Partner Program Updates: T-Mobile, Dell, AppSmart, Microsoft, More
Microsoft and SAP are both working to give partner program members new certifications and specializations.
More and more partners are seeing vendors as a resource for growing their expertise. To that end, Microsoft added two new specializations, and SAP endeavored to increase partner certifications.
The IT side of the channel remains busy with news, and our team has been covering the space closely at Channel Futures. A security analytics company launched a partner program for the first time. A backup provider made life easier for its smaller partners and increased financial incentives.
We also covered news from the telco/voice side of the channel. One of the major carriers has been honing its program to reflect a more collaborative approach. In addition, Sangoma and Star2Star are taking a patient approach to consolidating their partner programs.
Scroll through the 12 images below to see the latest channel program changes.
Did you miss the previous gallery? Check out our January edition.
Sangoma
Integration between Sangoma and Star2Star's channels is only beginning.
Sangoma earlier this year announced its intention to buy Star2Star for $437 million in a move that impacts the cloud communications space big-time. David Hardy, Sangoma’s vice president of North American sales, said Sangoma hasn't finalized how it will consolidate the programs. Sangoma possesses a strong distribution network and OEM channel, and Star2Star holds many relationships with MSPs. In addition, both companies work with master agents.
"I think it’s too early to say at this point. And I think that we need to get together and see how we can take these programs and put them together. It is something that we will do over time for sure," Hardy said.
Edward Gately has the scoop.
T-Mobile
The "un-carrier" increased its solution engineering resources amid its efforts to drive create more collaboration and communication within its partner program.
T-Mobile early last month announced Pat Watkins as the new vice president of channel and IoT sales. She spoke about some of the initiatives she's driving in the partner program. For example, the company established a partner advisory council to generate more partner feedback.
See Watkins' comments and what partners had to say.
AppSmart
AppSmart rolled out a financial investment initiative for channel partners.
The Invest program gives upfront capital and recurring revenue to qualifying members. Technology advisers can obtain funding while maintaining full ownership over their businesses.
Read about what makes AppSmart Invest unique.
AppDirect
Calling all system integrators.
AppDirect, the aforementioned AppSmart's parent company, revealed its SI Partner Program, which gives its members referral fees, training and documentation. AppDirect executives see system integrators as a key avenue to expand into new geographies and verticals.
“With our new partner program, AppDirect provides the connective tissue for SIs to support complex subscription commerce initiatives with an open, agnostic, and extensible platform," co-CEO Daniel Saks said.
Learn more about the initiative.
HP
The PC and printing giant is training its partners to be more sustainable.
HP added a sustainability element to its existing Amplify partner program. Partners in 25 countries can access new resources and training that will help them reduce their carbon footprint and thus attract millennial and Gen Z buyers.
Jeffrey Schwartz wrote about the initiative for Channel Futures.
Microsoft
Microsoft added two advanced specializations to its partner program.
Partners can enhance their credibility in SMB management and low code application development. The specializations let firms showcase their skills and attract customers that need a particular expertise for their needs.
Microsoft also revealed the smashing success of its co-sell program. Partners are earning more than $18.5 billion in annual recurring revenue with the program.
Get details from the ecosystem report that Microsoft executives revealed to members of their partner program.
Acronis
The backup and disaster recovery provider changed its requirements for gold designation.
The elimination of revenue thresholds gives smaller partners a reason to celebrate. Moreover, Acronis has introduced a new scoring system that it will use to determine partner tiers.
Acronis also added financial incentives.
See why Acronis made the change.
Dell
Dell Technologies is giving channel partners more chances to work with VMware.
Executives said the new VMware opportunities demonstrate Dell's commitment to "collaboration and seamlessness." For example, Dell allowed partners to direct transact VMware licensing through the Dell program.
Hear from multiple Dell channel executives about the changes.
Devo
The security analytics provider announced its first partner program.
Devo Technology launched Devo Drive for resellers, system integrators and MSSPs. An executive told Channel Futures that the program allows partners to individualize their relationship with the company. Devo teams with a diverse set of partners who approach the market differently from one another.
Read Christine Horton's article on Channel Futures.
AppNeta
Customers and partners helped the network monitoring provider build its Global Alliances program.
AppNeta unveiled the new program, which targets partners that want to incorporate the vendor's performance observability into their digital transformation projects. For example, a partner might use AppNeta's visibility, intelligence and analytics when migrating a customer to a new UCaaS platform.
Read the Channel Futures article.
SAP
SAP UK & Ireland aims to make its midmarket business 100% indirect in three years.
That's according to chief partner officer Laura Atkinson, who recently joined the company. Atkinson said SAP is embracing multiple actions steps to grow its channel. One such step is to increase certifications among its partners.
Read more of Atkinson's comments in Christin Horton's article.
Protegrity
System integrators, VARs and other technology companies can benefit from Protegrity's first channel partner program.
The Protegrity Partner Network includes a new certification program, formed in response to requests from partners for more training. The three tiers give a range of benefits, from sales and technical tools to joint business planning.
Learn more about Protegrity.
