2016 Cloud Partner Program Guide (Part Two)
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 second part of the 2016 Cloud Partner Program Guide. If you missed it, be sure to check out Part One.
Kerio Technologies
San Jose, Calif.
Cloud Channel Program: Kerio Partner Program
Program Manager: Helena Marsikova, Partner Marketing Director
Cloud Channel Program Established: 2011
Kerio supports cloud service providers that are looking to provide small and growing businesses with cloud-based email, messaging and voice security solutions. Kerio offers competitive cloud solutions, pricing and a comprehensive support package of marketing, training and technical support to help partners build a successful business of their own. All new partners start as an Authorized Partner and have immediate access to an extensive menu of resources in the Kerio Partner Portal. Partners can move through the tiers from Authorized, Certified to Preferred Partner, with each tier providing more benefits and support.
LoadSpring Solutions, Inc.
Wilmington, Mass.
Cloud Channel Program: LoadSpring Partner Program
Program Manager: Dean Edmundson, EVP Business Development
Cloud Channel Program Established: 2000
The goal of the partner program is to create a strong and successful network of partners that actively sells or refers LoadSpring's service. Their loyalty to LoadSpring's service is grown by our demonstration of commitment to their sales efforts and customers' needs as well as by continuing to provide the market leading hosting solution.
LoadSpring's partner program consists of three general types of partners:
Software Partners - software partners who either refer LoadSpring (co-sell with our sales team) or wish to SaaS enable their products.
Global Systems Integrators - these are large, global partners servicing large enterprise-level customers.
Mid-Market - mid market partners focus on smaller companies and provide a full range of services to their customers.
Masergy Communications, Inc.
Plano, Texas
Cloud Channel Program: Masergy Global Partner Program
Program Manager: Chuck Ward, VP Global Channel
Cloud Channel Program Established: 2011
Masergy's award-winning Global Partner Program is ideal for businesses that help enterprises evolve their IT infrastructure with fully-managed global networking, cyber security and unified communications solutions. Masergy's channel partners include: " Value-added resellers and systems integrators " Master agents, sub-agents and independent consultants " IT solution providers that offer complementary services Masergy Partners are a select group of innovative, forward-thinking and customer-focused solution providers who can help deliver Masergy's managed networking, security and communications services to enterprise clients.
The Masergy Global Partner Program accommodates a variety of partner business models:
Referral Partner - This model is for individuals or companies who simply make an introduction to Masergy (to prospective clients). Referral partners are compensated on a success-based model with 50 percent -100 percent of MRR on a one-time basis.
Joint Sale Partner - Partner with the Masergy solution experts to offer comprehensive solutions for enterprise clients and drive revenue for their core business while sharing in the rewards resulting from Masergy's revenue growth. These partners are paid anywhere from 18-25 percent based on their partner tier.
Reseller Partner - Distribute Masergy's innovative solutions while owning the entire customer lifecycle (including invoicing and collection). These partners are given an upfront discount on the services and they add their own margins that vary based on solution and geography to enterprise clients.
Metalogix
Washington, D.C.
Cloud Channel Program: Metalogix Advantage Partner Program (MAPP)
Program Manager: Joe Sullivan, Director of Alliances
Cloud Channel Program Established: 2013
In June 2016, Metalogix announced powerful new enhancements to its Metalogix Advantage Partner Program (MAPP), that will enable channel partners of all sizes to establish a repeatable, de-risked, and highly successful Microsoft SharePoint and Office 365 content migration practice. Headlining the program's new advancements is Metalogix's Business-in-a-Box, which serves as a zero-to-sixty starter kit, containing all the critical information, training and content a channel partner would require to establish and maintain a repeatable and highly lucrative data migration practice.
Mimecast
Watertown, Mass.
Cloud Channel Program: Mimecast Partner Program
Program Manager: Charles Patsios, Director, Channel Marketing
Cloud Channel Program Established: 2011
Mimecast's strong position as a cyber-security enabler for partners means that our Mimecast cloud-based service is always-on, delivers always up-to-date protection without the complexity and cost of traditional offerings. Long-term customer relationships have always been vital to our success and the success of our partners. That is why our partner program is designed to do more than support our partners' new business efforts - we work hard to protect our partners, their customer relationships and their recurring margins. Every partner gets access to the dedicated teams and resources required to motivate and empower their sales and technical teams, build strong customer relationships and retain business. It works. Our partners not only win business, but retain it - customer retention rates are currently running at 107 percent. Channel based revenue continues to drive the success of Mimecast and for their partners, unprecedented retention and new acquisitions make Mimecast the partner to align with right now.
Mitel
Kanata, Ont.
Cloud Channel Program: Cloud Partner Program
Program Manager: Hope Davo, MiCloud Channel Marketing Manager
Cloud Channel Program Established: 2005
The MiCloud Partner Program is designed to give our partners the support you need to succeed. What we've learned is that when we focus on running the cloud, and you focus on running your business, the result is a better customer experience. We offer multiple levels of partner engagement to ensure that our partnership is aligned with the core values and strengths of your business. As a MiCloud Agent Partner, you can count on Mitel for full support including porting and configuration, quality assurance, customer support, billing inquiries and more. You maintain the relationship and we maintain the technology. It's the fastest and simplest way to deliver cloud-based communications to your customers. As a UCaaS Partner, you assume more control over pricing, service customization and customer support. As the single point of contact for the customer, you can also market the cloud offering under your own brand. Mitel provides the turn-up of services and manages Tier 3 support issues as needed. This is a good option for larger partners with an established solution portfolio already in place. With a Partner Built solution, Mitel delivers a solid foundation allowing service providers to reach their target market with cloud communication services. Partners provide billing, configuration, customization, technical support and complete brand control. This is the best fit for the partner that wants complete customization and 100 percent control of the customer experience.
My Digital Shield
Wilmington, Del.
Cloud Channel Program: MDS Partner Program
Program Manager: Jenna Chase, Channel Marketing Manager
Cloud Channel Program Established: 2013
MDS offers a tiered partner program, meaning the more you sell, the higher your profits. Because MDS is easy to install and maintain, you can breathe easy, knowing your customers are secure while your monthly recurring revenue continues to grow. The margins are 25 percent, 35 percent, and 45 percent based on total number of units sold and/or level of certification. MDS Cloud Manager (or MCM) is a centralized management tool so that MDS Partners can easily monitor and manage their customers under one umbrella. We work with all our Partners in training as well as branded marketing materials to develop and grow leads. In addition, we are constantly getting End User requests to purchase MDS - because we are 100 percent Partner centric, every SMB inquiry to purchase the MDS solution goes out to our Certified.
Nasuni
Natick, Mass.
Cloud Channel Program: Nasuni Channel Program
Program Manager: Warren Mead, VP Business Development & Channel
Cloud Channel Program Established: 2009
Nasuni's channel program gives partners the opportunity to provide their customers with a next-generation storage solution that provides automatic backup, unlimited capacity, fast access to the file share from anywhere in the world and centralized management. Customers pay a yearly terabyte / year fee for usable storage only, and partners share in that revenue stream for the entire life of the engagement. As customers increase their storage in the service, the partners' revenue stream also increases. The Nasuni Channel Program gives partners the ability to become a cloud service provider and drive a re-occurring revenue stream as well as cloud based professional services.
NaviSite
Andover, Mass.
Cloud Channel Program: NaviSite Partner Program
Program Manager: Craig Sandman, Sr. Director Alternate Channels
Cloud Channel Program Established: 2012
"NaviSite's Partner Program is designed to support a wide range of partner types such as Resellers, Agents and Referral Partners. The program is comprised of three tiers; Authorized, Gold and Master, in addition to a Referral component which sits outside of the tiered structure. As with other partner programs, NaviSite's tiers define the commissions, discount structure and benefits a partner can expect. Along with these financial benefits, additional discretionary Marketing Development Funds are available based on business plan for co-marketing and joint revenue generation. To become a partner, there are minimal requirements such as an executed partner contract and deal registration for opportunities. NaviSite does not require upfront investments at this time.
NaviSite supports its partners through a comprehensive on-boarding and enablement program which is designed to ensure success. We believe in building strong, collaborative relationships through lifetime partnerships.
Nexenta Systems
Santa Clara, Calif.
Cloud Channel Program: Nexenta Partner Program
Program Manager: Don Lopes, Vice President, Marketing & Channels
Cloud Channel Program Established: 2014
"NPP encompasses a number of rich program offerings, benefits and services to help our Partners enhance their businesses. We're always looking to grow with channel Partners committed to providing customers with the best products, service and support. Benefits of NPP include:
Co-Selling Experts - Access to Nexenta inside, field, & technical resources to support partners learning and selling Nexenta solutions.
Sales Guides - Easy to consume scripts to take action to targeted segments you are looking to accelerate with Nexenta.
Deal Registration - Added profitability to Partners driving new business for Nexenta.
Partner Portal - One-stop shop for all your product & program needs.
Webinar Series - Designed to keep Partners current on the latest product, positioning, and technical aspects of our solution.
Prospect Trial Licenses - 45 day trial for your customers to see first-hand the value of Nexenta's leading SDS offering.
Beta Programs - Access to provide direct feedback on what's coming at each stage of Nexenta's product development.
Nexsan
Campbell, Calif.
Cloud Channel Program: Nexsan Channel Partner Program
Program Manager: Mike Cirrincione, Vice President Channel Sales
Cloud Channel Program Established: 2013
As a 100 percent channel-based company, Nexsan has a rich history of working closely with its partners delivering the product training, marketing, sales and technical support that expands opportunities and drives revenue growth. According to a TechValidate survey, Nexsan increased annual revenue between 5 and 30 percent for 60 percent of its partners. In addition, Optera Research Group validated that partners gave Nexsan an 80 percent overall satisfaction rating with as many as 89 percent of partners saying they are willing to recommend Nexsan, ranking higher than any other brand carried by the participating partners.
Nextiva
Scottsdale, Ariz.
Cloud Channel Program: Nextiva Amazing Partner Program
Program Manager: Ira Feuerstein, Director, North American Channel Program
Cloud Channel Program Established: 2013
Nextiva's partner program offers our partners the ability to sell our Hosted VoIP, Business Analytics, Electronic Fax, and Online Storage and Sync products/services to businesses of all sizes. We offer our partners residual commissions with monthly bonuses, PLUS one time bonuses after reaching pre-defined monthly MRR thresholds. All partners have access to our Partner Learning Portal with online training tools as well as marketing materials to help them sell Nextiva's products and services.
Nintex
Bellevue, Wash.
Cloud Channel Program: Nintex Partner Network
Program Manager: Alistair Cloke, Director, Partner Enablement
Cloud Channel Program Established: 2008
Nintex makes strategic investments in the Nintex Global Partner Network by introducing differentiated tiers, new self-serve trainings and certifications, and core marketing assets to drive partner profitability and to ensure customers' continued success with Nintex. More than 1,600 partners and more than 6,000 customers turn to Nintex as the basis for business process automation, from the back-office to the front-office, on-premises and in the cloud.
OnRamp
Austin, Texas
Cloud Channel Program: OnRamp Channel Partner Program
Program Manager: Drew Jenkins, Senior Director, Channel Partner Program
Cloud Channel Program Established: 2014
OnRamp offers the most comprehensive suite of data center services to support your customers at each and every layer of their operations. The resources we provide our partners and the flexibility of our programs make it easy for our partners to work with us. Simply put, as an OnRamp partner, you can generate more revenue, increase the profitability of your services, and grow your business. OnRamp offers its partners a tiered compensation program which rewards them for reselling our services or referring us new customers (or both). Also, we frequently provide our active partners with leads for new business, and we'll gladly buy hardware from them (for our data centers) when it makes sense to do so.
Oracle
Redwood Shores, Calif.
Cloud Channel Program: Oracle PartnerNetwork Cloud Program
Program Manager: Kimberly Lasseter, Senior Director, Worldwide Alliances & Channels Sales
Cloud Channel Program Established: 2013
Oracle PartnerNetwork has evolved to offer new opportunities for partners to transform and accelerate their business with Oracle Cloud. The new Cloud program, with tiered designations, recognizes those partners that engage with Oracle and invest in Oracle Cloud, by offering them incremental and progressive benefits to complement and build on the existing OPN program levels. Qualification into these tiers is based on elements that exemplify excellence in Oracle Cloud solutions. Cloud Standard The first tier of this transformative Cloud program is designed to help partners begin to differentiate themselves in the market. These partners have developed skills and expertise in Oracle Cloud Services. Cloud Select Partners in this tier receive recognition for proven expertise in Oracle Cloud Services and for designated teams driving their Oracle Cloud business. Achieving specialization and/or developing and selling technology or services that ultimately drive Oracle Cloud business validate their expertise.
Ping Identity
Denver, Colo.
Cloud Channel Program: PingPartner Network
Program Manager: Lisa Dunn, Partner Marketing & Alliances
Cloud Channel Program Established: 2004
The PingPartner Network is a global network of leading resellers, system integrators, SaaS independent software vendors (ISVs), technology companies and managed service providers (MSPs) that partner with Ping to deliver the world's most innovative Identity Defined Security platform. The PingPartner Network helps cloud customers (among others) strengthen security in a borderless world, enabling partners to create growth, differentiation and a profitable business. Most notably, the Ping Identity Alliance program focuses on technology companies and SaaS independent software vendors who want to expand and extend the value or their solutions with Ping Identity offerings. Alliance program partners overcome buying objections and shorten customers' buying cycles by aligning their technology and/or cloud offering with Ping's Identity Defined Security platform. Ping has broad vertical and geographic market penetration through its value-added reseller (VAR) and system integrator partner networks; also, it has made inroads with managed service providers that can offer PingOne Cloud functionality.
Polycom Inc.
San Jose, Calif.
Cloud Channel Program: Cloud Video Operator Specialization, Hosted Voice Service Provider Program
Program Manager: Deandra Cassidy, Director, Global Channel Programs
Cloud Channel Program Established: 2015
Polycom has 2 cloud based partner programs – a program for cloud video and a program for cloud voice. The Cloud Video Operator Specialization ("CVO Specialization") recognizes Polycom partners, system integrators, and service providers that deploy and operate Polycom's RealPresence platform as a service, or as a managed service. Polycom's Cloud Video Operator Practice Specialization recognize partners with cloud business model competencies including the ability to address customer needs and sell appropriate cloud video solutions while efficiently operating and maintaining a production level cloud video service.
Proofpoint
Sunnyvale, Calif.
Cloud Channel Program: Proofpoint Partner Program
Program Manager: Brian Kroneman, Dir, Channel Operations
Cloud Channel Program Established: 2004
Proofpoint's partner program is committed to fostering an ecosystem that empowers and rewards partners. Our innovative security-as-a-service solutions enable partners to profitably sell next-generation cybersecurity solutions. We are committed to leveraging the power of the channel and ensuring our joint success. When you join the Proofpoint reseller program, you get access to deal registration, training and enablement, collaborative joint marketing initiatives and a variety of sales and technical tools. Our performance-based, tiered structure offers benefits that grow with your effort and investment. You choose your level of commitment and progress through these levels. As a trusted security advisor, you can be confident when you sell a Proofpoint solution; your clients are protected by a company that earns industry-leading customer satisfaction ratings and renewal rates.
Rackspace
San Antoinio, Texas
Cloud Channel Program: Rackspace Partner Program
Program Manager: Chris Rallo, Director, Channel Sales - US
Cloud Channel Program Established: 2013
Partnerships are essential to business. At Rackspace, we understand the value of our partners and strive to understand and support their unique business needs. The Rackspace Partner Network is designed to provide varying types of partners with access to expertise and support across the world's leading public, private and hybrid cloud platforms. We aspire to provide the support flexibly and in alignment with your unique needs, so that you can better serve your customers, build loyalty and create new revenue opportunities. The Rackspace Partner Network can help you monetize managed cloud opportunities and increase profitability.
RapidScale
Irvine, Calif.
Cloud Channel Program: RapidScale Cloud Partner Program
Program Manager: Mark Szotkowski, President, Sales
Cloud Channel Program Established: 2008
RapidScale leads the cloud computing industry in providing superior partner support, training, and account acquisition strategy through a network of cloud partners, which include Agents, Master Agents, VARs, MSPs, White Label Partners, and Wholesale Partners. Our program revolves heavily around providing our sales partners with outstanding side-by-side selling opportunities, marketing and campaign resources, as well as engineering and technical support team members and cloud-roadmapping programs. RapidScale also offers competitive SPIFFs, Promos, and Commissions to their sales partners. RapidScale does not utilize tiers or have requirements for a partner to become part of the program other than a pre-established partner agreement either directly with the partner or via a master agent.
Riverbed Technology
San Francisco, Calif.
Cloud Channel Program: The Riverbed Performance Partner Program (RPPP)
Program Manager: Michelle Hodges, VP Global Channel Strategy & Operations
Cloud Channel Program Established: 2010
Riverbed has organized core technologies and product families into a series of competencies designed to ensure that Channel Partners are equipped to go-to-market with the right solutions, including those for cloud, for their customers. For example, as of 2010, Riverbed introduced solutions for the public cloud, including cloud-intelligent WAN-optimization, cloud storage gateway and visibility into SaaS and cloud-based apps. Channel Partners can become authorized to receive discounts and sell products within a competency after meeting specific training and certification requirements. Channel Partners may focus on two or more competencies to ensure they can invest in and sell the products and solutions that are best suited for their skills, target markets, and expertise. A competency requires that a certain number of individuals have completed required training and certification in a specific area of product focus.
Salesforce
San Francisco, Calif.
Cloud Channel Program: Salesforce Partner Program
Program Manager: Vanessa Cordero, Principal Partner Program Manager
Cloud Channel Program Established: 2009
Salesforce created the first and biggest "born in the cloud" partner program, aligning it closely with the core tenets of the Salesforce's Customer Success Platform. The partner program allows companies to engage with Salesforce and build customer focused businesses around its products, providing customers with more choices and expanding the capabilities of the core platform. We believe that our investments in our partners translates into customer success. Over the past year, Salesforce has transformed the Consulting and Independent Software Vender (ISV) Partner Programs to offer more clarity around the different program tiers, provide additional enablement tools and support to partners, creating more ways for partners to distinguish their unique capabilities in the marketplace. All Salesforce partners are tiered at global strategic, platinum, gold, silver and registered levels.
SAS Institute
Cary, N.C.
Cloud Channel Program: Managed Analytic Service Provider (MASP)
Program Manager: Heath Clayton, Senior Business Development Specialist
Cloud Channel Program Established: 2015
SAS, the world leader in analytics, provides channel and alliance partners access to SAS solutions in high-growth areas such as high-performance analytics, customer intelligence, data management, and visualization. SAS expanded its Partner Program in 2015 by adding a Cloud Partner Program called the Managed Analytic Services Provider (MASP) program. As an MASP, partners can offer custom cloud-based analytics solutions built on SAS software, saving their customers the need for data scientists and the overhead of implementing on-site software. The SAS MASP program offers flexibility and scalability. MASPs build their solution on any SAS product with no up-front costs for the software. The MASP determines the pricing and consumption model based on customer demand, paying a royalty on actual sales. MASP partners can achieve Silver, Gold, or Platinum status based on their SAS revenue and certifications.
ScienceLogic
Reston, Va.
Cloud Channel Program: ChannelLogic
Program Manager: Steve Kazan, Senior Director, Channel Development
Cloud Channel Program Established: 2016
For cloud computing, ScienceLogic discovers, monitors and automates hybrid clouds, including AWS, Microsoft Azure, IBM Softlayer, Openstack and Cloudstack, as well as private clouds. Our technical and sales training includes training on hybrid clouds. The product includes cloud migration tools built-in at no charge. Partner are trained on these. The platform can be integrated with other cloud or non-cloud products. The ChannelLogic program guide outlines the program requirements and tiers. The program has three tiers, Authorized, Gold and Premier.
SkyKick
Seattle
Cloud Channel Program: SkyKick IT Solution Provider Program
Program Manager: Peter Labes, VP of Business Development
Cloud Channel Program Established: 2011
SkyKick offers its solutions exclusively through channel partners, which include IT consultants, system integrators, MSPs, VARs, hosters and telcos. With its cloud management platform, SkyKick is 100 percent focused on assisting channel partners accelerate their cloud business and make it more profitable. To achieve this goal, the company has company has innovated and built a new category of cloud management products that help partners centrally and efficiently manage their customers' cloud solutions across multiple services.
SolarWinds N-able
Ottawa, Ont.
Cloud Channel Program: SolarWinds N-able Channel Partner Program
Program Manager: David Weeks, Global Channel Sales Manager
Cloud Channel Program Established: 2006
SolarWinds N-able's cloud partner program is an integrated part of award-winning 5-Star Partner Program, which was founded on our Blueprint for MSP Success and managed closely by our Partner Development Specialists. Hundreds of channel partners have completed SolarWinds N-able's exclusive Blueprint for MSP Success Program, giving them the know-how and tools to build winning managed services practices, and market and sell their services effectively.
Additionally, our channel partners gain access to a number of resources including our MSP Playbooks, Runbooks and e-books focused on sales, technology and marketing. Together with our MSP solutions - including SolarWinds N-central, SolarWinds MSP Manager and SolarWinds MSP Anywhere -- these resources empower SolarWinds N-able's MSP partners to speed their time to market, generate recurring revenue, reduce costs and gain competitive differentiation.
Sonian
Waltham, Mass.
Cloud Channel Program: Sonian Partner Program
Program Manager: Jeff Lippincott, VP Business Development
Cloud Channel Program Established: 2007
Sonian's unique sales model is nearly 100 percent through the channel. We focus on a small number of large partners supporting them with revenue-driving incentive programs and enablement activity. Sonian provides a strong, low-churn product offering that is partner friendly; easy to sell, deploy & support. Due to our product focus and deep expertise in cloud technologies, we are able to provide our SaaS solution at very high partner margin. Our sales model enables partners to leverage Sonian as a standalone, an add-on to cloud or hosted email offerings, or as part of an email/security bundle. The service is frequently white-labeled or branded & partners handle tier 1 support. Sonian's partners fall into 3 main tiers: large MSP email service providers (e.g. Intermedia, Rackspace), stack vendors (e.g. IBM, Amazon) and data loss and security vendors.
Spanning by EMC
Austin, Mass.
Cloud Channel Program: Spanning by EMC Partner Program
Program Manager: David Tillman, Sr Director, Channels & Alliances
Cloud Channel Program Established: 2010
Spanning's global partner program is designed to reward partner commitment, build long-lasting relationships and enable channel partners to provide organizations around the world with access to an industry-leading, enterprise-class backup and recovery solution for SaaS applications. Spanning has a partner-first mentality. We understand that customers want to work with a partner who can best support their needs as they continue to move into the cloud. Our goal is to make it easy for our partners to represent, market and sell Spanning solutions with the right level of service and ongoing support before and after the sale.
The Spanning Channel Partner Program is designed to leverage existing infrastructure offered by EMC, as well as offer additional benefits to the Spanning ecosystem including sales training and enablement, co-marketing tools and resources. The program also offers Spanning channel partners exceptional opportunities for enhanced margins and recurring revenue streams. Spanning partners enjoy a broad set of financial, sales and marketing benefits. From incentive programs to help accelerate new sales and marketing support to expand the partners' reach, Spanning is dedicated to partner success.
Splunk
San Francisco
Cloud Channel Program: Partner+ Program
Program Manager: N/A
Cloud Channel Program Established: 2015
The Splunk Partner+ ecosystem brings together the industry's top professionals to build an exclusive, worldwide network committed to delivering superior Operational Intelligence solutions to our joint customers. More than 500 system integrator, value-added reseller and managed service provider partners across the globe are driving new business and fueling their offerings with Splunk. Leading companies that partner with Splunk include: Accenture, Amazon Web Services, Cisco, EMC, Palo Alto Networks, and Verizon.
Star2Star Communications
Sarasota, Fla.
Cloud Channel Program: The Star2Star Channel Partner Program
Program Manager: Gary Testa, President
Cloud Channel Program Established: 2006
We exclusively sell through the Channel. We design our partner programs to fit our partners' business models, not the other way around. Our industry-leading partner programs provide upfront and evergreen recurring revenue, extensive sales and marketing support, full service quote assistance, technical support from two US-based NOCs, a nationwide network of installers, and much more. All of our partners must attend and complete a Star2Star training program.
StorageCraft
Draper, Utah
Cloud Channel Program: StorageCraft Partner Network
Program Manager: Jennifer Bodell, Channel Marketing Manager
Cloud Channel Program Established: 2012
The StorageCraft Partner Network is a profit-maximizing program for reseller partners. This program gives MSPs, VARs, and other resellers the opportunity to sell the StorageCraft Cloud Services backup and disaster recovery solution as a service. The StorageCraft Partner Program is unique among industry partner programs because StorageCraft used feedback from its existing partners to design the program. Enlisting partners as part of the design team ensures the success of both the partner and StorageCraft. And partners chose to keep it simple: Partners don't need to follow complex rules or meet any stringent requirements to benefit. In order to become member of the StorageCraft partner program, a potential partner only has to submit an application, which is then reviewed by the company. There are no fees involved. The StorageCraft Partner Program has three tiers: Platinum, Gold and Silver.
Stratoscale
Herzliya Pituach, Israel
Cloud Channel Program: PartnerFirst
Program Manager: Michael Richards, Director of Channels
Cloud Channel Program Established: 2016
By joining with partners, Stratoscale ensures customers receive a best-in-class data center solution. Together with Stratoscale, partners can take advantage of the growing adoption of the software-defined data center movement. With an integrated software stack uniting compute, storage and networking and bringing together hyperconvergence and cloud, Stratoscale Symphony delivers the most comprehensive software-defined data center solution in a market estimated to grow to $80 billion by 2020. By partnering with Stratoscale, you too can take advantage of that business growth and be a part of bringing new innovation to market. With more than 20 global reseller partners in the PartnerFirst program, Stratoscale is committed to helping value-add partners provide fast time-to-value response to the emerging need of private clouds in enterprises.
Sungard Availability Services
Wayne, Pa.
Cloud Channel Program: Sungard Availability Services Cloud Services
Program Manager: Carmen Sorice, SVP, Global Channel Sales & Programs
Cloud Channel Program Established: 2011
Sungard AS makes its entire portfolio of cloud services (including Managed Private Cloud, Managed Cloud, Public Cloud and Cloud-Based Recovery) available to channel partners. Channel partners can either resell or refer cloud opportunities and receive dedicated pre-sales and sales support plus training and marketing benefits. The cloud partner program includes a sell-with model and competitive fees and discounts. As a Cisco-powered cloud services provider, Cisco resellers who also sign up to be a Cloud Services Reseller receive additional financial, enablement and marketing benefits when enrolled in both the Sungard AS and Cisco cloud programs.
SYNNEX
Fremont, Calif.
Cloud Channel Program: CLOUDSolv
Program Manager: Renee Bergman, CLOUDSolv Manager
Cloud Channel Program Established: 2011
SYNNEX CLOUDSolv aligns cloud-based solutions with our ever-growing ecosystem to both enable and educate our partner community on the shift into a more cloud-focused service provider model. Using our best-of-breed marketplace, we can connect, scale, and strategize with our partners through custom configurations, end-user generated quotes, contract management, and much more.
Tech Data
Clearwater, Fla.
Cloud Channel Program: Tech Data Cloud
Program Manager: Stacy Nethercoat, Vice President, Product Marketing, Tech Data Cloud
Cloud Channel Program Established: 2011
Tech Data's cloud business unit is a team of cloud experts dedicated to supporting its channel of solution providers through education, enablement, and adoption of cloud and subscription-based services. Tech Data Cloud is powered by Tech Data's StreamOne platform, an automated buying, selling, provisioning and billing system for cloud and subscription-based services technology that scales business and operational scope. The Tech Data Cloud Solutions Store is part of Tech Data Cloud, a dedicated business within the company that provides education, enablement and assistance with transitioning to cloud- and subscription-based models. Through the Tech Data Cloud Solutions Store, solution providers and MSPs can administer and control the entire cloud services delivery process in an app store-like environment. Everything from initial assessment and quoting to the provisioning and ongoing management of Infrastructure-as-a-Service (IaaS) and Software-as- a-Service (SaaS) from trusted technology providers can be done quickly, efficiently and cost-effectively in one place.
Thycotic
Washington, D.C.
Cloud Channel Program: Thycotic Partner Program
Program Manager: Helen Morse, Director, Thycotic Partner Program
Cloud Channel Program Established: 2016
Within the overall Thycotic Partner Program, we provide a specific focus on cloud and MSP providers - targeting them with our Secret Server Online and upcoming Secret Server Cloud offering. These offerings ensure resellers and MSPs have a fully online security solution for their end users.
Tintri
Mountain View, Calif.
Cloud Channel Program: Tintri Service Provider Program
Program Manager: John Schwan, VP, Partner Sales
Cloud Channel Program Established: 2016
Cloud service providers - who live or die by services powered by VMs - operate in a very fast-growing and competitive market. Every CSP is looking for an edge - a way to offer highly differentiated services with exceptional efficiency. Tintri understands that storage can be "make or break" for a service provider's business. You need the right partner to keep your TCO under control while accelerating revenue growth. Tintri will enable you to operate with predictability and agility, and to power differentiated services through differentiated technology.
Trend Micro
Irving, Texas
Cloud Channel Program: CSP Partner (Cloud Service Provider Partner) Program
Program Manager: Gina Ridgway, Director Strategic Cloud Partners
Cloud Channel Program Established: 2015
The Trend Micro cloud partner program supports cloud service providers that recognize the importance and value of delivering security as part of a broader range of customer services that may also include designing, architecting, developing, delivering or managing cloud-based workloads, applications and services.
Veeam
Columbus, Ohio
Cloud Channel Program: Veeam Cloud & Service Provider (VCSP) program
Program Manager: Mike Waguespack, VP, Global Cloud Group
Cloud Channel Program Established: 2010
Veeam offers its award-winning software to hosting, cloud and MSPs through the Veeam Cloud & Service Provider (VCSP) program. The VCSP program features flexible licensing and includes thousands of VMware VSPP (now vCloud Air Network), Microsoft SPLA and other service providers worldwide.
The program includes four levels:
Registered - Primary business includes hosting and acceptance of the enrollment agreement.
Silver - Protect or manage customer VMs using Veeam.
Gold - Protect or manage at least 500 customer VMs using Veeam and have at least 2 accredited Veeam Technical Sales Professionals.
Platinum - Protect or manage at least 2,000 customer VMs using Veeam, at least one Veeam Certified engineer, two dedicated Veeam sales/marketing activities per year, Veeam branding and descriptions on the VCP partner's Website.
ViaWest
Greenwood Village, Colo.
Cloud Channel Program: ViaWest Partner Connect Program
Program Manager: Isaiah Hogberg and JP Pataky, VP Channel Sales
Cloud Channel Program Established: 2010
The ViaWest Partner Connect Program is designed to reward partner commitment, build long-lasting relationships and provide innovative solutions centered around partners and their customers.
Partner Tiers:
Platinum - The Platinum tier is designed to support our higher volume partners who strive for $25k MRR in net new business annually. Partner types include, agents, IT consultants, and solution providers. All partners at this level in the program will have a dedicated channel account manager.
Gold- The Gold tier is designed to support partners who strive for $10k MRR in net new business annually. Partner types include: agents, IT consultants, and solution providers. All partners at this level in the program will have an assigned channel account manager.
Silver- The Silver tier is for those partners that have a lower volume of potential business and who strive for up to $10k MRR in net new business annually. All partners at this level in the program will have an assigned channel account manager.
Vision Solutions
Irvine, Calif.
Cloud Channel Program: Cloud Acceleration Program
Program Manager: Rob Branson, Channel Programs Manager
Cloud Channel Program Established: 2009
When you are part of Vision Solutions' Cloud Acceleration Program (CAP) for Windows and Linux, you can leverage our world-class migration capabilities to on-board new customers quickly. As a CAP partner, you'll receive a structured level of discounts and benefits based on participation. The higher your sales performance, the greater the reward. Cloud technology is revolutionizing nearly every industry in the world; join in offering a model for change that is streamlined, reliable, predictable and virtually risk-free.
VMware
Palo Alto, Calif.
Cloud Channel Program: vCloud Air Network
Program Manager: Geoffrey Waters, VP, Global Service Provider Channels
Cloud Channel Program Established: 2007
The VMware vCloud Air Network is an ecosystem of more than 4,000 service providers located in more than 100 countries offering VMware-based cloud services that address diverse business cases, data sovereignty needs, compliance requirements and vertical markets. The VMware vCloud Air Network Program was designed for Service Providers to facilitate a successful partnership with VMware through offering benefits such as subscription licensing, support, and tools through which partners can develop, promote, and sell their VMware-based products, services, and solutions. Partners also have the option to leverage service offerings in VMware's data centers to deliver differentiated managed services to their customers. When joining the VMware Partner Network, a partner joins at the Enrolled tier, and does not need to specify a specific Route-to-Market program. To progress to a higher tier (Professional, Enterprise, Premier) within the VMware vCloud Air Network Program, a partner must (a) have declared its intent to participate in the Service Provider Route-to-Market, and (b) enter into a VMware vCloud Air Network Program agreement with an authorized Aggregator.
Webroot
Broomfield, Colo.
Cloud Channel Program: Webroot Channel Edge Partner Program
Program Manager: Marya Munir, Director, WW Partner & Alliance Marketing
Cloud Channel Program Established: 2006
The Webroot Channel Edge Partner Program provides the security solutions, sales support and enablement, and marketing resources that help MSPs and resellers lead with services and offer a competitive advantage become trusted advisors to their customers. By including Webroot SecureAnywhere ® Business Endpoint Protection into a partner's existing value-added services portfolio, partners can offer better protection and performance, increase profitability, and lowering operational costs and also increase operating margins by significantly reducing the complexities and inefficiencies associated with managing a traditional security solution.
Workato Inc.
Cupertino, Calif.
Cloud Channel Program: Solutions Partner Program
Program Manager: Markus Zirn, VP Business Development
Cloud Channel Program Established: 2015
The Consulting Partner Program is geared towards enabling solution providers, consultants to build their business transformation, cloud integration business using the enterprise-class Workato platform. The program as such is free to the partners, but requires the partner to go through a strong qualification and certification process before they can be join the partner program. There are multiple tiers, (Bronze, Silver, Gold, Platinum) of the partnership that is driven by an innovative point system where points are awarded to the partner based on sales, customer development, implementation or referring leads to Workato. Depending on the points that the partner earns, they are placed in a specific tier, which provides them with additional incentives and marketing benefits. The marketing benefits range from helping partners with lead generation activities like webinars, joint events, developing customer case studies, whitepapers and other marketing and sales collaterals. When a new partner is onboarded, Workato works with them very closely to help them get to the Bronze level within 3 months. Workato also provides access to solution specialists who help these partners position, sell and implement their solutions on top of Workato.
WTG
Malibu, Calif.
Cloud Channel Program: Cloudology
Program Manager: Cory Dzbinski, Training Development Manager
Cloud Channel Program Established: 2009
Cloudology is WTG's Cloud Division and Training Module. This program helps Agent, MSP and VAR partners find solutions by utilizing cloud products and services. WTG has been answering the needs of its community by on boarding an incredibly diverse group of Cloud Providers that bridge key facets of cloud computing. WTG has also developed an Online Cloud Provider Sourcing Matrix, a Cloud Certification Program, Cloud Product Training Modules and In Market Cloud Training Programs. WTG's Cloud Program is open to all of its partners. It is important to WTG to offer its community members education to help continue to grow and motivate them.
Zerto
Boston, Mass.
Cloud Channel Program: Zerto Cloud Disaster Recovery Ecosystem
Program Manager: Mariah West, Director, Global Partner Marketing
Cloud Channel Program Established: 2012
The Zerto Cloud Disaster Recovery Ecosystem (ZCE) provides a trusted network of cloud service providers to enterprises ready to take full advantage of the cloud. ZCE partners deliver replication and recovery services based on Zerto Virtual Replication, a hypervisor-based replication solution. Customers can leverage cloud-based DR and backup capabilities to ensure mission-critical applications will be available in the event of an outage, planned or unplanned. IT can focus on other projects to grow the business instead of maintaining the business. Companies can choose Disaster Recovery as a Service (DRaaS), protecting on-premise applications to the cloud, and/or in-cloud DR, protecting applications deployed in the cloud and replicated to a secondary cloud data center. The newly revamped tiers include Registered, Silver, Gold, Platinum.
Zetta
Sunnyvale, Calif.
Cloud Channel Program: Zetta Partner Program
Program Manager: Joe Nagy, VP, Sales
Cloud Channel Program Established: 2016
At Zetta, we're recognized as the leader in cloud-only data protection and disaster recovery. Our solutions for the SMB and SME markets provide enterprise-grade speed and reliability without any local appliances. We understand MSPs are in business to make money and want solutions that are easy to sell, set up, maintain and support. With no program fees or hardware costs, you can become a Channel Partner and start selling our service immediately. The Zetta Partner Program includes three tiers of participation allowing you to ramp up quickly. The program provides generous margins, deal registration program, co-op fund, NFR /Internal Use License, free 15-day customer trial evaluation, as well as exceptional marketing, sales and technical support when you need it.