New, Changing Channel Programs: 8×8, Masergy, CenturyLink
TCG, Net2Phone, Extreme Networks and more are featured here as well.
8×8 announced a new channel program, and CenturyLink introduced a new indirect sales leader.
As businesses settle into the new normal of work-from-anywhere, several companies are realigning their partner strategies. The realignments occurred in many shapes: new incentives, new tiers and requirements, and even new personnel.
For example, a master agent added several new suppliers to its portfolio. And two vendors updated their programs to further educate and incent their partners to sell secure access service edge (SASE) solutions.
On the personnel side, two channel chiefs at prominent IT vendors left their jobs last month, as well as CenturyLink’s Lisa Miller.
We compile monthly recaps of the most important changes impacting the IT/telecom indirect sales channel. Scroll through the 12 images below to see the latest channel program updates.
Missed last month’s edition? Read all about the June changes.
8x8
Master agents, agents and VARs can benefit from 8x8's unified channel program.The 8x8 Open Channel Program, which replaced the the Elev8 program, adds new tiers to spur performance and help partners go to market faster. The announcement came a month after the UCaaS provider unveiled its Open Communications platform.
Edward Gately has the scoop.
CenturyLink
We learned a little bit about Ed Morche's plans for the CenturyLink indirect channel.Morche, who recently took over for Lisa Miller, also oversees CenturyLink's North America enterprise and public sector. He told Channel Partners that his dual responsibility gives "a more direct line of sight" for targeting large deals.
"I see tremendous opportunity for our partners with having the enterprise and indirect organizations supported by the same leadership," he said.
Check out the interview with Morche.
Channel Chief Exits
Dell and VMware both said goodbye to their channel leaders last month.We learned in early that Jenni Flinders had left VMware a month prior. Her replacement, Sandy Hogan, brings experience from Rackspace and Cisco.
In the meantime, Joyce Mullen plans to leave Dell in mid-August. She thanked partners and colleagues in a statement.
Read explanations of why VMware and Dell's channel chiefs are leaving.
Masergy
The network provider enhanced its partners' SD-WAN and SASE practices with its channel program updates.The new Zenith Partner Program features additional marketing and training resources. Moreover, there's a significant bonus available for qualified SD-WAN and UCaaS deals.
All of this came as Masergy bolstered its SD-WAN portfolio and related SLAs.
“The opportunity to help companies transform and grow through innovative solutions like SD-WAN is ideal for today’s markets," Masergy’s senior vice president of global channels said.
Read about how Masergy enhanced its program.
TCG
Telecom Consulting Group, the Florida-based firm, has bolstered its supplier portfolio this summer.TCG signed an agreement with Sky Data Vault to sell its backup and disaster recovery services. Agents will also be able to sell from Peerless Network and Halo Global.
Check out the TCG update.
Net2Phone
The cloud communications provider added two master agencies to sales footprint.Net2Phone announced that Connecticut-based P2 Business Solutions will distribute the vendor's solutions through its agent network. Later that week, Chicago-based TBI publicized its partnership with Net2Phone.
The supplier partners with several other master agents, including Intelisys.
Read about the vendor's partnerships with P2 and TBI.
Extreme Networks
Extreme Networks is adding 10 partners a day despite the recession.Sean Collins, Extreme Networks’ senior director of EMEA channels, told Channel Futures that partner-initiated business is recovering after statewide lockdowns took them down a notch. He said a similar number of distributors are requesting quotes compared to a year ago.
Collins cited Extreme's lending partner program as a factor in helping turn the tide.
Christine Horton caught up with Extreme.
Cato
The secure access service edge (SASE) provider is building relationships with system integrators and MSPs.That's what Anthony D'Angelo, Cato's vice president of global channel sales and business development, told us. D'Angelo joined the vendor to serve as its channel chief. He spoke to Channel Partners about Cato's ambitions and the new technical support accreditation it's offering to partners.
Get details on the accreditation.
Everbridge
The critical event management (CEM) provider is building its global agent channel presence.Everbridge expanded its relationship with Telarus to cover the U.K., Australia and New Zealand. The two companies had been partnering to serve North American customers since May, but demand spurred the international expansion. And you can credit the pandemic for helping to bring (CEM) to the forefront.
“We believe Everbridge can play a vital role in protecting their people, supply chains, operations, and brands — especially for those companies seeking an automated approach to mitigating the impact of the pandemic on their business, and facilitating a safer return to work and other public places,” Amy Bailey, Telarus vice president of marketing, said.
Learn about the expansion.
HP
Say goodbye to HP Partner First. Say hello to HP Amplify.The new channel program adds collaboration and data as a third pillar. Previously, the program listed performance and capability as its two pillars. The program sorts partners into two tiers: "synergy" and "power." The synergy track, which features entry-level requirements, likely will be home to the most partners.
Lynn Haber wrote about the new program.
Tradeshift
The supply chain marketplace platform provider launched a new partner program.The 10-year-old company is trying to give existing partners an avenue into new markets. The PartnerNext program organizes its members by five categories. The program also upped its marketing resources.
Learn more about the new channel program.
