Digital Guardian is also introducing a streamlined Managed DLP for Midsize Companies channel program to help partners sell the new service more effectively.
BeyondTrust has built the standardization of pricing across the products of the four companies who became the present BeyondTrust in 2018 into the program. They have also separated out their less active partners into a new Authorized tier that will buy through distribution.
With the growth of subscription-based sales, FireMon has also restructured its deal registration discounts to add support for subscription-based opportunities.
Zadara also has doubled the number of internal people involved in partner support.
Komal Akulwar of Infoblox details how the company’s new cloud specialization will create opportunities for solution providers.
Larry Kraft, who came to CloudBolt last year and has designed the new program, explains how it represents a major improvement over the company’s past channel policies and programs.
Tessian, which sells enterprise email security to the enterprise and parts of the midmarket, has sold direct until recently, but bringing in Smith is part of the plan to change that.
Zoom also increases the number of Master Agents in the program, and will also be evolving the Zoom Phone program so that partners in geos with different regulatory systems will be able to sell Zoom Phones on their own paper.
Immersive targets both SOC teams and developers with their platform that measures and improves cyber capabilities, and is looking to a diverse range of channel partners to expand their reach.
Netsurion has also updated its partner portal, and unveiled a new partner referral program to encourage MSPs to refer their peers to them.
London, Ontario-based Media Sonar’s platform brings a unique perspective to threat intelligence, which is designed to be highly compatible with complementary vendor offerings.
Cradlepoint also says that it will be announcing major new channel initiatives at their Global Partner Summit in early May.
Cobalt provides pentesting through a platform, which delivers results quickly because they have a very large team of pentesters, and in response to solution provider interest, they have created a channel program to support partners.
A study commissioned by Intel specifically in Canada found that most channel partners have suffered from the pandemic. There was a fair amount of optimism for the year ahead however, although many partners said they need help to realize emerging opportunities in the cloud, IoT and AI.
Zerto is announcing a series of interrelated changes involving new rebates, deal registration, and more strategic partner management, with the goal being to encourage partners to work more closely with Zerto.
Longtime Cisco Canada channel exec Rebecca Leach discusses her new role heading up AppDynamics in this country, what the company’s looking for in a partner, and where it sees the biggest opportunities in this edition of the podcast.
Fortinet’s big product news, the launch of FortOS 7.0, actually took place a month ago, although its importance meant it was strongly emphasized at the event, but their channel announcements, including new specializations and the expansion of consumption-based billing to new products, were new.
EPOS, which took the US and gaming products in the 2020 split of Sennheiser, had never had a structured overall program in the Sennheiser days, but has reworked the program, believing that was necessary to scale their growth.
iXsystems’ open source storage model both facilitates the economics of the new program, and brings in leads that their internal people nurture until they are ready to close, then pass them on to partners who have brought in a deal of equivalent value.
Appgate’s first partner program since their spinoff from Cyxtera last year is explicitly focused on empowering and rewarding solution architects and sales engineers, to make them advocates of the company’s SDP technology.
