Cybersecurity and content delivery network provider Akamai Technologies has made major changes to their channel program. They rolled out Akamai Partner Connect, a restructuring of what is now a unified global program that replaces its previous partner structure with a single framework designed to better align incentives with the way partners operate in today’s market, supporting resale, distribution, technical solution enablement, services, and referrals. The program introduces enhanced incentives aligned with strategic offerings, region-specific tiering, and streamlined access to tools and support. It consolidates multiple go-to-market tracks into a single platform that is designed to reduce complexity and streamline partner engagement models that may vary across geographies.
The revamped program is called Akamai Partner Connect, and is scheduled to kick off in Q3. It replaces what had been a flood of regionally specific and specific market-oriented with a single global program covering resale, distribution, technical enablement, services and referrals. Tiering and rewards will be localized, with more control going to regional teams.
“Akamai Partner Connect is a unified global partner program designed to simplify engagement and reward growth without forcing partners into a one-size-fits-all model,” said Pablo Onnias, Global Senior Director of Channel Partner Programmes & GTMs at Akamai. “Channel partners have been vocal about wanting programs that are less complex, more flexible, and reflective of how they actually do business. Akamai’s new framework replaces its previous partner structure and integrates all partner types into a single global program, while introducing localized tiering and targeted incentives that adapt to regional market realities. Our new global program is designed to simplify how you work with us, support how you go to market, and give you real reasons to stay engaged. It’s a full rethink, based on feedback we’ve been hearing loud and clear: make it easier, make it clearer, and make it worthwhile.”
Onnias drives channel strategies that enhance partner success and deliver scalable growth for Akamai.
“With 70% of our new security business flowing through resellers and VARs, and distribution and GSI channels seeing 56% and 34% growth respectively, our focus is on building scalable, strategic programs that unlock value for both Akamai and our partners,” he said. “We are building a partner ecosystem that thrives on shared success by fostering a culture of teamwork, innovation, and operational excellence.” Akamai Partner Connect marks the first time Akamai has integrated all partner types into a single global program, while also decentralizing qualification criteria to better reflect market-specific conditions.
Here are some benefits you’ll notice right away:
There is one unified program for resellers, service providers, distributors, and referral partners — so no matter how you engage with Akamai, you’re part of the same ecosystem;
Localized tiering reflects market maturity, rewards partner performance at the regional level, and reflects where your business is today, not some global template that doesn’t fit your market;
Targeted incentives tied to the solutions Akamai and partners are jointly taking to market, so the more impact you drive, the more you earn;
Robust enablement and support, with integrated training, technical resources, and adoption tools to help partners succeed.
“We know programs like this can easily become a maze,” Onnias stated. “That’s why we tore down the old structure and built something more flexible and transparent — a foundation that reflects how our partners actually operate today. Whether you’re selling security, building cloud native solutions, or providing managed services, we’ve made room for it. We also recognize that partners in Singapore don’t work the same way as partners in São Paulo. That’s why we’ve introduced regional tiering — because success should be measured in your local context.
“We’ve already rolled out dedicated agreements and programs for our cloud services partners,” Onnias added. “And volume-based discounts for are now part of the new framework. We’re also laying the groundwork to bring cloud independent software vendors (ISVs) into the ecosystem. This is a key part of our strategy and it will provide you with more solutions to address your customers’ complex use cases.”
Onnias emphasized that this isn’t just a structural refresh — it’s a toolkit for partner growth.
“We’ve said goodbye to the one-size-fits-all model,” he said. “Instead, we’ve introduced regional tiering based on market maturity and local performance benchmarks. Whether you’re operating in North America, LATAM, EMEA, or APJ, your path to growth and recognition is shaped by what success looks like in your region. That means more relevant milestones, more meaningful rewards, and a partner journey aligned with the realities of your region.
Rewards have been enhanced.
“Our new global sales performance incentive fund (SPIFF) platform is built to recognize and reward partner sellers who drive key initiatives like Akamai API Security and Akamai Guardicore Segmentation.” Onnias said. “Rewards are available in 136 countries, across 9 languages and 4 currencies. Individual or company-wide rewards are based on eligible deals. Fast-track payouts are made on a first-come, first-served basis — no delays, no runaround; if you’re out there introducing us to customer decision-makers and closing eligible deals, this is how we show our appreciation.”
Training has also been beefed up.
“We’ve gone beyond ‘certifications for the sake of it,’ Onnias remarked. “ Our enablement tracks are built to help you deliver, scale, and stay sharp. There are both self-paced and live virtual training options, as well as hands-on labs and expert-led delivery sessions to close the gap between training and real-world execution. There is now program-specific enablement for Akamai API Security and Akamai Guardicore Segmentation — including incident response, compliance, and Day-2 operations, with more products to follow. In addition, offerings like Ask an Expert, the Akamai Test Account, and technical docs are available right inside the portal.”
You now have Level 1 troubleshooting capabilities, so you can resolve issues faster without opening a ticket. For bigger issues, Akamai has support escalation packages that put their team behind yours. Empowerment tools now include access demos, customer performance reports, proof-of-concept resources, and an integration and support knowledge base to showcase value and move quickly when it counts. If a customer is under attack, you can place Emergency Orders directly from Marketplace and get started with integration within minutes
“The bottom line is that we’re removing barriers, doubling down on what works, and setting up a foundation that helps you grow — on your terms, in your market,” Onnias concluded.
“As part of the brand-new Akamai Partner Connect program, the ‘Ask An Expert’ initiative has transformed how we serve customers,” said David Bismuth, CEO, NESS.Cloud, ITway (Israel). “Direct access to Akamai experts means faster resolutions, valuable guidance, and a smoother experience for our clients. It bridges the gap between standard support and complex needs. For us, as a strategic Akamai partner, it’s become a key pillar in how we deliver value, grow customer trust, and collaborate more effectively with Akamai.”