Channel Programs

Channel Programs

LiveVox continues to build out fledgling channel strategy with launch of ACTivate channel program

April 13, 2022 Mark Cox Comments Off on LiveVox continues to build out fledgling channel strategy with launch of ACTivate channel program
While LiveVox has been around for years, their channel is really less than a year old, and the new partner program is designed both to attract quality new partners and to get new and existing partners up to speed.

Channel Programs

Lightbits brings in Charla Bunton-Johnson to drive channel-first strategy for software-defined NVMe pioneer

April 12, 2022 Mark Cox Comments Off on Lightbits brings in Charla Bunton-Johnson to drive channel-first strategy for software-defined NVMe pioneer
The channel is relatively new in Lightbits’ strategy, but the new channel leader was brought in to scale growth in accordance with what has become a channel-first strategy.

Channel Programs

Cloud communications provider Nextiva reworks channel program to improve enablement

April 12, 2022 Mark Cox Comments Off on Cloud communications provider Nextiva reworks channel program to improve enablement
The program is scheduled to be fully rolled out by the time Nextiva has a set of major project launches late in the year, and will complement a planned international expansion, which includes Canada.

Artificial Intelligence

Digitate continues push to increase channel sales with new partner program

April 7, 2022 Mark Cox Comments Off on Digitate continues push to increase channel sales with new partner program
Digitate has released their new Elevate Partner Program, which adds tiering and emphasizes strong software margin renewal margins and long-term partner business plans.

Channel Programs

Deep Instinct looks to redefine partner program standards with new Stratosphere program

April 6, 2022 Mark Cox Comments Off on Deep Instinct looks to redefine partner program standards with new Stratosphere program
The new program, which replaces a traditional one, is a single tiered program which gives margin rather than discount, emphasizes partners bringing in the deal, and awards bonus Loyalty Points to add to margins for additional actions that show commitment to the company.

Channel Programs

SOC platform provider Hunters steps up partner enablement with certification program, partner portal

April 6, 2022 Mark Cox Comments Off on SOC platform provider Hunters steps up partner enablement with certification program, partner portal
The certification program will eventually be a key component of the Hunters partner program, which is currently being designed.

Channel Programs

GitLab looks to reconceptualized channel strategy to improve Go-to-Market

April 5, 2022 Mark Cox Comments Off on GitLab looks to reconceptualized channel strategy to improve Go-to-Market
A key element is the reintegration of channel and alliances strategy into one overarching approach, even though they are managed by two separate executives.

Channel Programs

New services track for partners highlights Aruba Partner Forum announcements

March 31, 2022 Mark Cox Comments Off on New services track for partners highlights Aruba Partner Forum announcements
Aruba also reviewed recent partner-focused announcements, including the new Aruba service packs announced at the HPE GreenLake event on March 22.

Channel Programs

Attack surface management vendor Randori launches first channel program

March 29, 2022 Mark Cox Comments Off on Attack surface management vendor Randori launches first channel program
Gavin Osters, who designed SentinelOne’s original channel program, joined Randori as Head of Channel to drive the company to being 100% channel sales.

Channel Programs

Zoom has unified its partner programs and will offer AV partners access to Zoom phone in new Zoom Up Partner Program

March 28, 2022 Mark Cox Comments Off on Zoom has unified its partner programs and will offer AV partners access to Zoom phone in new Zoom Up Partner Program
A key benefit for traditional AV partners who have sold Zoom Rooms in the past, but been largely excluded through regulations from selling phones, is that they will be able to resell Zoom Phones with Native Capabilities. This will be phased in by geos, and while the U.S. and Canada are not in the first wave, they are on the road map.