Channel Programs

Riverbed unveils new ACE program for MSPs selling Alluvio product family

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.

Barracuda expands channel resources with new executives and enablement support

Barracuda strengthens investment in partner experience, particularly for more technical SEs, with new hires, with more to come, as well as additional enablement resources.

Tenable adds OT support and enhances IT enablement support in strategic vendor program

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.

Software collaboration vendor Appfire fine tunes channel strategy in move upmarket

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.

Intelligent network automation vendor Gluware launches new partner program reflecting maturity of company’s growth

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.

Observability startup Cribl posting strong partner momentum

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,

Aqua Security adds new certifications to Aqua Advantage partner program

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 to integrate acquired Poly, Teradici and HyperX into HP Amplify program with Amplify for All

HP will also integrate their distributors into the Amplify program, and announced two new enablement programs, More for More and Fast Lane.

Lacework announces new MSP partner program component as part of enhancements to Lacework Partner Program

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.

New entry level tier a highlight of new Netsurion partner program

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.

Code42 hires Michael Guglielmi as channel leader to drive next phase of growth

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.

New unified VMware Partner Connect Program goes live

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.

Zero trust security firm TrueFort introduces first channel partner program

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 targets resellers with new InterSTELLAR Partner Program

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.

Virtana brings in HPE and Sun veteran Leslie Maher as channel leader

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.

Rubrik overhauls partner program to reward partners for high-value activity with customers

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.

TeamViewer looks to expand growing Augmented Reality business with first formal partner program

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.

How Cisco rewards and incentivizes partners with Innovation Challenge

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.