October's Channel Program Changes

This month's channel-program changes roundup includes Dell EMC, Intelisys, ScanSource, Viptela, CloudJumper, CoreDial, Spectralink, IGEL Technology, Rancher Labs, StorageCraft, Infinera and Salesforce.

Channel Partners

November 2, 2016

  • October’s Channel Program Changes

    October was full of important channel-program changes of note before the holiday season sets in.

    In this one-stop shop, you’ll learn more about what the acquisition by ScanSource means for Intelisys partners; some of the highlights of the brand-new Dell EMC channel program; and why Salesforce says the term ISV is no longer relevant. All of that plus a handful of new programs from companies you should have your eyes on.

    Click through our gallery to see what you might’ve missed.

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

    Follow executive editor Craig Galbraith on Twitter.

  • Channel Program Changes: Dell, Dell EMC


    The Dell Internet of Things (IoT) Solutions Partner Program expanded with the addition of systems integrators (SIs).

    The latest members include Action Point, Datatrend Technologies, L&T Technology Services and Mobiliya. The program ecosystem consists of more than 50 independent software vendors (ISVs).

    More on that expansion is here.

    Meantime, the new Dell EMC formally introduced its partner program at its Global Partner Summit during Dell EMC World in Austin, Texas. Channel chief John Byrne said the company is looking for partners who put the company and brand front and center in their business, and want to sell across the Dell Technologies portfolio.

    The new program will launch in February.

  • Channel Program Changes: ScanSource-Intelisys


    Not long after tech distributor ScanSource completed its acquisition of Intelisys, the latter held its annual Channel Connect event in Napa, California.

    Andrew Pryfogle, Intelisys’ senior VP of cloud transformation, noted that its partners are “uniquely positioned to take advantage of change” that comes via the two companies joining forces.

    The channel in the telecom sector, for decades, hasn’t received the validation it deserves from the larger marketplace, “and I think that’s what this acquisition does, it finally puts a value on what a business like this is worth,” Pryfogle said.

    Read more details on these new channel opportunities.

  • Channel Program Changes: Infinera


    Infinera, the provider of intelligent transport networks, launched a new partner program, a year after its acquisition of Sweden-based Transmode.

    The new Infinera Partner Program offers channel partners an application-optimized portfolio spanning access, metro, long-haul, data center interconnect (DCI) and subsea networks while “improving (its) partners’ ability to build and grow their business.”

    Learn more about Infinera’s new partner program.

  • Channel Program Changes: Salesforce


    Independent Software Vendors (ISVs) in Salesforce’s partner program are getting a name change. Salesforce will now refer to its ISVs as App Innovation Partners, in a move executives said will set the tone for the company’s partner ecosystem.

    Tyler Prince, executive vice president of worldwide alliances and channels, said during Day 1 of the Dreamforce conference in San Francisco that words like “independent” and “software” don’t fit the Salesforce partner mantra and that the acronym “ISV” comes from 1960s IBM terminology.

    Read more about the announcements from the Dreamforce conference.

  • Channel Program Changes: CloudJumper


    CloudJumper, which calls itself a workspace-as-a-service (WaaS) platform provider, launched its new Channel Partner Program for MSPs, ISVs, agents and other IT service providers.

    CloudJumper has more than 1,000 partners signed up, with about 500 actively selling the WaaS offering. The company continues to add new partners at a steady pace. CloudJumper debuted in May as a spinoff of cloud-based application provider nGenx.

    Get additional details about CloudJumper’s program.

  • Channel Program Changes: Viptela


    SD-WAN provider Viptela launched its new vForce Global Partner Program with more than 40 vendor and channel partners, such as Verizon, Dimension Data, World Wide Technology and Prosys.

    This is the company’s first partner program. It provides a comprehensive suite of go-to-market support, financial incentives and training resources aimed to help its partners deliver the business benefits of SD-WAN to enterprises. According to Gartner, 30 percent of enterprises will use SD-WAN products by the end of 2019, compared to 1 percent today.

    Read more about Viptela’s plans.

  • Channel Program Changes: StorageCraft


    StorageCraft rolled out a new global partner program with training and margin benefits designed to reward its most productive channel partners.

    The new StorageCraft Partner Network allows IT service providers to have easy access to the company’s “rapidly expanding line of intelligent data-protection solutions while maximizing their profits.” It includes redesigned online curriculum for earning engineering certification.

    Read more about the partner program.

  • Channel Program Changes: DH2i


    DH2i launched its DxAdvantage Partner Program for VARs, SIs, consultants and OEMs to differentiate their Microsoft SQL Server offerings with DxEnterprise container-management software.

    The program provides partners with the ability to integrate DxEnterprise mobility, orchestration, HA/DR and multi-subnet support into their existing services. Highlights include: MSP and hosting opportunities; discounts and other incentives; technical and sales training; sales tools and marketing support; and opportunity registration for margin protection.

    Read more about DH2i’s new program.

  • Channel Program Changes: IGEL Technology


    IGEL Technology, the thin-client provider, made inroads on North American territory with the announcement of an enhanced partner program.

    Jed Ayres, IGEL CEO of North America, said he wants his company to take the clear No. 3 market share in the U.S., behind Dell and HP. Partners will help drive IGEL to that goal, he said.

    IGEL has divided the program into three tiers: resellers, authorized partners and platinum partners. Authorized partners must incur at least $250,000 in annual revenue, while platinum partners must make more than $1 million.

    Learn more about IGEL’s plans to take on Dell and HP.

  • Channel Program Changes: Rancher Labs


    Rancher Labs, the provider of container management software, launched its first formal partner program with initial partners from North and South America, Europe, Asia and Australia.

    The Rancher Partner Network will support consultancies and SIs, as well as resellers and service providers. Rancher allows partners to deliver container-based solutions using the customer’s choice of orchestration tool.

    Get the full details on Rancher Lab’s partner program.

  • Channel Program Changes: Spectralink


    Spectralink replaced its North American SELECT Program with its new Engage Channel Partner Program for resellers and distributors.

    Bill Foster, director of channel sales, told Channel Partners the company wanted to refocus on optimizing the rewards, and sales and marketing enablement for its partners that are “truly delivering value added solutions to our mutual customers.”

    The company provides enterprise mobility for the health care, retail and manufacturing sectors. The Engage program is structured to encourage proactive deal discovery, vertical sales execution and joint partnership. It has three main tiers: Platinum, Gold and Silver, as well as the continuation of Spectralink’s Registered Partner designation.

    Get the full scoop here.

  • Channel Program Changes: CoreDial


    CoreDial, the white-label SaaS provider, is shaking up its partner program to introduce tiered rewards.

    The company, which partners with more than 500 MSPs, VARs and IT solution providers, has divided its program into three categories: rising stars, fastest growers and top performers. The incentive program uses quarterly and annual revenue growth to award points that partners will use to access marketing, training and sales resources.

    Learn more here.

  • October’s Channel Program Changes

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