February’s Channel Program Changes

Some pretty big names in the IT and telecom channels made waves with changes last month.

Some, like ShoreTel, made changes to existing programs. Other channel newbies entered the indirect sales space with a formal partner program for the first time. Master agent/distributors made new deals that impact partners, and a telco giant honored one partner with $1 million.

Whether a new partner program, enhancements to an existing one, or partnerships that provide solution providers with more options, knowing these changes could improve your business (read: make you more money). Familiar names such as CenturyLink, WTG, NTT America and X4 Solutions are all represented here.

Cloud. Security. Analytics. Business processes. This one-stop slide show features all of those topics and more.

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

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Master agent Intelisys became the latest recipient of CenturyLink’s Million-Dollar Reward for sales growth. The telco giant’s biggest incentive, the Million-Dollar Reward recognizes any partner that grew its business with CenturyLink by $2 million in monthly recurring revenue (MRR) between 2010 and the end of 2015.

See the other partner companies CenturyLink honored here.

IP phone system and UC vendor ShoreTel debuted TechConnect, a new global technology and developer partner program to extend capabilities beyond its current product portfolio. Building on the foundation of its Innovation Network, which has more than 1,500 developers and 110 technology partners, ShoreTel has renamed and expanded the program.

Get the full scoop on ShoreTel’s changes here.

The Microsoft Cloud Solution Provider Program added WTG and Cal Net Technology Group, to its stable. NTT America announced a new agreement with Intelisys, giving the master agent’s partners access to NTT’s entire suite of services. As part of a new partnership with Broadview Networks, X4 Solutions’ agent partners will be able to sell Broadview’s OfficeSuite portfolio of products via the master agent’s RPM platform.

Oracle unveiled its new PartnerNetwork Cloud Program aimed at helping partners accelerate the growth of their Oracle Cloud business through technical and go-to-market support. Partners can showcase their Oracle Cloud expertise, vertical-market offerings and success with customers through new tiers of recognition and progressive benefits.

Read our Q&A with Oracle’s group VP, worldwide alliances and channels, here.

IT management software provider Autotask launched a new partner program for technology service providers to add Autotask Workplace (AWP) to their services portfolio. Autotask Workplace is the company’s first sell-through file sync and share (FSS) offering. It provides capabilities that help increase collaboration, document security and mobile productivity for end users, while providing recurring revenue opportunities for partners.

Click here to read more about Autotask’s new program.

Spikes Security is targeting the channel with a malware prevention system it says is “totally unique.” The network security company announced the TRANSFORM channel program, which will give resellers access to the Isla Malware Isolation System. Spikes CMO Franklyn Jones said Isla is different from the other technologies that combat Web malware because the traditional ones rely on detection to eliminate the threat.

Learn more about Spikes’ “unique” malware prevention system and channel program here.

Renewable energy-powered data center company Green House Data launched a partner program, saying the channel is ready for a more sustainable cloud. Wendy Fox, VP of marketing, told Channel Partners that although Green House has always engaged VARs and MSPs, the time has come to formalize its program. Brian Parsons, who joined the company last fall as director of channel programs, will serve as the program’s dedicated channel manager.

Click here for more on Green House Data’s “sustainable cloud” channel program.

Cybersecurity service provider eSentire launched its new Channel Partner Program to accelerate the company’s global growth strategy. Spanning North America, EMEA and Asia Pacific, the program provides multiple relationship opportunities aligned to partner business models, allowing partners – whether it’s a reseller, MSP, referral or technology partner – to resell, refer opportunities or incorporate eSentire’s Active Threat Protection service into their own services.

For more on what’s happening at eSentire, click here.

Ikanow’s new program was created to meet the “rapidly increasing demand” for the company’s information-security analytics offering among midsize-to-large enterprise customers. Partners will receive technical guidance, sales and marketing support, and financial incentives to enable them to deploy and manage Ikanow ISA for their clients. The company wants to be channel-only.

Read more about Ikanow’s 100-percent channel pursuits here.

Acronis, the global provider of cloud and on-premises disaster recovery and data protection services, announced a new partner program specifically for cloud. An extension of the Acronis Global Partner Program, the Partner Program for Cloud is designed to accelerate cloud data protection services revenue with a subscription model for service providers, distributors and cloud resellers.

Acronis wants more market share. Here is how the company plans to do it.

The Virginia-based vendor announced a three-tiered program that provides training, tools and resources to partners who want to sell and use the company’s hybrid network management platform. Steve Kazan, senior director of channel development, Goldman Sachs, a recent investor in the company, advised ScienceLogic to formalize its program.

Don’t know much about ScienceLogic? Learn a lot more here.

Cohesity introduced its Revolution Partner Network and the appointment of EMC’s Joe Barnes as head of worldwide channel strategy. The channel program kicked off with more than 30 partners that have strong relationships with enterprise clients. The data-storage vendor said it is “building a robust channel ecosystem to continue addressing common pain points that affect enterprise customers today.”

Check out our Q&A with channel boss Joe Barnes here.