Channel Program Changes: AT&T, Avant, IBM, More

Some big names in the telecom and IT channels kicked off the new year with some important changes to their channel programs.

AT&T announced a deeper dive into the Internet of Things with the launch of a new partner program focused on IoT. Master agent Avant announced some key partnerships with SD-WAN vendors. Those of you in IBM PartnerWorld now have a redesigned and competency-centric program in front of you.

Those are just a few of the significant channel changes introduced last month. Click through our gallery to see what else might have slipped past you.

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

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AT&T launched a new program to help partners take a chunk of the massive IoT pie.

The IoT Partner Program is available to technology providers, developers, integrators, solution providers and resellers. Resources include developer programs and network-ready certification programs, as well as the ability for solution providers to connect with IoT professionals from AT&T.

Get more details here.

Avant is pushing to lead distributors in the SD-WAN space by adding several new providers to its portfolio.

The Chicago-based master agent partnered with nine new SD-WAN vendors – Aryaka, Cisco, CloudGenix, Masergy, SilverPeak, Talari, VeloCloud, Versa and Viptela – to give its partners a full range of choices.

Read more about Avant’s SD-WAN strategy.

Samsung – which has been trying to show the channel that it is more than just a hardware vendor – rolled out new benefits for its independent software vendors (ISVs) and added technology partners and system integrators to its partner program.

The Samsung Alliance Program currently includes more than 300 ISVs, which are connected to Samsung products, support, direct and indirect sales teams, and now the two new types of alliance partners.

Read more in our recap of the expansion.

IBM kicked off 2017 with the launch of a redesigned and competency-centric PartnerWorld program.

Not only did Big Blue move away from a product-centric program and identify dozens of competencies by which partners will be measured in order to achieve success and earn rewards, the vendor also implemented new membership levels – Registered, Silver, Gold and Platinum – that reflect more granularity.

Read our recap of the changes.

Menlo Security launched a program to help solution providers protect enterprises using isolation security.

The SafeToClick Global Partner Program offers deal registration, support, education, marketing resources, product licensing and certification for resellers and systems integrators.

Doug Schultz, vice president of North America and Asia-Pacific sales and channel for Menlo Security, talked to Channel Partners about the program.

Intermedia, the cloud business application provider, restructured its sales in order increase support for its partners.

The company is leaning on the channel as it seeks to double in size from a $200 million business to a $400 million organization. Intermedia is also offering its partners new resources for sales enablement, co-marketing and co-selling.

Read more about Intermedia here.

Master agent Advantage Communications Group announced one new partnership and an extension of another.

The company’s team-up with Ancero means it gets to add Ancero’s VoIP, cloud and managed services to its portfolio.

The extension of Advantage’s deal with China Telecom Americas means its partners can sell CTA’s full range of  advanced network services to its global base of clients and partners.

Get more details on the Ancero partnership here; the full scoop on the CTA deal is here.

SecurityScorecard, which provides security ratings and continuous risk monitoring for vendor and third-party risk management, launched an invitation-only partner program for VARs.

The SecurityScorecard Partner Program, the company’s first, allows VARs to uncover new opportunities, enhance customer offerings and develop the expertise to “capitalize on the rapidly expanding security ratings market,” the company said.

Learn about the details.

K2 Software unveiled a global channel program aimed at furthering its commitment to partners.

The K2 Ascend Partner Program, which officially launched Jan. 1, includes: proactive and preemptive communication to create “simple transactions, clear requirements and specific measurements”; tools to help partners build skills and promote offerings to achieve the “highest level of customer success”; and opportunity registration designed to protect partners and provide incentives as “fuel for future growth.”

Read more about K2 Software.

Information Builders launched Analytics Accelerator, a partner program for systems integrators (SIs) and infrastructure companies to sell its WebFOCUS BI and analytics software globally.

The program includes the highest referral fees and highest margins of any Information Builders program. In addition, when discounting is required, the company will provide margin protection for an initial percentage — with shared responsibility for margin after that point.

Get more details on the partner program.

Global mobility management platform Mobi this year will roll out its first partner program designed by Tom Koch, the company’s new director of channels.

Mobi has relationships with about 30 companies in the channel, such as CDW, PCM and Point Management, which are in various places in Mobi’s sale process.

Read more about Mobi and Koch.

Security vendor Kaspersky Lab North America announced details of its 2017 Channel Partner Program, including a lineup of regional partner events.

Changes for 2017 in its channel partner program are focused on increased regional support, advanced rewards and technology and new MSP program offerings.

Get the details here.

Cybersecurity company ThreatQuotient is rolling out its new Partner Integration Program — n expansion of an existing partner program. ThreatQuotient works with two kinds of partners: integrators and resellers.

Haig Colter, TheatQuotient’s director of technical alliances, tells Channel Partners that while the company always had a broad set of integrations, “we did not have a dedicated set of people managing the integrations or the partner ecosystem.”

The program includes more than 50 integration partners, such as Cisco, CrowdStrike, FireEye, Symantec and Verisign.

This is where to get the full scoop.