WhiteHat has been a long-time application security testing provider, but recognize that the trends in the market require shifting their approach, and they have remade their partner program to incent this focus in their partners.
San Mateo-based Exabeam has announced a restructuring of its Technology Alliance Partner Program, which sees it move from the flat program that is typical of many technology partner programs into a three-tiered program based on the nature of their strategic alliances.
Farsight has had an OEM program to go to market with strategic vendor partners, but now is supplementing that with a new program to expand their reach further through the VAR channel. It formalizes a route to market that has been there before, but on an ad hoc and opportunistic basis.
Microsoft vet Aziz Benmalek takes over as Splunk’s global channel chief, while the company announced new partner incents, improvements to their partner portal, and the implementation of the new partner tracks announced at last fall’s Splunk .conf18.
TITUS has been successful selling to very large enterprises, but as their skillset becomes even more relevant to the broader data protection market, they are broadening their go-to-market strategy with an expanded system of both strategic technology and reseller partners, with the goal of a 100 per cent channel business.
Comodo is recruiting partners who are prepared to make a deeper commitment to the company and supporting them through the program, while leveraging distribution for the first time ever to support much larger numbers of more transactional partners.
Sectigo has been expanding its channel to both increase the amount of business it does, and to broaden it out beyond its historic base in carriers and MSPs. That has included a new channel program, and a focused strategy to make partners successful.
Veeam global channel chief James Mundle talks with ChannelBuzz about what partners can expect from the changes to the program.
The guiding philosophy of the program remains fixated on the simple, predictable and profitable principles, but quite a few tweaks have been made to the program, many of them significant, and most of which are likely to please partners rather than make them grumble.
This is the first major ‘tweak’ of Palo Alto Networks’ partner program since its inception, and the changes are extremely significant, and multi-faceted.
CrowdStrike has also announced the CrowdStrike Store, which is very similar to the Salesforce AppExchange, and also extended to broaden their routes to market.
Siemplify has moved to a model that directs all new business through partners, and will support them with a new single tier program that has a high emphasis on partner enablement and a commitment to protect partner profitability through margin transparency as well as deal registration.
Unitrends now leverages the Kaseya IT Complete suite, and will pay both higher margins on the initial sale of a Unitrends solution, and a full recurring revenue share for any Kaseya IT Complete solution that customer buys, ever.
Kaspersky Lab says the market is moving decisively away from transactional sales, so they are changing their channel program to meet this new reality.
Information Builders is looking to expand beyond the enterprise by engaging more closely with their partners, rather than with the transactional model they used before, and have designed their first partner program to achieve this.
The new channel program is much deeper and more fully built out than the original one designed when the company spun out of Juniper, as Pulse Secure wants its program to enable more committed and better trained partners – as well as reduced numbers of them.
Segment’s area – they route first party customer data to hundreds of different tools to better integrate it and amplify its effectiveness – is relatively new, but they are already seeing a lot of interest from elements of the channel.
Avaya has announced alterations to the Edge partner program it first rolled out two years ago, to remove some pain points, and which provides partners with more compensation than before, but which is distributed differently.
D&H Canada has been in Canada for a decade, and Intel has been a stalwart of the industry for decades beyond that. But a changing market has opened the door to a new partnership.
Citrix is emphasizing to partners this year that their Citrix Workspace for unified mobile data access should be positioned beyond the traditional virtualization market, in order to reach the more than two-thirds of organizations who don’t use virtualization at all.
