July’s Channel Program Changes

June was big for new partnerships between master agents/distributors and suppliers of UC services, mobility, IoT, analytics and more.

Tech Data, WTG and Jenne all had notable team-ups.

This month’s channel-program roundup also features new programs and enhancements from companies that might not yet be in your radar, but should be.

There are too many updates from June to include in this update, so we’ve chosen a dozen worth keeping an eye on.

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

Follow senior online managing editor Craig Galbraith on Twitter.

Data virtualization and masking provider Delphix announced an expansion of its channel program.

Denise Zelt, the company’s senior manager of channel programs, said the Delphix is focused on enablement and growing the percentage of sales coming through partners. Zelt acknowledged that data-virtualization technology is still relatively new but said partners are finding it solves a number of problems for customers.

Delphix can help companies that depend on SQL databases with archiving, cloud migrations, data-center consolidation, business agility, and security and compliance.

Read more about Delphix’s channel plans here.

Acronis and Avant partnered to distribute Acronis Backup Cloud to protect Office 365 data through Avant’s VARs, MSPs and telecom agents.

Acronis says Backup Cloud provides an added level of data protection for email, calendar, contacts, and attachments.

Avant says adding this service fills a key market need for channel partners that have become the trusted advisers for midsize and enterprise customers.

Click here to learn more about this partnership.

Master agent WTG joined the DSCI Channel Partner Program to offer partners DSCI’s unified communications, managed IT, and Internet connectivity services.

DSCI announced four months prior that it would merge with TelePacific Communications to create a national managed services carrier. WTG partners will be offering their customers cloud-based services supported by DSCI’s New England-based customer care team.

Need more info on this team-up? Get it here.

Cybersecurity startup Acalvio Technologies emerged from stealth with $17 million in funding from top-tier investors. The company plans to sell 100 percent through the channel.

The investment will accelerate deployment and adoption of Acalvio’s Deception 2.0 technology for advanced threat defense, to detect, engage and respond to malicious activity inside the perimeter. The company is working with a few select resellers that are actively contributing to its strategic design partnerships.

Learn more about this startup and its future plans here.

Kaminario launched its K-Assured program aimed at helping channel partners deliver better service and products to customers.

The program is split into two parts, with the first part offering assurances when a customer purchases Kaminario K2 – the all-flash storage system; and the second part offering a strategy to future-proof a storage purchase and provide assurances to meet the demands of a growing business.

The all-flash storage company works with a network of resellers and distributors globally.

Don’t know Kaminario? You should.

Concur, a travel and expense company, introduced a Solution Provider referral program to help partners expand their cloud-based offerings to include travel expense and invoice-management services.

The tiered program creates a “clear path to success for cloud solution providers, next-generation VARs and traditional IT partners to offer more value to SMB customers,” the company said.

Partners were “absolutely instrumental” in the creation of the new program, which allows solution providers to choose their level of commitment based on their own business goals and needs, Concur added.

SAP bought concur in 2014.

Get the full story here.

Metalogix, a Microsoft ISV partner, launched the Metalogix Advanced Partner Program (MAPP).

The significantly altered program offers enablement, tools and benefits for serious Microsoft solution providers willing to up their ante to earn certified partner status; the first tier is what will eventually become a multi-tiered program.

You’ll find more on this Metalogix program here.

Extreme Networks, the software-based networking provider, announced several changes to its channel program designed to help partners increase their margins and find new customers.

The San Jose-based company rolled out numerous rebates, including a 50 percent rebate for members of its wireless specialization program. Gordon Mackintosh, senior director of worldwide partner organizations, said the rebates and other enhancements, such as a new deal-registration program and a new training-as-a-service model, fit into Extreme Networks’ goal of offering holistic solutions.

Read more about Extreme Networks here.

Cloud communications provider Nextiva added Jenne as a new distribution partner.

Jenne’s senior director of cloud solutions and product management said his company isooking forward to offering its partners Nextiva’s portfolio, which includes hosted telephony and business analytics.

More on this partnership can be found here.

Database-as-a-service provider ClearDB announced the launch of its channel partner program hot on the heels of a new end-to-end Data Services Platform and the appointment of a new VP of marketing and platform alliances.

The new program allows partners to design and deliver customized database-as-a-service solutions. ClearDB says on-boarding is simple and that partners can develop predictable and recurring revenue streams. The program includes sales discounts and bundled service offerings, access to technical resources, go-to-market assistance and product training.

You’ll find more about ClearDB’s partner program here.

Cognitive search and analytics provider Sinequa launched its new Partner Advantage Program to further expand its collection of consulting firms, SIs and technology alliances.

The new program includes certification programs, technical support and training, as well as performance-based incentives and marketing support programs. Incentives and engagement are based on three membership levels: Standard, Advanced and Premium, with each offering respective benefits and business development support.

There’s a lot happening at Sinequa. Go more in-depth here.

Tech Data announced an expanded agreement with Panduit to add the company’s Internet of Things (IoT) portfolio to TD’s Smart IoT Solutions practice.

Through the agreement, Tech Data will offer Panduit’s manufacturing-focused IoT solutions and partner enablement tools to its channel of solution providers in the United States through its Advance Infrastructure Solutions (AIS) division. Panduit solutions will also be included in Tech Data’s Cisco enablement and education program, Momentum. 

Get the full story here.