High-Touch: 2020 Cloud Partner Program Guide
CRN’s 2020 Cloud Partner Program Guide highlights companies that have evolved their partnering strategies to meet new cloud challenges.
Top Class In Cloud
The evolving technology landscape is forcing everyone from hot startups to legacy vendors to find cloud-savvy solution providers to bring their technology to market.
Rather than bogging down partners in elaborate tiering structures, revenue attainment thresholds and stringent on-boarding mechanisms, modern channel organizations focus on helping those partners effectively deliver specific solutions geared to their technological and industry expertise.
CRN’s annual Cloud Partner Program Guide provides partners with the insight needed to navigate through the crowded cloud landscape and identify the vendors that best meet the needs of their customers.
By Company:
ACQUIA
Location: Boston
Cloud Channel Program: Acquia Channel Program
Program Manager: Joe Wykes, SVP, Sales, Partnerships
Acquia Cloud Site Factory helps customers govern many sites and even brands from one center of digital excellence, while Acquia Cloud offers an open-source cloud solution that allows for a best-of-breed approach for midmarket- and enterprise-level customers. Acquia is a FedRamp-compliant cloud service provider.
ACUMATICA
Location: Bellevue, Wash.
Cloud Channel Program: Acumatica Partner Program
Program Manager: Geoff Ashley, VP, Partner Strategy, Programs
Acumatica provides partners with ongoing subscription revenue and some of the highest margins in the industry.
ANAPLAN
Location: San Francisco
Cloud Channel Program: PartnerConnect
Program Manager: David Tharp, VP, Global Partner Organization
Anaplan partners are part of pioneering a new category: Connected Planning. By being part of PartnerConnect, they are a key force in driving Connected Planning to customers. Anaplan has developed top-notch training courses and a sales and technical enablement program to get partners sales- and delivery-ready.
ARCSERVE
Location: Eden Prarie, Minn.
Cloud Channel Program: Arcserve Accelerate
Program Manager: Tom Signorello, CEO
Arcserve offers competitive cloud pricing and dedicated cloud training that focuses on solution needs, instead of budget. Its cloud pricing model allows partners to experience aggressive growth while elevating the customer experience. All partners are on-boarded at the Silver level with respect to cloud solutions, receiving strong gross profit on day one.
ATTIVO NETWORKS
Location: Fremont, Calif.
Cloud Channel Program: Attivo Networks Cloud Partner Program
Program Manager: Tushar Kothari, CEO
Attivo‘s threat detection offering has been proven effective at scale in large cloud deployments and is complementary to existing threat prevention solutions. Partners can deliver Attivo deception-based threat detection services as a managed service offering for ongoing annuity sales and can sell the detection solution and additional professional services.
AUTOMATION ANYWHERE
Location: San Jose, Calif.
Cloud Channel Program: Automation Anywhere Partner Program
Program Manager: Edmund O‘Brien, SVP, Global Channel Partners
Partners have an opportunity to sell a cloud platform for process automation with broad cognitive intelligence and a Bot Store marketplace. The company‘s program provides special deal discounts for selling the cloud offering along with support from account and technical teams.
AVAYA
Location: Santa Clara, Calif.
Cloud Channel Program: Avaya Edge Cloud Program
Program Manager: Jon Brinton, VP, North America Channel Sales
There are three possible incentives for Cloud Agents. As a Cloud Agent migrates up the levels, the recurring commission benefit increases. For Bronze, it is the Master Agent base plus 2 percent, 3 percent for Silver, 4 percent for Gold and 5 percent for Platinum, all based on seats sold in the last 12 months.
AXCIENT
Location: Denver
Cloud Channel Program: Axcient Partner Program
Program Manager: Angus Robertson, Chief Revenue Officer
The top three benefits of joining the Axcient Partner Program are access to the Axcient Marketing Portal, leads and MDF. Axcient took time to design a partner program that would enable partners to automate their business operations, market their company and grow.
BARRACUDA MSP
Location: Chelmsford, Mass.
Cloud Channel Program: Barracuda MSP Partner Program
Program Manager: Neal Bradbury, VP, MSP Strategic Partnerships
When partners join the Barracuda MSP Partner Program they gain the ability to create comprehensive service offerings. With a broad solution portfolio, MSP partners can offer multilayered security and data protection solutions. Built-in reporting on threat and activity levels makes it is easy for MSPs to show the unique value they provide to each customer.
BARRACUDA NETWORKS
Location: Campbell, Calif.
Cloud Channel Program: Barracuda North America Channel Partner Program— Advanced Security Cloud Competency
Program Manager: Ezra Hookano, VP, Channels
Barracuda Networks partners receive prequalified leads, deal registration, short sales cycles, phone and on-site support, demo access, partner portal and more. In addition, in certain situations, Barracuda increases the margin that will be paid to channel partners on the consumption portion of their public cloud revenue by 3X to 10X.
BITDEFENDER
Location: Santa Clara, Calif.
Cloud Channel Program: Bitdefender Partner Advantage Network
Program Manager: Steve Kelley, President and General Manager, Business Solutions Group
The Bitdefender Partner Advantage Network benefits are tailored to support each partner type in the most effective way. Partners are entitled to numerous benefits such as sales and marketing tools, leads program, competitive training and certifications, hands-on training, Not-For-Resale (NFR) licenses and partner visibility.
BONITASOFT
Location: San Francisco
Cloud Channel Program: Certified Bonitasoft Partner Program
Program Manager: Anne-Laure du Fou, Global Partner Program Manager
Partners with their own Bonita Cloud can manage many customer projects easily on a single platform. Bonita Cloud enables multiple environments, so partners can host multiple customers with different environments on the same platform, and it auto-scales up or down for project cost flexibility.
BVOIP
Location: Hatfield, Pa.
Cloud Channel Program: Bvoip Partner Program
Program Manager: George Bardissi, CEO
Bvoip offers a centralized and mutlitenant cloud unified communications platform. Partners can set their pricing while receiving monthly recurring profit.
CISCO SYSTEMS
Location: San Jose, Calif.
Cloud Channel Program: Cloud and Managed Services Program
Program Manager: Oliver Tuszik, SVP, Global Partner Organization
Partners can leverage higher up-front discounts across Cisco technologies, including Meraki products, with the Simplified Pricing incentive. Products purchased under Simplified Pricing can be combined with the Migration Incentive Program. Partners also can enroll in the Value Incentive Program and receive back-end rebates on eligible products.
CITRIX SYSTEMS
Location: Fort Lauderdale, Fla.
Cloud Channel Program: Citrix Partner Program
Program Manager: Bronwyn Hastings, SVP, Worldwide Channel Sales, Ecosystems
Citrix supports partners who find, grow, renew, and extend cloud deals to be more profitable and add more value to their customers. Citrix also provides a depth and breadth of sales and technical enablement as well as a variety of demand generation resources to every level of partner, regardless of their business model.
CLOUDBOLT SOFTWARE
Location: Rockville, Md.
Cloud Channel Program: CloudBolt Partner Connect Program
Program Manager: Jim Adams, Head of Worldwide Channels, Alliances
Partners have the ability to use CloudBolt software in a managed services offering and can sell professional services as part of their overall solution. The company offers an annuity-based subscription model with a 95 percent-plus renewal rate.
CLOUDFLARE
Location: San Francisco
Cloud Channel Program: Cloudflare Partner Services Program
Program Manager: Matthew Harrell, Global Head of Channel Sales, Partnerships
Cloudflare provides a range of enablement options (self-serve, online webinars, partner academies) to ensure partners can develop their expertise and provides reseller discounting across partner tiers. Top partners have a designated partner account team that supports training, go-to-market support, quarterly reviews and quarterly joint account planning.
COHESITY
Location: San Jose, Calif.
Cloud Channel Program: Cohesity Partner Program for Service Providers
Program Manager: Bill Lipsin, VP, Global Channel Sales
Cohesity provides partners with a co-design workshop and access to training. It also offers effective and repeatable go-to-market as well as increased revenue opportunities at lower costs.
COMCAST BUSINESS
Location: Philadelphia
Cloud Channel Program: Comcast Business Solutions Provider Program
Program Manager: Craig Schlagbaum, VP, Channel Chief
Comcast provides a reliable, experienced, respected program with the products, support,and tools needed to succeed in today‘s digital era. Partners can generate recurring revenue with operations, sales, engineering and marketing support from an experienced team dedicated solely to them.
COMMSCOPE
Location: Hickory, N.C.
Cloud Channel Program: CommScope PartnerPro Network Ruckus Cloud Technology Specialization
Program Manager: Raelyn Kritzer, VP, Worldwide Channel
Cloud-specialized partners receive specialized pricing on cloud products, prioritized allocation of qualified cloud trial leads, and proposal.based MDF.
COMMVAULT
Location: Tinton Falls, N.J.
Cloud Channel Program: Partner Advantage Program
Program Manager: Mercer Rowe, VP, Global Channels, Alliances
Partners have a clear growth path and route-independent opportunity 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.
COREVIEW
Location: Alpharetta, Ga.
Cloud Channel Program: CorePartner
Program Manager: Terry Kerans, Director, Channel Sales, North America
Coreview offers partners the ability to increase their recurring revenue from existing Microsoft license customers. The company offers partners additional discounts for all registered deals in addition to regular promotions and incentive programs to encourage stronger partnerships.
CREATIO (FORMERLY BPM'ONLINE)
Location: Boston
Cloud Channel Program: Creatio Partner Program
Program Manager: Alex Donchuk, Global Channel Director
Creatio is a global software company that provides a low-code platform for process management and CRM.
CTERA
Location: New York
Channel Program: Ctera Cloud Accelerator Channel Program
Program Manager: Jessica Barlow, Director, Channels, Alliances
Ctera offers a unified platform for edge-to-cloud file services, enabling partners to sell solutions for NAS/file server replacement; modern file collaboration; data tiering and archiving; and backup—all of which can be centrally managed from a single-pane-of-glass dashboard.
DATRIUM
Location: Sunnyvale, Calif.
Channel Program: DRaaS Select
Program Manager: Joe Vranicar, Chief Revenue Officer
Partners have the ability to sell Datrium DRaaS in a specific region as well as new service opportunities and enhanced go-to-market support.
DATTO
Location: Norwalk, Conn.
Channel Program: Datto Global Partner Program
Program Manager: Rob Rae, SVP, Business Development
One benefit 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.
DELL TECHNOLOGIES
Location: Santa Clara, Calif.
Channel Program: Dell Technologies Partner Program Cloud Service Provider Track
Program Manager: Rola Dagher, Global Channel Chief
The Dell Technologies Cloud Service Provider program track provides partners with greater opportunities to deliver transformative IT infrastructure solutions with pre-engineered as-aservice solutions and a consistent hybrid cloud operating model made possible by the Dell Technologies Cloud portfolio.
DH2I
Location: Fort Collins, Colo.
Cloud Channel Program: DH2i DxAdvantage Channel Partner Program
Program Manager: Connor Cox, Director, Business Development
Partners get the competitive advantage that comes with enabling customers to securely access their cloud workloads and services—whether hosted by the partner or some other cloud service provider. DH2i provides extremely competitive margins and helps partners access recurring revenue sources while assisting customers with the transition to the cloud.
DIGITAL DEFENSE
Location: San Antonio
Cloud Channel Program: Digital Defense SecureCloud Alliance Program
Program Manager: Rosanna Pellegrino, SVP, Business Development, Sales
Digital Defense‘s Cloud Platform is available to all of the company’s channel partners.
DIGITAL GUARDIAN
Location: Waltham, Mass.
Cloud Channel Program: Synergy Partner Program
Program Manager: Troy Gabel, VP, North America Sales
Digital Guardian offers strong margins on a yearly recurring revenue stream and higher- margin value-added services opportunities. The company also provides easier enablement and delivery of services through its cloud-hosted SaaS solution.
DRUVA
Location: Sunnyvale, Calif.
Cloud Channel Program: Druva Compass
Program Manager: Timm Hoyt, Global VP, Partners, Alliances
Druva brings the simplicity and scale of the public cloud to enterprise backup and data management.
EXTRAHOP
Location: Seattle
Cloud Channel Program: Panorama Cloud Program
Program Manager: Mark Fitzmaurice, VP, Worldwide Channel Sales
By joining the ExtraHop Panorama Cloud program, resellers and MSPs help customers improve the security of their cloud environment and ease the migration to the cloud with traffic visibility. Partners work directly with ExtraHop‘s dedicated cloud sales team and benefit from deal registration and access to ExtraHop’s channel and sales resources.
F5 NETWORKS
Location: Seattle
Cloud Channel Program: F5 Unity+ Partner Program
Program Manager: Lisa Citron, VP, Worldwide Channel Sales
F5 Networks offer flexible licensing options to support partner revenue models, service delivery offerings that expedite partners‘ go-to-market, and competitive margins.
GOOGLE CLOUD
Location: Mountain View, Calif.
Cloud Channel Program: Google Cloud Partner Advantage
Program Manager: Carolee Gearhart, VP, Worldwide Channel Sales
Through specializations and expertise, Google Cloud offers partners the ability to differentiate their business and demonstrate to customers the ability to address their business problems. With Google Cloud Partner Advantage, the company is focused on succeeding together with partners, collaboratively, by helping customers win.
GUARDICORE
Location: Boston
Cloud Channel Program: Guardicore Partner Program
Program Manager: John W. Ryan, Head of Channels, Alliances, Systems Integrators
Guardicore provides a SaaS-based (cloud) delivery model that enables cost-effective and highly scalable deployment model. Partners leverage this model to deliver an infrastructure-agnostic approach to security that extends across legacy (bare metal), private virtualized, public cloud and containers.
HITACHI VANTARA
Location: Santa Clara, Calif.
Cloud Channel Program: Hitachi Vantara Partner Program
Program Manager: Todd Palmer, SVP, Strategic Partners, Alliances
Hitachi Vantara offers cloud partners a broad range of hardware, software and services offerings built to support demanding customer requirements for cloud architecture, infrastructure, application migration, data protection, and more. It also offers a range of programs and processes to accelerate development of differentiated solutions.
HYCU
Location: Boston
Cloud Channel Program: HYCU Multi-Cloud Partner Program
Program Manager: Bogdan Viher, VP, International Sales, Channels
HYCU provides a data protection and management offering across multi-clouds, regardless of whether it is on-premises or public cloud and a data migration offering across multi-clouds.
IFS
Location: Itasca, Ill.
Cloud Channel Program: IFS Partner Network
Program Manager: Merlin Knott, Global Head of Channel
Attaching cloud support services to license and implementation/integration services is key to the IFS Partner Network. Partners have access to dedicated channel management and IFS cloud team specialists.
IGEL
Location: San Francisco
Cloud Channel Program: IGEL Partner Program
Program Manager: Brad Tompkins, Chief Sales Officer
Through IGEL Cloud Gateway and IGEL Universal Management Suite (UMS), IGEL partners can build Desktop-as-a-Service solutions that enable smart, simple and secure endpoint management regardless of where the endpoint is located.
ILAND
Location: Houston
Cloud Channel Program: iland Partner Program
Program Manager: Koorosh Khashayar, VP, Global Channels
Iland was recognized by Gartner as a leader in Disaster Recovery as a Service. Top-notch security and compliance reporting and tools available to partners help ease customers‘ digital transformation. Partners have complete control and visibility into customers’ cloud usage through the iland Cloud Console.
INFOBLOX
Location: Santa Clara, Calif.
Cloud Channel Program: BuildingBlox Partner Program
Program Manager: Lori Cornmesser, VP, Worldwide Channel Sales
Top benefits for partners include training; incremental marketing investment and tools (demo and partner activation kit); incentive rewards (special promotions; spifs; rebate); and marketing campaigns.
INGRAM MICRO
Location: Irvine, Calif.
Cloud Channel Program: Ingram Micro Cloud
Program Manager: Paul Bay, EVP, President, Global Technology Solutions
Ingram Micro partners receive special pricing, access to training and partner development, and go-to-market services.
INTEL
Location: Santa Clara, Calif.
Cloud Channel Program: Intel Technology Provider Cloud Data Center Specialist
Program Manager: Greg Baur, VP, GM, Global Scale, Partners
Intel offers partners hands-on training for hardware and cloud applications and tools that enable them to more effectively sell Intel-based solutions cloud solutions.
INTELEPEER
Location: San Mateo, Calif.
Cloud Channel Program: Cloud Advantage Partner Program
Program Manager: Jeremy Jones, Chief Commercial Officer
Intelepeer has a 100 percent. channel go-to-market strategy. Its offerings are easy to sell and come with simple pricing packages. The company also offers partners competitive commissions and incentives.
IRONSCALES
Location: Atlanta
Cloud Channel Program: Ironscales Partner Program
Program Manager: Adam Hofeler, VP, Worldwide Sales
By joining the Ironscales Partner Program, providers benefit from seeing how multiple phishing incidents across customers are related and can be remediated in real time, at scale. Partners have access to fast and easy-to-implement solutions that are simple to understand and sell.
JUNIPER NETWORKS
Location: Sunnyvale, Calif.
Cloud Channel Program: Juniper Partner Advantage Program—Cloud and Managed Services Program
Program Manager: Gordon Mackintosh, VP, Global Partner, Virtual Sales
Juniper‘s stackable software rebates give qualifying partners in the Cloud Specialization up to 25 percent back on eligible software. A CMSP assessment evaluates partner capabilities and provides best-practice recommendations to optimize their cloud and managed services potential.
KONICA MINOLTA BUSINESS SOLUTIONS U.S.A.
Location: Ramsey, N.J.
Cloud Channel Program: Konica Minolta Dealer Program
Program Manager: Laura Blackmer, SVP, Dealer Sales
Konica Minolta partners have access to multiple cloud infrastructure and disaster recovery offerings for customers and prospects, which creates larger transaction sizes. Additional revenue and margin are available by bundling complementary managed IT and security services.
LOQATE, A GBG SOLUTION
Location: Redwood City, Calif.
Cloud Channel Program: Loqate Global Channel Program
Program Manager: Justin Duling, SVP, Commercial Director, Location Intelligence Services
Loqate GBG offers partners flexible and versatile API deployment options. APIs can be integrated in cloud workflows or on-premises.
MITEL
Location: Plano, Texas
Cloud Channel Program: Mitel Global Partner Program
Program Manager: John Lindsley, VP, Channels
Mitel provides partners greater choice in meeting customers‘ individual business needs with private, public and hybrid cloud solutions. As part of its partner program, Mitel offers direct access to sales, marketing, technical and customer success resources as well as competitive compensation.
MORPHEUS DATA
Location: Greenwood Village, Colo.
Cloud Channel Program: Morpheus Data MVP Program
Program Manager: Tina Valdez, COO
Morpheus is the control center at the heart of multi-cloud digital transformation and enterprise automation. It connects to clouds, hardware, hypervisors, networks, load balancers, ITSM tools, data protection systems and more. Once in place, partners get an instant view into other opportunities and can achieve long-term recurring revenue.
NETAPP
Location: Sunnyvale, Calif.
Cloud Channel Program: Cloud First Partner Program
Program Manager: Chris Lamborn, Head of Global Partner Go To Market, Programs
NetApp‘s incentives are designed to offer partners similar margins to that of hardware resale as well as help them see the long-term benefits of recurring payments and monetize on customers’ growth in the cloud .The Cloud First partner team works closely with partners to help them define what the best-selling strategies will be for their customer base.
NETDOCUMENTS
Location: Lehi, Utah
Cloud Channel Program: NetDocuments Cloud Partner Program
Program Manager: Reza Parsia, VP, Strategic Partner Management
NetDocuments‘ cloud-based content management service allows organizations of all sizes to reduce costs and increase security, mobility, compliance, and disaster recovery for content from anywhere and on any device.
NETSKOPE
Location: Santa Clara, Calif.
Cloud Channel Program: Netskope Partner Program
Program Manager: David Rogers, VP, Worldwide Alliances, Channel Sales
Netskope is sold through partners as an annual SaaS subscription, delivered in the cloud. Its partner-centric sales model and growing product family mean partners enjoy strong renewal and upsell sales. Netskope‘s model extends to deep integrations with cloud-based technical alliance partners, giving partners upsell/cross-sell potential.
ONE IDENTITY
Location: Aliso Viejo, Calif.
Cloud Channel Program: One Identity Partner Circle Program
Program Manager: Andrew Clarke, Head of Global Channel Strategy
One Identity‘s focus on open standards ensures security without additional expenses by allowing services to be built on top of security solutions already in place. One Identity helps partners begin their identity journey where they are most familiar: Active Directory and Azure Active Directory, as it is often the first step for customers moving to the cloud.
PANZURA
Location: Campbell, Calif.
Cloud Channel Program: Freedom and Vizion.ai Partner Program
Program Manager: Jason McKinney, Chief Revenue Officer
Panzura gives partners the opportunity to generate revenue by helping enterprise customers resolve their most vexing global data management challenges. Panzura‘s cost- effective, complete solution for NAS management delivers a number of benefits to partners.
PAX8
Location: Greenwood Village, Colo.
Cloud Channel Program: Wingman Partner Program
Program Manager: Ryan Walsh, Chief Channel Officer
Pax8 offers partners unique benefits that enable them to achieve more with cloud technology. Key benefits include the easy-to-navigate cloud marketplace; Pax8 Stax, a BI tool that reveals gaps in the partner‘s technology stack so they can see upsell and cross-sell oppirtunities; and service delivery support all the way through the life-cycle process.
PLANETONE
Location: Scottsdale, Ariz.
Channel Program: PlanetOne Partner Program
Program Manager: Jonathan Hartman, SVP, Sales
By joining the PlanetOne Partner Program, partners will find a growing portfolio of 250-plus providers focused on cloud enablement and traditional network connectivity, data center, and cloud services and solutions. They will also be supported by marketing, sales and engineering teams with a proven track record in helping them navigate the sales process.
QLIK
Location: King of Prussia, Pa.
Cloud Channel Program: Qlik Partner Program—Managed Services Business Model
Program Manager: Chris Moore, SVP, Global Partners, Alliances
Within the Qlik Partner Program, partners have the ability to develop and attach new services when selling Qlik Cloud solutions and can expand their revenue with existing and new customers by entering new vertical markets and new geographies by quickly activating analytics services.
RECORDED FUTURE
Location: Somerville, Mass.
Cloud Channel Program: Recorded Future Channel R.E.P program
Program Manager: Chris Catanzaro, VP, Channel Sales
The Recorded Future Security Intelligence Platform produces security intelligence that disrupts adversaries at scale. It combines analytics with human expertise to unite a variety of open-source, dark web, technical sources and original research.
RED HAT
Location: Raleigh, N.C.
Cloud Channel Program: Certified Cloud and Service Provider Program
Program Manager: Mark Enzweiler, SVP, Global Partners, Alliances
Red Hat offers a flexible pay-as-you-go consumption model; systems management solutions to manage Red Hat cloud offerings, and premium Red Hat support for all infrastructure components purchased from Red Hat.
RINGCENTRAL
Location: Belmont, Calif.
Cloud Channel Program:
Program Manager: Zane Long, SVP, Global Channel Sales
RingCentral offers an intuitive platform for voice, video meetings, team messaging and collaboration, and contact center.
SAGE INTACCT
Location: San Jose, Calif.
Cloud Channel Program: Sage Intacct Partner Program
Program Manager: Taylor Macdonald, SVP, Channel Sales
Sage Intacct partners own their customer relationships. When they sell a Sage Intacct solution to a new customer, they earn the margin in place at the time of the sale for the life of their customer. Sage Intacct‘s 95 percent customer renewal rate means recurring revenue, year after year, for partners.
SALESFORCE
Location: San Francisco
Cloud Channel Program: Salesforce Partner Program
Program Manager: J.C. Collins, VP, COO, Industries, Partners
Salesforce‘s partner community, with over 120,000 active members, has the ability to engage with one another through Chatter, can access unlimited gamified learning tools, and thavehe opportunity to run their business by submitting deal registration and support cases.
SAP
Location: Newtown Square, Pa.
Cloud Channel Program: SAP PartnerEdge
Program Manager: Karl Fahrbach, Chief Partner Officer
Partners receive one year of free use of the SAP Cloud Platform to build modern cloud applications. Partners also lower their risk and receive a 20 percent commission on the annual contract value, a way for partners new to the cloud or established ones to generate cloud sales.
SEEBURGER
Location: Atlanta
Cloud Channel Program: Seeburger Partner Program
Program Manager: Ulf Persson, VP, Global Business Development
Partners can count on Seeburger every step of the way through the entire implementation and sales process. Partners also have wide-ranging access to proven cloud integration solutions/services and the ability to leverage Seeburger‘s industry-leading experts.
SKYKICK
Location: Seattle
Cloud Channel Program: SkyKick IT Cloud Partner Program
Program Manager: Eric Jewett, VP, International
SkyKick empowers channel partners to launch cloud offerings, grow their cloud customer base and become more profitable. Having the unique position of working with 20,000 MSPs, SkyKick has distilled their insight and best practices into SkyKick Cloud Success, a transformation road map comprised of tools, content, training and programs for partners.
SOLARWINDS MSP
Location: Morrisville, N.C.
Cloud Channel Program: SolarWinds MSP Channel Partner Program
Program Manager: Mike Cullen, Group VP, Partner Success
The SolarWinds MSP portfolio delivers broad, scalable IT service management solutions that integrate layered security, collective intelligence and smart automation. Its products are designed to enable MSPs to provide highly effective outsourced IT services to SMBs.
SOPHOS
Location: Burlington, Mass.
Cloud Channel Program: Sophos Cloud Security Provider Program
Program Manager: Kendra Krause, SVP, Global Channels, Sales Operations
Sophos partners receive training and support from Sophos Security Architects who specialize in cloud security and migration. Partners also see cloud workload protection and cloud security posture management.
STORAGECRAFT TECHNOLOGY
Location: Draper, Utah
Cloud Channel Program: StorageCraft Partner Success Program
Program Manager: Andy Zollo, VP, Worldwide Sales
StorageCraft‘s cloud offerings better enable partners to lead with service-level agreement capabilities, which empowers them to offer powerful uptime and data recoverability. Via the secure self-service portal, partners centrally manage and monitor all accounts as well as fail over a client in a disaster without third-party intervention.
SUSE
Location: Provo, Utah
Cloud Channel Program: Cloud Service Provider Program
Program Manager: Rachel Cassidy, SVP, Global Channel
SUSE partners receive a discount off retail list price, named partner executive coverage, and no-cost training for skills certifications.
SYNNEX
Location: Greenville, S.C.
Channel Program: Synnex Stellr Connect
Program Manager: Michael Urban, President, Worldwide Technology Solutions Distribution
Stellr is bundling hardware and software into packaged solutions for cloud, mobility, IoT and emerging technologies on a recurring monthly subscription model. It also provides private-labeled offerings and services including workshops, assessments, new quoting tools, new ROI models and playbooks. i
TECH DATA
Location: Clearwater, Fla.
Cloud Channel Program: Digital Cloud Practice Builder
Program Manager: Rich Hume, CEO
Partners can develop a differentiated portfolio with top cloud providers like Microsoft, AWS, Google Cloud, IBM Cloud and more, and identify key training required to showcase their expertise. The Enablement Sprints framework provides a streamlined road map to help partners on-board, build and accelerate their cloud practice in less than 90 days.
TECH DATA
Location: Clearwater, Fla.
Cloud Channel Program: IoT and Analytics Practice Builder Roadshow
Program Manager: Rich Hume, CEO
Tech Data‘s IoT and Analytics Practice Builder Roadshow workshop series provides partners the enablement needed to succeed and grow their cloud revenue as IoT and analytics increase data, which increases the need for cloud. The series provides partners the context they need to engage in next-gen conversations with customers.
VALIMAIL
Location: San Francisco
Cloud Channel Program: Valimail Partner Program
Program Manager: Steve Mock, VP, Business Development
Valimail is 100 percent cloud-based, so all partners are part of the cloud partner program. Valimail‘s Zero Trust Sender Identity Platform is open to any partner who wishes to leverage its approach to addressing existing gaps in email security by leveraging sender identity to stop advanced phishing and email impersonation attacks.
VEEAM SOFTWARE
Location: Columbus, Ohio
Cloud Channel Program: Veeam Cloud and Service Provider Program
Program Manager: Kevin Rooney, VP, Americas Partner Sales
With Veeam, partners hold the license, rather than reselling to their customers. Partners can deploy the license in their cloud, on another cloud, or even at the customer‘s site. Veeam now covers virtual, physical and cloud-based workloads, covering nearly any customer need.
VMWARE
Location: Palo Alto, Calif.
Cloud Channel Program: VMware Cloud Provider Program
Program Manager: Sandy Hogan, SVP, Worldwide Commercial, Partner Sales
The VMware Cloud Provider Program enables partners to consume VMware products and services on a pay-as-you-go, pay-as-you-grow, monthly subscription model. In addition, VMware Cloud Provider 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.
VMWARE
Location: Palo Alto, Calif.
Channel Program: CloudHealth Partner Program
Program Manager: Sandy Hogan, SVP, Worldwide Commercial, Partner Sales
The top benefits of the CloudHealth Channel Program all tie back to a single overarching objective: to accelerate business for MSPs and enable them to deliver even greater customer value. CloudHealth provides partners with visibility into cost, usage and performance of public cloud resources and enables them to provide key cloud management services.
VOYANT
Location: Boulder, Colo.
Cloud Channel Program: Voyant Partner Program
Program Manager: Brian Parsons, Channel Chief, Executive Director, Enterprise Sales
Voyant‘s channel integration with the direct sales team supports partners throughout the sales process, making it easy for them to add Voyant while eliminating channel conflict. This positions partners to do what they do best: introduce opportunities and serve as the trusted adviser while building an end-to-end solution that includes business voice communications.
WASABI TECHNOLOGIES
Location: Boston
Cloud Channel Program: Wasabi Partner Network
Program Manager: Marty Falaro, SVP, Global Sales, Alliances
Partners can simplify for customers the transition from on-premises to cloud storage by giving them the choice of monthly recurring pay-as-you-go billing or reserved capacity storage committed up-front billing. Partners can earn margins and bundle cloud storage with other solutions like backup and archive and price it their own way to maximize profit.
WEKAIO
Location: Campbell, Calif.
Cloud Channel Program: Weka Innovation Network
Program Manager: Andrew Perry, VP, Sales
WekaIO has embarked upon a 100 percent channel centric go-to-market strategy. This year it launched the WekaIO Innovation Network to empower partners with the solutions and technical expertise required to deliver an enhanced value proposition that solves customers‘ biggest data-intensive challenges and accelerates technical computing.
ZERTO
Location: Boston
Cloud Channel Program: Zerto Alliance Partner Program
Program Manager: Jim Ortbals, VP, Global Cloud, Channel
Zerto‘s program goals and product delivery are tied to a Cloud Service Provider-specific business model and preferred method of billing. The program delivers consistent rewards across partner types. Cloud-specific materials, tools, resources and support are built exclusively for Zerto’s Cloud Service Provider partners.
ZOOM VIDEO COMMUNICATIONS
Location: San Jose, Calif.
Cloud Channel Program: Zoom Channel Partner Program
Program Manager: Laura Padilla, Head of Global Channels, Business Development
Zoom provides ongoing referral commissions as part of the Agent Referral Program. Zoom sales support can help partners close opportunities, which include the ability to offer the full Zoom portfolio of services to customers, including Zoom Phone.
ZSCALER
Location: San Jose, Calif.
Cloud Channel Program: Zscaler Partner Program (ZPP)
Program Manager: Al Caravelli, VP, Global Alliances, Channels
Zscaler is moving to a focused-partner approach and adopting a self-service engine. Focused partners will have lucrative lead-sharing, services subcontracting and practice build architecture time not available to other partners.