New, Updated Partner Programs: AT&T, Microsoft, SolarWinds, TD Synnex, More
New financial incentives, partner tiers and enablement resources. The vendors are investing in the channel.
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Oracle NetSuite announced a new program that helps partners hire and train graduates.
SuiteLife Campus puts university hires through a four-week training that touches on consulting, accounting and NetSuite information.
NetSuite also unveiled a partner performance dashboard.
Christine Horton has the story.
SolarWinds bolstered its benefits in the latest update to its partner program.
MSPs, VARs, distributors and other partners can tap into new financial incentives, rebates and training resources.
The update came after SolarWinds added a hybrid cloud observability solution to its platform. Solarwinds made flexible lincensing and pricing models available for MSPs that partner with it to deliver full-scale observability.
Get details on the SolarWinds Transform Partner Program from Allison Francis.
Linksys unveiled a new partner portal with its updated program.
The Wi-Fi networking solutions provider’s Interlink partner network features three tiers, along with different discounts and promotions. It also offers multiple training programs.
Craig Galbraith wrote all about it.
Acumatica is targeting service and implementation-only partners.
The cloud ERP provider opened up its partner program to partners that want to only provision its offerings to midmarket customers. An Acumatica executive told Channel Futures that the company expanded the program because of its growing customer base and “continued focus on micro-verticals.”
Read Kelly Teal’s article to learn more.
Palo Alto Networks updated its channel program to position its partners to sell incident response services.
NextWave now includes more routes to market for partners that are going to engage on incident response or have already done so. Palo Alto made the updates with MSSPs in mind, executives said.
Read more about Palo Alto.
Security orchestration automation and response (SOAR) provider Revelstoke launched its first partner program.
According to Revelstoke’s senior director of channel, customers had been asking for a partner program. The program allows MSSPs and VARs to sell offerings that integrate Revelstroke. She also said the new program gives VARs, MSSPs and alliance partners profit margins.
Edward Gately has the scoop.
Armis launched a partner program to do more business with providers of managed services and managed detection and response.
Armis execs say partner input helped launch simplify the APEX Manage Program. The new initiative enhances the larger APEX program, which launched a year ago. They said partner-identified opportunities have increased 200% for Armis.
Edward Gately covered the update.
Cloud hosting provider DigitalOcean expanded its partner program beyond developers and MSPs.
DigitalOcean launched its new Partner Pod program with digital agencies, consultants and technology providers in mind.
DigitalOcean has been conducting indirect sales through an SMB-focused partner program that catered to MSPs, cloud resellers and web developers.
Kelly Teal wrote all about it.
Cynet gave its partners new pricing, discounts and resources.
The extended detection and response (XDR) platform provider streamlined its onboarding and enablement processes. The program also comes with a partner portal and incentive program.
Read about the new program.
Check Point Software Technologies targeted managed security services providers (MSSPs) with its latest program.
Feedback from MSSPs led to the new program, which deepens support and will eventually include cusomized billing options. Check Point is also making engineering bootcamps, proofs on concept and other resources available.
Read Edward Gately’s article.
DomainTools launched a global partner program.
VARs, MSSps and other partners can take advantage of the new program, which features margin structure, training and deal registration.
DomainTools provides threat intelligence solutions.
Read more about the program.
IBM partners can complete the same technical training as internal IBM sales folk.
The consolidation ofIBM’s technical training programs unifies the different training, certification and badges partners can earn. Moreover, it fits with IBM’s larger move to treat partners as an part of their sales organization.
Learn about the update.
AT&T is eying updates to its partner portal and deal registration process.
Randall Porter, who leads sales and marketing for the AT&T Partner Exchange, AT&T Alliance Channel and ACC Business programs, told Channel Futures that his company is continuing to invest in indirect sales. Moreover, he the company is looking for ways to more intelligently connect partners to data about prospective customers.
Read more of Porter’s comments.
Microsoft‘s much-discussed Cloud Partner Program went into effect last month.
The new program, which replaced the Microsoft Partner Network, went into effect Oct. 3. The update oriented the program around six particular designations where partners must invest.
A Microsoft channel leader recently said shift to a points-based partner approach is helping partners serve their customers in their own unique way.
“I have four kids, and none of them is the same. We’re trying to make sure that there’s a way for you to differentiate and really show your superpower,” he said.
Read Christine Horton’s coverage of comments the exec made at the Canalys forum.
NetApp is going for “the whole enchilada” when it comes to partner types.
The data, cloud and storage provider unveiled Partner Sphere, a component of its partner program that emphasizes cloud and services. Partner Sphere works in four levels and reduces the amount of specializations, now called competencies.
The vendor also announced that it is consolidating its various partner programs.
Kelly Teal was at it yet again with her incisive reporting.
NetApp is going for “the whole enchilada” when it comes to partner types.
The data, cloud and storage provider unveiled Partner Sphere, a component of its partner program that emphasizes cloud and services. Partner Sphere works in four levels and reduces the amount of specializations, now called competencies.
The vendor also announced that it is consolidating its various partner programs.
Kelly Teal was at it yet again with her incisive reporting.
The world’s largest technology manufacturers and service providers are trying to make their channel programs more attractive to the partner community.
More and more publicly traded are investing less in their direct sales force and turning to the force multiplier that is the channel. Consider IBM which is openly referring to channel partners as an extension of its sales team. But many vendors are realizing they must do more to make those partners feel truly supported and incentivized to sell their products and services.
In other cases, partners complain that they now have to do more to stay relevant with their vendor partners. One prominent IT company launched a new set of requirements that dramatically shifted the way certain partners do business.
A variety of channel program updates took place last month in the worlds of IT, telecommunications and everything in between. Some vendors are simplifying their programs. Others are adding new tiers and partner types. Some have added financial incentives. Others have added training and certifications. Channel Futures has summarized many of those updates in the slides show above.
Check out the ‘ list of 17 impactful channel program stories from the past month.
Also check out the previous edition if you missed it.
Want to contact the author directly about this story? Have ideas for a follow-up article? Email James Anderson or connect with him on LinkedIn. |
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