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100 Partner Program Updates for 2015

So, a funny thing happened on our way to launching ChannelE2E. Our team realized quite a few channel partner programs achieved new milestones in 2015. So here’s a recap of key channel partner program updates so far in 2015  — for your convenience (and mine). Plus, an open interview request to each channel chief. And if you’d like a free, searchable database of partner programs then check out here.

And, of course, a qualifier: As part of our launch, this partner program update covers a lot of ground. If you spot erroneous or out-of-date information you can either post a comment (yes, we’ll reply) or email me directly ([email protected]).


AlienVault, a security management provider, unveiled the AlienVault Certified Security Engineer certification program in May. Memo to VP of Education Services Don Field: What steps do partners need to take to get certified?

David SchropferAnchorID, the multi-factor authentication specialist, in May launched a channel partner program to help customers replace passwords with stronger security. Memo to AnchorID CEO David Schropfer: How easy is it for customers to manage the authentication process on their own?

AirTight Networks in June hired Aruba Networks veteran Kester Kyrie to drive its channel program. Memo to Kyrie: What makes AirTight unique in the highly competitive WiFi market?

AppDynamics, the cloud-based application monitoring startup, expanded in June expanded its partner program to more closely embrace the U.S. federal market, as well as Canada. Memo to AppDynamics: Does that mean you’ve got compliance-specific enhancements for government customers?

Atmel, focused on microcontroller (MCU) and touch solutions, launched the Atmel Internet of Things (IoT) Cloud Ecosystem Partner Program in July. The effort aims to link developers with cloud partners. Memo to Reza Kazerounian, SVP and GM of Atmel’s Microcontroller Business Unit: Tell me more about device management, data analytics, and visualization opportunities.


Chris RossBarracuda Networks in May named ARCserve veteran Chris Ross as its senior sales VP, global channels. Memo to Ross: Four months into the position how are things going?

Broadvoice hired Tricia Cable as director of channel development. Memo to Cable: What’s unique about Broadvoice’s hosted voice and unified communications channel programs?

Bright Computing in July rolled out an enhanced partner program and new demand generation tools for OEMs, partners, resellers, and system integrators. Memo to Bright: Who’s your channel chief?

Brittenford Systems, which offers financial management software, in August launched a partner program for Microsoft Dynamics GP resellers in the United States. Memo to Brittenford CEO Shereen Mahoney: Is this program for resellers, software developers, or some other type of partner?


Centrify, which secures identities from cyber threats, expanded its channel partner program to better serve national system integrators and consulting partners in July. Much of the effort involves Office 365 migrations and deployments. Memo to Craig Gadberry, senior director of business development: You’re also seeking partners to assist Box, Salesforce and ServiceNow migrations, correct?

Cisco Systems shifted the global channel chief role from Bruce Klein to Wendy Bahr in late July. Bahr is a well-known Cisco veteran who had a hand in helping the company build new channel routes to market. Memo to Bahr: How is Cisco’s software-centric partner push coming along, and how will you blend an overall hardware, software and cloud services push across the channel?

Cisco Canada Channel Chief Dave De Abreu exited the company in late June. His successor, Mark Collins, was named shortly thereafter.  Memo to Collins: How are you aligning your Canadian partner strategy with new CEO Chuck Robbins’ overall strategy? Memo to De Abreu: How is life post-Cisco?

Cloud|AG launched a reseller program in July, enabling Office 365 partners to offer ServicePoint365 to their customers. Memo to David Huseonica, president of Cloud|AG: Why should partners offer this solution rather than working directly with Microsoft on Office 365?

CloudBees, focused on continuous delivery and DevOps solutions, expanded its partner program in August to feature more access to Jenkins-based products and services. Memo to CloudBees Senior Director of Global Alliances and Channels Durga Sammeta: So, how do partners benefits from the Enterprise Jenkins offerings?

Cloud9 Real Time, which hosts 750 different cloud applications, launched a partner program in May. The program allows resellers to promote enterprise private virtual servers to their customers. Memo to Director of Business Development Dave Riggins: Does Cloud9 own its data centers or are your private virtual servers in third-party locations?

Paula CatoiraColligo, which makes data synchronization solutions for Microsoft SharePoint and Office 365, grew its channel partner business 25 percent in Q1 2015. Memo to Global Partner Channel Manager Paula Catoira: You offer participation in co-marketing events. Tell me more.

Cryptzone, which offers context-aware security solutions, launched a revamped EMEA partner program in May. Memo to Crytzone CEO Kurt Mueffelmann: Are you bringing your security gateways and partner programs to US soil?


DataXoom, a wholesale provider of mobile data services, in May launched a partner program for OEM’s, software companies focused on the mobile workforce, and large distributors of mobile devices like iPads, Internet-ready laptops, and other ruggedized mobile devices. Channel partners can able integrate DataXoom 4G and LTE connectivity into their businesses. Memo to VP of Business Development Kelley Carr: You’ve got a heavy focus on midmarket customers. Tell me more.

Dell hired Lenovo veteran Jay Parker as VP and general manager, North America enterprise solutions. Memo to Parker: How much of your focus involves direct sales and how much of it involves partner engagements into enterprise accounts?

Docker in June announced its Ecosystem Technology Partner (ETP) program, an initiative recognizing companies that have demonstrated integration with the Docker platform. Memo to Docker: It sounds like the initial focus involves monitoring tools that leverage Docker’s APIs. True?


EarthLink in mid-2015 promoted Olen E. Scott to vice president of channel sales. Memo to Scott: Which manage and cloud services have the most momentum with partners?

EMC business partners as of August can sell the EMC Federation Hybrid Cloud solution. According to a statement from EMC:

Upon achieving a Federation Ready credential, qualified EMC and VCE Gold and Platinum business partners and VMware Premier and Enterprise Partners will be able to offer consulting, assessment tools and implementation services for Federation Enterprise Hybrid Cloud in addition to their ability to position, market, and sell the solution.  All other EMC, VMware and VCE Business Partners are able to position, market and sell Federation Enterprise Hybrid Cloud, but EMC and VCE Global Services and VMware Professional Services will be required to implement the solution. Availability of the Federation End-User Computing solution for EMC Business Partners is expected to begin in Q4 of 2015.

Memo to EMC: Can you clarify where the EMC, VMware and VCE partner programs overlap — and where they don’t?

EnGenius Technologies, which promotes networking and communications solutions, launched a partner program in may designed for MSPs. Memo to EnGenius: So, tell me about the recurring revenue opportunities.

Kumar JandayalaEnterworks, which develops master data management solutions, in June named Kumar Jandayala as VP of solutions and partner management. Memo to Jandayala: How do your partners centralize multiple customer data sources for easier management?

Exabeam, which specializes in user- and entity-behavior analytics for security, in August hired Ted Plumis as vice president of channel, business and corporate development. Memo to Plumis: How are the relationships with Carahsoft, GuidePoint Security, Blackwood Associates (BAI) and Somerford Associates performing? Also, what new relationships are on the way?


We’re keeping watch…


GlobalSign, the identity and access management (IAM) specialist, in May launched an Enterprise Reseller Program for midsize to large enterprise market resellers focused on security. Memo to GlobalSign VP of Sales North America John Murray: I hear this effort targets the Internet of Things. Tell me more.

Guidance Software enhanced its Global Partner Program in July, offering more training and support to endpoint protection partners. Memo to Frank Cohen, director of North American channels: How does your definition of endpoint protection differ from traditional anti-virus software companies?

Guidewire Software Inc. launched the Guidewire InsuranceCloud Solutions partner program in August. Inaugural partners include Capgemini, Ernst & Young and PricewaterhouseCoopers. Memo to Guidewire: How many hosting partners do you expect to attract, and what Insurance-related integrations do you expect to emerge?

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