2015 Cloud Partner Program Guide (Part Two)

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 two of the list. If you missed it, be sure to take a look at part one.


Mountain View, Calif.

Cloud Channel Program: Intermedia Partner Program

Program Manager: Curt Mark, VP, Channel Sales

Cloud Channel Program Established: 2006

Intermedia private-label partners own the billing and customer relationship under their own brand; Advisor partners receive an up-front and recurring commission by leveraging the brand and let Intermedia handle tech support and billing; Referral partners receive a one-time commission for sharing a lead that is converted.


Chelmsford, Mass.

Cloud Channel Program: Intronis Partner Program

Program Manager: Neal Bradbury, VP, Channel Development

Cloud Channel Program Established: 2008

Intronis provides data protection solutions for small businesses, delivered exclusively through the channel. The Intronis ECHOplatform protects physical and virtual data with native support for physical imaging, VMware, Hyper-V, Exchange and SQL, all through a re-brandable central management console that integrates with major RMM and PSA tools.


Calabasas, Calif.

Cloud Channel Program: Channel Xcelerate Program

Program Manager: Lori Cornmesser, VP, Global Channels, Alliances

Cloud Channel Program Established: 2013

Ixia's solutions enable cloud environments to secure and analyze performance of a 's network. Its partner program focuses on enabling partners to provide best-in-class solutions around application performance and security resilience.

Masergy Communications

Plano, Texas

Cloud Channel Program: Masergy Global Partner Program

Program Manager: Chuck Ward, VP, Global Channel

Cloud Channel Program Established: 2011

Masergy's Global Partner Program is ideal for businesses that help enterprises evolve their IT infrastructure with global cloud networking, advanced managed security and cloud unified communications solutions.


Redmond, Wash.

Cloud Channel Program: Microsoft Partner Network

Program Manager: Gavriella Schuster, GM, Worldwide Partner Group

Cloud Channel Program Established: 2010

The Cloud Solution Provider program lets partners directly manage the entire life cycle of their customers' cloud subscription; cloud competencies help partners take advantage of the opportunity cloud provides; and Microsoft Azure Certified for Hybrid Cloud lets service providers deliver Microsoft-certified hybrid solutions.


Watertown, Mass.

Cloud Channel Program: Mimecast Partner Program

Program Manager: Sean Broderick, Director, U.S. Channels

Cloud Channel Program Established: 2011

Mimecast provides a single, unified cloud-based environment for managing email. It offers 100 percent service availability SLA, perpetual archiving, near real-time searches, evidential-quality retrieval and tight integration with Microsoft Outlook and Office 365.


Wilmington, Del.

Cloud Channel Program: MDS Certified Partner Program

Program Manager: Stuart Selbst, Director, Channel Development

Cloud Channel Program Established: 2013

MyDigitalSheild is 100 percent channel-partner-centric. It provides a cloud-based security platform that partners can offer customers as a cybersecurity solution.


Natick, Mass.

Cloud Channel Program: Nasuni Channel Program

Program Manager: Warren Mead, VP, Business Development, Channel

Cloud Channel Program Established: 2009

Nasuni's program lets partners offer a next-generation storage solution that provides automatic backup, unlimited capacity, fast access to the file share from anywhere in the world and centralized management. Customers pay a yearly terabyte fee for usable storage only, and partners share in that revenue stream for the life of the engagement.


Andover, Mass.

Cloud Channel Program: NaviSite Partner Program

Program Manager: Craig Sandman, Sr. Director, Channels

Cloud Channel Program Established: 2013

NaviSite's model allows partners to choose from a full range of managed services, including application services, enterprise hosting and managed cloud services.


Harrisburg, Pa.

Cloud Channel Program: Netrepid Cloud Reseller Program

Program Manager: Sam Coyl, President, CEO

Cloud Channel Program Established: 2009

Netrepid's entire suite of cloud-based services is available to partners and resellers, including hosted Exchange, virtual desktops, virtual servers and reseller hosting.


San Mateo, Calif.

Cloud Channel Program: NetSuite Solution Provider Program

Program Manager: Craig West, VP, Channel Sales

Cloud Channel Program Established: 2002

NetSuite provides partners with a cloud solution to offer customers as well as industry-leading margins and incentive programs. With cloud computing at the forefront and cloud ERP leading the way, partners representing on-premise products are building new practices based on NetSuite's cloud business management suite.

Nexenta Systems

Santa Clara, Calif.

Cloud Channel Program: Nexenta Partner Program

Program Manager: Don Lopes, Director, Channel, Inside Sales

Cloud Channel Program Established: 2014

The overall benefits Nexenta offers partners translate regardless of whether they sell cloud solutions or on-premise solutions. Cloud-focused partners that are building a cloud of their own to offer hosted solutions can take advantage of Nexenta's software-defined storage to increase flexibility and lower their storage-related costs.


Scottsdale, Ariz.

Cloud Channel Program: Amazing Partner Program

Program Manager: Ira Feuerstein, Director, North American Channel Program

Cloud Channel Program Established: 2013

Nextiva's hosted VoIP is a cloud-based solution with unlimited local and long distance calling, unlimited faxing and mobility features that support mobile and remote workforces.


Overland Park, Kan.

Cloud Channel Program: nGenx Partner Program

Program Manager: Max Pruger, Chief Sales Officer

Cloud Channel Program Established: 2000

nGenx's entire program is geared toward the cloud, including its nFinity nWorkspace DaaS, nFinity Drive and application hosting solutions.


Austin, Texas

Cloud Channel Program: OnRamp Partner Program

Program Manager: Drew Jenkins, Sr. Director, Channel Partner Program

Cloud Channel Program Established: 2014

OnRamp operates multiple data centers where it deploys hybrid computing solutions built on cloud-delivered computing capacity, managed hosting and co-location services. Partners can address customers' interest in secure private clouds and hybrid infrastructure solutions, while supplementing their service offerings with additional sources for monthly recurring revenue.


Redwood City, Calif.

Cloud Channel Program: Oracle PartnerNetwork, Cloud Programs

Program Manager: Jeff Porter, Director, GTM, Cloud Programs

Cloud Channel Program Established: 2012

The Oracle PartnerNetwork is a tiered program that is flexible and designed to evolve with partners' business needs. The Oracle cloud strategy is to enable partners with a comprehensive set of programs, resources and commercial models across the full breadth of its cloud application, platform and infrastructure offerings.


San Francisco

Cloud Channel Program: OrionVM Global Channel Partner Program

Program Manager: Kris Peterson, VP, Sales

Cloud Channel Program Established: 2013

Solution providers can join the OrionVM channel partner program to begin offering their own cloud services while remaining focused on core business. The OrionVM Wholesale Cloud Platform is distributed solely via the channel. Partners can configure custom deployments and brand the service as their own.


Calgary, Alberta

Cloud Channel Program: Passportal Partner Program

Program Manager: Dan Wensley, Channel Chief

Cloud Channel Program Established: 2015

Passportal is a channel-friendly IT security vendor that offers a password management solution built exclusively for MSPs and their clients. Passportal offers channel partners a fully managed, cloud-based software solution that automates password protection and makes storing, managing and retrieving passwords quick and easy from virtually any connected device.


Austin, Texas

Cloud Channel Program: Pivot3 Scale

Program Manager: Jason Peoples, VP, Channel Development

Cloud Channel Program Established: 2014

Pivot3 has 1,600-plus customers deploying more than 13,000 hyper-converged infrastructure appliances in multiple industries. The has customers in government, entertainment, security, technology/telecom, transportation and more sold through specialized integrators, as well as Arrow and Ingram Micro.


Bedford, Mass.

Cloud Channel Program: Partner+ for ISVs

Program Manager: Jessica Baker, Global Director, Partner Program

Cloud Channel Program Established: 2012

Partner+ lets ISV partners empower their cloud-based business by offering training, marketing and financial support as they transition from on-premise to cloud-based applications. It offers training for sales, technical and business leadership, marketing assistance for digital business marketing strategies, and financial assistance.


Sunnyvale, Calif.

Cloud Channel Program: Proofpoint Channel Partner Program

Program Manager: Brian Kroneman, Director, Worldwide Channel Operations

Cloud Channel Program Established: 2004

Proofpoint's products are sold as a cloud service where it is the service provider (i.e., SaaS, PaaS or IaaS, hardware as a service, business connectivity). Its products are used to enable off-premise cloud solutions.


Mountain View, Calif.

Cloud Channel Program: Qubole Partner Program

Program Manager: Marcy Campbell, SVP, Sales, Business Development

Cloud Channel Program Established: 2013

Qubole's partner program delivers benefits designed to attract and train organizations with the deepest level of technical experience and knowledge in big data. Qubole solution providers have an open and direct line of communication to Qubole engineering and product management teams.


Mahwah, N.J.

Cloud Channel Program: Smart Choice Cloud Partner Program

Program Manager: Kelby Dennard, Director, Service Providers

Cloud Channel Program Established: 2013

Radware's ADC and security solutions help cloud and hosting providers differentiate themselves and create additional revenue. Its cloud load balancing service enables cloud and hosting providers to overcome challenges associated with off-premise hosting of business operations.


Irvine, Calif.

Cloud Channel Program: RapidScale Partner Program

Program Manager: Mark Szotkowski, President, Sales

Cloud Channel Program Established: 2008

RapidScale's program is centered on a shoulder-to-shoulder selling model for cloud services. It focuses on ensuring that partners have as much support as they require. It includes marketing support and campaigns, training programs for sales partners, training for partners' customers or prospects, and more.

Red Hat

Raleigh, N.C.

Cloud Channel Program: Red Hat Certified Cloud and Service Provider Program

Program Manager: Jeff Clawson, Manager, North America Cloud Provider Program

Cloud Channel Program Established: 2009

As part of its commitment to delivering enterprise-ready open-source solutions, Red Hat maintains a growing partner network, from OEMs and ISVs to VARs and integrators, highlighted by the recent launch of its Red Hat Certified Cloud and Service Provider program.

Resilient Systems

Cambridge, Mass.

Cloud Channel Program: Resilient Global Channel Partner Program

Program Manager: Randy Johnston, Sr. Director, Channels

Cloud Channel Program Established: 2015

Delivering the Resilient Incident Response Platform as a SaaS-based service allows partners to run simple scenarios and tabletops for their customers. The partner program is designed to help partners enable customers to manage and mitigate security incidents faster and more effectively.

Secure Infrastructure And Services

Melville, N.Y.

Cloud Channel Program: SIAS Partner Program

Program Manager: Brad Askew, Director, Partner Development

Cloud Channel Program Established: 2012

SIAS provides compensation rates on monthly subscriptions designed to reward partners through the entire deal. The Private Label option lets partners create their own virtual cloud hosting offering, under their brand. The Referral Program lets partners host customers' applications on the SIAS cloud, earning recurring monthly revenue for the life of the deal.


Sunnvyale, Calif.

Cloud Channel Program: ShoreTel Champion Partner Program

Program Manager: Jeff Mattan, Sr. Director, Worldwide Channel Programs

Cloud Channel Program Established: 2013

The Champion Partner Program is built to reward partners for their value to customers and ShoreTel. Partners earn points for all ShoreTel solutions -- cloud, on-site or hybrid -- as well as for earning practices and certifications in these areas.



Cloud Channel Program: SingleHop Channel Partner Program

Program Manager: Mark A. Mercado, VP, Channel Sales

Cloud Channel Program Established: 2013

SingleHop is committed to the channel and wants to make it easy to add highly scalable, secure, and compliant enterprise-on-demand cloud offerings to partners' portfolios. It knows how critical partners' reputation and customer relationships are and developed assurances and protections via a Partner Bill of Rights.



Cloud Channel Program: SkyKick IT Solution Provider Program

Program Manager: Peter Labes, VP, Business Development

Cloud Channel Program Established: 2011

SkyKick is a global provider of cloud management solutions offering its products exclusively to IT solution providers, large resellers, hosters and telcos. Its products are designed to help build cloud businesses by making it easy and efficient for IT providers to migrate, back up and manage their customers to and in the cloud.



Cloud Channel Program: Skytap Tap In Program

Program Manager: Wayne Monk, VP, Business Development, Alliances

Cloud Channel Program Established: 2014

At Skytap, business partners are national and regional partners that market, sell, service and support cloud services. These vendors may qualify for the Skytap Certified Partner badge. Technology partners are hardware and software vendors that enhance the value proposition of the solution, or embed the IP in their own offerings. These vendors may qualify for the Powered by Skytap badge.

SolarWinds N-able

Ottawa, Ontario

Cloud Channel Program: SolarWinds N-able Channel Partner Program

Program Manager: David Weeks, Channel Sales Manager

Cloud Channel Program Established: 2006

SolarWinds N-able is a global provider of IT management, automation and MSP business transformation solutions. SolarWinds N-able has a proven track record of helping MSPs standardize and automate the setup and delivery of IT services in order to achieve true scalability.


Boulder, Colo.

Cloud Channel Program: 2015 Cloud Builder Partner Program

Program Manager: Gregg Machon, Director, Worldwide Channels

Cloud Channel Program Established: 2013

Through the Cloud Builder Partner Program, enterprises and service providers gain access to solutions that allow them to deliver business-critical applications from their shared storage infrastructure with guaranteed performance. New specialization tiers include Master Cloud Builder, OpenStack, Virtualization and Agile Infrastructure.

Star2Star Communications

Sarasota, Fla.

Cloud Channel Program: Star2Star Partner Program

Program Manager: Joseph Rhem, President

Cloud Channel Program Established: 2006

Star2Star delivers a scalable cloud communications solution that overcomes reliability and quality limitations and unifies voice, video, mobile and fax into a single, easy-to-use system. The entire partner program is geared toward supporting all of its cloud-based products and services.

StorageCraft Technology

Draper, Utah

Cloud Channel Program: StorageCraft Profit-Ability Partner Program

Program Manager: Jennifer Bodell, Channel Marketing Manager

Cloud Channel Program Established: 2012

StorageCraft's program gives MSPs, VARs and other resellers the opportunity to sell the StorageCraft Cloud Services backup and disaster recovery solution as a service. A potential partner only has to submit an application, which is then reviewed by the . There are no fees involved.

Sungard Availability Services

Wayne, Pa.

Cloud Channel Program: Sungard Availability Services Cloud Services

Program Manager: Carmen Sorice, SVP, Channels

Cloud Channel Program Established: 2011

Sungard AS partners with customers worldwide to understand their business needs and provide tailored production and recovery services. It applies its expertise in disaster recovery to design, build and run production environments that are resilient and available in the present, and positioned for growth in the future.


Fremont, Calif.

Cloud Channel Program: CloudSolv

Program Manager: Rob Moyer, VP, Software, Cloud Services

Cloud Channel Program Established: 2011

Synnex's Varnex partner program has many training opportunities for members to learn how to transition their business to a cloud-based model and how to sell cloud-based services to their customers. CloudSolv, Synnex's cloud program, is based on key ecosystems and value-added solutions and services.

Tech Data

Clearwater, Fla.

Cloud Channel Program: TDCloud

Program Manager: Stacy Nethercoat, VP, TDCloud

Cloud Channel Program Established: 2011

Tech Data is one of the world's largest wholesale distributors of technology products, services and solutions. Its advanced logistics capabilities and value added services enable 115,000 resellers to efficiently and cost-effectively support the diverse technology needs of end users in more than 100 countries.


Baton Rouge, La.

Cloud Channel Program: TraceSecurity Partner Program

Program Manager: Cynthia Williams, Director, Channel Sales

Cloud Channel Program Established: 2013

The TraceSecurity Partner Program enables VARs, MSPs, resellers and consultants to drive revenue and deepen customer relationships. It is designed to equip partners to sell cloud-based cybersecurity solutions that not only reduce the risk of breaches but also demonstrate compliance.

US Signal

Grand Rapids, Mich.

Cloud Channel Program: US Signal MSP Partner Program

Program Manager: Amanda Regnerus, VP, Marketing, Product Development

Cloud Channel Program Established: 2014

US Signal's infrastructure is one of the largest, fully deployed networks in the Midwest. The network's optical backbone features Cisco's latest carrier class architecture and supports all of US Signal's products. Its product portfolio includes a full suite of co-location, disaster recovery, security and cloud hosting services.

Veeam Software

Columbus, Ohio

Cloud Channel Program: Veeam Cloud Provider (VCP) Program

Program Manager: Mike Waguespack. VP, Global Cloud Group

Cloud Channel Program Established: 2010

Veeam offers its software to hosting, cloud service providers and MSPs through the Veeam Cloud Provider program, which features flexible licensing and includes thousands of VMware VSPP (now vCloud Air Network), Microsoft SPLA and other service providers worldwide.


Greenwood Village, Colo.

Cloud Channel Program: ViaWest Partner Connect Program

Program Managers: Jeff Johnson & Isaiah Hogberg, National Director, Channel Sales

Cloud Channel Program Established: 2010

The ViaWest Partner Connect Program is designed to reward partner commitment, build long-lasting relationships and provide solutions centered around partners and their customers. Cloud services include Virtual Private Cloud, Dedicated Private Cloud, HIPAA Compliant Health Cloud and PCI Compliant Cloud.

Virtual Instruments

San Jose, Calif.

Cloud Channel Program: Virtual Instruments Partner Program Powered by VirtualWisdom

Program Manager: John Gentry, VP, Marketing, Alliances

Cloud Channel Program Established: 2009

The most significant cloud-related aspect of Virtual Instruments' partnership program is to promote and de-risk moves to the cloud and guarantee performance. Virtual Instruments helps cloud vendors, solution providers and others benchmark and improve performance no matter the scenario.

Vision Solutions

Irvine, Calif.

Cloud Channel Program: Cloud Acceleration Program

Program Manager: Ian Masters, VP, Cloud, Strategic Alliances, Sales

Cloud Channel Program Established: 2009

Vision Solutions provides software solutions designed to protect data, minimize downtime and maximize resources for the data center. It delivers workload migrations, high availability, disaster recovery and data sharing across multiple OSes, on any hardware and on any physical, virtual or cloud-based environment.


Palo Alto, Calif.

Cloud Channel Program: vCloud Air Network

Program Manager: Geoff Waters, VP, Global Service Providers

Cloud Channel Program Established: 2007

VMware is a global leader in cloud infrastructure and business mobility. Built on VMware's industry-leading virtualization technology, its solutions deliver a new model of IT that is fluid, instant and more secure.


Broomfield, Colo.

Cloud Channel Program: Webroot Channel Edge Partner Program

Program Manager: Marya Munir, Sr. Manager, Worldwide Channel Marketing

Cloud Channel Program Established: 2006

Webroot solutions are 100 percent cloud-based, and it offers competitive margins, flexible billing and a recurring revenue stream partners can count on. It also offers a set of sales and marketing tools designed to help partners market and sell Webroot cloud solutions.


San Jose, Calif.

Cloud Channel Program: Xangati Solution Provider Program Premier and Authorized

Program Manager: Lauren Robinette, Director, Alliances, Channel Development

Cloud Channel Program Established: 2015

The Xangati Solution Provider Program offers double-digit margin generation through adding services revenue on top of Xangati. Xangati provides end-to-end visibility to virtual machines, servers, storage and networks and offers the ability for partners to add management services, health check service and installation services.



Cloud Channel Program: Zerto Cloud Ecosystem

Program Manager: Mariah West, Director, Global Partner Marketing

Cloud Channel Program Established: 2012

Zerto is a provider of enterprise-class business continuity and disaster recovery software that is changing how companies luse the cloud to protect their data and business applications. More than 200 cloud service providers use ZVR to provide business continuity and disaster recovery offerings as a service.