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.
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.
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.
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.
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.
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.
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.
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.
Netacea is also announcing their U.S.-based leadership team, led by Senior Vice President of U.S. Sales Peter Berg and Vice President of Channels and Partners Kirk Horton.
Zoom’s first marketing platform for partners features newer tools like video marketing and event syndication as well as ones which have been around in the industry for many years.
Lenovo 360 will launch in January, and builds on the recent organizational changes in the company’s channel business.
The AWS Global Partner Summit, the first major keynote to be held at the 2021 Re:Invent, featured some major new services announcements.
The new channel program is designed to make things simpler, eliminating confusion by promising zero channel conflict, clarifying deal registration and establishing a minimum advertised price, and adding a new track for MSPs.
While the focus of vendor buy-back programs has traditionally been on responsible recycling of products, the emphasis here is on refurbishing phones to today’s standards and reselling them, as a way of dealing with chip supply issues.
Major enhancements were announced to the company’s Prisma Cloud and CASB offerings, as well as a new specialization which will broaden the use of the Cortex platform.
Data management startup Hammerspace has unveiled an enhanced version of its global file system, and completed their transition to a 100% channel strategy with a new channel SVP and a new partner program.
Noname has a fairly large channel – over 70 partners – for a very young startup, but has a 100% channel model and sees committed and enthusiastic partners as necessary for them to scale.
Veteran channel leader Eyal Adanya was brought in from Amdocs to redesign the program as part of a general drive to strengthen Reblaze’s long-term relationship with key partners.
Gul Paryani lays out the channel vision for the company going forward, and says that the Ingram Micro Award for Emerging Vendor of the Year will help their efforts considerably.
Armis, which makes a unified asset visibility and security platform, is unveiling their APEX Partner Program, which will identify committed partners and provide them with strong rewards.
