2016 Cloud Partner Program Guide (Part One)
On Top Of The Clouds
For many partners, grappling with deployment, migration, management, integration and governance of workloads strewn across public providers and private clouds brings a multitude of new challenges.
Every year, CRN spotlights those companies devoting significant resources to their cloud partner programs and backing up partners with training, support and financial incentives in the Cloud Partner Program Guide.
Here we present the first part of the 2016 Cloud Partner Program Guide. If you missed it, be sure to check out Part Two.
ADTRAN, Inc.
Huntsville, Alabama
Cloud Channel Program: ADTRAN ADVantage Partner Program
Program Manager: Meggin Sawyer, Vice President of Sales
Cloud Channel Program Established: 2013's
ADTRAN, Inc. is a global provider of networking and communications equipment. ADTRAN ProCloud Services program offers fully-managed, business-class network managed services for wired and wireless equipment and over the top services, such as classroom management, Wi-Fi analytics and content filtering.
Agiloft
Redwood City, California
Cloud Channel Program: Agiloft Partner Program
Program Manager: Brandon Wright, Director of Partner Relations
Cloud Channel Program Established: 2014
The Agiloft Partner Program is available to vertical service providers, IT consultants, system implementers and resellers. Agiloft's Certified Resellers are trained and certified by Agiloft to provide Agiloft implementation services. They earn 35-45 percent revenue margins and keep 100 percent of professional services revenue.
AireSpring
Van Nuys, California
Cloud Channel Program: AireSpring Channel Sales Division
Program Manager: Ron McNab, Sr. V.P. Channel Sales
Cloud Channel Program Established: 2002
AireSpring's cloud partner program was established to provide both support and rewards to partners. The program delivers value to partners through a group of benefits known collectively as the AireSpring Advantage.
Amazon Web Services
Seattle
Cloud Channel Program: Amazon Web Services Partner Network (APN)
Program Manager: Dorothy Copeland, Director of Global Partner Programs, AWS Partner Program
Cloud Channel Program Established: 2012
The AWS Partner Network (APN) is the global partner program for AWS. It is focused on helping partners build a successful AWS-based business by providing great business, technical, marketing, and GTM support. APN is a tiered program comprised of Consulting and Technology Partners, who graduate through the tiers based on their level of engagement with AWS. In addition, partners can join fundamental programs designed to support their unique AWS-based business.
AppFormix
San Jose
Cloud Channel Program: AppFormix Channel Partner Program
Program Manager: George Youhana, Senior Account Manager
Cloud Channel Program Established: 2016
AppFormix cloud optimization software is now available via a global channel partners program. Its partners are companies that want to offer their customers monitoring and analytics software with advanced analytics and orchestration to improve application performance in a diversity of hybrid and private clouds.
AppRiver
Gulf Breeze, Florida
Cloud Channel Program: AppRiver Partner Program
Program Manager: Justin Gilbert, Channel Sales Manager
Cloud Channel Program Established: 2004
AppRiver offers innovative ways for partners to meet their customers' most pressing IT security needs with cloud security solutions. And, as a member of Microsoft's Cloud Solution Provider Program, AppRiver can expand cloud sales opportunities by enabling partners to provide direct billing, sell combined offers and services, as well as directly provision, manage and support products and services.
Archive360
New York
Cloud Channel Program: Archive360 Accelerate Channel Program
Program Manager: Bob Spurzem. Director of Field Marketing
Cloud Channel Program Established: 2016
The Accelerate Channel Partner Program offers a complete "migration in a box" solution for partners that need to migrate customer data from aging archives into Office 365 or other leading cloud archives, increasing potential revenues up to 4X.
Avnet
Tempe, Arizona
Cloud Channel Program: Avnet Cloud Solutions
Program Manager: Tim FitzGerald, VP of Digital Transformation
Cloud Channel Program Established: 2012
Avnet Cloud Solutions help partners and customers transform IT with data center automation and cloud solutions that embrace new consumption models and enable services delivery.
Barracuda Networks
Campbell, California
Cloud Channel Program: Barracuda Partner Program
Program Manager: Nicole Napiltonia, VP of Alliances
Cloud Channel Program Established: 2008
All Barracuda security and storage solutions are cloud-connected and sold through the Barracuda Partner Program. The Barracuda Partner Program is designed with four differentiated partner levels, which reward loyalty and provide opportunities for growth.
BetterCloud
New York
Cloud Channel Program: BetterCloud Preferred Partner Program
Program Manager: Ben Howard, Director of Channel Partnerships
Cloud Channel Program Established: 2013
BetterCloud's partner program benefits partners who focus on cloud computing by giving them a way to provide even more value to their customers. Partners can increase their revenue per deployment when introducing BetterCloud, or they can revisit a customer post deployment and provide a comprehensive solution to help drive Google adoption as well as management and security of their cloud environment.
Bitdefender
Bucharest, Romania
Cloud Channel Program: Partner Advantage Network
Program Manager: Raluca Cosciug, Worldwide Partner Program Manager
Cloud Channel Program Established: 2011
The Bitdefender Partner Program enables cloud selling partners to obtain high profits, receive account protection, and access lead generation campaigns, all based on selling unique and top-ranked products, together with effective support and tools. The Bitdefender Partner Program rewards a network of knowledgeable cloud security resellers in more than 150 countries.
BitTitan
Seattle
Cloud Channel Program: BitTitan Partner Program
Program Manager: Suzy McClure. Sales Manager, Americas
Cloud Channel Program Established: 2012
Often referred to as the "business-in-a-box" for its primary customer base of IT channel partners, BitTitan MSPComplete, a comprehensive MSP cloud services enablement platform, provides everything needed to easily expand its partners' businesses by becoming modern managed service providers (MSPs).
Blue Medora
Grand Rapids, Michigan
Cloud Channel Program: Blue Medora True Visibility Channel Program
Program Manager: Chris Noordyke, Chief Revenue Officer
Cloud Channel Program Established: 2015
Blue Medora launched the global True Visibility Partner Program in September 2015 to help resellers significantly grow their VMware vSphere and vRealize Operations business. In addition, the new program helps partners expand their market reach in virtualized and hybrid cloud environments, with Blue Medora focusing on extending vRealize Operations's cloud management capabilities to include providing a single pane of glass for all performance and application information.
Broadview Networks
Rye Brook, New York
Cloud Channel Program: Broadview Networks' Channel Partner Program
Program Manager: Donna Wenk, Senior Vice President of Alternate Sales
Cloud Channel Program Established: 2006
Broadview's OfficeSuite cloud-based product suite offers small- and medium-sized business and enterprise customers a variety of communications services that allow organizations to move infrastructure and software to the cloud for ubiquitous, secure and cost-effective delivery that ensures business continuity.
BVoIP
Hatfield, Pennsylvania
Cloud Channel Program: MSP Partner Program
Program Manager: George Bardissi, President & CEO
Cloud Channel Program Established: 2014
BVoIP's entire program is delivered from the cloud (both public and private cloud). It has strategically partnered with Rackspace in all regions to provide the best possible experience for partners and their customers.
Centrify
Santa Clara, California
Cloud Channel Program: Centrify Channel Partner Network (CCPN)
Program Manager: Holly Adams, Director, Field & Channel Marketing
Cloud Channel Program Established: 2014
The Centrify Channel Partner Network (CCPN) is a global network of value-added resellers, system integrators and distributors. The CCPN helps partners to achieve growth and profit by delivering unified identity management solutions that help customers strengthen security, meet compliance requirements, reduce IT expenses, and extend cloud and mobile technologies across the enterprise.
Cirrity
Atlanta
Cloud Channel Program: Cirrity Reseller Success Program: Fast Track to Cloud Revenues
Program Manager: Gerry Baron, Chief Marketing Officer
Cloud Channel Program Established: 2012
Cirrity enables partners to deliver superior cloud services whether partners add Cirrity's entire line of services or a single service that completes their cloud offerings. As a 100 percent channel-focused organization, Cirrity brings partners leads, deal-closing promotions and incentives.
Cisco Systems
San Jose, California
Cloud Channel Program: Cloud and Managed Services Program (CMSP)
Program Manager: Arjun Lahiri, Director, Global Partner Strategy & Programs
Cloud Channel Program Established: 2013
The Cisco Cloud and Managed Services Program is designed to recognize, enable, and reward partners for their expertise and investments around creating, selling, and delivering Cisco Powered Cloud and Managed Services based on Cisco technologies. The Cisco Cloud and Managed Services Program includes financial incentives, go-to-market benefits to help accelerate partners' time to market, as well as time to revenue, and sales enablement support to assist in building, marketing, and selling providers' cloud services.
Citrix
Fort Lauderdale, Florida
Cloud Channel Program: Citrix Service Provider Program (Hosting), Citrix Ready, Citrix Ready IaaS Cloud for XenDesktop & Citrix SaaS Advisor
Program Manager: Dan Sparks, Senior Manager, Worldwide Citrix Service Provider Program, Worldwide Licensing & Programs
Cloud Channel Program Established: 2009
The Citrix Service Provider Program recognizes the economic challenges and needs of the Service Provider community, delivering a multi-tenant architected product under a consumption license model with arrears-based reporting. Partners are provided Citrix's best practices for the design and implementation of the hosting environment to deliver applications, desktops, data, mobile solutions and networking as a service and pay for customer usage under a subscription model.
CloudJumper
Garner, North Carolina
Cloud Channel Program: CloudJumper Channel Partner Program
Program Manager: Max Pruger, Chief Sales Officer
Cloud Channel Program Established: 2016
CloudJumper markets its Workspace as a Service solutions exclusively through the channel. The company has created a dynamic program that provides partners with disruptive pricing thereby allowing them to add a lucrative margin while still providing a solution that is very competitive in the market.
Comcast Business
Philadelphia
Cloud Channel Program: Comcast Business Solutions Provider Program
Program Manager: Dalyn Wertz, Senior Director, Channel Management
Cloud Channel Program Established: 2011
Increasingly, cloud providers are partnering with telecommunications companies to offer Ethernet-based connectivity to their applications and data centers. And many users are taking matters into their own hands, purchasing dedicated high-speed Ethernet connections like the 100Mbps Ethernet Private Line available from Comcast Business and bundling it in their cloud services. With the Comcast Network optimized for the cloud, businesses can more fully reap the rewards of hosted services.
Concerto Cloud Services
Tampa, Florida
Cloud Channel Program: Concerto Partner Network
Program Manager: Stephanie Barton, Senior Partner Development Manager
Cloud Channel Program Established: 2010
The Concerto Partner Network is a program to enable and engage partners who want to efficiently and effectively more their business to the cloud with a best in class cloud service provider.
CTERA Networks
New York
Cloud Channel Program: CTERA Cloud Accelerator Channel Program
Program Manager: Todd Osborne, North America Channels and Service Provider Sales
Cloud Channel Program Established: 2014
The CTERA Cloud Accelerator Channel Program enables partners to rapidly capitalize upon an overwhelming opportunity for cloud-enabled business transformation at a time when businesses are re-architecting their IT strategy. The program focuses specifically on accelerating the uptake of CTERA's cloud storage gateways and secure file sharing and endpoint backup solutions across business customers small and large.
Datto, Inc.
Norwalk, Connecticut
Cloud Channel Program: Datto Partner Plus Program
Program Manager: Christine Gassman, Manager of Partner Development
Cloud Channel Program Established: 2013
The Datto Partner Plus Program rewards managed service providers for their loyalty to Datto by providing benefits that further support them in growing their business. The tiered structure tracks the amount of data each partner has in the Datto Cloud and provides benefits and rewards based on that amount.
Dell Inc.
Round Rock, Texas
Cloud Channel Program: Dell PartnerDirect – Cloud
Program Manager: Mary Catherine Wilson, VP NA Channel Programs
Cloud Channel Program Established: 2016
The Dell Cloud Solution competency initiates partner enablement on Dell's comprehensive portfolio of cloud solutions, starting with Dell Hybrid Cloud System (DHCS) for Microsoft. As a blueprint solution, DHCS affords partners the opportunity to develop new cloud installations without the need to pre-invest in architecture development.
DiCentral
Houston
Cloud Channel Program: DiCentral Channels Program
Program Manager: Eric Lambiase, Senior Director of Global Channels
Cloud Channel Program Established: 2007
The DiCentral Channels program is designed to help partners develop new revenue opportunities that improve their bottom line by providing solutions to enhance back-end systems.
Digium, Inc
Huntsville, Alabama
Cloud Channel Program: Digium Partner Program
Program Manager: Wayne Landt, Director, Channel Sales
Cloud Channel Program Established: 2007
The Digium Cloud Agent Program allows current and prospective channel partners the ability to offer Switchvox Cloud, a hosted business phone system, and SIP trunking to their existing SMB customer base as well as to new prospects, while maximizing commissions in the rapidly growing cloud services market. The program is structured to allow agents of various capabilities to sell Digium Cloud Services.
Egenera Inc.
Boxborough, Massachusetts
Cloud Channel Program: Xterity Cloud Services Partner Program
Program Manager: Rick Carbonem VP, North American Sales
Cloud Channel Program Established: 2015
Egenera launched Xterity Cloud Services in April 2015 and since then has signed over 30 partners in the US and over 100 in EMEA. Initial emphasis was on smaller MSPs seeking to offer cloud services but has expanded to larger MSPs who are interested in expanding their cloud service offerings or who are disappointed in the flexibility and margin offered by large public cloud vendors such as Amazon and Microsoft.
Epicor Software Corporation
Austin, Texas
Cloud Channel Program: Epicor Partner Network
Program Manager: John Matterson, Senior Director, Channel
Cloud Channel Program Established: 2015
Epicor delivers cloud commercial selling and implementation training to its global partner ecosystem. The Epicor Partner Network comprised of over 400 reseller, solutions, services and consulting partners worldwide. To date, Epicor has trained partners from 14 countries across the Americas, Asia and Australia.
F5 Networks
Seattle
Cloud Channel Program: F5 Unity Cloud Service Provider Program
Program Manager: Tania McIntosh, Manager, WW Partner Programs
Cloud Channel Program Established: 2014
The F5 Unity Cloud Service Provider Program brings cloud providers into F5's partner community and enables them to deliver competitive service offerings and greater value to their customers. Cloud providers of all sizes can offer customers enterprise-grade application services using flexible licensing models that support customers' requirements.
Fonality
Plano, Texas
Cloud Channel Program: Fonality Channel Partner Program
Program Manager: Natalie Botti, Channel Development Manager
Cloud Channel Program Established: 2014
The Fonality Partner Program provides a simple solution for master service agents, managed service providers (MSPs), and value-added resellers (VARs) to open new revenue streams by adding cloud-based business phone systems and UC to their portfolio. The program offers discounts or commissions at three partner levels: Referrals, Authorized and Certified.
Globalscape
San Antonio, Texas
Cloud Channel Program: Globalscape Partner Program
Program Manager: Tamela Gates May, Vice President Channel Sales
Cloud Channel Program Established: 2016
The Globalscape Partner Program encourages and protects partners' investments in Globalscape by awarding superior margin for approved registered deals and the opportunity to take advantage of participate in partner-exclusive promotions and discounts. Partners receive deal registration discounts and get advance notice of new cloud product releases and updates.
Hewlett Packard Enterprise
Palo Alto, California
Cloud Channel Program: HPE Partner Ready Gold Cloud Builder Specialization
Program Manager: Lynne Lewis, Worldwide Cloud Channel Development Manager
http://www8.hp.com/us/en/home.html
Cloud Channel Program Established: 2013
HPE Cloud Builder Specialization prepares partners to help customers on their journey to Hybrid IT from virtualization to automation and orchestration to cloud with added rewards for sales success. The Partner Ready Cloud Builder includes profitability with incremental upfront cloud solution discounts, deal registration, sales incentives and financial services.
HyTrust
Mountain View, California
Cloud Channel Program: HyTrust Reseller Partner Program
Program Manager: Stephanie Torres, Director, Channel Sales
Cloud Channel Program Established: 2015
The HyTrust Reseller Partner Program is designed to increase margins while providing virtualization security, compliance, and micro-segmentation solutions to help round out cloud and virtualization practices. The Reseller Partner Program is divided into two levels: Authorized and Referral.
IBM
Armonk, New York
Cloud Channel Program: IBM PartnerWorld
Program Manager: Martha Tacy, Director, Global Business Partner Marketing, North America
Cloud Channel Program Established: 1999
IBM PartnerWorld, the worldwide program for IBM Business Partners, offers sales, marketing, technical, training and collaboration benefits to create new opportunities designed to help partners grow their business and drive increased profits.
IFS North America
Itasca, Illinois
Cloud Channel Program: IFS Partner Network
Program Manager: Parker Zanios, Director, Partner Alliances
Cloud Channel Program Established: 2014
The IFS Cloud Partner Program is a part of the channel partner program offered through the IFS Partner Network. The Cloud Partner Program offers IFS channel partners a predictable and recurring revenue stream for companies looking to capitalize on the fast growing cloud market.
Iland
Houston
Cloud Channel Program: iland Partner Program
Program Manager: Dante Orsini, SVP of Business Development
Cloud Channel Program Established: 2009
Iland's Partner Program is designed to quickly enhance value proposition by reducing time to market and building a sustainable cloud services practice. All partners receive flexible sales and technical training, collaborative sales and architect support and collateral and marketing tools.
Infor
New York
Cloud Channel Program: Infor Partner Network Partner Program
Program Manager: Leigh Lebow, Director, IPN Enablement
Cloud Channel Program Established: 2011
The Infor Partner Network is a global ecosystem of people, systems, and services designed by partners, for partners, to ensure that all Infor Partners receive the highest quality of training, support, and enablement in the industry. Infor also offers partners a market-leading cloud specialization program. Infor CloudSuite Academy is a comprehensive curriculum designed to further develop partner competencies.
Informatica
Redwood City, California
Cloud Channel Program: INFORM Partner Program
Program Manager: Grant Allan, Vice President Partner Success
Cloud Channel Program Established: 2011
The Informatica INFORM Partner Program is a comprehensive partner program that offers partners multiple ways to engage with Informatica and to profit by offering valuable services and solutions to customers around the company's integration platform, Informatica Cloud. Through the INFORM Partner Program, partners are empowered to offer customers cloud and hybrid services and solutions in the way that best fits their own business models.
Intacct
San Jose, California
Cloud Channel Program: Intacct Partner Program
Program Manager: Stephanie Kleber, Director, Channel & Sales Enablement
Cloud Channel Program Established: 2010
Intacct helps nurture partners and build success using its expertise as a cloud-based software provider. The company created its partner program with over 200 years of combined experience in the channel and 100 percent support from the entire company, board and investors.
Intel Security
Santa Clara, California
Cloud Channel Program: Managed Services Specialization
Program Manager: Sarah Thompson, Senior Manager WW MSP Programs
Cloud Channel Program Established: 2013
McAfee, part of Intel Security, has been in the managed services business for more than a decade. In 2015 the company restructured its Managed Service Provider Program (MSP) as an Intel Security Managed Services Specialization. The Intel Security Managed Services Specialization offers a consistent global framework that can be scaled through distribution.
Intelisys
Petaluma, California
Cloud Channel Program: Intelisys Cloud Services Program
Program Manager: Raymond Nelson, Director of Sales Engineering
Cloud Channel Program Established: 2012
The Cloud Services Program is a resource provided to Intelisys Sales Partners, at no cost, that provides the tools and resources bussinesses need to grow and maximize their revenue. Intelisys also provides dedicated training and certification through Cloud Services University, a cloud education program for channel sales professionals looking to enhance their knowledge cloud technologies and services.
Intermedia
Mountain View, California
Cloud Channel Program: Intermedia Partner Program
Program Manager: Curt Mark, VP of Channel Sales
Cloud Channel Program Established: 2006
Intermedia's partner program gives partners a choice in how they grow their business in the cloud - without changing how they do business and without commitments or fees. Partners can select from one of three different partnership models on a customer-to-customer basis.
Intronis MSP Solutions by Barracuda
Chelmsford, Massachusetts
Cloud Channel Program: Intronis Partner Program
Program Manager: Neal Bradbury, Senior Director of Business Development
Cloud Channel Program Established: 2008
Intronis delivers cloud backup, data protection, and security solutions to partners at a fixed price that includes access to exclusive partner success resources such as comprehensive onboarding, award-winning technical support, online training and certification, dedicated partner account managers, and a sales and marketing enablement resource hub.