2024 Partner Program Guide: 5-Star Networking And Unified Communications Vendor Programs
As part of the annual Partner Program Guide, CRN designates some vendor channel programs as 5-Star Programs. Here are the 5-Star Programs among networking and unified communications vendors for 2024.
Making A (Channel) Connection
A business can have the most advanced IT servers, data storage, cloud platforms and more in the world. But it’s all useless unless there is a network in place with the capacity to tie all those components together and communications capabilities that allow people to work with those systems and with each other.
That’s why network hardware and software systems and unified communications and collaboration products are of major importance to the channel. And so are the vendors that provide them – and the partner programs they operate.
The CRN 2024 Partner Program Guide offers the information solution providers need to evaluate the channel programs operated by the IT vendors they work with or are considering partnering with. The guide is based on detailed applications submitted by vendors – more than 280 this year – outlining all aspects of their partner programs.
As part of the Partner Program Guide, CRN designates some programs as 5-Star Partner Programs because they provide the most comprehensive lineups of incentives, resources, training, services and benefits.
Here we provide snapshots of the 5-Star designees in the networking and unified communications space. Details of every vendor’s partner program can be found at CRN.com.
Slide shows in the 5-Star Partner Program Guide series running this week include companies that provide products and services in cloud platforms and infrastructure, devices and peripherals, data storage and backup, networking and unified communications, security, software, and systems and data center, in addition to 5-Star partner programs operated by distributors and emerging vendors.
While many companies provide products and services that span multiple technologies, we’ve assigned each vendor to the slide show for the technology category in which they are most prominent.
AT&T Partner Solutions
Program Name: AT&T Partner Solutions
Year Program Established: 2017
Channel Chief: Randall Porter, VP, AT&T Partner Solutions
Most Significant Changes To Partner Program Over The Past Year: Over the past year, AT&T invested in ways to make partners successful through enhanced leads and expanded sales opportunities, including a data initiative yielding significant fiber sales growth. The company also introduced new tools and resources such as Front Office-as-a-Service, API integrations, and deal registration capabilities, further empowering partners.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=21
Avaya
Program Name: Avaya Edge
Year Program Established: 2009
Channel Chief: Christopher Dickson, VP, Channels
Most Significant Changes To Partner Program Over The Past Year: Avaya has shifted to measuring total contract value of bookings for program level attainment. It also rewards partners for securing long term commitment with clients. The company also introduced a new incentive called Retention Incentive, which is designed to award partners to renew and grow existing customer base over time.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=26
Ciena
Program Name: The Ciena Partner Network Ecosystem
Year Program Established: 2022
Channel Chief: Linda Hutchinson, Sr. Director, CPNe Program and Operations
Most Significant Changes To Partner Program Over The Past Year: In 2022, Ciena launched an ecosystem model for its partner program to promote collaborative selling, purpose-built to provide flexibility for various business models. In 2023, the focus was on providing broader opportunities within the ecosystem to leverage a network of partnerships and offer partners rewards for their participation and engagement.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=45
Cisco
Program Name: The Cisco Partner Program
Year Program Established: 2020
Channel Chief: Rodney Clark, SVP, Partnerships and Small & Medium Business
Most Significant Changes To Partner Program Over The Past Year: Continued modernization and expansion of Cisco’s specialization portfolio while streamlining incentives and giving partners more ways to earn across the entire program, whether the partners play the role of the Integrator, Provider, Developer or Advisor.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=46
Comcast Business
Program Name: Comcast Business Solutions Advisor Program
Year Program Established: 2011
Channel Chief: Matt Fassnacht, VP and Channel Chief
Most Significant Changes To Partner Program Over The Past Year: Leveraging a strong network, broad portfolio, and strategic alliances, Comcast Business delivers global secure network solutions like advanced security, SD-WAN services, and reliable connectivity. Businesses continue to undergo rapid digital transformation and Comcast Business solutions are here to help.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=54
Cradlepoint, part of Ericsson
Program Name: Cradlepoint Global Partner Program
Year Program Established: 2008
Channel Chief: Eric Purcell, SVP, Global Partner Sales & Alliances
Most Significant Changes To Partner Program Over The Past Year: In 2023, Cradlepoint launched a new MSP program adding new features to support a hybrid model for partners’ market strategies. With the company’s Ericom acquisition, Cradlepoint expanded its offerings, increasing access to Ericsson's enterprise 5G solutions. A multi-year effort also focused on partner experience and improvements, simplifying the partner process.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=63
Extreme Networks
Program Name: Extreme Ignite Partner Program
Year Program Established: 1996
Channel Chief: Jennifer Orr, VP, Americas Channel Sales
Most Significant Changes To Partner Program Over The Past Year: Extreme Networks unveiled the new Extreme Ignite Partner Program, which focuses on driving simplicity, igniting growth, and delivering enhanced experiences for partners. The program has been revamped to support different partner types with persona-focused journeys, rewards, training, communities, and marketing programs, all specifically developed to drive improved outcomes and increased success.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=96
F5
Program Name: F5 Unity+ Partner Program
Year Program Established: 2008
Channel Chief: Lisa Citron, VP, Global Channel Sales
Most Significant Changes To Partner Program Over The Past Year: F5 launched its Partner Connect series to deliver F5 roadmap and strategy directly from F5 leadership to the global partner ecosystem. Partner Connect included quarterly webinars and technical roadshows targeted to partners and partner SE's, driving consumption of the company’s Distributed Cloud Pre-Sales Accreditation.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=97
Gigamon
Program Name: Catalyst Partner Program
Year Program Established: 2013
Channel Chief: John Machonis, Sr. Director, Americas Channel Sales
Most Significant Changes To Partner Program Over The Past Year: No major changes as the company’s partners enjoy the simplicity and predictability of the Gigamon Catalyst Partner Program.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=106
GoTo Technologies
Program Name: GoTo Partner Network
Year Program Established: 2007
Channel Chief: Michael Day, VP, Partner Sales
Most Significant Changes To Partner Program Over The Past Year: Set the foundation for expanding total IT solutions products offered globally through the company’s partners. Established dedicated program support for FSP Partners – for both marketing and sales teams to grow and foster new and existing FSPs. Expanded the company’s GSI marketing activities from India into NA and EMEA.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=109
HPE Aruba Networking
Program Name: HPE Partner Ready for Networking
Year Program Established: 2016
Channel Chief: Lene Skov, VP, Worldwide Channel Sales
Most Significant Changes To Partner Program Over The Past Year: Over the past year, HPE Aruba Networking has continued to focus on improving how it does business with its partners. The company launched a Data Center Networking Competency and continued developing value-added resources and tools for the program to remain relevant and consistent in supporting partners in growing their business.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=117
Intermedia
Program Name: Intermedia Champions
Year Program Established: 2006
Channel Chief: Jonathan McCormick, COO, Head of Sales
Most Significant Changes To Partner Program Over The Past Year: This year, Intermedia elevated its medal-oriented Champions program, acknowledging diverse partner sales and performance levels. The revamped tiered benefits suite spans the entire customer lifecycle, supporting partners in lead generation, sales growth, and customer satisfaction. Together, Intermedia aims to empower partners in building a successful and profitable cloud business.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=130
Juniper Networks
Program Name: Juniper Partner Advantage Program
Year Program Established: 1996
Channel Chief: Gordon Mackintosh, Group VP, Global Channels & Virtual Sales
Most Significant Changes To Partner Program Over The Past Year: JPA 2024 optimizes partner profitability while leading the industry in innovative AI-native network solutions. Changes include an addition to JPA's role-based structure, adding the Advisor role to align with how partners go to market with their customers. Also new, Juniper Partner Assured, with 3rd-party validation, further differentiates a partner's business practice.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=134
Mitel
Program Name: Global Partner Program
Year Program Established: 2018
Channel Chief: Marcus Hansel, Chief Sales Officer
Most Significant Changes To Partner Program Over The Past Year: The remit was simple – align the channel program with the company's strategic objectives. Mitel's teams designed a method to measure partners' achievements in technical performance and in caring for customer lifecycle events. The company has now deployed these in the channel program and tied them to the reward structure.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=156
Nextiva
Program Name: Nextiva Partner Program
Year Program Established: 2020
Channel Chief: Olen Scott, Global VP, Channel Sales
Most Significant Changes To Partner Program Over The Past Year: Nextiva implemented a robust partner marketing tool, NexConnect. The company also launched a partner quote desk to increase velocity and scale partner sales support. It implemented dedicated support methods and focused on giving partners the tools and resources to grow and ensure that it’s easy to do business with the company.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=167
RingCentral
Program Name: RingCentral Reach
Year Program Established: 2010
Channel Chief: Zane Long, SVP, Global Partner Sales
Most Significant Changes To Partner Program Over The Past Year: In 2023 RingCentral increased the compensation a partner can earn by selling independently through the IGNITE! model, allowing them to fully own the entire sales cycle and customer relationship while making more in the process.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=199
Riverbed
Program Name: Riverbed Rise
Year Program Established: 2018
Channel Chief: Alex Thurber, SVP, Global Sales and Alliances
Most Significant Changes To Partner Program Over The Past Year: Riverbed launched the Alluvio Certified experience (ACE) program to allow partners to provide the Riverbed Aternity DEM platform to mid-market customers without having to invest time and resources into a new solution. The company launched enhanced partner-initiated opportunity incentives, through deal registration and rebates, focused on partners with deep solution expertise.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=200
Spectrum Partner Program
Program Name: Spectrum Partner Program
Year Program Established: 2008
Channel Chief: Michelle Kadlacek, VP, Enterprise Program
Most Significant Changes To Partner Program Over The Past Year: Partners can now sell connectivity solutions to multi-residential communities. Commission choice when selling SMB/coax solutions. More residual for managed services solutions. Added unified communications with RingCentral and expanded cybersecurity solutions with additions to managed network services for connectivity, equipment and network management.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=233
Verizon
Program Name: Verizon Partner Network
Year Program Established: 2013
Channel Chief: Mark Tina, Verizon Business Channel Chief, VP, Indirect Partner Sales
Most Significant Changes To Partner Program Over The Past Year: Verizon improved the automation and the self-serve capacity for partners with its ordering system, launching new tools to speed up the quoting and ordering process for partners and boosting security features. Additionally, the company completely redesigned and streamlined its Wireless Connectivity Partner onboarding experience.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=269
Versa Networks
Program Name: Versa ACE Partner Program
Year Program Established: 2021
Channel Chief: Hemen Mehta, VP, North America Channels
Most Significant Changes To Partner Program Over The Past Year: Versa Networks expanded field engagement and MDF investments by hiring channel managers in North America. The company revamped its SASE curriculum and launched the SASE TechTalk Series. TechTalk provides Versa partners with access to live technical sessions on a variety of SASE topics. These sessions are also recorded and available on-demand.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=270
Zoom Video Communications
Program Name: Zoom Up Partner Program
Year Program Established: 2018
Channel Chief: Mark Jenkins, Head of Strategic Alliances
Most Significant Changes To Partner Program Over The Past Year: The newly relaunched Zoom Up Partner Program has evolved and is designed to give partners greater differentiation and profitability than ever before. The three levels of Zoom Up recognize and reward partners for their investments in their Zoom practice (competencies/capabilities) and for performance in alignment with Zoom's go-to-market strategy.
Partner Program Details: https://www.crn.com/partner-program-guide/ppg2024-details?c=282