Top Billing: 2019 Cloud Partner Program Guide

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

The Class in Cloud

There’s no sure-fire formula for nurturing a great channel ecosystem, and the dynamics of legacy hardware and software partner programs often don’t translate well to the new era of subscription services and recurring revenue.

That’s why everyone from startups launching first-time programs to global giants revamping legacy ones are experimenting with structures and incentives that cultivate a new breed of cloud-savvy solution providers to bring their technology to market.

CRN’s Cloud Partner Program Guide highlights many companies that have created partnering strategies to attract new partners and further relationships with existing ones. Here are the 100 companies that made this year's list.


Location: Burlington, Mass.

Cloud Channel Program: Acronis Partner Program

Program Manager: Patrick Hurley VP, GM, Americas

Acronis offers partners a commitment-based pricing model—the greater the commitment, the lower the cost. The company also provides presales assistance and account management. An Acronis representative will always be with partners along the way, and the company offers them access to marketing funds and collateral.


Location: Bellevue, Wash.

Cloud Channel Program: Acumatica Partner Program

Program Manager: Geoff Ashley VP, Partner Strategy, Programs

Acumatica was born in the cloud and the company sells 100 percent indirect.


Location: Miami

Cloud Channel Program: Elevate

Program Manager: Adam Segar, VP, Channel Sales

Addigy provides partners with dedicated sales resources, incentive programs and key industry insight.


Location: Foster City, Calif.

Cloud Channel Program: Agari Partner Power Program

Program Manager: Tracy Pallas VP, Worldwide Channel Sales

Agari’s offerings are easy to sell and implement. The company provides a full customer service team and solid margins.


Location: Santa Monica, Calif.

Cloud Channel Program: Aparavi Advantage Partner Program

Program Manager: Jonathan Calmes VP, Business Development

Aparavi enables partners to help customers easily migrate from on-premises data storage to one or more cloud destinations and provides dynamic data management across multiple clouds for retention, retrieval and access. Aparavi’s partner program offers generous margins and the opportunity to sell complementary services to existing accounts.


Location: San Diego

Cloud Channel Program: AttackIQ Accelerate Global Channel Program

Program Manager: Dan Sibille VP, Worldwide Channels

AttackIQ is committed to building successful and profitable engagement models with partners. The company works side-by-side with partners to build mutually profitable sales strategies, open new markets and close opportunities.


Location: Fremont, Calif.

Cloud Channel Program: Attivo Networks Partner Program

Program Manager: Tushar Kothari, CEO

Attivo’s ThreatDefend Cloud provides partners with a solution for addressing scalable multi-cloud environment threat detection, which can be centrally managed. Partners are able to offer Attivo deception-based threat detection services as a managed service offering for ongoing annuity sales and the opportunity for additional professional services.


Location: Palo Alto, Calif.

Cloud Channel Program: AutonomIQ Channel Partner Program

Program Manager: Richard Farbman, VP, Channels, Americas

AutonomIQ offers cloud-based testing solutions and provides native artificial intelligence capabilities to autonomously test software.


Location: Santa Clara, Calif.

Cloud Channel Program: Avaya Edge

Program Manager: Mike Reinhart, Sr. Director, U.S. Channel

Avaya offers partners a cloud rebate, which rewards them for incremental Avaya Cloud seats and is paid against incremental monthly recurring revenue. Cloud Specialist and Cloud Integrators qualify for higher multipliers. Partners are eligible for other Avaya Edge benefits at all program levels.


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. MSP partners can offer multilayered security, data protection and remote monitoring and management solutions to customers. They also can more easily and profitably deliver robust, scalable services powered by a purpose-built platform.


Location: Campbell, Calif.

Cloud Channel Program: Barracuda Partner Program

Program Manager: Ezra Hookano, VP, Channels

By joining the Barracuda North America Channel Partner Program, resellers and MSPs receive sales support, prequalified leads, deal registration, short sales cycles, phone and on-site support, demo access, partner portal and more. The Barracuda Campus, meanwhile, provides in-depth documentation, training and certification on all Barracuda Networks products.


Location: Santa Clara, Calif.

Cloud Channel Program: Bitdefender Partner Advantage Network

Program Manager: Cristian Corabu Sr. Director, Enterprise Marketing

Bitdefender partners are entitled to many benefits such as sales and marketing tools, financial incentives, competitive training and certifications, hands-on training, Not-For-Resale licenses and partner visibility. Partners can optimize costs with a comprehensive set of solutions designed for cloud environments: from high-performance virtualization security for cloud computing environments to security for hybrid cloud infrastructures.


Location: Campbell, Calif.

Cloud Channel Program: Bitglass Altitude Partner Program

Program Manager: Dean Hickman- Smith SVP, Worldwide Field Operations

Bitglass offers a channel-friendly partner program in which partners can participate in a very high-growth, strategic market. Partners also can differentiate themselves through providing Bitglass technology.


Location: Bellevue, Wash.

Cloud Channel Program: BitTitan

Program Manager: Lon Clark, Director, Global Channel Sales

BitTitan partners can stand out by creating, managing and upselling ongoing managed services to customers. They have access to marketing assets, resources and materials, and technical resources and training.


Location: Boston

Cloud Channel Program: bpm’online Partner Program

Program Manager: Alex Donchuk, Global Channel Director

Bpm’online has a partner-driven strategy, with high partner margins that provide a range of opportunities for profitable mutual growth.


Location: Hatfield, Pa.

Cloud Channel Program: bvoip Partner Program

Program Manager: Alec Stanners, VP, Business Development

Bvoip offers a centralized and mutlitenant cloud unified communications platform. The company’s partners can see monthly recurring profit and set their pricing.


Location: Rolling Meadows, Ill.

Cloud Channel Program: ConnectedPartner Program

Program Manager: Christy Meaney, Manager, North America Channel Development, Marketing

Cambium Networks offers partners qualified leads and deal registration.


Location: Herndon, Va.

Cloud Channel Program: CTA Partner Alliance

Program Manager: Steve Jacknow, Director, Channel Business

China Telecom Americas gives partners the flexibility to sell managed multi-cloud solutions in China (from CT, AWS, Azure or Alicloud). The company offers competitive commissions on cloud sales and evergreen commissions on upgrades whether or not the partner is actively engaged.


Location: San Jose, Calif.

Cloud Channel Program: Cloud and Managed Services Program

Program Manager: Rick Snyder, SVP, Americas Partner Organization

Partners that join CMSP go through a thorough two-day audit that verifies their service delivery capabilities and ensures their service offerings meet Cisco’s requirements. Partners at the Master and Advanced level also certify their services against strict Cisco Powered service requirements. Partners can then leverage both the Cisco brand as a channel partner and the Cisco Powered brand when marketing their services.


Location: Fort Lauderdale, Fla.

Cloud Channel Program: Citrix Partner Program

Program Manager: Efrem Stringfellow VP, Partner Sales, Americas

Citrix supports partners who are finding, driving customer adoption, extending and expanding cloud deals to be more profitable and add value to their customers. Its proven enterprise-grade products and solutions are validated through global deployments at massive scale.


Location: Boston

Cloud Channel Program: ClearSky Data Partner Acceleration Program

Program Manager: Roger Cummings, Chief Revenue Officer

ClearSky Data offers partners multiple-cloud access, cost savings and differentiated service delivery.


Location: Boston

Cloud Channel Program: CloudHealth Solution Provider Program

Program Manager: Bob Kilbride Sr. Director, Global Channels

CloudHealth by VMware offers partners an extended service portfolio in which they can provide cloud management services with visibility into cost, usage and performance of public cloud resources. Partners also can boost profitability by driving revenue growth through value-added services, such as right-sizing recommendations, migration assessments, cost reporting and optimization, and reservation management.


Location: San Jose, Calif.

Cloud Channel Program: Cohesity Partner Program

Program Manager: Keith Macove Sr. Director, Americas Channels

Cohesity’s scale-out, hyper-converged platform was purpose-built for service providers, allowing multiple services and use cases on a single platform. Service providers can rightsize their cloud environment from day one and nondisruptively add capacity as their environment grows and as they add tenants. Partners can work with Cohesity on co-design workshops, cloud-ready testing, training programs, premier technical support, and more.


Location: Philadelphia

Cloud Channel Program: Comcast Business Solutions Provider Program

Program Manager: Craig Schlagbaum, VP, Indirect Channels

Comcast Business cloud connectivity leverages Comcast Business Ethernet to facilitate secure, direct access between any location inside its extensive nationwide network footprint and leading cloud environments across the country including Amazon Web Services, IBM Cloud and Microsoft Azure.


Location: Tinton Falls, N.J.

Cloud Channel Program: Accelerate MSPs

Program Manager: Carmen Sorice, Vice President of Worldwide Route Services

Commvault offers partners a clear growth path with increasing financial benefits as they grow their competency and offer multiple service lines. Technical certification offerings enable deep competency for partners to set up and manage Commvault-based service offerings.


Location: Santa Clara, Calif.

Cloud Channel Program: Couchbase PartnerEngage

Program Manager: Matt McDonough, VP, Business Development

Couchbase has a dedicated team of a cloud architects, business development and partner marketing executives working with cloud partners to ensure they are getting value from the PartnerEngage program. The company invites cloud partners to join specific cloud campaigns as joint marketing participants and it regularly participates in cloud partners’ awareness and demand generation programs.


Location: Norwalk, Conn.

Cloud Channel Program: Datto Global Partner Program

Program Manager: John Tippett, VP, Datto Networking

All partner tiers gain full access at no cost to the Datto Marketing Automation Platform (MarketNow), where they 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. Datto offers free technical training for partners on how to best manage their devices and successfully store their customers’ data in the cloud.


Location: Round Rock, Texas

Cloud Channel Program: Dell Technologies Partner Program

Program Manager: Gregg Ambulos, SVP, North America Channels

Dell provides partners with greater opportunities to deliver transformative IT infrastructure solutions to customers with pre-engineered as-a-service solutions and a consistent hybrid cloud operating model made possible by its cloud portfolio. Dell provides specific tools enabling Cloud Service Provider partners to design, develop, sell and deliver a rich portfolio of as-a-service offerings and deploy, manage and support these services.


Location: Fort Collins, Colo.

Cloud Channel Program: DH2i DxAdvantage Channel Partner Program

Program Manager: Connor Cox, Director, Business Development

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


Location: Waltham, Mass.

Cloud Channel Program: Synergy Partner Program

Program Manager: Greg Cobb VP, Global Channels

Digital Guardian offers partners strong margins on yearly recurring revenue streams and a higher-margin value-added services opportunity. Partners also see easier enablement and delivery of service through a cloud-hosted SaaS solution.


Location: Peachtree Corners, Ga.

Cloud Channel Program: Independent Service & Maintenance Organization

Program Manager: Danielle Lee, Director, Business Solutions

Digital Vines provides partners with 24x7 personalized end-to-end support for their business needs. Its cloud program benefits partners by providing them with monthly recurring revenue, enterprise-grade infrastructure and solutions along with a global network and data center footprint.


Location: Huntsville, Ala.

Cloud Channel Program: Digium Cloud Agent Program

Program Manager: David Hardy VP, Sales, North America

Digium’s partner program provides opportunities for partners to sell the full line of Digium’s on-premise and cloud-based Switchvox Unified Communications solutions or build custom communications solutions with its Asterisk open-source telephony software.


Location: Sunnyvale, Calif.

Cloud Channel Program: PartnerSync

Program Manager: Angelina N. Scott Sr. Director, Americas Channels

Druva provides a SaaS recurring revenue model with high gross margins for partners. Druva has a 99.3 percent customer retention rate, which adds even more benefit to partners’ revenue and profitability streams. In addition, partners can tap into the expertise of their dedicated business manager, with access to exclusive enablement tools and presales resources, training and certification to help consolidate their sales life cycle.



Cloud Channel Program: Epicor Partner Program

Program Manager: Joy Verplank Sr. Director, Channel, Americas

Epicor partners have the ability to offer a single, flexible ERP platform with proven multiple deployment and purchase options to meet customer demand. They also can easily integrate the Epicor Cloud ERP solution or hybrid deployments into their managed services business.


Location: Closter, N.J.

Cloud Channel Program: The Ericom PowerPartner Program

Program Manager: Lynne Boyd VP, Sales, Americas

Ericom enables the effective distribution of access infrastructures across multiple data center locations on-premises and in the cloud. The company offers multi-tenancy support so service providers can offer managed and unmanaged solutions, while enterprises can manage isolated environments. It provides a seamless user experience and connectivity for all applications regardless of their location.


Location: San Jose, Calif.

Cloud Channel Program: Extreme Partner Network

Program Manager: Gordon Mackintosh VP, Worldwide Channel Sales

ExtremeCloud MSP Specialists have the option to white-label ExtremeCloud-based managed services. This helps partners build their brand while opening up new and recurring value-added service revenue opportunities. Special discounting and solution rebates on hardware and subscription licenses are two additional incentives available to partners. Participating partners also get early access to information about new products.


Location: Seattle

Cloud Channel Program: F5 Unity Partner Program

Program Manager: Lisa Citron VP, North America Channel Sales

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


Location: Charlotte, N.C.

Cloud Channel Program: Flexential Partner Network

Program Manager: Melissa McCoy VP, Channel Sales

Partners can offer customers choice among a variety of customer-managed and Flexential-managed cloud offerings to meet different levels of control. Partners can help customers maintain compliance with industry and regulatory standards and eliminate the time and cost associated with IT infrastructure management and hardware maintenance.


Location: Greenbelt, Md.

Cloud Channel Program: Fluency Corporation Reseller Agreement

Program Manager: Collin Miles, Principal, Channel, Strategic Relationships

Fluency Security provides education and training materials to partners to help them effectively deliver the company’s cloud message meeting compliance and privacy requirements. The company offers free Fluency proofs of concept with established success criteria.


Location: Santa Clara, Calif.

Cloud Channel Program: Gigamon Catalyst Partner Program

Program Manager: Larissa Crandall Director, Channel Sales

Gigamon delivers network visibility and analytics on all digital applications across physical, virtual and cloud infrastructure.


Location: San Francisco

Cloud Channel Program: Guardicore Partner Program

Program Manager: Todd Bice, Sr. Director, Channels

Guardicore provides a SaaS-based (cloud) delivery model that enables a 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: Palo Alto, Calif.

Cloud Channel Program: HPE Partner Ready Program

Program Manager: Terry Richardson, Americas Channels, Alliances Leader

The Cloud28+ ecosystem provides partners with a platform to share their enterprise cloud services offerings—both build and consume—as well as their expertise in key subject areas. Once a member, partners are able to increase market visibility and awareness; accelerate go-to-market avenues and lead generation; and collaborate, leverage knowledge and build new business alliances through an extensive network of partners.


Location: Santa Clara, Calif.

Cloud Channel Program: Hitachi Vantara Partner Program

Program Manager: Kimberly King, VP, Partner Programs, Strategy

Hitachi Vantara’s Partner Solution Accelerators are customizable as-a-service use cases ready to accelerate the development and deployment of joint services. The company’s flexible financial models help partners reduce costs and transact business. It also offers joint strategy and planning workshops that ensure proper alignment around mutual value proposition and business opportunity through cloud service road map creation.


Location: Armonk, N.Y.

Cloud Channel Program: PartnerWorld

Program Manager: Carola Cazenave, Vice President, IBM Partner Ecosystem North America

IBM Cloud-focused Business Partners are provided with enablement and marketing support to develop Expert and Specialist competencies in IBM Cloud. Benefits include co-marketing funds, IBM Cloud credits, SaaS trials and a third-party marketplace for Business Partners to digitally resell cloud offerings.


Location: Itasca, Ill.

Cloud Channel Program: IFS Partner Network

Program Manager: Parker Zanios, Director, Partner Alliances

IFS partners generate recurring revenue through license sales and cloud services. The company also offers dedicated channel management as well as access to IFS Academy Certification.


Location: San Francisco

Cloud Channel Program: IGEL Partner Program

Program Manager: Brad Tompkins, VP, Sales, North America

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’s cloud platform and services are recognized by Gartner and Forrester as a leader in Disaster Recovery as a Service. The company’s security and compliance reporting and tools ease customers’ digital transformation. In addition, partners gain complete control and visibility into customers’ cloud usage through the iland Cloud Console.


Location: Santa Clara, Calif.

Cloud Channel Program: BuildingBlox

Program Manager: Kelly Miller, Director, Americas Channel Sales

Infoblox partners receive training; incremental marketing investment and tools (demo and partner activation kit); incentive rewards; and marketing campaigns.


Location: Santa Clara, Calif.

Cloud Channel Program: Intel Technology Provider Program

Program Manager: Jason Kimrey, GM, U.S. Channel Scale, Partners

Intel partners receive hands-on training for hardware and cloud applications, top-notch support, and tools that enable them to more effectively sell Intel-based solutions.


Location: Centennial, Colo.

Cloud Channel Program: Cloud Advantage Partner Program

Program Manager: Jeremy Jones, SVP, Channel Sales

Intelepeer has a 100 percent indirect channel go-to-market strategy, offering competitive commissions and partner incentives. The company offers a self-service partner portal with co-brandable marketing collateral and email campaigns, on-demand training, opportunity submission tool, performance dashboards and more.


Location: Petaluma, Calif.

Cloud Channel Program: Intelisys Partner Program

Program Manager: Jay Bradley, President

Intelisys’ solutions engineering program and cloud channel education help sales partners build a consulting practice around cloud services and gain a distinct edge in the competitive cloud services market. Intelisys provides the tools for sales partners to build a solid foundation of knowledge and the pre- and post- sales, high-touch support and resources to provide their customers with first-rate cloud services solutions.


Location: South Jordan, Utah

Cloud Channel Program: Ivanti Partner Program

Program Manager: Reza Parsia VP, Channel

Ivanti provides flexibility with licensing of multiple products and no long-term contracts.


Location: Austin, Texas

Cloud Channel Program: Jask Momentum Global Partner Program

Program Manager: Jessica Couto, VP, Worldwide Channels, Alliances

Jask’s ASOC platform is available through the AWS marketplace and offers customers and partners infinite and transparent scalability, as well as an open architecture. The main value of its platform stems from its ability to reduce the amount of tickets security analysts need to pay attention to. By leveraging AI and machine learning, the platform automates the correlation and analysis of threat alerts to deliver advanced insight.


Location: Sunnyvale, Calif.

Cloud Channel Program: Juniper Partner Advantage Program

Program Manager: Christian Alvarez, Corporate VP, Global Partners, Alliances

Juniper offers partners its wealth of business and technical enablement programs to help them sharpen their skills and optimize their opportunities. Its team works to provide the most up-to-date training in the Learning Academy and marketing and business support to allow partners to reach their highest achievement and capture more business faster. The program is rich in financial incentives and rewards.


Location: Austin, Texas

Cloud Channel Program: Lifesize Partner Program

Program Manager: Tim Maloney, SVP, Worldwide Channels

Lifesize’s next generation of cloud architecture and next generation of meeting room technology are helping partners exceed expectations for delivering videoconferencing solutions to customers.


Location: Plano, Texas

Cloud Channel Program: Mitel Global Partner Program

Program Manager: John Lindsley VP, Channel Sales

Mitel provides its cloud partner program community with benefits such as direct access to sales, marketing, technical and customer success resources throughout the sales life cycle as well as the customer’s life cycle. Competitive compensation includes aggressive spiffs and promotions for acquiring new customers. Mitel also offers on-boarding and training to equip, enable and incentivize partners to lead with Mitel Cloud Solutions.


Location: Greenwood Village, Colo.

Cloud Channel Program: Morpheus Data MVP Program

Program Manager: Brad Parks VP, Business Development

For partners that are a VMware, HPE, Cisco, Nutanix or Dell partner and are also building out a practice focused on AWS, Azure or Google, Morpheus Data can pull those hybrid cloud pieces together and increase average margin per deal. Morpheus offers a renewal-based revenue stream, and most customers increase the number of multicloud workloads managed over time.


Location: Sunnyvale, Calif.

Cloud Channel Program: NetApp Partner Program

Program Manager: Jeff McCullough VP, Americas Partner Sales

As a Fueled by NetApp Service Provider, partners have access to service provider product management and marketing experts who bring go-to-market best practices and guidance (use case definition, pricing, packaging) that deliver a better return on investment. The consultant resources work proactively with partners to identify opportunities to partner together and leverage collective strengths to build an expansive customer ecosystem.


Location: Commerce, Mich.

Cloud Channel Program: NuSecure Partner Program

Program Manager: Maria Graham, Director, Business Development

There are no up-front costs for Nuspire partners, who gain immediate access to a growing cloud security market. Partners also see monthly recurring revenue generation.


Location: Herndon, Va.

Cloud Channel Program: Opaq Channel Partner Program

Program Manager: Tricia Bonora VP, Channel Sales

Opaq’s Security-as-a-Service cloud platform enables MSPs and MSSPs to deliver fully integrated network security from the cloud, protecting clients’ entire distributed network and monitoring security performance and compliance maturity and enforcing policies through a single cloud console. They also can add security services to their portfolios without the need for any up-front capital investments in hardware or software.


Location: Redwood Shores, Calif.

Cloud Channel Program: NetSuite Solution Provider Program

Program Manager: Will Chan, Head of Programs and Operations

With NetSuite’s revenue-sharing model, partners can earn boxed-product margins on existing customers, year-over-year, building a predictable revenue stream that generates consistent cash flow every month. NetSuite helps partners to rapidly grow their client base by enabling customers to automate business management processes, reduce IT costs and maintenance, make better decisions and improve collaboration.


Location: Campbell, Calif.

Cloud Channel Program: Panzura Freedom Partner Program

Program Manager: Steve Simpson, Worldwide Program Director, Director, Channels

Panzura offers qualified leads to its partners. These cloud-based leads are generated by Panzura through web traffic on, trade shows, events, inside sales, regional field sales, and other methods. Panzura also offers MDF on an as-requested/as-approved basis, which lets partners acquire new prospects as they work with Panzura to design custom cloud-based email and telesales campaigns, programs, incentives and events.


Location: Greenwood Village, Colo.

Cloud Channel Program: Wingman

Program Manager: Ryan Walsh, Chief Channel Officer

Key benefits for partners include the Pax8 portal, Pax8 Stax and service delivery. The portal lets partners add new products, change seat counts, and the billing will auto-provision based on the partner’s individual need. Pax8 Stax is a BI tool that reveals any gaps in the partner’s technology stack so it can easily see upsell and cross-sell opportunities. The partner program also provides service delivery support through the life-cycle process.


Location: Scottsdale, Ariz.

Cloud Channel Program: PlanetOne Partner Program

Program Manager: Jonathan Hartman, SVP, Sales

By joining the PlanetOne Partner Program, partners will see a growing portfolio of over 250 providers focused on cloud enablement and traditional network connectivity, data center and cloud services and solutions. They also will receive the support of experienced marketing, sales and engineering teams to help them navigate the complexities of the sales process, engage with their customers and create new revenue streams.


Location: Littleton, Colo.

Cloud Channel Program: U-Pick Partner Program

Program Manager: Robert Harrison Jr., Chief Channel Officer

Pulsar360 offers partners significant recurring commissions and the flexibility to design a contract around the customer’s needs.


Location: San Jose, Calif.

Cloud Channel Program: Access Now Partner Program

Program Manager: Aaron Moroson Sr. Director, Worldwide Channel Sales

Pulse Secure partners have access to custom SKUs and licensing models as well as to a dedicated account team. They also can gain access to collateral and other supporting material via the Pulse Secure partner portal.


Location: King of Prussia, Pa.

Cloud Channel Program: Qlik Partner Program

Program Manager: Robert Cohen, Director Alliances, North America

Qlik partners have the ability to develop and attach new services when selling Qlik Cloud solutions. They can expand their revenue with existing and new customers by entering new vertical markets and new geography by quickly activating analytics services. MSP partners can accelerate their profitability with a flexible licensing and recurring revenue model where the MSP owns their customers’ success and life cycle.


Location: Irvine, Calif.

Cloud Channel Program: QOS Networks Partner Program

Program Manager: Mike Kalas, VP, Enterprise Sales

QOS is an expert at working with data center and cloud direct connections to enable cloud connectivity to a company’s branch locations. Partners can take advantage of the QOS NOC and management and monitoring to keep an eye on their customer’s network performance. Partners do not need to have technical knowledge or internal staff to resell the QOS Networks solutions.


Location: Cambridge, Mass.

Cloud Channel Program: Quick Base Partner Program

Program Manager: Tom Mayo Sr. Director, Channel Sales

Cloud computing has enabled the emergence of no-code app development platforms like Quick Base. These app building solutions hand the creation of custom cloud computing business apps over to a new legion of business builders who are closest to the work. Partners can deliver faster time to value with Quick Base.


Location: Raleigh, N.C.

Cloud Channel Program: Red Hat Partner Connect

Program Manager: D. Robert Martin VP, North American Partner Sales

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


Location: San Francisco

Cloud Channel Program: Riverbed Rise

Program Manager: John Machonis VP, Americas Channel Sales

Riverbed offers incremental discounts for managed service opportunities. Partners see higher profitability through Riverbed Rise financial incentives for managed service and subscription bookings. Enablement, marketing and other benefits are included when Riverbed products are embedded in a partner’s cloud offering.


Location: Sunnyvale, Calif.

Cloud Channel Program: Ruckus Ready Channel Program

Program Manager: Raelyn Kritzer Channel Chief, VP, Worldwide Channels

Ruckus offers exclusive special pricing to partners as well as high-touch cloud support.


Location: Atlanta

Cloud Channel Program: Sage Partner Advantage Program

Program Manager: Scott Ehmen, VP, North America Partner Strategy, Sales

Sage offers a partner-centric approach to drive sales and expand business for cloud and subscription solutions. Sage offers tremendous growth opportunity for partners with over 3 million Sage customers and 82 million potential customers in the market. Benefits include sales and referral incentives, profitable service opportunities and competitive goto-market resources and support.


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 also means recurring revenue year after year.


Location: San Francisco

Cloud Channel Program: Salesforce Partner Program

Program Manager: Kori O’Brien SVP, Americas Alliances

Salesforce’s partner community, with over 100,000 active members, provides partners with the ability to engage with one another through Chatter, have access to unlimited gamified learning tools, and have the opportunity to run their business by submitting deal registration and support cases.


Location: Newtown Square, Pa.

Cloud Channel Program: SAP PartnerEdge

Program Manager: Sachin Vora, VP, Business Development

Partners get a one-year’s free use of SAP Cloud Platform to build modern cloud applications. They also have the ability to use a go-to-market model called SAP PartnerEdge Cloud Choice, a profit option, that allows partners to divide responsibilities with SAP on cloud deals. Partners also have access to SAP’s broad portfolio of cloud solutions for the small business and midmarket.


Location: Reston, Va.

Cloud Channel Program: ChannelLogic

Program Manager: Steve Kazan, Sr. Director

ScienceLogic educates partners on AIOps (AI/ML) in the cloud so they can participate in the $11.1 billion market opportunity, providing hybrid support for cloud or on-premises for customers. Partners have access to cloud-specific tools for all major public and private clouds.


Location: San Jose, Calif.

Cloud Channel Program: Securly Partner Program

Program Manager: AJ Tedesco, VP, Channel Sales

Securly was founded with a mission to keep kids safe online. Partners can leverage the integrated and cloud-based solutions it has developed for student safety.


Location: Scottsdale, Ariz.

Cloud Channel Program: Seeburger Partner Program

Program Manager: Ulf Persson, SVP, Global Business Development

Seeburger’s scalable integration services are partners’ key way of running an integration solution on-premises. Partners can use the digital ecosystem of the Seeburger cloud to build a digital partner network. The company’s process components support partner requirements around e-invoicing, file-based exchange of generic information or industry-specific formats as well as digital market processes in the utilities sector.


Location: Morrisville, N.C.

Cloud Channel Program: SolarWinds MSP Channel Partner Program

Program Manager: Frank Colletti, Group VP, Worldwide Sales

SolarWinds MSP is a channel-friendly partner with technology that will work with partners to help build their practice and optimize their business by offering sales and business-building insight, training and enablement resources. Its collaborative partner community offers practical advice, tips and support to one another surrounding dayto-day business challenges.


Location: Burlington, Mass.

Cloud Channel Program: Sophos Partner Program

Program Manager: Erin Malone, VP, North America Channel Sales

Sophos offers cloud workload protection, cloud security posture management and a centralized view of all customers and services used through Sophos Central. The company also provides training and support from Sophos Security Architects who specialize in cloud security and migration.


Location: Draper, Utah

Cloud Channel Program: StorageCraft Partner Success Program

Program Manager: Lee Schor, VP, Sales, Americas

StorageCraft’s cloud program enables the company’s partners with solutions that are service-level-agreement-driven, meaning they can offer uptime, recovery time objectives and recovery point objectives.


Location: Bristol, U.K.

Cloud Channel Program: StorMagic Channel Program

Program Manager: Bruce Kornfeld GM, Americas

StorMagic partners will be able to deliver these cloud benefits to end users with SvSAN (virtual SAN) installations: Lightweight software, which lets partners provide a more cost-effective hosting platform; five-nines redundancy should anything go wrong; and a flexible usage-based subscription model, which means partners only pay for what they use.


Location: Provo, Utah

Cloud Channel Program: Suse Partner Program

Program Manager: Mike Kerr, Director, North America Channels, Alliances

Partners have access to a broad SUSE portfolio, which includes SUSE Linux Enterprise Server, SUSE Linux Enterprise Server for SAP Applications, SUSE Enterprise Storage, SUSE OpenStack Cloud, SUSE CaaS Platform and SUSE Cloud Application Platform—on demand or in a managed hosting environment. SUSE provides support directly to cloud service providers so partners can keep customers’ servers running 24/7.


Location: Greenville, S.C.

Cloud Channel Program: Synnex CloudSolv Community

Program Manager: Rob Moyer, SVP, Cloud Services, Mobility, IoT

Synnex partners receive discounted professional services. They also have access to its Cloud Learning Center, with exclusive cloud enablement training, as well as dedicated sales and technical resources.


Location: Redwood City, Calif.

Cloud Channel Program: Talend Partner Program

Program Manager: Jason Kirkland, North American Director, Channel

Talend partners receive free access to software for development, test and demonstrations, free training for resources (technical and sales content), and margin on software sales.


Location: San Francisco

Cloud Channel Program: Teridion Partner Program

Program Manager: Kevin Moynahan, Director, Channel Sales

One of the challenges enterprises have with SD-WAN MPLS “alternatives” is the lack of a strong SLA. SD-WAN combined with the Teridion public cloud WAN service gives partners’ enterprise customers the confidence and support they need to move to low-cost, highly scalable, high-bandwidth broadband internet that’s both fast and easy to deploy.


Location: Austin, Texas

Cloud Channel Program: Gemalto Cipher Partner Program

Program Manager: Ariane Seiferth, Director, Distribution, Strategic Accounts, North America

MSP/MSSP partners can deliver a differentiated approach through a hybrid cloud capability where customers are able to move data and related security mechanisms to the cloud at the appropriate time. From tools and materials to assistance with the initial service on-boarding, through to programs that focus on rapid opportunity generation, the program offers partners a simple step to building a cloud security offering.


Location: Palo Alto, Calif.

Cloud Channel Program: Acceleration Partner Program

Program Manager: Marc Seifert Sr. Director, Channels Americas

Tibco offers partners deal registration, joint Tibco and cloud partner selling, and MDF/ demand generation activities.


Location: Chicago

Cloud Channel Program: Trustwave Channel Partner Program

Program Manager: Suzanne Swanson, VP, Worldwide Channels

The company is committed to making sure that selling Trustwave is a good business decision for partners and strives to provide sales incentive programs with predictable consistent earnings expectations. It also provides access to training programs, partner portal, sales and marketing tools, and security research to help partners grow their business and become trusted advisers.


Location: Boston

Cloud Channel Program: Turbonomic Partner Program

Program Manager: Chris Sullivan, SVP, Global Channel, Alliances

Partners who attain the new Cloud Specialization certification are uniquely positioned to help their customers manage their cloud journeys, identifying instances of cloud overspend almost instantly and pinpointing savings opportunities within minutes of deployment. Turbonomic enables partners to help their customers solve a major business challenge.


Location: Columbus, Ohio

Cloud Channel Program: Veeam Cloud & Service Provider (VCSP) Program

Program Manager: Matt Kalmenson, VP, Americas Cloud and Service Providers

Veeam now covers virtual, physical and cloud-based workloads, serving nearly any customer need. Partners don’t face any competition from Veeam. Instead, Veeam enables them to provide customers with availability services in and for the cloud through technical, solution architecture and business development support.


Location: Palo Alto, Calif.

Cloud Channel Program: VMware Partner Network

Program Manager: Bill Swales, VP, Americas Partner Organization

The VMware Cloud Provider Program enables partners to consume VMware products on a pay-as-you-go, pay-as-you-grow, monthly subscription model. 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. Eligible partners can qualify for enhanced marketing benefits and a listing on the VMware Cloud Provider customer-facing portal.


Location: San Jose, Calif.

Cloud Channel Program: The WhiteHat Security Partnership Program

Program Manager: John Atkinson, VP, Partnerships

WhiteHat Security partners can participate in specific training and education around cloud-based services Partners have access to experts in-house who can help them build a complete cloud based services solution for their customers. They also can access and work with the company to develop joint marketing campaigns that promote cloudbased services and solutions.