2016 Cloud Partner Program Guide (Part One)

On Top Of The Clouds

For many partners, grappling with deployment, migration, management, integration and governance of workloads strewn across public providers and private clouds brings a multitude of new challenges.

Every year, CRN spotlights those companies devoting significant resources to their cloud partner programs and backing up partners with training, support and financial incentives in the Cloud Partner Program Guide.

Here we present the first part of the 2016 Cloud Partner Program Guide. If you missed it, be sure to check out Part Two.


Huntsville, Alabama

Cloud Channel Program: ADTRAN ADVantage Partner Program

Program Manager: Meggin Sawyer, Vice President of Sales


Cloud Channel Program Established: 2013's

ADTRAN, Inc. is a global provider of networking and communications equipment. ADTRAN ProCloud Services program offers fully-managed, business-class network managed services for wired and wireless equipment and over the top services, such as classroom management, Wi-Fi analytics and content filtering.


Redwood City, California

Cloud Channel Program: Agiloft Partner Program

Program Manager: Brandon Wright, Director of Partner Relations


Cloud Channel Program Established: 2014

The Agiloft Partner Program is available to vertical service providers, IT consultants, system implementers and resellers. Agiloft's Certified Resellers are trained and certified by Agiloft to provide Agiloft implementation services. They earn 35-45 percent revenue margins and keep 100 percent of professional services revenue.


Van Nuys, California

Cloud Channel Program: AireSpring Channel Sales Division

Program Manager: Ron McNab, Sr. V.P. Channel Sales


Cloud Channel Program Established: 2002

AireSpring's cloud partner program was established to provide both support and rewards to partners. The program delivers value to partners through a group of benefits known collectively as the AireSpring Advantage.

Amazon Web Services


Cloud Channel Program: Amazon Web Services Partner Network (APN)

Program Manager: Dorothy Copeland, Director of Global Partner Programs, AWS Partner Program


Cloud Channel Program Established: 2012

The AWS Partner Network (APN) is the global partner program for AWS. It is focused on helping partners build a successful AWS-based business by providing great business, technical, marketing, and GTM support. APN is a tiered program comprised of Consulting and Technology Partners, who graduate through the tiers based on their level of engagement with AWS. In addition, partners can join fundamental programs designed to support their unique AWS-based business.


San Jose

Cloud Channel Program: AppFormix Channel Partner Program

Program Manager: George Youhana, Senior Account Manager


Cloud Channel Program Established: 2016

AppFormix cloud optimization software is now available via a global channel partners program. Its partners are companies that want to offer their customers monitoring and analytics software with advanced analytics and orchestration to improve application performance in a diversity of hybrid and private clouds.


Gulf Breeze, Florida

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 their customers' most pressing IT security needs with cloud security solutions. And, as a member of Microsoft's Cloud Solution Provider Program, AppRiver can expand cloud sales opportunities by enabling partners to provide direct billing, sell combined offers and services, as well as directly provision, manage and support products and services.


New York

Cloud Channel Program: Archive360 Accelerate Channel Program

Program Manager: Bob Spurzem. Director of Field Marketing


Cloud Channel Program Established: 2016

The Accelerate Channel Partner Program offers a complete "migration in a box" solution for partners that need to migrate customer data from aging archives into Office 365 or other leading cloud archives, increasing potential revenues up to 4X.


Tempe, Arizona

Cloud Channel Program: Avnet Cloud Solutions

Program Manager: Tim FitzGerald, VP of Digital Transformation


Cloud Channel Program Established: 2012

Avnet Cloud Solutions help partners and customers transform IT with data center automation and cloud solutions that embrace new consumption models and enable services delivery.

Barracuda Networks

Campbell, California

Cloud Channel Program: Barracuda Partner Program

Program Manager: Nicole Napiltonia, VP of Alliances


Cloud Channel Program Established: 2008

All Barracuda security and storage solutions are cloud-connected and sold through the Barracuda Partner Program. The Barracuda Partner Program is designed with four differentiated partner levels, which reward loyalty and provide opportunities for growth.


New York

Cloud Channel Program: BetterCloud Preferred Partner Program

Program Manager: Ben Howard, Director of Channel Partnerships


Cloud Channel Program Established: 2013

BetterCloud's partner program benefits partners who focus on cloud computing by giving them a way to provide even more value to their customers. Partners can increase their revenue per deployment when introducing BetterCloud, or they can revisit a customer post deployment and provide a comprehensive solution to help drive Google adoption as well as management and security of their cloud environment.


Bucharest, Romania

Cloud Channel Program: Partner Advantage Network

Program Manager: Raluca Cosciug, Worldwide Partner Program Manager


Cloud Channel Program Established: 2011

The Bitdefender Partner Program 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. The Bitdefender Partner Program rewards a network of knowledgeable cloud security resellers in more than 150 countries.



Cloud Channel Program: BitTitan Partner Program

Program Manager: Suzy McClure. Sales Manager, Americas


Cloud Channel Program Established: 2012

Often referred to as the "business-in-a-box" for its primary customer base of IT channel partners, BitTitan MSPComplete, a comprehensive MSP cloud services enablement platform, provides everything needed to easily expand its partners' businesses by becoming modern managed service providers (MSPs).

Blue Medora

Grand Rapids, Michigan

Cloud Channel Program: Blue Medora True Visibility Channel Program

Program Manager: Chris Noordyke, Chief Revenue Officer


Cloud Channel Program Established: 2015

Blue Medora launched the global True Visibility Partner Program in September 2015 to help resellers significantly grow their VMware vSphere and vRealize Operations business. In addition, the new program helps partners expand their market reach in virtualized and hybrid cloud environments, with Blue Medora focusing on extending vRealize Operations's cloud management capabilities to include providing a single pane of glass for all performance and application information.

Broadview Networks

Rye Brook, New York

Cloud Channel Program: Broadview Networks' Channel Partner Program

Program Manager: Donna Wenk, Senior Vice President of Alternate Sales


Cloud Channel Program Established: 2006

Broadview's OfficeSuite cloud-based product suite offers small- and medium-sized business and enterprise customers a variety of communications services that allow organizations to move infrastructure and software to the cloud for ubiquitous, secure and cost-effective delivery that ensures business continuity.


Hatfield, Pennsylvania

Cloud Channel Program: MSP Partner Program

Program Manager: George Bardissi, President & CEO


Cloud Channel Program Established: 2014

BVoIP's entire program is delivered from the cloud (both public and private cloud). It has strategically partnered with Rackspace in all regions to provide the best possible experience for partners and their customers.


Santa Clara, California

Cloud Channel Program: Centrify Channel Partner Network (CCPN)

Program Manager: Holly Adams, Director, Field & Channel Marketing


Cloud Channel Program Established: 2014

The Centrify Channel Partner Network (CCPN) is a global network of value-added resellers, system integrators and distributors. The CCPN helps partners to achieve growth and profit by delivering unified identity management solutions that help customers strengthen security, meet compliance requirements, reduce IT expenses, and extend cloud and mobile technologies across the enterprise.



Cloud Channel Program: Cirrity Reseller Success Program: Fast Track to Cloud Revenues

Program Manager: Gerry Baron, Chief Marketing Officer


Cloud Channel Program Established: 2012

Cirrity enables partners to deliver superior cloud services whether partners add Cirrity's entire line of services or a single service that completes their cloud offerings. As a 100 percent channel-focused organization, Cirrity brings partners leads, deal-closing promotions and incentives.

Cisco Systems

San Jose, California

Cloud Channel Program: Cloud and Managed Services Program (CMSP)

Program Manager: Arjun Lahiri, Director, Global Partner Strategy & Programs


Cloud Channel Program Established: 2013

The Cisco Cloud and Managed Services Program is designed to recognize, enable, and reward partners for their expertise and investments around creating, selling, and delivering Cisco Powered Cloud and Managed Services based on Cisco technologies. The Cisco Cloud and Managed Services Program includes financial incentives, go-to-market benefits to help accelerate partners' time to market, as well as time to revenue, and sales enablement support to assist in building, marketing, and selling providers' cloud services.


Fort Lauderdale, Florida

Cloud Channel Program: Citrix Service Provider Program (Hosting), Citrix Ready, Citrix Ready IaaS Cloud for XenDesktop & Citrix SaaS Advisor

Program Manager: Dan Sparks, Senior Manager, Worldwide Citrix Service Provider Program, Worldwide Licensing & Programs


Cloud Channel Program Established: 2009

The Citrix Service Provider Program recognizes the economic challenges and needs of the Service Provider community, delivering a multi-tenant architected product under a consumption license model with arrears-based reporting. Partners are provided Citrix's best practices for the design and implementation of the hosting environment to deliver applications, desktops, data, mobile solutions and networking as a service and pay for customer usage under a subscription model.


Garner, North Carolina

Cloud Channel Program: CloudJumper Channel Partner Program

Program Manager: Max Pruger, Chief Sales Officer


Cloud Channel Program Established: 2016

CloudJumper markets its Workspace as a Service solutions exclusively through the channel. The company has created a dynamic program that provides partners with disruptive pricing thereby allowing them to add a lucrative margin while still providing a solution that is very competitive in the market.

Comcast Business


Cloud Channel Program: Comcast Business Solutions Provider Program

Program Manager: Dalyn Wertz, Senior Director, Channel Management


Cloud Channel Program Established: 2011

Increasingly, cloud providers are partnering with telecommunications companies to offer Ethernet-based connectivity to their applications and data centers. And many users are taking matters into their own hands, purchasing dedicated high-speed Ethernet connections like the 100Mbps Ethernet Private Line available from Comcast Business and bundling it in their cloud services. With the Comcast Network optimized for the cloud, businesses can more fully reap the rewards of hosted services.

Concerto Cloud Services

Tampa, Florida

Cloud Channel Program: Concerto Partner Network

Program Manager: Stephanie Barton, Senior Partner Development Manager


Cloud Channel Program Established: 2010

The Concerto Partner Network is a program to enable and engage partners who want to efficiently and effectively more their business to the cloud with a best in class cloud service provider.

CTERA Networks

New York

Cloud Channel Program: CTERA Cloud Accelerator Channel Program

Program Manager: Todd Osborne, North America Channels and Service Provider Sales


Cloud Channel Program Established: 2014

The CTERA Cloud Accelerator Channel Program enables partners to rapidly capitalize upon an overwhelming opportunity for cloud-enabled business transformation at a time when businesses are re-architecting their IT strategy. The program focuses specifically on accelerating the uptake of CTERA's cloud storage gateways and secure file sharing and endpoint backup solutions across business customers small and large.

Datto, Inc.

Norwalk, Connecticut

Cloud Channel Program: Datto Partner Plus Program

Program Manager: Christine Gassman, Manager of Partner Development


Cloud Channel Program Established: 2013

The Datto Partner Plus Program rewards managed service providers for their loyalty to Datto by providing benefits that further support them in growing their business. The tiered structure tracks the amount of data each partner has in the Datto Cloud and provides benefits and rewards based on that amount.

Dell Inc.

Round Rock, Texas

Cloud Channel Program: Dell PartnerDirect – Cloud

Program Manager: Mary Catherine Wilson, VP NA Channel Programs


Cloud Channel Program Established: 2016

The Dell Cloud Solution competency initiates partner enablement on Dell's comprehensive portfolio of cloud solutions, starting with Dell Hybrid Cloud System (DHCS) for Microsoft. As a blueprint solution, DHCS affords partners the opportunity to develop new cloud installations without the need to pre-invest in architecture development.



Cloud Channel Program: DiCentral Channels Program

Program Manager: Eric Lambiase, Senior Director of Global Channels


Cloud Channel Program Established: 2007

The DiCentral Channels program is designed to help partners develop new revenue opportunities that improve their bottom line by providing solutions to enhance back-end systems.

Digium, Inc

Huntsville, Alabama

Cloud Channel Program: Digium Partner Program

Program Manager: Wayne Landt, Director, Channel Sales


Cloud Channel Program Established: 2007

The Digium Cloud Agent Program allows current and prospective channel partners the ability to offer Switchvox Cloud, a hosted business phone system, and SIP trunking to their existing SMB customer base as well as to new prospects, while maximizing commissions in the rapidly growing cloud services market. The program is structured to allow agents of various capabilities to sell Digium Cloud Services.

Egenera Inc.

Boxborough, Massachusetts

Cloud Channel Program: Xterity Cloud Services Partner Program

Program Manager: Rick Carbonem VP, North American Sales


Cloud Channel Program Established: 2015

Egenera launched Xterity Cloud Services in April 2015 and since then has signed over 30 partners in the US and over 100 in EMEA. Initial emphasis was on smaller MSPs seeking to offer cloud services but has expanded to larger MSPs who are interested in expanding their cloud service offerings or who are disappointed in the flexibility and margin offered by large public cloud vendors such as Amazon and Microsoft.

Epicor Software Corporation

Austin, Texas

Cloud Channel Program: Epicor Partner Network

Program Manager: John Matterson, Senior Director, Channel


Cloud Channel Program Established: 2015

Epicor delivers cloud commercial selling and implementation training to its global partner ecosystem. The Epicor Partner Network comprised of over 400 reseller, solutions, services and consulting partners worldwide. To date, Epicor has trained partners from 14 countries across the Americas, Asia and Australia.

F5 Networks


Cloud Channel Program: F5 Unity Cloud Service Provider Program

Program Manager: Tania McIntosh, Manager, WW Partner Programs


Cloud Channel Program Established: 2014

The F5 Unity Cloud Service Provider Program brings cloud providers into F5's partner community and enables them to deliver competitive service offerings and greater value to their customers. Cloud providers of all sizes can offer customers enterprise-grade application services using flexible licensing models that support customers' requirements.


Plano, Texas

Cloud Channel Program: Fonality Channel Partner Program

Program Manager: Natalie Botti, Channel Development Manager


Cloud Channel Program Established: 2014

The Fonality Partner Program provides a simple solution for master service agents, managed service providers (MSPs), and value-added resellers (VARs) to open new revenue streams by adding cloud-based business phone systems and UC to their portfolio. The program offers discounts or commissions at three partner levels: Referrals, Authorized and Certified.


San Antonio, Texas

Cloud Channel Program: Globalscape Partner Program

Program Manager: Tamela Gates May, Vice President Channel Sales


Cloud Channel Program Established: 2016

The Globalscape Partner Program encourages and protects partners' investments in Globalscape by awarding superior margin for approved registered deals and the opportunity to take advantage of participate in partner-exclusive promotions and discounts. Partners receive deal registration discounts and get advance notice of new cloud product releases and updates.

Hewlett Packard Enterprise

Palo Alto, California

Cloud Channel Program: HPE Partner Ready Gold Cloud Builder Specialization

Program Manager: Lynne Lewis, Worldwide Cloud Channel Development Manager


Cloud Channel Program Established: 2013

HPE Cloud Builder Specialization prepares partners to help customers on their journey to Hybrid IT from virtualization to automation and orchestration to cloud with added rewards for sales success. The Partner Ready Cloud Builder includes profitability with incremental upfront cloud solution discounts, deal registration, sales incentives and financial services.


Mountain View, California

Cloud Channel Program: HyTrust Reseller Partner Program

Program Manager: Stephanie Torres, Director, Channel Sales


Cloud Channel Program Established: 2015

The HyTrust Reseller Partner Program is designed to increase margins while providing virtualization security, compliance, and micro-segmentation solutions to help round out cloud and virtualization practices. The Reseller Partner Program is divided into two levels: Authorized and Referral.


Armonk, New York

Cloud Channel Program: IBM PartnerWorld

Program Manager: Martha Tacy, Director, Global Business Partner Marketing, North America


Cloud Channel Program Established: 1999

IBM PartnerWorld, the worldwide program for IBM Business Partners, offers sales, marketing, technical, training and collaboration benefits to create new opportunities designed to help partners grow their business and drive increased profits.

IFS North America

Itasca, Illinois

Cloud Channel Program: IFS Partner Network

Program Manager: Parker Zanios, Director, Partner Alliances


Cloud Channel Program Established: 2014

The IFS Cloud Partner Program is a part of the channel partner program offered through the IFS Partner Network. The Cloud Partner Program offers IFS channel partners a predictable and recurring revenue stream for companies looking to capitalize on the fast growing cloud market.



Cloud Channel Program: iland Partner Program

Program Manager: Dante Orsini, SVP of Business Development


Cloud Channel Program Established: 2009

Iland's Partner Program is designed to quickly enhance value proposition by reducing time to market and building a sustainable cloud services practice. All partners receive flexible sales and technical training, collaborative sales and architect support and collateral and marketing tools.


New York

Cloud Channel Program: Infor Partner Network Partner Program

Program Manager: Leigh Lebow, Director, IPN Enablement


Cloud Channel Program Established: 2011

The Infor Partner Network is a global ecosystem of people, systems, and services designed by partners, for partners, to ensure that all Infor Partners receive the highest quality of training, support, and enablement in the industry. Infor also offers partners a market-leading cloud specialization program. Infor CloudSuite Academy is a comprehensive curriculum designed to further develop partner competencies.


Redwood City, California

Cloud Channel Program: INFORM Partner Program

Program Manager: Grant Allan, Vice President Partner Success


Cloud Channel Program Established: 2011

The Informatica INFORM Partner Program is a comprehensive partner program that offers partners multiple ways to engage with Informatica and to profit by offering valuable services and solutions to customers around the company's integration platform, Informatica Cloud. Through the INFORM Partner Program, partners are empowered to offer customers cloud and hybrid services and solutions in the way that best fits their own business models.


San Jose, California

Cloud Channel Program: Intacct Partner Program

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


Cloud Channel Program Established: 2010

Intacct helps nurture partners and build success using its expertise as a cloud-based software provider. The company created its partner program with over 200 years of combined experience in the channel and 100 percent support from the entire company, board and investors.

Intel Security

Santa Clara, California

Cloud Channel Program: Managed Services Specialization

Program Manager: Sarah Thompson, Senior Manager WW MSP Programs


Cloud Channel Program Established: 2013

McAfee, part of Intel Security, has been in the managed services business for more than a decade. In 2015 the company restructured its Managed Service Provider Program (MSP) as an Intel Security Managed Services Specialization. The Intel Security Managed Services Specialization offers a consistent global framework that can be scaled through distribution.


Petaluma, California

Cloud Channel Program: Intelisys Cloud Services Program

Program Manager: Raymond Nelson, Director of Sales Engineering


Cloud Channel Program Established: 2012

The Cloud Services Program is a resource provided to Intelisys Sales Partners, at no cost, that provides the tools and resources bussinesses need to grow and maximize their revenue. Intelisys also provides dedicated training and certification through Cloud Services University, a cloud education program for channel sales professionals looking to enhance their knowledge cloud technologies and services.


Mountain View, California

Cloud Channel Program: Intermedia Partner Program

Program Manager: Curt Mark, VP of Channel Sales


Cloud Channel Program Established: 2006

Intermedia's partner program gives partners a choice in how they grow their business in the cloud - without changing how they do business and without commitments or fees. Partners can select from one of three different partnership models on a customer-to-customer basis.

Intronis MSP Solutions by Barracuda

Chelmsford, Massachusetts

Cloud Channel Program: Intronis Partner Program

Program Manager: Neal Bradbury, Senior Director of Business Development


Cloud Channel Program Established: 2008

Intronis delivers cloud backup, data protection, and security solutions to partners at a fixed price that includes access to exclusive partner success resources such as comprehensive onboarding, award-winning technical support, online training and certification, dedicated partner account managers, and a sales and marketing enablement resource hub.