New, Changing Partner Programs: Avaya, Intelisys, CloudGenix and More
Check out a dozen big changes in the indirect technology sales channel.
Avaya is looking to grow its subscription program, and Ivanti is increasing its direct sales emphasis.
Commissions, MDF and MSP recruitment are important themes in our latest channel programs recap. We saw an SD-WAN provider make its MDF more upfront and accessible, while another vendor reframed and renamed how it dispenses marketing funds.
Our editors will be watching to see how major personnel changes impact channel strategies in the months to come. Edify.cx has a new channel chief, and one of the industry’s largest master agents recently appointed a new president.
Scroll through the 12 images below to view key updates from vendors and distributors that could affect channel partners.
Missed last month’s gallery? Find that edition here.
Avaya
The cloud communications provider hopes to grow from its new IX Subscription program.
The program is designed to help partners move from "traditional perpetual pricing models" to a "consumption-based alternative." The company previewed the program, as well as its soon-to-be-released Cloud Office solution, at its annual Engage conference.
Read some of Edward Gately's reporting from the conference.
The cloud communications provider hopes to grow from its new IX Subscription program.
The program is designed to help partners move from "traditional perpetual pricing models" to a "consumption-based alternative." The company previewed the program, as well as its soon-to-be-released Cloud Office solution, at its annual Engage conference.
Read some of Edward Gately's reporting from the conference.
ScanSource
ScanSource CEO Mike Baur said the company will add more tools to help Intelisys partners offer optimal solutions.
Baur's forecast came as ScanSource tapped Mark Morgan to be the master agent's new president. Former president Jay Bradley and former SVP of sales operations Carol Beering stepped back into advisory roles with Intelisys.
Read Lynn Haber's Q&A with Bauer and Morgan.
ScanSource CEO Mike Baur said the company will add more tools to help Intelisys partners offer optimal solutions.
Baur's forecast came as ScanSource tapped Mark Morgan to be the master agent's new president. Former president Jay Bradley and former SVP of sales operations Carol Beering stepped back into advisory roles with Intelisys.
Read Lynn Haber's Q&A with Bauer and Morgan.
CloudGenix
The SD-WAN provider will award more market development funds (MDF) upfront in its new channel program.
CEO Kumar Ramachandran said the vendor has shortened its qualification process so that partners don't need to close multiple deals in order to earn MDF. He also emphasized that the enterprise team working with partners won't be paid until partners are paid.
Ramachandran spoke to us about the changes as well as his vision for the next generation of SD-WAN.
The SD-WAN provider will award more market development funds (MDF) upfront in its new channel program.
CEO Kumar Ramachandran said the vendor has shortened its qualification process so that partners don't need to close multiple deals in order to earn MDF. He also emphasized that the enterprise team working with partners won't be paid until partners are paid.
Ramachandran spoke to us about the changes as well as his vision for the next generation of SD-WAN.
SolarWinds
The IT management software provider launched its Head Nerds program, which will help MSPs obtain more consulting resources.
The program includes an automation specialist, a security specialist, a backup specialist and an operations specialist, who will "deliver training, resources and consultative sessions" to partners.
“We wanted to give MSPs the ability to work directly with some of the premier experts in the industry — to help them look at the big-picture potential that trends and technologies bring,” said SolarWinds' group vice president of partner success.
Take a look at Allison Francis' Channel Futures piece.
The IT management software provider launched its Head Nerds program, which will help MSPs obtain more consulting resources.
The program includes an automation specialist, a security specialist, a backup specialist and an operations specialist, who will "deliver training, resources and consultative sessions" to partners.
“We wanted to give MSPs the ability to work directly with some of the premier experts in the industry — to help them look at the big-picture potential that trends and technologies bring,” said SolarWinds' group vice president of partner success.
Take a look at Allison Francis' Channel Futures piece.
RCN
RCN, Grande and Wave Business Solutions teamed up with Telecom Consulting Group (TCG) to expand its sales reach.
The cable operator, which represents the gradual combination of three companies over the last four years, added TCG to its master agent program. TCG is a Florida-based company that works with about 4,000 subagents.
Learn more about the two companies.
RCN, Grande and Wave Business Solutions teamed up with Telecom Consulting Group (TCG) to expand its sales reach.
The cable operator, which represents the gradual combination of three companies over the last four years, added TCG to its master agent program. TCG is a Florida-based company that works with about 4,000 subagents.
Learn more about the two companies.
Forescout
The device visibility and control provider added new incentive plans and discounts to its updated partner program.
The enhanced Envision program caters to VARs and solution providers and emphasizes engagement plans. Executives said that alliance and global system integrators will join the program later this year.
The change is occurring as a private equity investor takes over Forescout for $1.9 billion.
Edward Gately has the scoop.
The device visibility and control provider added new incentive plans and discounts to its updated partner program.
The enhanced Envision program caters to VARs and solution providers and emphasizes engagement plans. Executives said that alliance and global system integrators will join the program later this year.
The change is occurring as a private equity investor takes over Forescout for $1.9 billion.
Edward Gately has the scoop.
Ivanti
The IT management company will place more focus on its elite partners as it begins selling licenses directly.
Ivanti, which recently underwent a major executive reshuffling, is launching a new referral program for partners to give them new incentives. A key reason for greenlighting more direct sales is that only a fraction of the company's partners were driving the majority of its channel business.
“Make no mistake partners are very, very strategic to our go-forward business,” Ivanti’s executive vice president of global sales told Channel Futures. “We’ve had those hangers-on, laggards, opportunistic partners that we weren’t necessarily relevant to anymore."
The change officially takes effect April 1.
Read about Ivanti's plans.
The IT management company will place more focus on its elite partners as it begins selling licenses directly.
Ivanti, which recently underwent a major executive reshuffling, is launching a new referral program for partners to give them new incentives. A key reason for greenlighting more direct sales is that only a fraction of the company's partners were driving the majority of its channel business.
“Make no mistake partners are very, very strategic to our go-forward business,” Ivanti’s executive vice president of global sales told Channel Futures. “We’ve had those hangers-on, laggards, opportunistic partners that we weren’t necessarily relevant to anymore."
The change officially takes effect April 1.
Read about Ivanti's plans.
Lifesize
The company introduced a commission-based agent model for the U.S.
The change, which is specific to American partners, takes them away from a buy-sell model. The model began rolling out on March 1. Lifesize also announced Synnex as its newest master agent.
Lifesize provides video collaboration offerings.
Check out Lynn Haber's story.
The company introduced a commission-based agent model for the U.S.
The change, which is specific to American partners, takes them away from a buy-sell model. The model began rolling out on March 1. Lifesize also announced Synnex as its newest master agent.
Lifesize provides video collaboration offerings.
Check out Lynn Haber's story.
Commvault
Expect "simplicity, predictability and profitability” in Commvault's program, according to its new channel chief.
Mercer Rowe said he wants the program to function more consistently in terms of responding to partner feedback. His comments came as the company's new EMEA vice president promised to establish more diversity in the partner organization.
Christine Horton covered the story for Channel Futures.
Expect "simplicity, predictability and profitability” in Commvault's program, according to its new channel chief.
Mercer Rowe said he wants the program to function more consistently in terms of responding to partner feedback. His comments came as the company's new EMEA vice president promised to establish more diversity in the partner organization.
Christine Horton covered the story for Channel Futures.
Edify.cx
The CCaaS and UCaaS provider's new channel chief promises "a pretty big splash" in the upcoming months.
J.P. Dundas said he's looking to hire channel managers as well as a sales team that will work with the channel. Dundas came over to Edify.cx from Fuze, where he served as vice president of channel sales and alliances.
“What I’d like to see a year from now would be definitely channel growth 100%, working through multiple partners in regions throughout the country,” he told Channel Partners.
Get details on the new channel chief.
The CCaaS and UCaaS provider's new channel chief promises "a pretty big splash" in the upcoming months.
J.P. Dundas said he's looking to hire channel managers as well as a sales team that will work with the channel. Dundas came over to Edify.cx from Fuze, where he served as vice president of channel sales and alliances.
“What I’d like to see a year from now would be definitely channel growth 100%, working through multiple partners in regions throughout the country,” he told Channel Partners.
Get details on the new channel chief.
Malwarebytes
Malwarebytes launched a new program for MSPs.
The program introduces new security training certificates and a new licensing model. Malwarebyte’s vice president of worldwide MSP and channel operations said the goal for the MSP Premier Partner Program (MP3) is to "globalize and centralize our programs under one umbrella relationship.”
“The important thing for both us and our partners is our relationship. Treating partners as partners is what is most important. Reselling, MSP (services), technician or break-fix are just specializations," he said.
Check out the story.
Malwarebytes launched a new program for MSPs.
The program introduces new security training certificates and a new licensing model. Malwarebyte’s vice president of worldwide MSP and channel operations said the goal for the MSP Premier Partner Program (MP3) is to "globalize and centralize our programs under one umbrella relationship.”
“The important thing for both us and our partners is our relationship. Treating partners as partners is what is most important. Reselling, MSP (services), technician or break-fix are just specializations," he said.
Check out the story.
Igel
Say goodbye to MDF; say hello to (SPAM).
Igel is introducing strategic planning and marketing funds in place of its market development funds program. These new funds differ only in the sense that they are "proposal-based," according to the company's senior director of U.S. channels.
The vendor detailed several changes to its partner program, including a shift from live training to online classes and new financial incentives.
Jeffrey Schwartz wrote about Igel.
Say goodbye to MDF; say hello to (SPAM).
Igel is introducing strategic planning and marketing funds in place of its market development funds program. These new funds differ only in the sense that they are "proposal-based," according to the company's senior director of U.S. channels.
The vendor detailed several changes to its partner program, including a shift from live training to online classes and new financial incentives.
Jeffrey Schwartz wrote about Igel.
