April’s Channel Program Changes

It’s no secret that cloud and security are hot in the channel right now, but if you need further proof, just look at our latest slide show.

Our monthly look at new channel programs and changes to partner programs features a number of companies focused on cloud and security. But that’s not all.

Mobility, networking, the Internet of Things — partners selling any of the above will find a reason to see the strategies from companies they know – Dell, Ingram Micro and Carbonite, just to name a few – but also some suppliers that aren’t on your radar.

This slide show doesn’t include every channel-program update in the past month, but it offers up a nice recap of some of the biggest and some of those that are brand-new.

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

Follow senior online managing editor Craig Galbraith on Twitter.

Carbonite, the backup provider, is looking to expand its footprint in the SMB market. With its updated channel program, the company is offering incumbent renewal protection; flattening its discount structure; removing revenue and deal-registration gates; and increasing partners’ profitability on SMB services. Carbonite also is shifting its strategy by putting more emphasis on engaging with partners rather than recruiting them.

Read the full story on Carbonite’s channel-program changes here.

Dell’s new program aims to help customers find the best technologies for IoT services. The company wants to give its partners clarity in “such a fragmented, busy market …” It will combine a global, multi-tiered) network of ISVs with Dell’s portfolio of IoT assets, including purpose-built, intelligent gateways and embedded PCs, security and manageability tools, data center and cloud infrastructure, and data integration and analytics software.

Click here for the full story on Dell’s new IoT program and partnerships.

Tech distributor Ingram Micro upped its cloud game by introducing new delivery platforms that the company says will make it easier for channel partners to establish and grow their cloud businesses. Ingram says these new ways of working with the company remove barriers such as Web development costs, sales and marketing resources, and in-depth expertise of cloud-computing services. Among them are the debut of Odin Automation Essentials and a Cloud Referral Program.

Get the full scoop on Ingram Micro’s new cloud-delivery platforms here.

CoreDial held its first partner conference in April, making several announcements intended to improve partner performance and success. They include integration with the BroadSoft BroadWorks platform; a partnership with MASS Communications to bring advanced MPLS connectivity to business customers; a mobile client for iOS compatibility with CoreDial’s Asterisk and BroadWorks UCaaS services; and new modules for tax automation and commissions.

Read our Q&A with the company’s CEO.

ThreatQuotient introduced its new Threat Alliance Program (TAP) and hired Faraz Siraj to lead it. Siraj tells Channel Partners that, as a new startup, ThreatQuotient realizes that the “channel is going to be a very important piece for us to grow and meet our customers’ needs.” TAP is designed to work with all types of partners, from resellers and strategic vendors, to managed security service providers (MSSPs) and VARs. ThreatQuotient provides the ThreatQ threat intelligence platform.

Learn more about the ThreatQ platform here.

RES’ improved program aims to help partners accelerate growth and improve the customer experience. RES is increasing its investments in the program, establishing teams and resources that extend its footprint globally. The software provider launched the RES ONE suite of products to give partners “much more to offer their customers, and greater opportunities to benefit from their partnership with RES.” The company hired Citrix alum Tom Flink as senior VP of sales and services to help lead the effort.

Click here for the full story on RES’ enhanced channel program.

Eastwind Networks’ new MSP and managed security service provider program features its hybrid network breach-detection system. The service is designed to meet the needs of government agencies and enterprise IT security teams. This is the company’s first partner program. Eastwind’s current partners include 12 MSPs, MSSPs and outsourced IT providers representing enterprises of all sizes in industries such as financial services, health care and manufacturing.

You can find more details about Eastwind’s new program here.

Blue Coat, the Web security provider, is taking the first step introduced a new cloud security platform and a new program for customers to pick from a list of vendors. Blue Coat enlisted 14 security vendors for the Cloud Ready Partner Program, which provides what the company calls an “ecosystem” for partners and customers to cobble together security solutions to assist with cloud migration.

Click here to learn more about Blue Coat.

Fireglass’ first channel-based program bring its Threat Isolation Platform to the enterprise. The SPARK Partner Program allows resellers and distributors to offer customers a “clientless and easy-to-deploy solution to eliminate attacks such as malware, ransomware, phishing and more,” the company said. Fireglass says benefits include differentiated security services; high margins; discounted pricing; sales opportunity protection via deal registration; and more.

Want more info on Fireglass’ first channel program? It’s here.

ZyXEL Communications, the broadband networking provider, launched a two-tier partner program designed to help resellers grow their businesses and increase their revenue. The company introduced the program as part of a major realignment of its channel business. New benefits being offered include free product webinars; free technical training; lifetime limited warranties on specific product lines; meet-or-beat competitor pricing; the Freedom Margin Booster; and lead referral.

Read more about ZyXEL’s two-tier program here.