
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.
Square has built a big business around providing support to microsellers who were too small to interest credit card companies, or who found their services too expensive. While this market is still their core, they have moved upmarket as well, with larger sellers, assisted by strategic partnerships with companies like SAP. The new channel program is designed to support partners in this upmarket transition.