2015 Cloud Partner Program Guide (Part One)

Friends In High Places

The transition to cloud computing shows no sign of slowing down, continuing to remake all segments of the IT industry -- including the channel.

So what has your IT vendor done for you lately, cloudwise?

For the second year CRN offers the Cloud Partner Program Guide, putting a spotlight on the companies that are devoting significant resources to their cloud partner programs and backing up their channel partners with the training, support and financial incentives they need to be successful.

The following pages highlight the companies included in this year's Cloud Partner Program Guide, with information provided in their applications. This is part one of the list. Be sure to also check out part two.

Acceleration Systems

Northfield, Ohio

Cloud Channel Program: Acceleration Systems Channel Sales Partner Program

Program Manager: Alan Fortier, VP, Channel Sales

Cloud Channel Program Established: 2015

Acceleration Systems offers cloud-based bandwidth optimization and encryption, which increases the efficiency and security of the Internet. The Channel Sales Partner Program aims to provide growth opportunities and maximize profitability for partners through training, marketing, flexibility and easy entry.


Santa Clara, Calif.

Cloud Channel Program: Accelerite Partner Program

Program Manager: Ray Chew, Marketing Director

Cloud Channel Program Established: 2014

The Accelerite Partner Program has various solution offerings and partner certifications that enable partners to grow revenue and expertise in areas such as cloud management, DRaaS, and mobility management in the cloud.


Burlington, Mass.

Cloud Channel Program: Acronis Global Partner Program

Program Manager: Chris Hilderbrand, VP, Global Channel Sales

Cloud Channel Program Established: 2015

Acronis offers sales enablement, readiness training and increased partner incentives for cloud sales. For partners that do not meet Gold or Platinum requirements, the Grow to Gold Program can help them achieve Gold status in less than a year.


Palo Alto, Calif.

Cloud Channel Program: Adallom Cloud Application Solution Provider

Program Manager: Steve Kazan, Sr. Director, Channel Development

Cloud Channel Program Established: 2014

Recently acquired by Microsoft, Adallom's platform provides security for SaaS applications and data stored in the cloud. Adallom offers cloud-specific training and pre- and post-sales support for partners.


Huntsville, Ala.

Cloud Channel Program: Adtran ADVantage Partner Program

Program Manager: Scott Stewart, Director, ProCloud Services, Solutions

Cloud Channel Program Established: 2013

The Adtran ProCloud solution addresses the challenges of limited IT resources, while also providing more insight into network health. Not only is the solution suitable for enterprises and SMBs, it also lets VARs expand beyond hardware-only solutions and transform into MSPs.

Aerohive Networks

Sunnyvale, Calif.

Cloud Channel Program: Aerohive Advantage Partner Program

Program Manager: Johnna Bowley, VP, Worldwide Sales Operations, Global Channels

Cloud Channel Program Established: 2010

When combined with Aerohive's cooperative control protocols, Aerohive Cloud products result in easier deployment of enterprise Wi-Fi, meaning partners can minimize the amount of time spent troubleshooting. The Cloud Services Platform integrates partner tools to deploy, manage and troubleshoot customer instances.


Van Nuys, Calif.

Cloud Channel Program: AireSpring Channel Sales Division

Program Manager: Ron McNab, SVP, Channel Sales

Cloud Channel Program Established: 2015

As a cloud communications and managed connectivity , AireSpring's partner program is designed to provide a comprehensive set of resources. In addition to adding cloud-based new products and services, it continually upgrades sales processes and tools.


Gulf Breeze, Fla.

Cloud Channel Program: AppRiver Partner Program

Program Manager: Justin Gilbert, Channel Sales Manager

Cloud Channel Program Established: 2004

AppRiver offers innovative ways for partners to meet customers' IT security needs.As a member of Microsoft's Cloud Solution Provider Program, it can expand cloud opportunities by enabling partners to provide direct billing, sell combined offers and services, and directly provision, manage and support products and services.


Andover, Mass.

Cloud Channel Program: AppZero Partner Program

Program Manager: Adine Deford, VP, Channel Development

Cloud Channel Program Established: 2009

AppZero's Partner Program is entirely focused on cloud channel partners. The has helped speed adoption of cloud computing by enabling VARs, SIs and service providers to quickly create highly portable Windows server application containers that can be provisioned from data centers to, among and independent of any cloud.


East Greenbush, N.Y.

Cloud Channel Program: Autotask Authorized Global Partner Program

Program Manager: Jake Carroll, VP, Channel Sales

Cloud Channel Program Established: 2006

Autotask helps IT organizations work smarter with a cloud-based IT business management platform that enables efficiency, accountability and access to key metrics. With built-in best practices and workflow automation, Autotask speeds time to revenue while continually improving service delivery.

Avnet Technology Solutions

Tempe, Ariz.

Cloud Channel Program: Avnet Cloud Solutions

Program Manager: Tim FitzGerald, VP, Cloud Solutions

Cloud Channel Program Established: 2012

As a global IT solutions distributor, Avnet Technology Solutions transforms technology into business solutions for customers around the world. It collaborates with customers and suppliers to create and deliver services, software and hardware solutions that address the changing needs of end-user customers.


Mountain View, Calif.

Cloud Channel Program: Continuity Partner Program

Program Manager: Danielle Faletra, Partner And Field Marketing Manager

Cloud Channel Program Established: 2015

Axcient's Continuity Partner Program is an unbroken, consistent, profitable and enhanced partner experience for next-generation SaaS solution providers, powered by the SaaS:FLO partner compensation model for SaaS solution providers. CPP recognizes partners who lead with Axcient and rewards them commensurate with their commitment.

Barracuda Networks

Campbell, Calif.

Cloud Channel Program: Barracuda Partner Program

Program Manager: Chris Meyer, Sr. Director, Channel Development

Cloud Channel Program Established: 2008

All Barracuda security and storage solutions are cloud-connected and sold through the Barracuda Partner Program. Some of the benefits for channel partners include program level discounts, deal registration, lead referrals, evaluation products, spares program, co-op funds, and sales and technical training.


Bucharest, Romania

Cloud Channel Program: Partner Advantage Network

Program Manager: Raluca Cosciug, Partner Program Manager

Cloud Channel Program Established: 2011

The Bitdefender Partner Program's approach enables cloud selling partners to obtain high profits, receive account protection, and access lead generation campaigns, all based on selling unique and top-ranked products, together with effective support and tools.


Kirkland, Wash.

Cloud Channel Program: BitTitan Partner Program

Program Manager: Jennifer Martin, Director, Sales

Cloud Channel Program Established: 2011

BitTitan partners have access to sales tools that highlight Microsoft and other industry incentives that channel partners can take advantage of when building a cloud project quote. Channel partners gain discounts, free 24x7 online support, a dedicated account manager and training.



Cloud Channel Program: Bpm'online Partner Program

Program Manager: Bob Cellucci, Partner Development Director

Cloud Channel Program Established: 2014

Bpm'online is a vendor of process-driven cloud-based software for sales, marketing and service automation that has been successfully operating in the CRM market for more than 12 years. It employs 500-plus experts and serves 6,000 customers.



Cloud Channel Program: Carbonite Partner Program

Program Manager: Aliza Sterling, Channel Programs Manager

Cloud Channel Program Established: 2013

Carbonite is a leading provider of cloud and hybrid business continuity solutions for small and midsize businesses. Together with its partners, Carbonite supports more than 1.5 million individuals and businesses around the world that rely on it to ensure their important data is protected, available and useful.


Santa Clara, Calif.

Cloud Channel Program: Centrify Channel Partner Network

Program Manager: Holly Adams, Sr. Manager, Channel, Alliance Marketing

Cloud Channel Program Established: 2011

The CCPN offers a variety of program levels specific to cloud. The levels are Authorized Partner, Select Partner, Premier Partner, Managed Service Provider and Systems Integrator/Consulting Partner.



Cloud Channel Program: Cirrity Reseller Success Model

Program Manager: Gerry Baron, CMO

Cloud Channel Program Established: 2014

MSPs, VARs and SPs are being crunched by a revenue model that has less hardware sales and more demand for cloud and virtual services. The Cirrity Reseller Success Model enables the channel to sell and deliver cloud and managed services and accelerate time to market and time to revenue.

Cisco Systems

San Jose, Calif.

Cloud Channel Program: Cloud and Managed Services Program

Program Manager: Arjun Lahiri, Global Dir., Cloud, Ecosystem Group

Cloud Channel Program Established: 2013

Cisco's program recognizes, enables and rewards partners offering cloud and managed services based on Cisco technologies. It provides partners with financial rewards, branding and go-to-market support. The next-gen CMSP will expand to enable providers to participate in the Intercloud opportunity.

Citrix Systems

Fort Lauderdale, Fla.

Cloud Channel Program: Citrix Service Provider Program, Citrix Ready, Citrix Ready IaaS Cloud for XenDesktop, Citrix SaaS Advisor

Program Manager: Dan Sparks, Sr. Manager, Channel Mktg., WW Licensing & Programs

Cloud Channel Program Established: 2014

Virtualization is the cornerstone of cloud, and Citrix partners have always been able to provide hosted solutions built on Citrix technology. Citrix has always supported partners that use its technology to deliver services and solutions to customers through remotely managed on-premise deployments, co-located deployments and cloud instances.



Cloud Channel Program: Code42 Partner Program

Program Manager: Ryan Gruening, Director, Global Channels

Cloud Channel Program Established: 2009

As a SaaS-based , Code42's products are sold as a cloud service where Code42 (the vendor) is the SaaS service provider. All Code42 solutions can be deployed via public, hybrid and private clouds in any scenario; the customer keeps the encryption keys (critical for privacy and security requirements).

Comcast Business


Cloud Channel Program: Comcast Solutions Provider Program

Program Manager: Dalyn Wertz, Sr. Director, Channel Management

Cloud Channel Program Established: 2012

Increasingly, cloud providers are partnering with telecommunications companies to offer Ethernet-based connectivity to their applications and data centers. With the Comcast Network optimized for the cloud, businesses can more fully reap the rewards of hosted services, getting better results and getting ahead of the competition.


Tinton Falls, N.J.

Cloud Channel Program: PartnerAdvantage Service Provider Edition

Program Manager: Sunil Polepalli, Director, Worldwide Cloud, MSP Programs

Cloud Channel Program Established: 2011

Commvault PartnerAdvantage Program Service Provider Edition is designed to help cloud/service providers maximize revenue, profitability and growth opportunities through leading tools, resources and solutions that support their specialized requirements. Membership levels include Authorized, Silver, Gold and Platinum.

Connected Data

Santa Clara, Calif.

Cloud Channel Program: Excelerate Partner Program

Program Manager: Samina Subedar, Sr. Channel Marketing Manager

Cloud Channel Program Established: 2012

The Excelerate Partner Program provides customers with their own private cloud solution for file access syncing and sharing on easy-to-deploy hardware appliances they own and control. Partners in turn deliver the cloud experience with an increased cloud storage portfolio, protected margins, training, deal registration and more.


Blue Bell, Pa.

Cloud Channel Program: CoreDial Partner Program

Program Manager: Jim DeBald, VP, Channel Sales

Cloud Channel Program Established: 2015

CoreDial offers a solution for selling, delivering, managing and invoicing for white-label cloud communications services that lets partners build recurring revenue streams. With the SwitchConnex SaaS Platform, partners get cloud software and services that enable the fastest time to market, positive cash flows, and margins up to 65 percent.


Boise, Idaho

Cloud Channel Program: Cradlepoint Authorized Partner Program

Program Manager: Edward Walton, VP, North America Channel Sales

Cloud Channel Program Established: 2005

The Cradlepoint Partner Program rewards partners for selling products and solutions across the Cradlepoint portfolio, including the Enterprise Cloud Manager platform, designed to rapidly deploy and dynamically manage networks at geographically distributed locations.


New York

Cloud Channel Program: Ctera Cloud Accelerator Channel Program

Program Manager: Stacy Desrosiers, Director, WW Channel Marketing

Cloud Channel Program Established: 2011

Ctera's Enterprise File Services Platform strengthens channel partners' solutions portfolios with flexible, scalable and secure cloud-based solutions that can be delivered either as a managed service or within the customer's existing infrastructure.

Data Dynamics

Teaneck, N.J.

Cloud Channel Program: Data Dynamics Cloud Enablement Program

Program Manager: Sean McCarry, VP, Worldwide Sales

Cloud Channel Program Established: 2013

Data Dynamics allows customers to move data to cloud targets without risk, at lower cost and with significantly reduced complexity. For resellers, this is critical to cloud adoption for existing workloads. The partner program is designed for cloud partners and lets them get up to speed quickly and at no cost.


Norwalk, Conn.

Cloud Channel Program: Datto Partner Plus Program

Program Manager: Christine Gassman, Manager, Partner Development

Cloud Channel Program Established: 2012

Datto is a provider of comprehensive backup, recovery and business continuity solutions used by thousands of managed service providers worldwide. For Datto's partner program pertaining to the cloud, the tiers partners based on the amount of data they store in the Datto Cloud.


Round Rock, Texas

Cloud Channel Program: PartnerDirect, Cloud

Program Manager: Michael Bradley, Director, Global Channel Programs

Cloud Channel Program Established: 2007

Dell's PartnerDirect program is designed to drive opportunity and success for resellers of all sizes. PartnerDirect is a structured program of requirements and rewards built based on the feedback of partners to help them resell Dell solutions.



Cloud Channel Program: DiCentral Channels Program

Program Manager: Eric Lambiase, Sr. Director, Global Channels

Cloud Channel Program Established: 2013

Partners can capitalize on the strength, experience and technology of DiCentral SaaS EDI solutions. DiCentral offers a variety of ERP integration options -- cloud or on-premise. Partners can add a source of incremental revenue, including a monthly recurring component.


Huntsville, Ala.

Cloud Channel Program: Digium Cloud Agent Program

Program Manager: Gayle Magee, Director, Worldwide Distribution, Cloud Sales

Cloud Channel Program Established: 2006

Digium provides Asterisk software, telephony hardware, on-premise and hosted Switchvox business phone systems and SIP trunking that deliver enterprise-class UC and UC as a Service solutions at an affordable price. Digium Switchvox Cloud and other cloud-based products and services are offered through Digium Cloud Services, a wholly owned subsidiary of Digium.



Cloud Channel Program: EFolder Partner Program

Program Manager: Jan Spring, VP, Channel Development

Cloud Channel Program Established: 2012

EFolder is a leading supplier of cloud data protection, business continuity, and cloud file sync solutions for MSPs, solution providers and VARs. Delivered as wholesale services to the channel, eFolder enables its partners to provide branded data protection and file sync services and to generate highly profitable, recurring revenue.


Hopkinton, Mass.

Cloud Channel Program: Business Partner Program, Cloud Service Provider Track

Program Manager: Julie Christiansen, Sr. Director, Global Partner Strategy, Operations

Cloud Channel Program Established: 2015

The EMC Business Partner Program for Cloud Service Providers provides EMC Powered solutions to meet customers' current and future needs by enabling a Service Provider to build its cloud solutions on EMC infrastructure. This track aims to help Service Providers build new revenue streams, accelerate time-to-service, and extend marketing and sales resources.

Epicor Software

Austin, Texas

Cloud Channel Program: Epicor Inspired Partner Network

Program Manager: Matt Bauer, Director, Channel Sales, ERP Americas

Cloud Channel Program Established: 2015

Epicor delivers cloud commercial selling and implementation training to its global partner ecosystem. The Epicor Inspired Partner Network is comprised of more than 400 reseller, solutions, services and consulting partners worldwide.


Redwood City, Calif.

Cloud Channel Program: Channel Partner Program

Program Manager: Chris Rajiah, VP, Worldwide Channel Sales, Alliances

Cloud Channel Program Established: 2008

Equinix connects businesses to their customers, employees and partners inside interconnected data centers. In 33 markets across five continents, Equinix is where companies come together to realize new opportunities and accelerate their business, IT and cloud strategies.

Evolve IP

Wayne, Pa.

Cloud Channel Program: Evolve IP Channel Program

Program Manager: Gary Coben, VP, Channel Services

Cloud Channel Program Established: 2014

Evolve IP's hosted VDI delivers full control over the virtual desktop environment to the customer, while the infrastructure (hardware and virtualization) is managed by Evolve IP. VDI delivered as a service provides the best of both worlds, 24x7 monitoring and management with total customer control and licensing.

F5 Networks


Cloud Channel Program: F5 Unity Cloud Service Provider Program

Program Manager: Lorri Bondi, Worldwide Partner Programs Manager

Cloud Channel Program Established: 2006

F5 helps organizations seamlessly scale cloud, data center, and SDN deployments to successfully deliver applications to anyone, anywhere, at any time. F5 solutions broaden the reach of IT through an open, extensible framework and a partner ecosystem of leading technology and data center orchestration vendors.


Encinitas, Calif.

Cloud Channel Program: FreedomVoice Partner Program

Program Manager: Chris Sterbenc, VP, Sales

Cloud Channel Program Established: 2015

FreedomVoice's service runs entirely over the Internet. The only local/hardware elements of the service are physical desk phones. The service is 100 percent subscription-based, with month-to-month contracts. The solution is deployed and managed via a Web browser interface, which allows partners to configure and manage their customers remotely from the NOC.


Mountain View, Calif.

Cloud Channel Program: Google Cloud Platform, Google for Work Partner Program

Program Manager: Eddy Veldhuizen, Head, Global Partner Programs

Cloud Channel Program Established: 2013

With Google Cloud Platform, Google has put its own infrastructure technology in the hands of CIOs and developers. It allows them to choose the services that fit their business infrastructure needs while being supported by flexible storage options, fast cluster spin-up times, and Google's fast, reliable, global network.


Palo Alto, Calif.

Cloud Channel Program: HP PartnerOne Gold Cloud Builder Specialization

Program Manager: Lynne Lewis, Cloud Channel Partner Acceleration Manager

Cloud Channel Program Established: 2004

HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. With a technology portfolio spanning printing, personal systems, software, services and IT infrastructure, HP delivers solutions for customers' most complex challenges in every region of the world.

Hostway Services


Cloud Channel Program: Hostway Reseller Partner Program

Program Manager: Jim Ciampaglio, VP, Channel Partners

Cloud Channel Program Established: 2013

Hostway's reseller partner program offers partners a way to expand their service portfolio to include cloud services, increasing profit by selling Hostway products and solutions. Web developers or designers, MSPs, ISVs and VARs can deliver their core value on top of Hostway solutions, or sell Hostway solutions as is to open new revenue streams.


Armonk, N.Y.

Cloud Channel Program: PartnerWorld

Program Manager: Kristi Toole, North America Cloud Channel Marketing Manager

Cloud Channel Program Established: 2007

IBM PartnerWorld delivers wide-ranging opportunity to Business Partners covering cloud SaaS, IaaS and PaaS. Participants range from Business Partners born in the cloud to existing partners transitioning to it. Business Partners can resell IBM's cloud portfolio, which comprises private, public and hybrid offerings.

IFS North America

Itasca, Ill.

Cloud Channel Program: IFS Partner Network

Program Manager: Parker Zanios, Director, Partner Alliances

Cloud Channel Program Established: 2014

IFS cloud partners are able to leverage one of the world's most trusted cloud platforms, Microsoft Azure, in combination with IFS' leading enterprise software. IFS Cloud on Microsoft Azure provides partners with an opportunity to grow revenue through license sales, consulting services and the cloud.


New York

Cloud Channel Program: Infor Partner Network Partner Program

Program Manager: Jeff Abbott, SVP, Global Channels, Alliances

Cloud Channel Program Established: 2011

Infor CloudSuite Academy provides enablement training covering the complete cloud life cycle. Infor Partner Network Micro-vertical Specialization validates a partner organization's micro-vertical. And Zero-to-3 provides tailor-fit enablement planning and Infor Consulting Services collaboration opportunities.

Ingram Micro

Santa Ana, Calif.

Cloud Channel Program: Cloud Elevate

Program Manager: Dan Balderrama, Cloud Marketing Manager

Cloud Channel Program Established: 2014

Ingram Micro is a master cloud service provider, offering channel partners and professionals access to a global marketplace, industry expertise, solutions and enablement programs that empower organizations to purchase, provision, manage and invoice cloud technologies with ease.


San Jose, Calif.

Cloud Channel Program: Intacct Partner Program

Program Manager: Stephanie Kleber, Director, Channel, Sales Enablement

Cloud Channel Program Established: 2010

Intacct helps nurture partners using its expertise as a cloud-based software provider. It created its partner program with years of experience in the channel, 100 percent support from the entire , and four goals: Attract firms of character to an elite partner channel; build true collaboration.; facilitate financial success; and invigorate the entrepreneur.

Intel Security

Santa Clara, Calif.

Cloud Channel Program: Intel Security Managed Services Specialization

Program Manager: Sarah Thompson, Sr. Manager, Worldwide MSP Programs

Cloud Channel Program Established: 2011

McAfee, part of Intel Security, restructured its MSP Program as an Intel Security Managed Services Specialization. By bundling McAfee solutions into a partner's value-added services, a partner can become a trusted security adviser to remotely monitor customers while maintaining control over partner branding, licensing, reporting, billing and pricing.


San Mateo, Calif.

Cloud Channel Program: Cloud Advantage Partner Program

Program Manager: Jeremy Jones, VP, Partner Programs

Cloud Channel Program Established: 2010

The IntelePeer Cloud Advantage Partner Program makes it simple for partners to participate in a growing market, deliver successful customer proof-of-concepts, and generate a recurring revenue stream. Its commitment to SIP as its core business has made IntelePeer a leader in on-demand cloud-based communication services.