Acumatica has a 100% channel strategy, but that makes it even more imperative to maximize the efficiency of their partners, and Boguszewski has some plans in this regard.
RevMatch now essentially becomes the top tier of a new two-tier program, which adds new features and benefits for partners.
Waterloo-based Cavelo makes a platform which assesses broad aspects of data management and regulatory reporting requirements, and, unusually for their space, is focused on the SMB and SME rather than the enterprise, and concentrates on going to market through partners.
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.
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.
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.
Digitate has released their new Elevate Partner Program, which adds tiering and emphasizes strong software margin renewal margins and long-term partner business plans.
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.
The certification program will eventually be a key component of the Hunters partner program, which is currently being designed.
A key element is the reintegration of channel and alliances strategy into one overarching approach, even though they are managed by two separate executives.
Aruba also reviewed recent partner-focused announcements, including the new Aruba service packs announced at the HPE GreenLake event on March 22.
Gavin Osters, who designed SentinelOne’s original channel program, joined Randori as Head of Channel to drive the company to being 100% channel sales.
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.
Orit Shilvock just joined Prevention-as-a-Service provider Perception Point as their VP of Channels and Strategic Alliances, and while the company has already begun its transition to a 100% channel model, her job is to take them there more quickly and efficiently.
The program adds new tiers for GSIs, ISVs and OEMs, to move beyond the original VAR partner base and deepen the enterprise focus, and also enhances partner benefits across the board.
Other priorities include more emphasis on partner business plans, and making it clear to partners how switching to the RingCentral partnership for their UCaaS puts both Mitel and their partners in a stronger position than before.
Zebra’s new specialization is not targeted at a broad partner base but at a fairly select number of partners who already have an SMB practice, and is focused on making those practices even more profitable and effective.
HP Amplify Impact is a partner assessment and training program that leverages HP’s Sustainable Impact strategy, and has a goal of enrolling 50% or more of their global partner community by 2025.
Mark Osmond, who came to Checkmarx from Veeam Software, talks about what he sees as the challenges facing application security testing partners moving from on-prem to the cloud, how he intends to make things easier for them, and other elements of the company’s channel strategy for the year ahead.
Difenda is expanding its channel to bring their Difenda Shield powered by Microsoft in front of more customers, and so is looking to use the new program to selectively add quality partners.
