rewards program for partners at all levels to reward performing sales representatives and teams.

    Get details on Honeywell’s channel program changes.

  • Channel Program Changes: SonicWall


    SonicWall introduced SonicWall University to train partners globally on cybersecurity, and new global marketing programs and incentives aimed at helping partners deliver their offerings for SMBs.

    SonicWall University includes specialized, role-based training and accreditation tailored to the three different audiences of sales, systems engineers and support team members. All of the training modules SonicWall uses to educate its own employees now are available to partners.

    Learn more about SonicWall U here.

  • Channel Program Changes: Independence IT


    IndependenceIT announced the Cloud Start Initiative, a replacement program for its current one-size fits all partner program. Cloud Start Initiative will extend to existing partners and new partners that the company hopes to attract.

    The new three-tiered program – Cloud Start, Cloud Start Pro, and Cloud Elite – complements IndependenceIT’s cloud management platform with a new pricing framework for both out-of-the-box and customized solution enablement, the vendor said.

    Learn more about various pricing options here.

  • Channel Program Changes: Windstream, ShoreTel, Birch, More

    Please click here for more Channel Partners galleries.

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