High-Touch: 2020 Cloud Partner Program Guide

CRN’s 2020 Cloud Partner Program Guide highlights companies that have evolved their partnering strategies to meet new cloud challenges.

Top Class In Cloud

The evolving technology landscape is forcing everyone from hot startups to legacy vendors to find cloud-savvy solution providers to bring their technology to market.

Rather than bogging down partners in elaborate tiering structures, revenue attainment thresholds and stringent on-boarding mechanisms, modern channel organizations focus on helping those partners effectively deliver specific solutions geared to their technological and industry expertise.

CRN’s annual Cloud Partner Program Guide provides partners with the insight needed to navigate through the crowded cloud landscape and identify the vendors that best meet the needs of their customers.

By Company:

A-E | F-K | L-O | P-S | T-Z


Location: Boston

Cloud Channel Program: Acquia Channel Program

Program Manager: Joe Wykes, SVP, Sales, Partnerships

Acquia Cloud Site Factory helps customers govern many sites and even brands from one center of digital excellence, while Acquia Cloud offers an open-source cloud solution that allows for a best-of-breed approach for midmarket- and enterprise-level customers. Acquia is a FedRamp-compliant cloud service provider.


Location: Bellevue, Wash.

Cloud Channel Program: Acumatica Partner Program

Program Manager: Geoff Ashley, VP, Partner Strategy, Programs

Acumatica provides partners with ongoing subscription revenue and some of the highest margins in the industry.


Location: San Francisco

Cloud Channel Program: PartnerConnect

Program Manager: David Tharp, VP, Global Partner Organization

Anaplan partners are part of pioneering a new category: Connected Planning. By being part of PartnerConnect, they are a key force in driving Connected Planning to customers. Anaplan has developed top-notch training courses and a sales and technical enablement program to get partners sales- and delivery-ready.


Location: Eden Prarie, Minn.

Cloud Channel Program: Arcserve Accelerate

Program Manager: Tom Signorello, CEO

Arcserve offers competitive cloud pricing and dedicated cloud training that focuses on solution needs, instead of budget. Its cloud pricing model allows partners to experience aggressive growth while elevating the customer experience. All partners are on-boarded at the Silver level with respect to cloud solutions, receiving strong gross profit on day one.


Location: Fremont, Calif.

Cloud Channel Program: Attivo Networks Cloud Partner Program

Program Manager: Tushar Kothari, CEO

Attivo‘s threat detection offering has been proven effective at scale in large cloud deployments and is complementary to existing threat prevention solutions. Partners can deliver Attivo deception-based threat detection services as a managed service offering for ongoing annuity sales and can sell the detection solution and additional professional services.


Location: San Jose, Calif.

Cloud Channel Program: Automation Anywhere Partner Program

Program Manager: Edmund O‘Brien, SVP, Global Channel Partners

Partners have an opportunity to sell a cloud platform for process automation with broad cognitive intelligence and a Bot Store marketplace. The company‘s program provides special deal discounts for selling the cloud offering along with support from account and technical teams.


Location: Santa Clara, Calif.

Cloud Channel Program: Avaya Edge Cloud Program

Program Manager: Jon Brinton, VP, North America Channel Sales

There are three possible incentives for Cloud Agents. As a Cloud Agent migrates up the levels, the recurring commission benefit increases. For Bronze, it is the Master Agent base plus 2 percent, 3 percent for Silver, 4 percent for Gold and 5 percent for Platinum, all based on seats sold in the last 12 months.


Location: Denver

Cloud Channel Program: Axcient Partner Program

Program Manager: Angus Robertson, Chief Revenue Officer

The top three benefits of joining the Axcient Partner Program are access to the Axcient Marketing Portal, leads and MDF. Axcient took time to design a partner program that would enable partners to automate their business operations, market their company and grow.


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. With a broad solution portfolio, MSP partners can offer multilayered security and data protection solutions. Built-in reporting on threat and activity levels makes it is easy for MSPs to show the unique value they provide to each customer.


Location: Campbell, Calif.

Cloud Channel Program: Barracuda North America Channel Partner Program— Advanced Security Cloud Competency

Program Manager: Ezra Hookano, VP, Channels

Barracuda Networks partners receive prequalified leads, deal registration, short sales cycles, phone and on-site support, demo access, partner portal and more. In addition, in certain situations, Barracuda increases the margin that will be paid to channel partners on the consumption portion of their public cloud revenue by 3X to 10X.


Location: Santa Clara, Calif.

Cloud Channel Program: Bitdefender Partner Advantage Network

Program Manager: Steve Kelley, President and General Manager, Business Solutions Group

The Bitdefender Partner Advantage Network benefits are tailored to support each partner type in the most effective way. Partners are entitled to numerous benefits such as sales and marketing tools, leads program, competitive training and certifications, hands-on training, Not-For-Resale (NFR) licenses and partner visibility.


Location: San Francisco

Cloud Channel Program: Certified Bonitasoft Partner Program

Program Manager: Anne-Laure du Fou, Global Partner Program Manager

Partners with their own Bonita Cloud can manage many customer projects easily on a single platform. Bonita Cloud enables multiple environments, so partners can host multiple customers with different environments on the same platform, and it auto-scales up or down for project cost flexibility.


Location: Hatfield, Pa.

Cloud Channel Program: Bvoip Partner Program

Program Manager: George Bardissi, CEO

Bvoip offers a centralized and mutlitenant cloud unified communications platform. Partners can set their pricing while receiving monthly recurring profit.


Location: San Jose, Calif.

Cloud Channel Program: Cloud and Managed Services Program

Program Manager: Oliver Tuszik, SVP, Global Partner Organization

Partners can leverage higher up-front discounts across Cisco technologies, including Meraki products, with the Simplified Pricing incentive. Products purchased under Simplified Pricing can be combined with the Migration Incentive Program. Partners also can enroll in the Value Incentive Program and receive back-end rebates on eligible products.


Location: Fort Lauderdale, Fla.

Cloud Channel Program: Citrix Partner Program

Program Manager: Bronwyn Hastings, SVP, Worldwide Channel Sales, Ecosystems

Citrix supports partners who find, grow, renew, and extend cloud deals to be more profitable and add more value to their customers. Citrix also provides a depth and breadth of sales and technical enablement as well as a variety of demand generation resources to every level of partner, regardless of their business model.


Location: Rockville, Md.

Cloud Channel Program: CloudBolt Partner Connect Program

Program Manager: Jim Adams, Head of Worldwide Channels, Alliances

Partners have the ability to use CloudBolt software in a managed services offering and can sell professional services as part of their overall solution. The company offers an annuity-based subscription model with a 95 percent-plus renewal rate.


Location: San Francisco

Cloud Channel Program: Cloudflare Partner Services Program

Program Manager: Matthew Harrell, Global Head of Channel Sales, Partnerships

Cloudflare provides a range of enablement options (self-serve, online webinars, partner academies) to ensure partners can develop their expertise and provides reseller discounting across partner tiers. Top partners have a designated partner account team that supports training, go-to-market support, quarterly reviews and quarterly joint account planning.


Location: San Jose, Calif.

Cloud Channel Program: Cohesity Partner Program for Service Providers

Program Manager: Bill Lipsin, VP, Global Channel Sales

Cohesity provides partners with a co-design workshop and access to training. It also offers effective and repeatable go-to-market as well as increased revenue opportunities at lower costs.


Location: Philadelphia

Cloud Channel Program: Comcast Business Solutions Provider Program

Program Manager: Craig Schlagbaum, VP, Channel Chief

Comcast provides a reliable, experienced, respected program with the products, support,and tools needed to succeed in today‘s digital era. Partners can generate recurring revenue with operations, sales, engineering and marketing support from an experienced team dedicated solely to them.


Location: Hickory, N.C.

Cloud Channel Program: CommScope PartnerPro Network Ruckus Cloud Technology Specialization

Program Manager: Raelyn Kritzer, VP, Worldwide Channel

Cloud-specialized partners receive specialized pricing on cloud products, prioritized allocation of qualified cloud trial leads, and proposal.based MDF.


Location: Tinton Falls, N.J.

Cloud Channel Program: Partner Advantage Program

Program Manager: Mercer Rowe, VP, Global Channels, Alliances

Partners have a clear growth path and route-independent opportunity with increasing financial benefits as they grow their competency and offer multiple service lines. Technical certification offerings enable deep competency to set up and manage Commvault-based service offerings.


Location: Alpharetta, Ga.

Cloud Channel Program: CorePartner

Program Manager: Terry Kerans, Director, Channel Sales, North America

Coreview offers partners the ability to increase their recurring revenue from existing Microsoft license customers. The company offers partners additional discounts for all registered deals in addition to regular promotions and incentive programs to encourage stronger partnerships.


Location: Boston

Cloud Channel Program: Creatio Partner Program

Program Manager: Alex Donchuk, Global Channel Director

Creatio is a global software company that provides a low-code platform for process management and CRM.


Location: New York

Channel Program: Ctera Cloud Accelerator Channel Program

Program Manager: Jessica Barlow, Director, Channels, Alliances

Ctera offers a unified platform for edge-to-cloud file services, enabling partners to sell solutions for NAS/file server replacement; modern file collaboration; data tiering and archiving; and backup—all of which can be centrally managed from a single-pane-of-glass dashboard.


Location: Sunnyvale, Calif.

Channel Program: DRaaS Select

Program Manager: Joe Vranicar, Chief Revenue Officer

Partners have the ability to sell Datrium DRaaS in a specific region as well as new service opportunities and enhanced go-to-market support.


Location: Norwalk, Conn.

Channel Program: Datto Global Partner Program

Program Manager: Rob Rae, SVP, Business Development

One benefit available for all partner tiers at no cost is full access to the Datto Marketing Automation Platform (MarketNow), where MSPs 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.


Location: Santa Clara, Calif.

Channel Program: Dell Technologies Partner Program Cloud Service Provider Track

Program Manager: Rola Dagher, Global Channel Chief

The Dell Technologies Cloud Service Provider program track provides partners with greater opportunities to deliver transformative IT infrastructure solutions with pre-engineered as-aservice solutions and a consistent hybrid cloud operating model made possible by the Dell Technologies Cloud portfolio.


Location: Fort Collins, Colo.

Cloud Channel Program: DH2i DxAdvantage Channel Partner Program

Program Manager: Connor Cox, Director, Business Development

Partners get the competitive advantage that comes with enabling customers to securely access their cloud workloads and services—whether hosted by the partner or some other cloud service provider. DH2i provides extremely competitive margins and helps partners access recurring revenue sources while assisting customers with the transition to the cloud.


Location: San Antonio

Cloud Channel Program: Digital Defense SecureCloud Alliance Program

Program Manager: Rosanna Pellegrino, SVP, Business Development, Sales

Digital Defense‘s Cloud Platform is available to all of the company’s channel partners.


Location: Waltham, Mass.

Cloud Channel Program: Synergy Partner Program

Program Manager: Troy Gabel, VP, North America Sales

Digital Guardian offers strong margins on a yearly recurring revenue stream and higher- margin value-added services opportunities. The company also provides easier enablement and delivery of services through its cloud-hosted SaaS solution.


Location: Sunnyvale, Calif.

Cloud Channel Program: Druva Compass

Program Manager: Timm Hoyt, Global VP, Partners, Alliances

Druva brings the simplicity and scale of the public cloud to enterprise backup and data management.


Location: Seattle

Cloud Channel Program: Panorama Cloud Program

Program Manager: Mark Fitzmaurice, VP, Worldwide Channel Sales

By joining the ExtraHop Panorama Cloud program, resellers and MSPs help customers improve the security of their cloud environment and ease the migration to the cloud with traffic visibility. Partners work directly with ExtraHop‘s dedicated cloud sales team and benefit from deal registration and access to ExtraHop’s channel and sales resources.


Location: Seattle

Cloud Channel Program: F5 Unity+ Partner Program

Program Manager: Lisa Citron, VP, Worldwide Channel Sales

F5 Networks offer flexible licensing options to support partner revenue models, service delivery offerings that expedite partners‘ go-to-market, and competitive margins.


Location: Mountain View, Calif.

Cloud Channel Program: Google Cloud Partner Advantage

Program Manager: Carolee Gearhart, VP, Worldwide Channel Sales

Through specializations and expertise, Google Cloud offers partners the ability to differentiate their business and demonstrate to customers the ability to address their business problems. With Google Cloud Partner Advantage, the company is focused on succeeding together with partners, collaboratively, by helping customers win.


Location: Boston

Cloud Channel Program: Guardicore Partner Program

Program Manager: John W. Ryan, Head of Channels, Alliances, Systems Integrators

Guardicore provides a SaaS-based (cloud) delivery model that enables 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.


Location: Santa Clara, Calif.

Cloud Channel Program: Hitachi Vantara Partner Program

Program Manager: Todd Palmer, SVP, Strategic Partners, Alliances

Hitachi Vantara offers cloud partners a broad range of hardware, software and services offerings built to support demanding customer requirements for cloud architecture, infrastructure, application migration, data protection, and more. It also offers a range of programs and processes to accelerate development of differentiated solutions.


Location: Boston

Cloud Channel Program: HYCU Multi-Cloud Partner Program

Program Manager: Bogdan Viher, VP, International Sales, Channels

HYCU provides a data protection and management offering across multi-clouds, regardless of whether it is on-premises or public cloud and a data migration offering across multi-clouds.


Location: Itasca, Ill.

Cloud Channel Program: IFS Partner Network

Program Manager: Merlin Knott, Global Head of Channel

Attaching cloud support services to license and implementation/integration services is key to the IFS Partner Network. Partners have access to dedicated channel management and IFS cloud team specialists.


Location: San Francisco

Cloud Channel Program: IGEL Partner Program

Program Manager: Brad Tompkins, Chief Sales Officer

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.


Location: Houston

Cloud Channel Program: iland Partner Program

Program Manager: Koorosh Khashayar, VP, Global Channels

Iland was recognized by Gartner as a leader in Disaster Recovery as a Service. Top-notch security and compliance reporting and tools available to partners help ease customers‘ digital transformation. Partners have complete control and visibility into customers’ cloud usage through the iland Cloud Console.


Location: Santa Clara, Calif.

Cloud Channel Program: BuildingBlox Partner Program

Program Manager: Lori Cornmesser, VP, Worldwide Channel Sales

Top benefits for partners include training; incremental marketing investment and tools (demo and partner activation kit); incentive rewards (special promotions; spifs; rebate); and marketing campaigns.


Location: Irvine, Calif.

Cloud Channel Program: Ingram Micro Cloud

Program Manager: Paul Bay, EVP, President, Global Technology Solutions

Ingram Micro partners receive special pricing, access to training and partner development, and go-to-market services.


Location: Santa Clara, Calif.

Cloud Channel Program: Intel Technology Provider Cloud Data Center Specialist

Program Manager: Greg Baur, VP, GM, Global Scale, Partners

Intel offers partners hands-on training for hardware and cloud applications and tools that enable them to more effectively sell Intel-based solutions cloud solutions.


Location: San Mateo, Calif.

Cloud Channel Program: Cloud Advantage Partner Program

Program Manager: Jeremy Jones, Chief Commercial Officer

Intelepeer has a 100 percent. channel go-to-market strategy. Its offerings are easy to sell and come with simple pricing packages. The company also offers partners competitive commissions and incentives.


Location: Atlanta

Cloud Channel Program: Ironscales Partner Program

Program Manager: Adam Hofeler, VP, Worldwide Sales

By joining the Ironscales Partner Program, providers benefit from seeing how multiple phishing incidents across customers are related and can be remediated in real time, at scale. Partners have access to fast and easy-to-implement solutions that are simple to understand and sell.


Location: Sunnyvale, Calif.

Cloud Channel Program: Juniper Partner Advantage Program—Cloud and Managed Services Program

Program Manager: Gordon Mackintosh, VP, Global Partner, Virtual Sales

Juniper‘s stackable software rebates give qualifying partners in the Cloud Specialization up to 25 percent back on eligible software. A CMSP assessment evaluates partner capabilities and provides best-practice recommendations to optimize their cloud and managed services potential.


Location: Ramsey, N.J.

Cloud Channel Program: Konica Minolta Dealer Program

Program Manager: Laura Blackmer, SVP, Dealer Sales

Konica Minolta partners have access to multiple cloud infrastructure and disaster recovery offerings for customers and prospects, which creates larger transaction sizes. Additional revenue and margin are available by bundling complementary managed IT and security services.


Location: Redwood City, Calif.

Cloud Channel Program: Loqate Global Channel Program

Program Manager: Justin Duling, SVP, Commercial Director, Location Intelligence Services

Loqate GBG offers partners flexible and versatile API deployment options. APIs can be integrated in cloud workflows or on-premises.


Location: Plano, Texas

Cloud Channel Program: Mitel Global Partner Program

Program Manager: John Lindsley, VP, Channels

Mitel provides partners greater choice in meeting customers‘ individual business needs with private, public and hybrid cloud solutions. As part of its partner program, Mitel offers direct access to sales, marketing, technical and customer success resources as well as competitive compensation.


Location: Greenwood Village, Colo.

Cloud Channel Program: Morpheus Data MVP Program

Program Manager: Tina Valdez, COO

Morpheus is the control center at the heart of multi-cloud digital transformation and enterprise automation. It connects to clouds, hardware, hypervisors, networks, load balancers, ITSM tools, data protection systems and more. Once in place, partners get an instant view into other opportunities and can achieve long-term recurring revenue.


Location: Sunnyvale, Calif.

Cloud Channel Program: Cloud First Partner Program

Program Manager: Chris Lamborn, Head of Global Partner Go To Market, Programs

NetApp‘s incentives are designed to offer partners similar margins to that of hardware resale as well as help them see the long-term benefits of recurring payments and monetize on customers’ growth in the cloud .The Cloud First partner team works closely with partners to help them define what the best-selling strategies will be for their customer base.


Location: Lehi, Utah

Cloud Channel Program: NetDocuments Cloud Partner Program

Program Manager: Reza Parsia, VP, Strategic Partner Management

NetDocuments‘ cloud-based content management service allows organizations of all sizes to reduce costs and increase security, mobility, compliance, and disaster recovery for content from anywhere and on any device.


Location: Santa Clara, Calif.

Cloud Channel Program: Netskope Partner Program

Program Manager: David Rogers, VP, Worldwide Alliances, Channel Sales

Netskope is sold through partners as an annual SaaS subscription, delivered in the cloud. Its partner-centric sales model and growing product family mean partners enjoy strong renewal and upsell sales. Netskope‘s model extends to deep integrations with cloud-based technical alliance partners, giving partners upsell/cross-sell potential.


Location: Aliso Viejo, Calif.

Cloud Channel Program: One Identity Partner Circle Program

Program Manager: Andrew Clarke, Head of Global Channel Strategy

One Identity‘s focus on open standards ensures security without additional expenses by allowing services to be built on top of security solutions already in place. One Identity helps partners begin their identity journey where they are most familiar: Active Directory and Azure Active Directory, as it is often the first step for customers moving to the cloud.


Location: Campbell, Calif.

Cloud Channel Program: Freedom and Vizion.ai Partner Program

Program Manager: Jason McKinney, Chief Revenue Officer

Panzura gives partners the opportunity to generate revenue by helping enterprise customers resolve their most vexing global data management challenges. Panzura‘s cost- effective, complete solution for NAS management delivers a number of benefits to partners.


Location: Greenwood Village, Colo.

Cloud Channel Program: Wingman Partner Program

Program Manager: Ryan Walsh, Chief Channel Officer

Pax8 offers partners unique benefits that enable them to achieve more with cloud technology. Key benefits include the easy-to-navigate cloud marketplace; Pax8 Stax, a BI tool that reveals gaps in the partner‘s technology stack so they can see upsell and cross-sell oppirtunities; and service delivery support all the way through the life-cycle process.


Location: Scottsdale, Ariz.

Channel Program: PlanetOne Partner Program

Program Manager: Jonathan Hartman, SVP, Sales

By joining the PlanetOne Partner Program, partners will find a growing portfolio of 250-plus providers focused on cloud enablement and traditional network connectivity, data center, and cloud services and solutions. They will also be supported by marketing, sales and engineering teams with a proven track record in helping them navigate the sales process.


Location: King of Prussia, Pa.

Cloud Channel Program: Qlik Partner Program—Managed Services Business Model

Program Manager: Chris Moore, SVP, Global Partners, Alliances

Within the Qlik Partner Program, partners have the ability to develop and attach new services when selling Qlik Cloud solutions and can expand their revenue with existing and new customers by entering new vertical markets and new geographies by quickly activating analytics services.


Location: Somerville, Mass.

Cloud Channel Program: Recorded Future Channel R.E.P program

Program Manager: Chris Catanzaro, VP, Channel Sales

The Recorded Future Security Intelligence Platform produces security intelligence that disrupts adversaries at scale. It combines analytics with human expertise to unite a variety of open-source, dark web, technical sources and original research.


Location: Raleigh, N.C.

Cloud Channel Program: Certified Cloud and Service Provider Program

Program Manager: Mark Enzweiler, SVP, Global Partners, Alliances

Red Hat offers a flexible pay-as-you-go consumption model; systems management solutions to manage Red Hat cloud offerings, and premium Red Hat support for all infrastructure components purchased from Red Hat.


Location: Belmont, Calif.

Cloud Channel Program:

Program Manager: Zane Long, SVP, Global Channel Sales

RingCentral offers an intuitive platform for voice, video meetings, team messaging and collaboration, and contact center.


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 means recurring revenue, year after year, for partners.


Location: San Francisco

Cloud Channel Program: Salesforce Partner Program

Program Manager: J.C. Collins, VP, COO, Industries, Partners

Salesforce‘s partner community, with over 120,000 active members, has the ability to engage with one another through Chatter, can access unlimited gamified learning tools, and thavehe opportunity to run their business by submitting deal registration and support cases.


Location: Newtown Square, Pa.

Cloud Channel Program: SAP PartnerEdge

Program Manager: Karl Fahrbach, Chief Partner Officer

Partners receive one year of free use of the SAP Cloud Platform to build modern cloud applications. Partners also lower their risk and receive a 20 percent commission on the annual contract value, a way for partners new to the cloud or established ones to generate cloud sales.


Location: Atlanta

Cloud Channel Program: Seeburger Partner Program

Program Manager: Ulf Persson, VP, Global Business Development

Partners can count on Seeburger every step of the way through the entire implementation and sales process. Partners also have wide-ranging access to proven cloud integration solutions/services and the ability to leverage Seeburger‘s industry-leading experts.


Location: Seattle

Cloud Channel Program: SkyKick IT Cloud Partner Program

Program Manager: Eric Jewett, VP, International

SkyKick empowers channel partners to launch cloud offerings, grow their cloud customer base and become more profitable. Having the unique position of working with 20,000 MSPs, SkyKick has distilled their insight and best practices into SkyKick Cloud Success, a transformation road map comprised of tools, content, training and programs for partners.


Location: Morrisville, N.C.

Cloud Channel Program: SolarWinds MSP Channel Partner Program

Program Manager: Mike Cullen, Group VP, Partner Success

The SolarWinds MSP portfolio delivers broad, scalable IT service management solutions that integrate layered security, collective intelligence and smart automation. Its products are designed to enable MSPs to provide highly effective outsourced IT services to SMBs.


Location: Burlington, Mass.

Cloud Channel Program: Sophos Cloud Security Provider Program

Program Manager: Kendra Krause, SVP, Global Channels, Sales Operations

Sophos partners receive training and support from Sophos Security Architects who specialize in cloud security and migration. Partners also see cloud workload protection and cloud security posture management.


Location: Draper, Utah

Cloud Channel Program: StorageCraft Partner Success Program

Program Manager: Andy Zollo, VP, Worldwide Sales

StorageCraft‘s cloud offerings better enable partners to lead with service-level agreement capabilities, which empowers them to offer powerful uptime and data recoverability. Via the secure self-service portal, partners centrally manage and monitor all accounts as well as fail over a client in a disaster without third-party intervention.


Location: Provo, Utah

Cloud Channel Program: Cloud Service Provider Program

Program Manager: Rachel Cassidy, SVP, Global Channel

SUSE partners receive a discount off retail list price, named partner executive coverage, and no-cost training for skills certifications.


Location: Greenville, S.C.

Channel Program: Synnex Stellr Connect

Program Manager: Michael Urban, President, Worldwide Technology Solutions Distribution

Stellr is bundling hardware and software into packaged solutions for cloud, mobility, IoT and emerging technologies on a recurring monthly subscription model. It also provides private-labeled offerings and services including workshops, assessments, new quoting tools, new ROI models and playbooks. i


Location: Clearwater, Fla.

Cloud Channel Program: Digital Cloud Practice Builder

Program Manager: Rich Hume, CEO

Partners can develop a differentiated portfolio with top cloud providers like Microsoft, AWS, Google Cloud, IBM Cloud and more, and identify key training required to showcase their expertise. The Enablement Sprints framework provides a streamlined road map to help partners on-board, build and accelerate their cloud practice in less than 90 days.


Location: Clearwater, Fla.

Cloud Channel Program: IoT and Analytics Practice Builder Roadshow

Program Manager: Rich Hume, CEO

Tech Data‘s IoT and Analytics Practice Builder Roadshow workshop series provides partners the enablement needed to succeed and grow their cloud revenue as IoT and analytics increase data, which increases the need for cloud. The series provides partners the context they need to engage in next-gen conversations with customers.


Location: San Francisco

Cloud Channel Program: Valimail Partner Program

Program Manager: Steve Mock, VP, Business Development

Valimail is 100 percent cloud-based, so all partners are part of the cloud partner program. Valimail‘s Zero Trust Sender Identity Platform is open to any partner who wishes to leverage its approach to addressing existing gaps in email security by leveraging sender identity to stop advanced phishing and email impersonation attacks.


Location: Columbus, Ohio

Cloud Channel Program: Veeam Cloud and Service Provider Program

Program Manager: Kevin Rooney, VP, Americas Partner Sales

With Veeam, partners hold the license, rather than reselling to their customers. Partners can deploy the license in their cloud, on another cloud, or even at the customer‘s site. Veeam now covers virtual, physical and cloud-based workloads, covering nearly any customer need.


Location: Palo Alto, Calif.

Cloud Channel Program: VMware Cloud Provider Program

Program Manager: Sandy Hogan, SVP, Worldwide Commercial, Partner Sales

The VMware Cloud Provider Program enables partners to consume VMware products and services on a pay-as-you-go, pay-as-you-grow, monthly subscription model. In addition, VMware Cloud Provider 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.


Location: Palo Alto, Calif.

Channel Program: CloudHealth Partner Program

Program Manager: Sandy Hogan, SVP, Worldwide Commercial, Partner Sales

The top benefits of the CloudHealth Channel Program all tie back to a single overarching objective: to accelerate business for MSPs and enable them to deliver even greater customer value. CloudHealth provides partners with visibility into cost, usage and performance of public cloud resources and enables them to provide key cloud management services.


Location: Boulder, Colo.

Cloud Channel Program: Voyant Partner Program

Program Manager: Brian Parsons, Channel Chief, Executive Director, Enterprise Sales

Voyant‘s channel integration with the direct sales team supports partners throughout the sales process, making it easy for them to add Voyant while eliminating channel conflict. This positions partners to do what they do best: introduce opportunities and serve as the trusted adviser while building an end-to-end solution that includes business voice communications.


Location: Boston

Cloud Channel Program: Wasabi Partner Network

Program Manager: Marty Falaro, SVP, Global Sales, Alliances

Partners can simplify for customers the transition from on-premises to cloud storage by giving them the choice of monthly recurring pay-as-you-go billing or reserved capacity storage committed up-front billing. Partners can earn margins and bundle cloud storage with other solutions like backup and archive and price it their own way to maximize profit.


Location: Campbell, Calif.

Cloud Channel Program: Weka Innovation Network

Program Manager: Andrew Perry, VP, Sales

WekaIO has embarked upon a 100 percent channel centric go-to-market strategy. This year it launched the WekaIO Innovation Network to empower partners with the solutions and technical expertise required to deliver an enhanced value proposition that solves customers‘ biggest data-intensive challenges and accelerates technical computing.


Location: Boston

Cloud Channel Program: Zerto Alliance Partner Program

Program Manager: Jim Ortbals, VP, Global Cloud, Channel

Zerto‘s program goals and product delivery are tied to a Cloud Service Provider-specific business model and preferred method of billing. The program delivers consistent rewards across partner types. Cloud-specific materials, tools, resources and support are built exclusively for Zerto’s Cloud Service Provider partners.


Location: San Jose, Calif.

Cloud Channel Program: Zoom Channel Partner Program

Program Manager: Laura Padilla, Head of Global Channels, Business Development

Zoom provides ongoing referral commissions as part of the Agent Referral Program. Zoom sales support can help partners close opportunities, which include the ability to offer the full Zoom portfolio of services to customers, including Zoom Phone.


Location: San Jose, Calif.

Cloud Channel Program: Zscaler Partner Program (ZPP)

Program Manager: Al Caravelli, VP, Global Alliances, Channels

Zscaler is moving to a focused-partner approach and adopting a self-service engine. Focused partners will have lucrative lead-sharing, services subcontracting and practice build architecture time not available to other partners.