2018 Cloud Partner Program Guide
Top Billing
As the pace of technology innovation continues at a breakneck pace, cloud vendors are prioritizing solution providers that are offering advanced skill sets and cloud-aligned business models to scale their market reach.
CRN’s Cloud Partner Program Guide highlights those companies that have evolved their partnering strategies to meet these new challenges.
Here are the 100 companies that made the grade.
8x8
Location: San Jose, Calif.
Cloud Channel Program: 8x8 Partner Program/Partner Integr8tion
Program Manager: Jonathan Pittman, MeiLee Langley, Sr. Director, Global Channel Business Development, Strategy; Head of Global Partner Marketing
Program Highlights: 8x8 offers pre- and post-sales enablement and support as well as lucrative commissions and residuals. The company also provides marketing tools and support that are tailored to a partner's specific goal—vertical-focused, complementary provider, etc.
ACCELERITE
Location: Santa Clara, Calif.
Cloud Channel Program: Accelerite Partner Program
Program Manager: John Herr, Director, Global Channel
Program Highlights: Accelerite partners will see more opportunities as enterprises increasingly embrace cloud computing as part of their digital transformations. Partners can meet customer needs in multiple ways by reselling software, service (managed, managed hosted), or appliance offerings. The company’s cloud solution works with any hypervisor/ hardware to offer better total cost of ownership.
ACRONIS
Location: Burlington, Mass.
Cloud Channel Program: Acronis Cloud Partner Program
Program Manager: Florence Jule, Program Manager
Program Highlights: Acronis offers a tiered partner program with competitive margins based on revenue commitments, MDF support based on business plans, and partner enablement activities.
ACUMATICA
Location: Bellevue, Wash.
Cloud Channel Program: Acumatica Cloud ERP
Program Manager: Doug Johnson, Director, Partner Programs, Enablement
Program Highlights: Since Acumatica ERP is 100 percent sold and supported by VAR partners, the company works to make sure it shows its commitment to them. Acumatica offers ongoing training and support in addition to generous margins and terms. The company provides an environment where VARs have a solid business partner with competitive advantages, no channel conflict, and financial rewards.
AIRESPRING
Location: Van Nuys, Calif.
Cloud Channel Program: AireSpring Channel Sales Division
Program Manager: Ron McNab, SVP, Channel Sales
Program Highlights: AireSpring’s commission structure rewards partners for cloud and managed services, and partners receive bonuses on cloud services of up to 600 percent. In addition, the company’s proprietary QuoteSpring 4.0 platform enables partners to quickly and accurately quote sophisticated managed connectivity and cloud communications products. Meanwhile, a significant benefit of the cloud partner program is in the training AireSpring offers.
APPRIVER
Location: Gulf Breeze, Fla.
Cloud Channel Program: Phenomenal Partner Program
Program Manager: Justin Gilbert, Channel Sales Manager
Program Highlights: AppRiver partners typically see increased margins; receive top-notch support; and experience the company’s channel-first culture. AppRiver partner requirements include filling out a partner agreement, be actively selling, and be engaged with the AppRiver team.
ARCHIVE360
Location: New York
Cloud Channel Program: Archive360 Accelerate Channel Partner Program
Program Manager: Mary Maurer, Director, Business Development
Program Highlights: Partners can eliminate the cost and complexity inherent with traditional backup and on-premises archiving solutions and transform their customers’ information into a data-rich source of business intelligence. They also can enable customers to eliminate vendor lock-in and maintain control over their corporate information while leveraging the cloud to reduce on-premises information management and storage costs by as much as 90 percent.
ARYAKA NETWORKS
Location: San Mateo, Calif.
Cloud Channel Program: Aryaka Partner Program
Program Manager: Richard Farbman, VP, Channels, Americas
Program Highlights: Partners can use Aryaka’s global SD-WAN cloud platform to upsell added services such as security, Unified Communications as a Service and more. Partners receive faster commissions as deployment times are much faster (in days or hours) compared with legacy network technologies such as MPLS. In addition, high customer retention rate (and a recurring revenue model) lead to perpetuity-like commissions.
ATTIVO NETWORKS
Location: Fremont, Calif.
Cloud Channel Program: Attivo Networks Cloud Partner Program
Program Manager: Helena Kuly, Sr. Integration, Industries Partner Marketing Manager
Program Highlights: Partners have the ability to provide a threat detection solution that is proven effective at scale in large cloud deployments and is complementary to their existing threat prevention solutions. Also key are the ability to provide Attivo deception-based threat detection services as a managed service offering for ongoing annuity sales and the ability to sell the detection solution and additional professional services.
AVAYA
Location: Santa Clara, Calif.
Cloud Channel Program: Avaya Edge Cloud Specialist (Specialization) and Cloud Integrator Track
Program Manager: Susan Beaver, Global Director, Worldwide Channel Sales Operations
Program Highlights: Avaya partners will see a cloud rebate, which includes a rebate for each incremental active Avaya cloud seat in Avaya’s FY18. Partners also are eligible for other Avaya Edge benefits at all program levels and are eligible for strategic development funds, as a part of MDF.
BARRACUDA MSP
Location: Chelmsford, Mass.
Cloud Channel Program: Barracuda MSP Partner Program
Program Manager: Neal Bradbury, Sr. Director, Business Development
Program Highlights: Because Barracuda MSP solutions are available to partners via fixed pricing plans, MSPs and solution providers can shift the conversation from the commodity value of storage to the business strategy of data protection and disaster recovery. Barracuda MSP can assist with all aspects of cloud and local storage management. Barracuda MSP offers security and data protection solutions to not only recover from threats but to stop them as well.
BARRACUDA NETWORKS
Location: Campbell, Calif.
Cloud Channel Program: Barracuda North America Channel Partner Program, Advanced Security Cloud Competency
Program Manager: Ezra Hookano, VP, Channels
Program Highlights: By joining the Barracuda North America Channel Partner Program, resellers and MSPs will receive sales support, including pre-qualified leads, deal registration, short sales cycles, phone and on-site support, demo access, partner portal and more. Other benefits include marketing assistance such as lead generation, joint marketing campaigns and co-op marketing programs.
BITDEFENDER
Location: Fort Lauderdale, Fla.
Cloud Channel Program: Partner Advantage Network
Program Manager: Andrada Georgescu, Partner Program Coordinator
Program Highlights: The Partner Advantage Network benefits are tailored to support each partner type in the most effective way. Partners are entitled to sales and marketing tools, financial protected incentives, new opportunity registration, leads program, competitive training and certifications, hands-on training, NotFor-Resale licenses and partner visibility. Partners can optimize costs with a set of solutions designed for cloud environments.
BITTITAN
Location: Bellevue, Wash.
Cloud Channel Program: BitTitan Partner Program
Program Manager: Jenn Martin, VP, Global Sales
Program Highlights: BitTitan partners can better create, manage and upsell ongoing managed services to customers. They have access to all the tools and resources including sales leads and discounts as part of MSPComplete. Partners also have access to BitTitan Runbook Library and ISV Publisher Program, a collection of over 100 turnkey managed service runbooks from partners such as Datto and Dropbox to streamline business processes and automate workflows with a single click.
BLUE MEDORA
Location: Grand Rapids, Mich.
Cloud Channel Program: Blue Medora True Visibility Partner Program
Program Manager: Bill Cordero, VP, Worldwide Channels
Program Highlights: Rather than having to research and keep up with single-point solutions in the ever-expanding API marketplace, Blue Medora partners with leading technology providers from all layers of the IT stack to develop pre-tested, jointly validated plugins that can be deployed in minutes. For the thousands of VMware customers in the advanced stages of virtualization, Blue Medora gives partners an easy on-ramp to more revenue through a pain-free path to the cloud.
BLUVECTOR
Location: Arlington, Va.
Cloud Channel Program: BluVector Cloud Channel Partner
Program Manager: Josh Rosenthol, Alliances Manager
Program Highlights: A key benefit for BluVector partners is the BluVector Pulse service, which can be integrated into a services offering. Partners also receive specific cloud marketing materials and technical support.
BPM’ONLINE
Location: Boston
Cloud Channel Program: Bpm’online Partner Program
Program Manager: Alex Donchuk, Global Channel Director
Program Highlights: The bpm’online Partner Program is a great opportunity for partners to quickly grow their business. Bpm’online offers process-driven CRM to streamline adoption and change processes faster than ever; elevated support for partners’ business and commitment to customer success; and up to 50 percent of partners’ margin and recurring lifetime commission.
Cambium Networks
Location: Rolling Meadows, Ill.
Cloud Channel Program: Connected Partner
Cloud Channel Program: Karyn Pastorino, Sr. Manager, Global Channel Marketing, Operations
Program Highlights: The Connected Partner program drives channel partner growth and profitability and rewards partners’ expertise. It also helps partners stand out and differentiate themselves in the marketplace.
CISCO SYSTEMS
Location: San Jose, Calif.
Cloud Channel Program: Cloud and Managed Services Program
Program Manager: Rick Snyder, SVP, Americas Partner Organization
Program Highlights: Partners that join CMSP go through a thorough two-day audit that verifies their service delivery capabilities and ensures that their service offerings meet Cisco’s requirements. In addition, partners at the Master and Advanced level also certify their services against strict Cisco Powered service requirements. Partners can then leverage both the Cisco brand as a channel partner and the Cisco Powered brand when marketing their services.
CITRIX SYSTEMS
Location: Fort Lauderdale, Fla.
Cloud Channel Program: Citrix Service Provider Program
Program Manager: Dan Sparks, Worldwide Program Manager, Citrix Service Providers
Program Highlights: Citrix provides multitenant architected solutions, which deliver significant cost reduction to partners. The company invests in partners’ business models, aligning revenue with expenses for their hosting business. In addition, Citrix’s technology is market-validated through global deployments at massive scale.
CLOUDCHECKR
Location: Rochester, N.Y.
Cloud Channel Program: Powered by CloudCheckr Partner Program
Program Manager: Matt McDonough, MSP Partner Manager
Program Highlights: Partners have the opportunity to offer in-demand software solutions that generate revenue and have access to the company’s experts and best practices to drive engagements and profitability. In addition, there are joint marketing opportunities including collateral, events and campaigns and co-developed product road maps with access to technical experts to accelerate innovation.
CLOUDHEALTH TECHNOLOGIES
Location: Boston
Cloud Channel Program: CloudHealth Cloud Business Accelerator Program
Program Manager: Justin Bartinoski, Director, Channel Marketing
Program Highlights: VMware recently inked a deal to acquire CloudHealth, whose platform enables partners to manage multiple customer accounts with many services in one console and automate the provisioning of client statements. The company also gives partners the ability to isolate customer usage and cost for internal reporting needs and set unique pricing, while giving them branded access to the platform as a value-added service.
CLOUDISTICS
Location: Reston, Va.
Cloud Channel Program: Accelerate MSPs
Program Manager: Steve Conner, VP , Sales, MSPs
Program Highlights: Partners can scale as they need, when they need, and on their terms. The Cloudistics platform is designed to prevent resource drift and the ability to independently grow resources by reducing waste and risk by right-provisioning infrastructure. Partners also can reduce the time required to deploy packaged applications by providing hardened and tuned templates that can be deployed within minutes. They can host multiple customers on a single platform in either a physical or logical manner.
COMCAST BUSINESS
Location: Philadelphia
Cloud Channel Program: Comcast Solutions Provider Program
Program Manager: Dalyn Wertz, Executive Director, Channel Management
Program Highlights: Comcast Business cloud connectivity leverages Comcast Business Ethernet to facilitate secure, direct access between any location inside its extensive nationwide network footprint and leading cloud environments across the country including Amazon Web Services, IBM Cloud and Microsoft Azure. Partners can own and operate an independent network from telcos, providing natural redundancy for critical cloud access.
COMMVAULT
Location: Tinton Falls, N.J.
Cloud Channel Program: Partner Advantage Service Provider Program, Partner Advantage Aggregator Program
Program Manager: Joseph Mathew, Director, Worldwide Channel Programs
Program Highlights: Partners see a clear growth path with increasing financial benefits as they grow their competency and offer multiple service lines. Technical certification offerings enable deep competency to set up and manage Commvault-based service offerings. In addition, business development funds are designed to create demand and pipeline with end-user customers.
COUCHBASE
Location: Mountain View, Calif.
Cloud Channel Program: Couchbase PartnerEngage Technology Program
Program Manager: Lauren Duda, Sr. Director, Worldwide Partner Marketing, Development
Program Highlights: Couchbase cloud partners are listed on the company’s partner locator in a dedicated area, have access to a partner portal for many sales and marketing resources and are eligible for discounts or commission for registered opportunities.
DATTO
Location: Norwalk, Conn.
Cloud Channel Program: Datto Global Partner Program
Program Manager: Samantha Ciaccia, Partner Marketing Manager
Program Highlights: One benefit that is available for all partner tiers at no cost is full access to the Datto Marketing Automation Platform (MarketNow), where MSPs can fully customize and launch prebuilt email drip campaigns, social media campaigns, etc. to their prospect lists for lead generation and education of the cloud. Datto also offers free technical training for partners on how to best manage their devices, and successfully store their customers’ data in the cloud.
DELL
Location: Round Rock, Texas
Cloud Channel Program: Cloud Service Provider and Strategic Outsourcer Track
Program Manager: Jeremy Greening, Director, Global Alliances Marketing
Program Highlights: Dell EMC’s Cloud Services Provider and Strategic Outsourcer program enables partners to deliver transformative IT infrastructure solutions to customers with a portfolio of pre-engineered as-a-service solutions. It also provides tools enabling Cloud Service Provider partners to design, develop, sell and deliver a rich portfolio of as-a-service offerings and deploy, manage and support these services to customers.
DH2I
Location: Fort Collins, Colo.
Cloud Channel Program: DH2i DxAdvantage Channel Partner Program
Program Manager: Connor Cox, Director, Business Development
Program Highlights: Partners can deploy SQL Server in the cloud at 50 percent the cost of standard cloud providers by breaking free from the one-to-one VM to instance model. DH2i software is infrastructure-agnostic, so it can be installed on any host. It is also incredibly lightweight, taking just moments to install. On-boarding is easier, helping partners advance deals more quickly.
DICENTRAL
Location: Houston
Cloud Channel Program: DiCentral Channels
Program Manager: Eric Lambiase, Sr. Director, Global Channels
Program Highlights: Minimal training is required for DiCentral partners. The company provides presales support and all support going forward for referrals. For reselling, partners need to provide first-level support.
DIGITAL GUARDIAN
Location: Waltham, Mass.
Cloud Channel Program: Digital Guardian Synergy Partner Program
Program Manager: Marcus Brown, VP, Global Channels
Program Highlights: The company offers strong margins on yearly recurring revenue streams, and higher-margin value-added services opportunities. Also key are easier enablement and delivery of service through a cloud hosted SaaS solution.
DIGIUM
Location: Huntsville, Ala.
Cloud Channel Program: Digium Cloud Agent Program
Program Manager: Wayne Landt, Director, Global Channel Sales
Program Highlights: Digium Switchvox has an all-features-included pricing model, which makes it very affordable for customers. Agents can prepare quotes quickly in the partner portal, which contains quote tools that are easy to use as well as training videos. Account executives also help agents sell, providing professional web-based demos for agents and their prospects. The account executives also provide sales tools to assist the agent in winning the deal.
DOME9 SECURITY
Location: Mountain View, Calif.
Cloud Channel Program: Dome9 Cloud Protection Partner Program
Program Manager: Arthur P. Rutherford, Director, Global Channel Sales, Strategy
Program Highlights: The Dome9 program is designed to help resellers, distributors and MSP partners meet the growing demand for comprehensive multicloud security from their enterprise customers. It offers in-depth on-boarding for sales and technical professionals, hands-on labs, early access to new product releases within the Dome9 Arc platform, co-marketing support, co-webinar lead gen support, and MDF to drive sales velocity.
DROPBOX
Location: San Francisco
Cloud Channel Program: Dropbox Partner Network
Program Manager: Ted Hulsy, Partner Marketing Lead
Program Highlights: Partners have access to distributor cloud marketplaces to manage customers from a unified cloud marketplace. There also are free and discounted Internal Use Licenses for Dropbox Business that partners can use to experience the power of Dropbox within their own business. In addition, partners have access to the Dropbox Partner Portal to register deals, complete comprehensive training, access sales and marketing tools, and log support tickets.
DRUVA
Location: Sunnyvale, Calif.
Cloud Channel Program: PartnerSync
Program Manager: Garrick Lee, Global Channel Marketing Manager
Program Highlights: Druva provides a SaaS recurring model with high gross margins for partners, providing predictability and visibility into their business. Druva has a 99.3 percent customer retention rate, which adds more benefit to partners’ revenue and profitability streams. MSPs can deploy and manage MSP and customer-branded versions of Druva’s data protection, governance and compliance technology from their own MSP-branded administrative console.
EPICOR SOFTWARE
Location: Austin, Texas
Cloud Channel Program: Epicor Partner Program
Program Manager: Joy Verplank, Sr. Director, Channel, Americas
Program Highlights: Epicor partners gain a competitive edge with the ability to offer a single, flexible ERP platform with proven multiple deployment and purchase options to meet customer demand. Partners can easily integrate Epicor’s Cloud ERP solution or hybrid deployments into their growing managed services business.
EXTREME NETWORKS
Location: San Jose, Calif.
Cloud Channel Program: ExtremeCloud Partner Program
Program Manager: Natalia Vianden, Director, Global Channel Programs
Program Highlights: ExtremeCloud MSP Specialists have the option to white-label ExtremeCloud. This helps them build their brand while opening new recurring revenue opportunities. Special discounting and increased solution rebates on ExtremeCloud are available to partners as well. Extreme is focused on creating and making cloud and wireless marketing materials available for partners to co-brand in order to market ExtremeCloud to their customers and prospects.
F5 NETWORKS
Location: Seattle
Cloud Channel Program: F5 Unity Cloud Service Provider Track
Program Manager: Michelle Garcia, Worldwide Cloud Partner Program Manager
Program Highlights: F5 offers flexible licensing options to support partner revenue models, service delivery offerings that expedite partners’ go-to-market, and competitive margins.
FUZE
Location: Boston
Cloud Channel Program: Fuze Global Partner Program
Program Manager: Stefano Millucci, Sr. Manager, Worldwide Partner Marketing
Program Highlights: Partners have the ability to elicit the engagement model with Fuze, which is to refer, resell, deliver services for or integrate with Fuze. There are high commissions and discounts on Fuze recurring services and nonrecurring fees. The company also provides collaborative sales and marketing support and resources, including sales incentives, Not-for-Resale licenses and a network diagnostic tool.
GLOBALSCAPE
Location: San Antonio
Cloud Channel Program: Globalscape Partner Program
Program Manager: Tom Fitzpatrick, Sr. Director, Channel Sales, Marketing
Program Highlights: Globalscape allows robust deal registration margins on cloud solutions and offers either a monthly referral commission or a partner direct-billed program. Partners can also sell the company’s cloud offerings on an annual (up-front billed) basis. Partners’ discount remains intact on cloud renewals (they get the same, full margin on cloud subscription renewals as they did on the initial sale).
GREENLINK NETWORKS
Location: Addison, Texas
Cloud Channel Program: GreenLink Networks Partner Program
Program Manager: Jhovanny Rodriguez, VP
Program Highlights: Greenlink offers the ability to offer both cloud phone systems and SIP trunking. There also are free services to a partner’s entire organization and bonuses for every 25 extensions sold.
GUARDICORE
Location: San Francisco
Cloud Channel Program: GuardiCore Partner Program
Program Manager: Todd Bice, Sr. Director, Channels
Program Highlights: Guardicore’s program allows partners to establish differentiation by augmenting existing cloud service offerings with new capabilities and value-add (i.e., no-cost cloud risk analysis), and by bringing net-new go-tomarket service offerings to market (i.e., hybrid data center micro-segmentation-as-a-service). Partners can establish net-new revenue streams around cloud services including professional services engagements and managed services.
HEWLETT PACKARD ENTERPRISE
Location: Palo Alto, Calif.
Cloud Channel Program: HPE Partner Ready Gold Cloud Builder Specialization
Program Manager: Lynne Lewis, Worldwide Channel Development
Program Highlights: Partners will get access to solutions such as Backup as a Service, VDI as a Service to SAP HANA and Azure Stack along with PointNext offerings to help them build out their cloud ecosystem. They also can take advantage of all of these solutions and infrastructure leveraging Flexible Capacity and other service provider-specific HPE Financial Services offerings that will help reduce the financial burden.
HITACHI VANTARA
Location: Santa Clara, Calif.
Cloud Channel Program: Hitachi Cloud Service Provider Partner Program
Program Manager: Kristin Smith, Sr. Manager, Cloud, Alliance Partner Programs
Program Highlights: Hitachi Vantara extends aggressive, innovative elastic financial models to help partners reduce their costs and align with how they do business. These models include the Flex Buy hybrid financial model, on-demand usage-based payment model and an as-a-service offering. It also has a strategy and services enablement offering.
IBM
Location: Armonk, N.Y.
Cloud Channel Program: PartnerWorld
Program Manager: Carola Cazenave, VP, IBM Global Business Partner Ecosystem Strategy, Programs
Program Highlights: IBM Cloud-focused Business Partners are provided enablement and marketing support to develop Expert and Specialist competencies in IBM Cloud. Benefits include co-marketing funds, IBM Cloud credits, SaaS trials, a third-party marketplace for Business Partners to digitally resell cloud offerings, and a technical enablement manager as a single point of contact. There also are discount vouchers for certification tests.
IFS
Location: Itasca, Ill.
Cloud Channel Program: IFS Partner Network
Program Manager: Parker Zanios, Director, Partner Alliance
Program Highlights: IFS partners can generate recurring revenue through license sale, receive cloud services dedicated channel management, and have access to IFS Academy Certification.
IGEL NORTH AMERICA
Location: San Francisco
Cloud Channel Program: IGEL Partner Program
Program Manager: Brad Tompkins, VP, Sales, North America
Program Highlights: Through IGEL Cloud Gateway and IGEL Universal Management Suite (UMS), IGEL partners can build Desktop-as-a-Service solutions that enable endpoint management regardless of where the endpoint is located.
ILAND
Location: Houston
Cloud Channel Program: Iland Partner Program
Program Manager: Koorosh Khashayar, Director, Channel
Program Highlights: Iland’s cloud platform is recognized by Gartner and Forrester as a leader in DRaaS. Partners have access to compliance reporting and tools, including client evaluation and infrastructure assessment, and complete control and visibility into clients’ cloud usage with iland’s cloud console.
IMPERVA
Location: Redwood Shores, Calif.
Cloud Channel Program: Imperva PartnerSphere Channel Program
Program Manager: Kirt Jorgenson, Sr. Director, Channel, Alliance Marketing
Program Highlights: Flexible licensing offerings assist partners in transitioning their customers to the cloud. The company offers rich program rewards and benefits.
INAP
Location: Reston, Va.
Cloud Channel Program: SingleHop Channel Program
Program Manager: Mark Mercado, VP, Channel Sales
Program Highlights: Partners can typically double their margin by adding on cloud services to their existing perpetual sales. INAP offers lifetime account protection, including all add-ons and renewals. As the customer grows, so does the partner’s revenue. Cloud services moves the partner out of the price-commodity widget sale and up the stack as a solution provider. A workload-based approach/ delivery model allows the partner to deliver a true multi-cloud solution.
INTEL
Location: Santa Clara, Calif.
Cloud Channel Program: Intel Technology Provider Cloud Specialist
Program Manager: Jared Leavitt, Worldwide Channel Engagement Manager
Program Highlights: Intel offers hands-on training for hardware and cloud applications and tools that enable partners to more effectively sell Intel-based solutions.
INTELEPEER
Location: Centennial, Colo.
Cloud Channel Program: Cloud Advantage Partner Program
Program Manager: Jeremy Jones, SVP, Channel Sales
Program Highlights: Intelepeer has a 100 percent indirect channel go-to-market strategy. The company offers a personalized support team and competitive commissions and partner incentives.
INTELISYS, A SCANSOURCE COMPAN
Location: Petaluma, Calif.
Cloud Channel Program: Intelisys Solutions Engineering
Program Manager: Raymond Nelson, Director, Solutions Engineering
Program Highlights: Intelisys’ Solutions Engineering program and cloud channel education help sales partners build a consulting practice around cloud services and gain a distinct edge. As cloud technologies continue to evolve, Intelisys provides the tools for sales partners to build a solid foundation of knowledge and the pre- and post- sales, high-touch support and resources they need.
INTERMEDIA.NET
Location: Mountain View, Calif.
Cloud Channel Program: Intermedia Partner Program
Program Manager: Mark Creamer, Channel Marketing Manager
Program Highlights: Intermedia’s partner program provides a wide range of benefits for partners, starting with giving them complete control of the customer relationship. Other top benefits include 24x7, 365 technical support for all partners; a 99.999 percent uptime SLA; and free migration and on-boarding services for all services. There also is a Concierge service to assist partners in quoting, selling and delivering services to their clients.
INTSIGHTS
Location: New York
Cloud Channel Program: Intsights Partner Program
Program Manager: Jessica Couto, VP, Worldwide Channels, Alliances
Program Highlights: Intsights offers a white- labeling feature if desired by MSSP partners. The company also offers a consumption model for MSSP partners to help them scale their business, which in turn helps boost their gross profits.
IVANTI
Location: South Jordan, Utah
Cloud Channel Program: Ivanti MSP Partner Program
Program Manager: Reza Parsia, Vice President, Channel
Program Highlights: Ivanti offers flexibility with licensing of multiple products. There also are no long-term contracts.
JASK
Location: San Francisco
Cloud Channel Program: JASK Answers Partner Network
Program Manager: Marc Davis, VP, Channel, Partners
Program Highlights: As a cloud-based technology, JASK offers partners seamlessly integrated benefits to complement their own offerings. JASK’s ASOC platform is available through the AWS marketplace and offers customers and partners transparent scalability and an open architecture. By leveraging AI and machine learning, the platform automates the correlation and analysis of threat alerts to deliver advanced insight based on activity across the network, users and endpoints.
JUNIPER NETWORKS
Location: Sunnyvale, Calif.
Cloud Channel Program: Juniper Partner Advantage—Cloud Specializations (Cloud First Select, Cloud Integrator, Cloud Service Partner)
Program Manager: Hernan Dragonetti, Sr. Manager, Channel Development, Cloud, Enterprise
Program Highlights: Juniper offers an additional rebate of 9 percent (for Select partners) or 18 percent (for Elite partners) for all software sales.
LOOKINGGLASS CYBER SOLUTIONS
Location: Reston, Va.
Cloud Channel Program: LookingGlass MSSP Program (part of the Cyber Guardian Network)
Program Manager: Laurie Potratz, VP, Global Channels, Alliances
Program Highlights: Threat intelligence services are the next frontier in providing security and go beyond the traditional endpoint security/firewall offerings many MSSPs provide. Margins are high in this area as it is unique with not as many players. The company works closely with partners to determine the best service for them to offer their customers, providing guidance on how to do the analysis required.
MASERGY COMMUNICATIONS
Location: Plano, Texas
Cloud Channel Program: Masergy Global Partner Program
Program Manager: William Madison, VP, Global Channel Development
Program Highlights: Masergy offers future-proof technology that ensures long-term customer value; competitive compensation on all deals and renewals; and support with dedicated account team throughout the customer life cycle.
MICROSOFT
Location: Redmond, Wash.
Cloud Channel Program: Microsoft Partner Network
Program Manager: Toby Richards, GM, Partner Programs
Program Highlights: Benefits include access to internal use rights software and licenses for Microsoft cloud products, technologies and tools (Subscription and Competency Partners); practice-building guidance for cloud application development, data platform and analytics, cloud infrastructure and management, and enterprise mobility and security; and the opportunity to join the Cloud Solution Provider program, which lets partners own the end-to-end customer relationship and deliver managed services.
MIMECAST
Location: Lexington, Mass.
Cloud Channel Program: Mimecast Partner Program
Program Manager: Julian Martin, VP, Global Channels, Operations
Program Highlights: Mimecast enjoys a 111 percent revenue retention rate. So when a new customer joins Mimecast, it works with the partner to not only retain but also upsell developing a mutual long-term annuity revenue stream. Mimecast is a 100 percent cloud company so its entire Partner Program is cloud- focused.
NECTAR SERVICES
Location: Jericho, N.Y.
Cloud Channel Program: Nectar Partner Program
Program Manager: Jamie Ryan, VP, North American Partners
Program Highlights: With Nectar’s comprehensive monitoring and diagnostics tools, partners can deploy, support, and manage multi-vendor unified communications environments from the enterprise to the cloud and beyond.
NERDIO
Location: Skokie, Ill.
Cloud Channel Program: Nerdio
Program Manager: Pete Langas, Director, Sales, Business Development
Program Highlights: Nerdio’s standardized IT offerings make it a breeze for partners to rapidly enter the advanced cloud services market and accelerate their business. Nerdio’s admin portal reduces previously complex cloud management tasks to just three clicks or less. Nerdio provides its partners with the necessary resources to build and promote their business at no extra cost to them. Each partner works handin-hand with a dedicated partner manager.
NETAPP
Location: Sunnyvale, Calif.
Cloud Channel Program: Fueled by NetApp
Program Manager: Karyn MacKie, Director, Worldwide Partner Programs
Program Highlights: As a Fueled by NetApp Service Provider, partners have a dedicated NetApp management team that works proactively with them to identify opportunities to partner together and leverage collective strengths to build an expansive customer ecosystem. Partners can engage with the Fueled by NetApp consulting team at any point in their service provider journey, from prepurchase to post-purchase. A custom go-to-market planning workshop delivers immediate impact.
NEUSTAR
Location: Sterling, Va.
Cloud Channel Program: Neustar Cloud Security Partner Program
Program Manager: Kelly Hydock, Sr. Channel Marketing Manager
Program Highlights: In one step, without building or buying, Neustar’s CSPP enables partners to offer their clients a globally distributed cloud footprint of 30 nodes of anycast DNS, and a 27-node DDoS mitigation network. Neustar’s CSPP offers true field teaming on registered opportunities, and support from a highly experienced team of partner account executives and sales engineers.
NUSPIRE NETWORKS
Location: Commerce, Mich.
Cloud Channel Program: NuSecure Partner Program
Program Manager: Trina Barnes, Partner Program Manager
Program Highlights: There are no up-front costs involved in being a Nuspire partner. Partners get immediate access to a growing cloud security market and monthly, recurring revenue generation.
OPAQ
Location: Herndon, Va.
Cloud Channel Program: OPAQ Channel Partner Program
Program Manager: Scott Saltz, VP, Channel Operations
Program Highlights: With the OPAQ network security cloud, partners can deliver enterprise-grade network security-as-a-service to midsize customers that is profitable to deliver and cost-effective for customers to consume. This opens a new revenue stream and increases revenue margins; partners enjoy a recurring revenue model. Because network security is delivered as-a-service from the cloud, there are no products to buy, test, integrate, patch and manage.
ORACLE
Location: Redwood Shores, Calif.
Cloud Channel Program: Oracle PartnerNetwork Cloud Program
Program Manager: Kimberly Lasseter, Sr. Director, Global OPN Program, Portal
Program Highlights: The Oracle PartnerNetwork Cloud program provides opportunities for partners to quickly build successful businesses around Oracle Cloud. Benefits include strategic go-to-market engagement, and discounted and free cloud learning subscription opportunities. The Oracle Cloud Managed Service Provider Program also is available to partners with the skills and expertise to build, deploy, run and manage workloads on Oracle Cloud Platform.
ORACLE NETSUITE
Location: San Mateo, Calif.
Cloud Channel Program: NetSuite Solution Provider Program
Program Manager: Will Chan, Head of Solution Provider Programs
Program Highlights: With NetSuite’s revenue-sharing model, partners can earn boxed-product margins on existing customers, year over year, building a predictable revenue stream that generates consistent cash flow every month. NetSuite helps partners rapidly grow their client base by enabling customers to automate business management processes, reduce IT costs and maintenance, make better decisions and improve collaboration.
PANZURA
Location: Campbell, Calif.
Cloud Channel Program: Panzura Freedom Partner Program
Program Manager: Steve Simpson, Director, Channels
Program Highlights: Panzura offers qualified leads to its partners. These cloud-based leads are generated by Panzura through web traffic on Panzura. com, trade shows, events, inside sales, regional field sales, and other methods. Panzura also offers market development funds on an as-requested/as-approved basis. These funds allow partners to acquire new prospects as they work with the company to design custom cloud-based email and telesales campaigns, programs and incentives.
PAX8
Location: Greenwood Village, Colo.
Cloud Channel Program: Cloud Wingman Partner Program
Program Manager: Jennifer Bodell, VP, Channel
Program Highlights: Pax8 is distribution simplified for cloud technology. Key benefits it provides partners are pre-and post-sales support, certification and training for cloud products, including Infrastructure as a Service, and it offers technology to enable partners to optimize operations. Pax8 has built the most comprehensive Professional Services Automation (PSA) integrations, including ConnectWise, AutoTask, Tigerpaw and Kaseya.
PC MATIC PRO
Location: Sioux City, Iowa
Cloud Channel Program: PC Matic Pro Partner Program
Program Manager: Frank Hansen, Director, Channel Sales
Program Highlights: PC Matic Pro’s program features aggressive high-margin pricing and incentives. PC Matic Pro offers an endpoint security solution that is developed and supported exclusively in the U.S. Channel partners see an increase in customer satisfaction with the globally automated whitelist approach that PC Matic Pro takes with endpoint security.
PLANETONE
Location: Scottsdale, Ariz.
Cloud Channel Program: PlanetOne Partner Program
Program Manager: Jonathan Hartman, VP, Sales
Program Highlights: Partners have access to a growing portfolio of more than 250 market-leading providers focused on cloud enablement and traditional network connectivity, data center and cloud services and solutions. They are supported by experienced marketing, sales, engineering and support teams with a proven track record for winning when it comes to helping MSPs, solution providers and agents successfully navigate through the complexities of the sales process.
PLATFORM9
Location: Sunnyvale, Calif.
Cloud Channel Program: Platform9 Cloud Partner Program
Program Manager: George Vargas, Director, Channel Sales
Program Highlights: The company’s offerings are fast and easy to sell and extremely easy to install.
POLYCOM
Location: San Jose, Calif.
Cloud Channel Program: Polycom Partner Program
Program Manager: Helen Grimmett, Director, Global Channel Strategy, Programs
Program Highlights: Polycom recognizes partners’ expertise in the cloud environment. In addition, partner cloud services are included in the Polycom sales compensation plan and the company provides a range of opportunities for partners to grow their cloud business.
PROOFPOINT
Location: Sunnyvale, Calif.
Cloud Channel Program: Proofpoint Partner Program
Program Manager: Jeff Mattan, Director, Worldwide Channel Partner Programs, Operations, Enablement
Program Highlights: Proofpoint partners can target a large and growing total addressable market and see recurring revenue from 90-plus percent renewals.
QLIK
Location: Radnor, Pa.
Cloud Channel Program: Qlik Partner Program, Managed Services Track
Program Manager: Lillian Wai, Director, Global Managed Service Provider Partner Programs
Program Highlights: Qlik Sense is hosted and managed in the cloud by partners, who can develop and attach new services when delivering Qlik as a cloud service. In addition, partners can expand their revenue with existing and new customers by easily entering new vertical markets and new geographies and quickly activating analytics services. Qlik accelerates partners’ profitability with a flexible licensing and recurring revenue model.
QOS CONSULTING
Location: Irvine, Calif.
Cloud Channel Program: QOS National Channel Program
Program Manager: Brian Middleton, VP, National Channel Development
Program Highlights: QOS Consulting provides agents and MSPs with technical and process excellence built on years of technology and project management experience. Among the key benefits are design and implementation of advanced and emerging technologies including multi-cloud solutions and managed SD-WAN and tools to manage inventory and control spending on a go-forward basis.
RADWARE
Location: Mahwah, N.J.
Cloud Channel Program: Smart Choice Partner Program
Program Manager: Israel Greenspan, Director, Channel Marketing
Program Highlights: Radware offers multiple ways for service providers to build new offerings in a way that best suits their growth strategy. With the ability to resell Radware’s Cloud Services or purchase hardware and software by Capex, third-party financing, Radware Opex and/or monthly pricing for software platforms, service providers now have a variety of ways to partner with Radware. Radware also will help drive opportunities for a faster ROI.
RIVERBED
Location: San Francisco
Cloud Channel Program: Riverbed Rise
Program Manager: Lara O’Brien, Director, Global Channel Strategy, Programs
Program Highlights: Riverbed offers incremental discounts for managed service opportunities and partners can achieve higher profitability through Riverbed Rise financial incentives for XaaS managed service and subscription bookings. Partners also have access to professional services for enablement, concierge-based demand gen campaigns, and Riverbed Labs when Riverbed products are embedded in partners’ cloud offerings.
SAGE
Location: Atlanta
Cloud Channel Program: Sage Partner Program
Program Manager: Colleen Kelly, Sage Partner Program Regional Manager
Program Highlights: The Sage Partner Program is designed to help partners increase revenue with compelling sales, referrals, service opportunities and incentives. There is huge growth opportunity for partners with over 3 million Sage customers in 23 countries and 82 million potential customers in the market. Sage is committed to an ongoing investment in the Sage Partner Program to drive partner success in the resell, development and servicing of cloud solutions.
SAGE INTACCT
Location: San Jose, Calif.
Cloud Channel Program: Sage Intacct Partner Program
Program Manager: Stephanie Kleber, Director, Channel, Sales Enablement
Program Highlights: Sage Intacct offers annuity-based revenue for the life of partners’ customers and an exclusive channel program that works hard to support partners’ success. The company’s offering is built for the cloud and it is a Preferred Provider by the American Institute of Certified Public Accountants.
SALESFORCE
Location: San Francisco
Cloud Channel Program: Salesforce Partner Program
Program Manager: Leslie Tom, SVP, AppExchange Marketing, Programs
Program Highlights: The Salesforce Partner Community, with over 70,000 active members, provides partners with the ability to engage with one another through Chatter Access. They have the opportunity to run their business by submitting deal registration and support cases. All partners also have access to Trailhead, which offers an immersive support system for the partner ecosystem.
SAP
Location: Newtown Square, Pa.
Cloud Channel Program: SAP PartnerEdge Program
Program Manager: Marc Monday, VP, Sales, Channel Development, North America
Program Highlights: Being an SAP partner selling SAP cloud solutions or running cloud solutions as a service, or building apps on SAP cloud products, provides a huge opportunity to partners for delivering the portfolio of SAP cloud solutions. Partners that sell, build and run SAP cloud ERP and full suite of HR cloud products will find plenty of opportunity to drive innovation with their add-ons and solutions and expertise.
SCIENCELOGIC
Location: Reston, Va.
Cloud Channel Program: ChannelLogic
Program Manager: Seth Duesman, Channel Sales Director
Program Highlights: ScienceLogic’s offering has deep compatibility with AWS, Azure, Google, IBM and other public and private cloud platforms. There are strong MSP capabilities for partners to create new sources of revenue for clients large and small. ScienceLogic also offers materials and support for partners to better understand and sell AIOPs cloud solutions.
SECEON
Location: Westford, Mass.
Cloud Channel Program: SecuRight
Program Manager: Lalit Shinde, Head of Partnerships, Business Development
Program Highlights: Seceon’s pay-as-you-grow model makes it easy to operationalize and scale Partners see increased market opportunities for all geographies.
SERVICEKEY
Location: Peachtree Corners, Ga.
Cloud Channel Program: ServiceKey Cloud Program
Program Manager: John Lodde, Cloud Program Manager
Program Highlights: ServiceKey provides partners with 24x7 personalized end-to-end support for business needs. The company’s cloud program benefits customers by providing them with monthly recurring revenue, enterprise-grade infrastructure and solutions and a global network and data center footprint.
SOLARWINDS MSP
Location: Durham, N.C.
Cloud Channel Program: SolarWinds MSP Channel Partner Program
Program Manager: David Weeks, Director, Sales
Program Highlights: SolarWindsMSP is a channel-friendly vendor with best-in-class technology that will work with partners to build their practice and optimize their business by offering proven sales and business-building insight, training and enablement resources. The company’s purpose-built technology and reporting capabilities are designed to support cloud initiatives with scale, reliability, automation, on-site and remote manageability and superior performance.
SOPHOS
Location: Burlington, Mass.
Cloud Channel Program: Sophos Cloud Security Provider Program
Program Manager: Evan Greene, Sr. Director, Global IaaS
Program Highlights: Sophos provides a centralized view of all customers and services used through Sophos. In addition, partners receive training and support from Sophos Security Architects who specialize in cloud security and migration.
STAR2STAR COMMUNICATIONS
Location: Sarasota, Fla.
Cloud Channel Program: Star2Star Channel Partner Program
Program Manager: Michelle Accardi, President, Chief Revenue Officer
Program Highlights: One hundred percent of partners increase their annual incomes after joining Star2Star. The company’s business model allows for ultra-flexibility by allowing partners to choose their level of support and engagement. Star2Star offers concierge solutions and service support with sales engineering, custom development, integrations, partner services support and provides complete back-end support so partners can focus on selling and building relationships.
STORAGECRAFT
Location: Draper, Utah
Cloud Channel Program: StorageCraft Partner Network
Program Manager: Marvin Blough, VP, Worldwide Sales
Program Highlights: StorageCraft offers market-tested and trusted software and provides partners with granular licensing options.
SUNGARD AVAILABILITY SERVICES
Location: Wayne, Pa.
Cloud Channel Program: Sungard AS Partner Program
Program Manager: Jim Schwartz, Sr. Director, Global Channel Programs
Program Highlights: Sungard Availability Services offers a leading-edge service and ensures ease of use for partners that are doing business with the company.
TETHERVIEW
Location: Oceanport, N.J.
Cloud Channel Program: TetherView Partner Program
Program Manager: Jamie Gray, Channel Manager
Program Highlights: TetherView’s no-risk contracts are backed by a 100 percent satisfaction guarantee. Its all-in-one platform includes advanced security, compliance, business continuity, standby virtual desktops, backup, anti-virus and firewall management, making it easy for MSPs to migrate and/or on-board clients and support their business- critical applications.
Tintri
Location: Mountain View, Calif.
Cloud Channel Program: Tintri Partner Program
Cloud Channel Program: Michael Lombardo, VP, Global Channel Operations
Program Highlights: Tintri has reinvented storage for virtualized and cloud applications. Becoming an Approved Tintri Partner will put solution providers at the leading edge of storage technology and provide them with an offering for clients that will solve key operational challenges.
TREND MICRO
Location: Irving, Texas
Cloud Channel Program: Cloud Service Providers Partner Program
Program Manager: Dan Woodward, VP, Channel Sales
Program Highlights: Top benefits for Trend Micro partners include consumption-based pricing, marketing development funds eligibility, and no financial commitments. Partners receive assigned sales and technical support resources, reference program participation, partner portal and partner hotline in addition to certification and training and 24x7 support.
TRUSTWAVE
Location: Chicago
Cloud Channel Program: Trustwave Channel Partner Program
Program Manager: Jim Ritchings, SVP, Worldwide Channel Sales
Program Highlights: Partners benefit from offering superior cloudbased security solutions and services that their customers can count on to address security and compliance challenges. The company strives to provide sales incentive programs with predictable consistent earnings expectations and is committed to providing partners with access to training programs, partner portal, sales and marketing tools and security research.
VEEAM SOFTWARE
Location: Columbus, Ohio
Cloud Channel Program: Veeam Cloud and Service Provider Program
Program Manager: Matt Kalmenson, VP, Cloud, Service Provider Sales, North America
Program Highlights: Veeam does not offer its own cloud or its own cloud and managed services. Instead, the company enables (and even relies on) VCSP partners to provide customers and resellers with availability services in and for the cloud. Veeam Cloud Connect technology makes it simple to set up and manage backup to the cloud, backup as a service and disaster recovery as a service.
VIPRE
Location: Clearwater, Fla.
Cloud Channel Program: VIPRE Partner Program
Program Manager: Marya Munir, Sr. Director, Channel Marketing
Program Highlights: VIPRE’s program scales with partners’ business and flexible MSP licensing ensures no interruption of services while adding or removing seats for new and existing clients. VIPRE Cloud delivers easy management of all client endpoints from a central console with a mobile UI designed for immediate, onthe-go response. Partners have access to unique lead generation tools, top-rated support and marketing content designed to support and grow business.
VMWARE
Location: Palo Alto, Calif.
Cloud Channel Program: VMware Cloud Provider Progra
Program Manager: Geoff Thompson, Sr. Director, Service Provider Programs
Program Highlights: The program enables partners to consume VMware products on a pay-as-you-go, pay-as-yougrow, monthly subscription model. Partners can offer services to VMware customers who use VMware technologies in their data centers and are looking to extend their workloads to the cloud. Eligible partners can qualify for access to development funds and a listing on the VMware Cloud Provider customer-facing portal.
WATCHGUARD TECHNOLOGIES
Location: Seattle
Cloud Channel Program: WatchGuardOne
Program Manager: Bryce Hjalseth, Sr. Manager, WatchGuardOne Partner Experience
Program Highlights: Flexible payments are based on predictable monthly pre-pay points and partners have the ability to pause and restart delivered services. In addition, MSSP appliances are available at a lower price, and MSSP Points can be distributed across multiple devices and services for the same or multiple customers.
WTG
Location: Malibu, Calif.
Cloud Channel Program: WTG
Program Manager: Julie Dzubay VP, Sales Operations
Program Highlights: The newest wave of cloud offerings has a stronger residual program and helps partners build a solid financial business. Current cloud offerings give partners services they can bring to their clients that improve efficiencies and support their clients’ business plans, seating the partner as the expert and trusted adviser. The breadth of WTG’s program offering gives partners the ability to be a single source for services, securing them from unintentional competition from other vendors.
ZEROSTACK
Location: Mountain View, Calif.
Cloud Channel Program: ZeroStack Cloud Innovation Partner Program
Program Manager: Brice Layton VP, North America Sales
Program Highlights: ZeroStack partners can generate new revenue streams and see annuity-based revenue and immediate customer return on investment.