The new MSP program, the first shoe to drop in what will be a complete restructuring of Riverbed’s partner program by the end of this year, is focused on broadening Riverbed’s presence downmarket from their traditional enterprise base for their Alluvio Unified Observability Solutions.
Aruba’s channel leaders summed up the importance of the Atmosphere event for partners, and gave an indication of where partner strategy is headed.
Barracuda strengthens investment in partner experience, particularly for more technical SEs, with new hires, with more to come, as well as additional enablement resources.
The support for OT integrations is something Tenable had not been able to offer technology partners until recently, because they are very different from IT integrations, but the technical obstacle to achieving this has been overcome.
Appfire has been selling its software for years through a channel-first strategy, principally through the Atlassian platform and ecosystem, but has now formalized and beefed up its own channel program to make partners more productive and recruit more good ones.
With its new Accelerate Partner Program, Gluware has built out new tools to drive more partner incremental business, services and automation, and has gotten into distribution with Ingram Micro.
In the last year, Cribl built out much of its channels team and saw large increases in partner bookings, which they expect to increase this year with a new channel program ready to roll out,
Following the streamlining of their partner program last year, Aqua is also modernizing their enablement tools, starting with new certifications for partner sales and sales engineer staff, and with a certification for MSPs on the horizon.
HP will also integrate their distributors into the Amplify program, and announced two new enablement programs, More for More and Fast Lane.
Ermetic is a startup that started in the CIEM space and now offers a full CNAPP platform, which is sold by both reseller and MSSP partners.
Lacework has also added three new components to the program. Capture the Flag, a fairly complex enablement tool illustrating how the Lacework CNAPP works, and complimentary Cloud Security Assessments have already been used by some partners, and are formally being announced in the program. New post-sale services are in the process of development.
Netsurion’s channel in the past has been overwhelmingly MSPs, but the new Netsurion Npower Partner Program is also making a push for VARs, who the company hopes will become committed Netsurion partners as they gradually expand their business into managed services.
While Code42 shifted their Insider Risk Management solution to a 100% channel model two years ago, Guglielmi thinks that there is room for considerably more growth in the accelerating market in which they play.
The third version of this partner program since its inception in 2000, this one is focused on moving from three separate partner programs to a single one which includes four different business models where the points from them can all be combined.
The TrueFort Trust Global Channel Partner Program is designed to support a broad range of partner types, but the company is being choosy about the specific partners it wants to work with.
Stellar Cyber has had a strong cadre of MSPs using their Open XDR platform, but resellers have been underrepresented among their partner base, so the new partner program was designed specifically to strengthen them with this part of the partner ecosystem.
Maher has spent her whole career at very large companies, but often in growth-focused project areas which she thinks well suits the needs of a smaller company like Virtana.
The new partner program uses a point system to not only reward for the usual things like sales and certifications, but for doing high value work with customers like ransomware assessments, even if they do not immediately lead to a sale.
The old program was designed for TeamViewer’s legacy remote connectivity business, and while that business and the partners who sell it are still important to the company, they are increasing the emphasis on the higher value-add OT part of the business.
Cisco’s Alex Pujols joins us on the podcast to discuss the Partner Innovation Challenge, how he sees partners adding value, and how Cisco is supporting those efforts.
