Top Billing: 2019 Cloud Partner Program Guide
CRN’s Cloud Partner Program Guide highlights companies that have evolved their partnering strategies to meet new cloud challenges.
The Class in Cloud
There’s no sure-fire formula for nurturing a great channel ecosystem, and the dynamics of legacy hardware and software partner programs often don’t translate well to the new era of subscription services and recurring revenue.
That’s why everyone from startups launching first-time programs to global giants revamping legacy ones are experimenting with structures and incentives that cultivate a new breed of cloud-savvy solution providers to bring their technology to market.
CRN’s Cloud Partner Program Guide highlights many companies that have created partnering strategies to attract new partners and further relationships with existing ones. Here are the 100 companies that made this year's list.
ACRONIS
Location: Burlington, Mass.
Cloud Channel Program: Acronis Partner Program
Program Manager: Patrick Hurley VP, GM, Americas
Acronis offers partners a commitment-based pricing model—the greater the commitment, the lower the cost. The company also provides presales assistance and account management. An Acronis representative will always be with partners along the way, and the company offers them access to marketing funds and collateral.
ACUMATICA
Location: Bellevue, Wash.
Cloud Channel Program: Acumatica Partner Program
Program Manager: Geoff Ashley VP, Partner Strategy, Programs
Acumatica was born in the cloud and the company sells 100 percent indirect.
ADDIGY
Location: Miami
Cloud Channel Program: Elevate
Program Manager: Adam Segar, VP, Channel Sales
Addigy provides partners with dedicated sales resources, incentive programs and key industry insight.
AGARI
Location: Foster City, Calif.
Cloud Channel Program: Agari Partner Power Program
Program Manager: Tracy Pallas VP, Worldwide Channel Sales
Agari’s offerings are easy to sell and implement. The company provides a full customer service team and solid margins.
APARAVI
Location: Santa Monica, Calif.
Cloud Channel Program: Aparavi Advantage Partner Program
Program Manager: Jonathan Calmes VP, Business Development
Aparavi enables partners to help customers easily migrate from on-premises data storage to one or more cloud destinations and provides dynamic data management across multiple clouds for retention, retrieval and access. Aparavi’s partner program offers generous margins and the opportunity to sell complementary services to existing accounts.
ATTACKIQ
Location: San Diego
Cloud Channel Program: AttackIQ Accelerate Global Channel Program
Program Manager: Dan Sibille VP, Worldwide Channels
AttackIQ is committed to building successful and profitable engagement models with partners. The company works side-by-side with partners to build mutually profitable sales strategies, open new markets and close opportunities.
ATTIVO NETWORKS
Location: Fremont, Calif.
Cloud Channel Program: Attivo Networks Partner Program
Program Manager: Tushar Kothari, CEO
Attivo’s ThreatDefend Cloud provides partners with a solution for addressing scalable multi-cloud environment threat detection, which can be centrally managed. Partners are able to offer Attivo deception-based threat detection services as a managed service offering for ongoing annuity sales and the opportunity for additional professional services.
AUTONOMIQ
Location: Palo Alto, Calif.
Cloud Channel Program: AutonomIQ Channel Partner Program
Program Manager: Richard Farbman, VP, Channels, Americas
AutonomIQ offers cloud-based testing solutions and provides native artificial intelligence capabilities to autonomously test software.
AVAYA
Location: Santa Clara, Calif.
Cloud Channel Program: Avaya Edge
Program Manager: Mike Reinhart, Sr. Director, U.S. Channel
Avaya offers partners a cloud rebate, which rewards them for incremental Avaya Cloud seats and is paid against incremental monthly recurring revenue. Cloud Specialist and Cloud Integrators qualify for higher multipliers. Partners are eligible for other Avaya Edge benefits at all program levels.
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. MSP partners can offer multilayered security, data protection and remote monitoring and management solutions to customers. They also can more easily and profitably deliver robust, scalable services powered by a purpose-built platform.
BARRACUDA NETWORKS
Location: Campbell, Calif.
Cloud Channel Program: Barracuda Partner Program
Program Manager: Ezra Hookano, VP, Channels
By joining the Barracuda North America Channel Partner Program, resellers and MSPs receive sales support, prequalified leads, deal registration, short sales cycles, phone and on-site support, demo access, partner portal and more. The Barracuda Campus, meanwhile, provides in-depth documentation, training and certification on all Barracuda Networks products.
BITDEFENDER
Location: Santa Clara, Calif.
Cloud Channel Program: Bitdefender Partner Advantage Network
Program Manager: Cristian Corabu Sr. Director, Enterprise Marketing
Bitdefender partners are entitled to many benefits such as sales and marketing tools, financial incentives, competitive training and certifications, hands-on training, Not-For-Resale licenses and partner visibility. Partners can optimize costs with a comprehensive set of solutions designed for cloud environments: from high-performance virtualization security for cloud computing environments to security for hybrid cloud infrastructures.
BITGLASS
Location: Campbell, Calif.
Cloud Channel Program: Bitglass Altitude Partner Program
Program Manager: Dean Hickman- Smith SVP, Worldwide Field Operations
Bitglass offers a channel-friendly partner program in which partners can participate in a very high-growth, strategic market. Partners also can differentiate themselves through providing Bitglass technology.
BITTITAN
Location: Bellevue, Wash.
Cloud Channel Program: BitTitan
Program Manager: Lon Clark, Director, Global Channel Sales
BitTitan partners can stand out by creating, managing and upselling ongoing managed services to customers. They have access to marketing assets, resources and materials, and technical resources and training.
BPM’ONLINE
Location: Boston
Cloud Channel Program: bpm’online Partner Program
Program Manager: Alex Donchuk, Global Channel Director
Bpm’online has a partner-driven strategy, with high partner margins that provide a range of opportunities for profitable mutual growth.
BVOIP
Location: Hatfield, Pa.
Cloud Channel Program: bvoip Partner Program
Program Manager: Alec Stanners, VP, Business Development
Bvoip offers a centralized and mutlitenant cloud unified communications platform. The company’s partners can see monthly recurring profit and set their pricing.
CAMBIUM NETWORKS
Location: Rolling Meadows, Ill.
Cloud Channel Program: ConnectedPartner Program
Program Manager: Christy Meaney, Manager, North America Channel Development, Marketing
Cambium Networks offers partners qualified leads and deal registration.
CHINA TELECOM AMERICAS
Location: Herndon, Va.
Cloud Channel Program: CTA Partner Alliance
Program Manager: Steve Jacknow, Director, Channel Business
China Telecom Americas gives partners the flexibility to sell managed multi-cloud solutions in China (from CT, AWS, Azure or Alicloud). The company offers competitive commissions on cloud sales and evergreen commissions on upgrades whether or not the partner is actively engaged.
CISCO SYSTEMS
Location: San Jose, Calif.
Cloud Channel Program: Cloud and Managed Services Program
Program Manager: Rick Snyder, SVP, Americas Partner Organization
Partners that join CMSP go through a thorough two-day audit that verifies their service delivery capabilities and ensures their service offerings meet Cisco’s requirements. Partners at the Master and Advanced level also certify their services against strict Cisco Powered service requirements. Partners can then leverage both the Cisco brand as a channel partner and the Cisco Powered brand when marketing their services.
CITRIX SYSTEMS
Location: Fort Lauderdale, Fla.
Cloud Channel Program: Citrix Partner Program
Program Manager: Efrem Stringfellow VP, Partner Sales, Americas
Citrix supports partners who are finding, driving customer adoption, extending and expanding cloud deals to be more profitable and add value to their customers. Its proven enterprise-grade products and solutions are validated through global deployments at massive scale.
CLEARSKY DATA
Location: Boston
Cloud Channel Program: ClearSky Data Partner Acceleration Program
Program Manager: Roger Cummings, Chief Revenue Officer
ClearSky Data offers partners multiple-cloud access, cost savings and differentiated service delivery.
CLOUDHEALTH BY VMWARE
Location: Boston
Cloud Channel Program: CloudHealth Solution Provider Program
Program Manager: Bob Kilbride Sr. Director, Global Channels
CloudHealth by VMware offers partners an extended service portfolio in which they can provide cloud management services with visibility into cost, usage and performance of public cloud resources. Partners also can boost profitability by driving revenue growth through value-added services, such as right-sizing recommendations, migration assessments, cost reporting and optimization, and reservation management.
COHESITY
Location: San Jose, Calif.
Cloud Channel Program: Cohesity Partner Program
Program Manager: Keith Macove Sr. Director, Americas Channels
Cohesity’s scale-out, hyper-converged platform was purpose-built for service providers, allowing multiple services and use cases on a single platform. Service providers can rightsize their cloud environment from day one and nondisruptively add capacity as their environment grows and as they add tenants. Partners can work with Cohesity on co-design workshops, cloud-ready testing, training programs, premier technical support, and more.
COMCAST BUSINESS
Location: Philadelphia
Cloud Channel Program: Comcast Business Solutions Provider Program
Program Manager: Craig Schlagbaum, VP, Indirect Channels
Comcast Business cloud connectivity leverages Comcast Business Ethernet to facilitate secure, direct access between any location inside its extensive nationwide network footprint and leading cloud environments across the country including Amazon Web Services, IBM Cloud and Microsoft Azure.
COMMVAULT
Location: Tinton Falls, N.J.
Cloud Channel Program: Accelerate MSPs
Program Manager: Carmen Sorice, Vice President of Worldwide Route Services
Commvault offers partners a clear growth path with increasing financial benefits as they grow their competency and offer multiple service lines. Technical certification offerings enable deep competency for partners to set up and manage Commvault-based service offerings.
COUCHBASE
Location: Santa Clara, Calif.
Cloud Channel Program: Couchbase PartnerEngage
Program Manager: Matt McDonough, VP, Business Development
Couchbase has a dedicated team of a cloud architects, business development and partner marketing executives working with cloud partners to ensure they are getting value from the PartnerEngage program. The company invites cloud partners to join specific cloud campaigns as joint marketing participants and it regularly participates in cloud partners’ awareness and demand generation programs.
DATTO
Location: Norwalk, Conn.
Cloud Channel Program: Datto Global Partner Program
Program Manager: John Tippett, VP, Datto Networking
All partner tiers gain full access at no cost to the Datto Marketing Automation Platform (MarketNow), where they can fully customize and launch prebuilt email drip campaigns, social media campaigns, etc., to their prospect lists for lead generation and education of the cloud. Datto offers free technical training for partners on how to best manage their devices and successfully store their customers’ data in the cloud.
DELL TECHNOLOGIES
Location: Round Rock, Texas
Cloud Channel Program: Dell Technologies Partner Program
Program Manager: Gregg Ambulos, SVP, North America Channels
Dell provides partners with greater opportunities to deliver transformative IT infrastructure solutions to customers with pre-engineered as-a-service solutions and a consistent hybrid cloud operating model made possible by its cloud portfolio. Dell provides specific tools enabling Cloud Service Provider partners to design, develop, sell and deliver a rich portfolio of as-a-service offerings and deploy, manage and support these services.
DH2I
Location: Fort Collins, Colo.
Cloud Channel Program: DH2i DxAdvantage Channel Partner Program
Program Manager: Connor Cox, Director, Business Development
Channel partners get the competitive advantage that comes with enabling their customers to securely access their cloud workloads and services whether hosted by the partner or some other cloud service provider. DH2i provides partners with competitive margins and helps them access recurring revenue sources while assisting their customers with the transition to the cloud.
DIGITAL GUARDIAN
Location: Waltham, Mass.
Cloud Channel Program: Synergy Partner Program
Program Manager: Greg Cobb VP, Global Channels
Digital Guardian offers partners strong margins on yearly recurring revenue streams and a higher-margin value-added services opportunity. Partners also see easier enablement and delivery of service through a cloud-hosted SaaS solution.
DIGITAL VINES
Location: Peachtree Corners, Ga.
Cloud Channel Program: Independent Service & Maintenance Organization
Program Manager: Danielle Lee, Director, Business Solutions
Digital Vines provides partners with 24x7 personalized end-to-end support for their business needs. Its cloud program benefits partners by providing them with monthly recurring revenue, enterprise-grade infrastructure and solutions along with a global network and data center footprint.
DIGIUM, A SANGOMA COMPANY
Location: Huntsville, Ala.
Cloud Channel Program: Digium Cloud Agent Program
Program Manager: David Hardy VP, Sales, North America
Digium’s partner program provides opportunities for partners to sell the full line of Digium’s on-premise and cloud-based Switchvox Unified Communications solutions or build custom communications solutions with its Asterisk open-source telephony software.
DRUVA
Location: Sunnyvale, Calif.
Cloud Channel Program: PartnerSync
Program Manager: Angelina N. Scott Sr. Director, Americas Channels
Druva provides a SaaS recurring revenue model with high gross margins for partners. Druva has a 99.3 percent customer retention rate, which adds even more benefit to partners’ revenue and profitability streams. In addition, partners can tap into the expertise of their dedicated business manager, with access to exclusive enablement tools and presales resources, training and certification to help consolidate their sales life cycle.
EPICOR SOFTWARE
Location:
Cloud Channel Program: Epicor Partner Program
Program Manager: Joy Verplank Sr. Director, Channel, Americas
Epicor partners have the ability to offer a single, flexible ERP platform with proven multiple deployment and purchase options to meet customer demand. They also can easily integrate the Epicor Cloud ERP solution or hybrid deployments into their managed services business.
ERICOM SOFTWARE
Location: Closter, N.J.
Cloud Channel Program: The Ericom PowerPartner Program
Program Manager: Lynne Boyd VP, Sales, Americas
Ericom enables the effective distribution of access infrastructures across multiple data center locations on-premises and in the cloud. The company offers multi-tenancy support so service providers can offer managed and unmanaged solutions, while enterprises can manage isolated environments. It provides a seamless user experience and connectivity for all applications regardless of their location.
EXTREME NETWORKS
Location: San Jose, Calif.
Cloud Channel Program: Extreme Partner Network
Program Manager: Gordon Mackintosh VP, Worldwide Channel Sales
ExtremeCloud MSP Specialists have the option to white-label ExtremeCloud-based managed services. This helps partners build their brand while opening up new and recurring value-added service revenue opportunities. Special discounting and solution rebates on hardware and subscription licenses are two additional incentives available to partners. Participating partners also get early access to information about new products.
F5 NETWORKS
Location: Seattle
Cloud Channel Program: F5 Unity Partner Program
Program Manager: Lisa Citron VP, North America Channel Sales
F5 Networks provides flexible licensing options to support partner revenue models, service delivery offerings that expedite partners’ go to market, and competitive margins.
FLEXENTIAL
Location: Charlotte, N.C.
Cloud Channel Program: Flexential Partner Network
Program Manager: Melissa McCoy VP, Channel Sales
Partners can offer customers choice among a variety of customer-managed and Flexential-managed cloud offerings to meet different levels of control. Partners can help customers maintain compliance with industry and regulatory standards and eliminate the time and cost associated with IT infrastructure management and hardware maintenance.
FLUENCY SECURITY
Location: Greenbelt, Md.
Cloud Channel Program: Fluency Corporation Reseller Agreement
Program Manager: Collin Miles, Principal, Channel, Strategic Relationships
Fluency Security provides education and training materials to partners to help them effectively deliver the company’s cloud message meeting compliance and privacy requirements. The company offers free Fluency proofs of concept with established success criteria.
GIGAMON
Location: Santa Clara, Calif.
Cloud Channel Program: Gigamon Catalyst Partner Program
Program Manager: Larissa Crandall Director, Channel Sales
Gigamon delivers network visibility and analytics on all digital applications across physical, virtual and cloud infrastructure.
GUARDICORE
Location: San Francisco
Cloud Channel Program: Guardicore Partner Program
Program Manager: Todd Bice, Sr. Director, Channels
Guardicore provides a SaaS-based (cloud) delivery model that enables a 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.
HEWLETT PACKARD ENTERPRISE
Location: Palo Alto, Calif.
Cloud Channel Program: HPE Partner Ready Program
Program Manager: Terry Richardson, Americas Channels, Alliances Leader
The Cloud28+ ecosystem provides partners with a platform to share their enterprise cloud services offerings—both build and consume—as well as their expertise in key subject areas. Once a member, partners are able to increase market visibility and awareness; accelerate go-to-market avenues and lead generation; and collaborate, leverage knowledge and build new business alliances through an extensive network of partners.
HITACHI VANTARA
Location: Santa Clara, Calif.
Cloud Channel Program: Hitachi Vantara Partner Program
Program Manager: Kimberly King, VP, Partner Programs, Strategy
Hitachi Vantara’s Partner Solution Accelerators are customizable as-a-service use cases ready to accelerate the development and deployment of joint services. The company’s flexible financial models help partners reduce costs and transact business. It also offers joint strategy and planning workshops that ensure proper alignment around mutual value proposition and business opportunity through cloud service road map creation.
IBM
Location: Armonk, N.Y.
Cloud Channel Program: PartnerWorld
Program Manager: Carola Cazenave, Vice President, IBM Partner Ecosystem North America
IBM Cloud-focused Business Partners are provided with enablement and marketing support to develop Expert and Specialist competencies in IBM Cloud. Benefits include co-marketing funds, IBM Cloud credits, SaaS trials and a third-party marketplace for Business Partners to digitally resell cloud offerings.
IFS
Location: Itasca, Ill.
Cloud Channel Program: IFS Partner Network
Program Manager: Parker Zanios, Director, Partner Alliances
IFS partners generate recurring revenue through license sales and cloud services. The company also offers dedicated channel management as well as access to IFS Academy Certification.
IGEL NORTH AMERICA
Location: San Francisco
Cloud Channel Program: IGEL Partner Program
Program Manager: Brad Tompkins, VP, Sales, North America
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’s cloud platform and services are recognized by Gartner and Forrester as a leader in Disaster Recovery as a Service. The company’s security and compliance reporting and tools ease customers’ digital transformation. In addition, partners gain complete control and visibility into customers’ cloud usage through the iland Cloud Console.
INFOBLOX
Location: Santa Clara, Calif.
Cloud Channel Program: BuildingBlox
Program Manager: Kelly Miller, Director, Americas Channel Sales
Infoblox partners receive training; incremental marketing investment and tools (demo and partner activation kit); incentive rewards; and marketing campaigns.
INTEL
Location: Santa Clara, Calif.
Cloud Channel Program: Intel Technology Provider Program
Program Manager: Jason Kimrey, GM, U.S. Channel Scale, Partners
Intel partners receive hands-on training for hardware and cloud applications, top-notch support, and tools that enable them to more effectively sell Intel-based solutions.
INTELEPEER
Location: Centennial, Colo.
Cloud Channel Program: Cloud Advantage Partner Program
Program Manager: Jeremy Jones, SVP, Channel Sales
Intelepeer has a 100 percent indirect channel go-to-market strategy, offering competitive commissions and partner incentives. The company offers a self-service partner portal with co-brandable marketing collateral and email campaigns, on-demand training, opportunity submission tool, performance dashboards and more.
INTELISYS
Location: Petaluma, Calif.
Cloud Channel Program: Intelisys Partner Program
Program Manager: Jay Bradley, President
Intelisys’ solutions engineering program and cloud channel education help sales partners build a consulting practice around cloud services and gain a distinct edge in the competitive cloud services market. Intelisys provides the tools for sales partners to build a solid foundation of knowledge and the pre- and post- sales, high-touch support and resources to provide their customers with first-rate cloud services solutions.
IVANTI
Location: South Jordan, Utah
Cloud Channel Program: Ivanti Partner Program
Program Manager: Reza Parsia VP, Channel
Ivanti provides flexibility with licensing of multiple products and no long-term contracts.
JASK
Location: Austin, Texas
Cloud Channel Program: Jask Momentum Global Partner Program
Program Manager: Jessica Couto, VP, Worldwide Channels, Alliances
Jask’s ASOC platform is available through the AWS marketplace and offers customers and partners infinite and transparent scalability, as well as an open architecture. The main value of its platform stems from its ability to reduce the amount of tickets security analysts need to pay attention to. By leveraging AI and machine learning, the platform automates the correlation and analysis of threat alerts to deliver advanced insight.
JUNIPER NETWORKS
Location: Sunnyvale, Calif.
Cloud Channel Program: Juniper Partner Advantage Program
Program Manager: Christian Alvarez, Corporate VP, Global Partners, Alliances
Juniper offers partners its wealth of business and technical enablement programs to help them sharpen their skills and optimize their opportunities. Its team works to provide the most up-to-date training in the Learning Academy and marketing and business support to allow partners to reach their highest achievement and capture more business faster. The program is rich in financial incentives and rewards.
LIFESIZE
Location: Austin, Texas
Cloud Channel Program: Lifesize Partner Program
Program Manager: Tim Maloney, SVP, Worldwide Channels
Lifesize’s next generation of cloud architecture and next generation of meeting room technology are helping partners exceed expectations for delivering videoconferencing solutions to customers.
MITEL
Location: Plano, Texas
Cloud Channel Program: Mitel Global Partner Program
Program Manager: John Lindsley VP, Channel Sales
Mitel provides its cloud partner program community with benefits such as direct access to sales, marketing, technical and customer success resources throughout the sales life cycle as well as the customer’s life cycle. Competitive compensation includes aggressive spiffs and promotions for acquiring new customers. Mitel also offers on-boarding and training to equip, enable and incentivize partners to lead with Mitel Cloud Solutions.
MORPHEUS DATA MULTI-CLOUD MANAGEMENT AND AUTOMATION
Location: Greenwood Village, Colo.
Cloud Channel Program: Morpheus Data MVP Program
Program Manager: Brad Parks VP, Business Development
For partners that are a VMware, HPE, Cisco, Nutanix or Dell partner and are also building out a practice focused on AWS, Azure or Google, Morpheus Data can pull those hybrid cloud pieces together and increase average margin per deal. Morpheus offers a renewal-based revenue stream, and most customers increase the number of multicloud workloads managed over time.
NETAPP
Location: Sunnyvale, Calif.
Cloud Channel Program: NetApp Partner Program
Program Manager: Jeff McCullough VP, Americas Partner Sales
As a Fueled by NetApp Service Provider, partners have access to service provider product management and marketing experts who bring go-to-market best practices and guidance (use case definition, pricing, packaging) that deliver a better return on investment. The consultant resources work proactively with partners to identify opportunities to partner together and leverage collective strengths to build an expansive customer ecosystem.
NUSPIRE NETWORKS
Location: Commerce, Mich.
Cloud Channel Program: NuSecure Partner Program
Program Manager: Maria Graham, Director, Business Development
There are no up-front costs for Nuspire partners, who gain immediate access to a growing cloud security market. Partners also see monthly recurring revenue generation.
OPAQ
Location: Herndon, Va.
Cloud Channel Program: Opaq Channel Partner Program
Program Manager: Tricia Bonora VP, Channel Sales
Opaq’s Security-as-a-Service cloud platform enables MSPs and MSSPs to deliver fully integrated network security from the cloud, protecting clients’ entire distributed network and monitoring security performance and compliance maturity and enforcing policies through a single cloud console. They also can add security services to their portfolios without the need for any up-front capital investments in hardware or software.
ORACLE NETSUITE
Location: Redwood Shores, Calif.
Cloud Channel Program: NetSuite Solution Provider Program
Program Manager: Will Chan, Head of Programs and Operations
With NetSuite’s revenue-sharing model, partners can earn boxed-product margins on existing customers, year-over-year, building a predictable revenue stream that generates consistent cash flow every month. NetSuite helps partners to rapidly grow their client base by enabling customers to automate business management processes, reduce IT costs and maintenance, make better decisions and improve collaboration.
PANZURA
Location: Campbell, Calif.
Cloud Channel Program: Panzura Freedom Partner Program
Program Manager: Steve Simpson, Worldwide Program Director, Director, Channels
Panzura offers qualified leads to its partners. These cloud-based leads are generated by Panzura through web traffic on Panzura.com, trade shows, events, inside sales, regional field sales, and other methods. Panzura also offers MDF on an as-requested/as-approved basis, which lets partners acquire new prospects as they work with Panzura to design custom cloud-based email and telesales campaigns, programs, incentives and events.
PAX8
Location: Greenwood Village, Colo.
Cloud Channel Program: Wingman
Program Manager: Ryan Walsh, Chief Channel Officer
Key benefits for partners include the Pax8 portal, Pax8 Stax and service delivery. The portal lets partners add new products, change seat counts, and the billing will auto-provision based on the partner’s individual need. Pax8 Stax is a BI tool that reveals any gaps in the partner’s technology stack so it can easily see upsell and cross-sell opportunities. The partner program also provides service delivery support through the life-cycle process.
PLANETONE
Location: Scottsdale, Ariz.
Cloud Channel Program: PlanetOne Partner Program
Program Manager: Jonathan Hartman, SVP, Sales
By joining the PlanetOne Partner Program, partners will see a growing portfolio of over 250 providers focused on cloud enablement and traditional network connectivity, data center and cloud services and solutions. They also will receive the support of experienced marketing, sales and engineering teams to help them navigate the complexities of the sales process, engage with their customers and create new revenue streams.
PULSAR360
Location: Littleton, Colo.
Cloud Channel Program: U-Pick Partner Program
Program Manager: Robert Harrison Jr., Chief Channel Officer
Pulsar360 offers partners significant recurring commissions and the flexibility to design a contract around the customer’s needs.
PULSE SECURE
Location: San Jose, Calif.
Cloud Channel Program: Access Now Partner Program
Program Manager: Aaron Moroson Sr. Director, Worldwide Channel Sales
Pulse Secure partners have access to custom SKUs and licensing models as well as to a dedicated account team. They also can gain access to collateral and other supporting material via the Pulse Secure partner portal.
QLIK
Location: King of Prussia, Pa.
Cloud Channel Program: Qlik Partner Program
Program Manager: Robert Cohen, Director Alliances, North America
Qlik partners have the ability to develop and attach new services when selling Qlik Cloud solutions. They can expand their revenue with existing and new customers by entering new vertical markets and new geography by quickly activating analytics services. MSP partners can accelerate their profitability with a flexible licensing and recurring revenue model where the MSP owns their customers’ success and life cycle.
QOS NETWORKS
Location: Irvine, Calif.
Cloud Channel Program: QOS Networks Partner Program
Program Manager: Mike Kalas, VP, Enterprise Sales
QOS is an expert at working with data center and cloud direct connections to enable cloud connectivity to a company’s branch locations. Partners can take advantage of the QOS NOC and management and monitoring to keep an eye on their customer’s network performance. Partners do not need to have technical knowledge or internal staff to resell the QOS Networks solutions.
QUICK BASE
Location: Cambridge, Mass.
Cloud Channel Program: Quick Base Partner Program
Program Manager: Tom Mayo Sr. Director, Channel Sales
Cloud computing has enabled the emergence of no-code app development platforms like Quick Base. These app building solutions hand the creation of custom cloud computing business apps over to a new legion of business builders who are closest to the work. Partners can deliver faster time to value with Quick Base.
RED HAT
Location: Raleigh, N.C.
Cloud Channel Program: Red Hat Partner Connect
Program Manager: D. Robert Martin VP, North American Partner Sales
Red hat offers a flexible pay-as-you-go consumption model and systems management solutions to manage Red Hat cloud offerings. Premium Red Hat support is delivered for all infrastructure components purchased from Red Hat.
RIVERBED
Location: San Francisco
Cloud Channel Program: Riverbed Rise
Program Manager: John Machonis VP, Americas Channel Sales
Riverbed offers incremental discounts for managed service opportunities. Partners see higher profitability through Riverbed Rise financial incentives for managed service and subscription bookings. Enablement, marketing and other benefits are included when Riverbed products are embedded in a partner’s cloud offering.
RUCKUS NETWORKS
Location: Sunnyvale, Calif.
Cloud Channel Program: Ruckus Ready Channel Program
Program Manager: Raelyn Kritzer Channel Chief, VP, Worldwide Channels
Ruckus offers exclusive special pricing to partners as well as high-touch cloud support.
SAGE
Location: Atlanta
Cloud Channel Program: Sage Partner Advantage Program
Program Manager: Scott Ehmen, VP, North America Partner Strategy, Sales
Sage offers a partner-centric approach to drive sales and expand business for cloud and subscription solutions. Sage offers tremendous growth opportunity for partners with over 3 million Sage customers and 82 million potential customers in the market. Benefits include sales and referral incentives, profitable service opportunities and competitive goto-market resources and support.
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 also means recurring revenue year after year.
SALESFORCE
Location: San Francisco
Cloud Channel Program: Salesforce Partner Program
Program Manager: Kori O’Brien SVP, Americas Alliances
Salesforce’s partner community, with over 100,000 active members, provides partners with the ability to engage with one another through Chatter, have access to unlimited gamified learning tools, and have the opportunity to run their business by submitting deal registration and support cases.
SAP
Location: Newtown Square, Pa.
Cloud Channel Program: SAP PartnerEdge
Program Manager: Sachin Vora, VP, Business Development
Partners get a one-year’s free use of SAP Cloud Platform to build modern cloud applications. They also have the ability to use a go-to-market model called SAP PartnerEdge Cloud Choice, a profit option, that allows partners to divide responsibilities with SAP on cloud deals. Partners also have access to SAP’s broad portfolio of cloud solutions for the small business and midmarket.
SCIENCELOGIC
Location: Reston, Va.
Cloud Channel Program: ChannelLogic
Program Manager: Steve Kazan, Sr. Director
ScienceLogic educates partners on AIOps (AI/ML) in the cloud so they can participate in the $11.1 billion market opportunity, providing hybrid support for cloud or on-premises for customers. Partners have access to cloud-specific tools for all major public and private clouds.
SECURLY
Location: San Jose, Calif.
Cloud Channel Program: Securly Partner Program
Program Manager: AJ Tedesco, VP, Channel Sales
Securly was founded with a mission to keep kids safe online. Partners can leverage the integrated and cloud-based solutions it has developed for student safety.
SEEBURGER
Location: Scottsdale, Ariz.
Cloud Channel Program: Seeburger Partner Program
Program Manager: Ulf Persson, SVP, Global Business Development
Seeburger’s scalable integration services are partners’ key way of running an integration solution on-premises. Partners can use the digital ecosystem of the Seeburger cloud to build a digital partner network. The company’s process components support partner requirements around e-invoicing, file-based exchange of generic information or industry-specific formats as well as digital market processes in the utilities sector.
SOLARWINDS MSP
Location: Morrisville, N.C.
Cloud Channel Program: SolarWinds MSP Channel Partner Program
Program Manager: Frank Colletti, Group VP, Worldwide Sales
SolarWinds MSP is a channel-friendly partner with technology that will work with partners to help build their practice and optimize their business by offering sales and business-building insight, training and enablement resources. Its collaborative partner community offers practical advice, tips and support to one another surrounding dayto-day business challenges.
SOPHOS
Location: Burlington, Mass.
Cloud Channel Program: Sophos Partner Program
Program Manager: Erin Malone, VP, North America Channel Sales
Sophos offers cloud workload protection, cloud security posture management and a centralized view of all customers and services used through Sophos Central. The company also provides training and support from Sophos Security Architects who specialize in cloud security and migration.
STORAGECRAFT TECHNOLOGY
Location: Draper, Utah
Cloud Channel Program: StorageCraft Partner Success Program
Program Manager: Lee Schor, VP, Sales, Americas
StorageCraft’s cloud program enables the company’s partners with solutions that are service-level-agreement-driven, meaning they can offer uptime, recovery time objectives and recovery point objectives.
STORMAGIC
Location: Bristol, U.K.
Cloud Channel Program: StorMagic Channel Program
Program Manager: Bruce Kornfeld GM, Americas
StorMagic partners will be able to deliver these cloud benefits to end users with SvSAN (virtual SAN) installations: Lightweight software, which lets partners provide a more cost-effective hosting platform; five-nines redundancy should anything go wrong; and a flexible usage-based subscription model, which means partners only pay for what they use.
SUSE
Location: Provo, Utah
Cloud Channel Program: Suse Partner Program
Program Manager: Mike Kerr, Director, North America Channels, Alliances
Partners have access to a broad SUSE portfolio, which includes SUSE Linux Enterprise Server, SUSE Linux Enterprise Server for SAP Applications, SUSE Enterprise Storage, SUSE OpenStack Cloud, SUSE CaaS Platform and SUSE Cloud Application Platform—on demand or in a managed hosting environment. SUSE provides support directly to cloud service providers so partners can keep customers’ servers running 24/7.
SYNNEX
Location: Greenville, S.C.
Cloud Channel Program: Synnex CloudSolv Community
Program Manager: Rob Moyer, SVP, Cloud Services, Mobility, IoT
Synnex partners receive discounted professional services. They also have access to its Cloud Learning Center, with exclusive cloud enablement training, as well as dedicated sales and technical resources.
TALEND
Location: Redwood City, Calif.
Cloud Channel Program: Talend Partner Program
Program Manager: Jason Kirkland, North American Director, Channel
Talend partners receive free access to software for development, test and demonstrations, free training for resources (technical and sales content), and margin on software sales.
TERIDION
Location: San Francisco
Cloud Channel Program: Teridion Partner Program
Program Manager: Kevin Moynahan, Director, Channel Sales
One of the challenges enterprises have with SD-WAN MPLS “alternatives” is the lack of a strong SLA. SD-WAN combined with the Teridion public cloud WAN service gives partners’ enterprise customers the confidence and support they need to move to low-cost, highly scalable, high-bandwidth broadband internet that’s both fast and easy to deploy.
THALES
Location: Austin, Texas
Cloud Channel Program: Gemalto Cipher Partner Program
Program Manager: Ariane Seiferth, Director, Distribution, Strategic Accounts, North America
MSP/MSSP partners can deliver a differentiated approach through a hybrid cloud capability where customers are able to move data and related security mechanisms to the cloud at the appropriate time. From tools and materials to assistance with the initial service on-boarding, through to programs that focus on rapid opportunity generation, the program offers partners a simple step to building a cloud security offering.
TIBCO
Location: Palo Alto, Calif.
Cloud Channel Program: Acceleration Partner Program
Program Manager: Marc Seifert Sr. Director, Channels Americas
Tibco offers partners deal registration, joint Tibco and cloud partner selling, and MDF/ demand generation activities.
TRUSTWAVE
Location: Chicago
Cloud Channel Program: Trustwave Channel Partner Program
Program Manager: Suzanne Swanson, VP, Worldwide Channels
The company is committed to making sure that selling Trustwave is a good business decision for partners and strives to provide sales incentive programs with predictable consistent earnings expectations. It also provides access to training programs, partner portal, sales and marketing tools, and security research to help partners grow their business and become trusted advisers.
TURBONOMIC
Location: Boston
Cloud Channel Program: Turbonomic Partner Program
Program Manager: Chris Sullivan, SVP, Global Channel, Alliances
Partners who attain the new Cloud Specialization certification are uniquely positioned to help their customers manage their cloud journeys, identifying instances of cloud overspend almost instantly and pinpointing savings opportunities within minutes of deployment. Turbonomic enables partners to help their customers solve a major business challenge.
VEEAM SOFTWARE
Location: Columbus, Ohio
Cloud Channel Program: Veeam Cloud & Service Provider (VCSP) Program
Program Manager: Matt Kalmenson, VP, Americas Cloud and Service Providers
Veeam now covers virtual, physical and cloud-based workloads, serving nearly any customer need. Partners don’t face any competition from Veeam. Instead, Veeam enables them to provide customers with availability services in and for the cloud through technical, solution architecture and business development support.
VMWARE
Location: Palo Alto, Calif.
Cloud Channel Program: VMware Partner Network
Program Manager: Bill Swales, VP, Americas Partner Organization
The VMware Cloud Provider Program enables partners to consume VMware products on a pay-as-you-go, pay-as-you-grow, monthly subscription model. Partners can offer services to VMware customers who use VMware technologies in their data centers and are looking to extend their workloads to the cloud. Eligible partners can qualify for enhanced marketing benefits and a listing on the VMware Cloud Provider customer-facing portal.
WHITEHAT SECURITY
Location: San Jose, Calif.
Cloud Channel Program: The WhiteHat Security Partnership Program
Program Manager: John Atkinson, VP, Partnerships
WhiteHat Security partners can participate in specific training and education around cloud-based services Partners have access to experts in-house who can help them build a complete cloud based services solution for their customers. They also can access and work with the company to develop joint marketing campaigns that promote cloudbased services and solutions.