Cameyo Formalizes Channel Program as Remote Work Looks to Last

All credit due to COVID-19, remote work is here to stay.

Indeed, Global Workplace Analytics projects that up to 30% of the workforce will remain at home by the end of next year. And the trend is bound to go beyond 2021.

Acting on those expectations, Cameyo on Wednesday launched its bona fide channel initiative.

Cameyo’s Robb Henshaw

“We’ve never really had a formal program in place to make sure all our partners had everything they need to be empowered,” Robb Henshaw, chief marketing officer and acting channel chief at Cameyo, told Channel Futures. “So we’re putting all the processes in place to really turbo-charge the ability for them to target what is a massive opportunity in terms of market need.”

To be sure, the cloud-native vendor, whose technology delivers Windows desktop applications to any device through HTML5 browsers, already worked with partners. For example, in the past year, the Cary, North Carolina-based company has expanded from Google Cloud Platform to also include Microsoft Azure. It also recently launched Cameyo for MSPs, a platform for building and scaling virtual application delivery to customers.

Still, the lack of an official channel program was an obvious gap as the pandemic spurred demand for Cameyo’s platform.

“Some people simply aren’t going to go back to an office, ever,” Henshaw said. “A lot will but not in the same capacity as they used to. … Regardless, the reality is that everyone will need uninterrupted access to all apps to do their jobs from anywhere. The market is now shifting from finding temporary solutions to remote work to permanent solutions. It’s a massive opportunity for our channel partners.”

Cameyo Lets Partners ‘Metal’ in Sales

With that in mind, Cameyo spent the last two months constructing its global partner program. Like other vendors, Cameyo has chosen a three-tier structure: platinum, gold and silver. Distributors, resellers and solution providers all qualify. Here’s how the investments and subsequent benefits break down:

• Platinum: Participants provide level one support and employ three trained sales and three trained technical professionals. They must meet an annual quote of $750,000 and undergo a business review each quarter. In return, Platinum partners get 40% list discounts, 20% on renewals and 3% in marketing development funds.
• Gold: These partners agree to sell at least $500,000 work of Cameyo technology and take part in two business reviews per year. They also have two Cameyo-trained sales and two technical employees on staff. Those commitments entitle gold partners to 30% discounts and 15% on renewals.
• Silver: This tier calls for the least investment, as is standard. In this case, silver partners commit to a $250,000 annual quota. They also only maintain one Cameyo-trained expert each on the sales and technical sides. They earn 20% discounts on Cameyo’s platform and 10% on renewals.

Platinum partners are automatically eligible to receive marketing development funds each quarter. Gold partners will earn MDFs based on …