Channel Programs

Channel Programs

HelpSystems remakes partner program to enable more holistic selling of security solutions

February 11, 2022 Mark Cox Comments Off on HelpSystems remakes partner program to enable more holistic selling of security solutions
The HelpSystems partner program was created years ago when the company’s focus was on IBM AS/400 tools, and while support for security partners through the program has been enhanced in recent years, the program redo is designed to spur security partner enablement through a more rigorous training and cross-selling strategy.

Channel Programs

Sysdig goes all-in on channel in major shift to Go-to-Market model

February 4, 2022 Mark Cox Comments Off on Sysdig goes all-in on channel in major shift to Go-to-Market model
Sysdig is transitioning from a direct model to a hybrid but channel-first one, which will see all sales outside the Global 500, about 90% of their business, go through partners.

Artificial Intelligence

Salt Security unveils improved channel program, new channel chief

February 2, 2022 Mark Cox Comments Off on Salt Security unveils improved channel program, new channel chief
Jon Peppler, Salt’s new Vice President of Worldwide Channels, sees extraordinary growth in the API Security market as almost certain, and that an enhanced channel program is needed to help partners meet demand.

Channel Programs

EUC vendor Stratodesk sees great results from transition to a channel model

February 2, 2022 Mark Cox Comments Off on EUC vendor Stratodesk sees great results from transition to a channel model
Stratodesk began transitioning to a channel-first model last year, which saw more than half of all sales go through partners, a percentage which had never been above 5% before.

Channel Programs

Cloudflare enhances channel program to add more support around services for small and medium sized MSPs

January 31, 2022 Mark Cox Comments Off on Cloudflare enhances channel program to add more support around services for small and medium sized MSPs
Cloudflare’s services offerings centred around SASE and Zero Trust are being revamped with new support mechanisms, including an MSP licensing plan targeted at smaller partners, as well as with new program paths and a new MSP accreditation.

Channel Programs

Startup Prosimo builds out channel infrastructure with hire of channel leader and new partner program

January 27, 2022 Mark Cox Comments Off on Startup Prosimo builds out channel infrastructure with hire of channel leader and new partner program
Prosimo, which delivers autonomous multi-cloud networking to customers at several different stages of their multi-cloud journey, has hired Timo Prietto as their channel leader, and unveiled a channel program designed to attract and support partners with cutting-edge cloud capabilities.

Channel Programs

Pure Storage makes changes to partner program to respond to change and consolidation in the partner community

January 26, 2022 Mark Cox Comments Off on Pure Storage makes changes to partner program to respond to change and consolidation in the partner community
The changes include adjusting benefits to the partner’s preferred business model, improving Elite Partner benefits, adding a formal Services Specialization Program, and adding more flexibility to make building up practices easier.

Backup

Acronis makes changes to partner program to add differentiating and aggressive features

January 25, 2022 Mark Cox Comments Off on Acronis makes changes to partner program to add differentiating and aggressive features
The big focus is helping traditional VAR partners transition to being cloud service providers, and in addition to improved traditional incents, new elements like a program that facilitates collaboration between Acronis, a partner, and a sports team have been added.

Channel Programs

Cybereason launches new Pay as You Grow program for MSSPs

January 18, 2022 Mark Cox Comments Off on Cybereason launches new Pay as You Grow program for MSSPs
The key addition is the availability of a monthly billing model, and the new program also allows MSSPs to enlist MSPs on a Master-Agent model.

Channel Programs

Observability vendor Cribl to overhaul channel program and enhance channel value in 2022

January 18, 2022 Mark Cox Comments Off on Observability vendor Cribl to overhaul channel program and enhance channel value in 2022
Zachary Kilpatrick arrives from Okta to grow Cribl’s channel business further, which will include the rolling out of a new channel program this spring.