CRN's 2014 Network Connectivity Services Partner Program Guide (Part One)

The IT-Telecom Convergence

The 2014 Network Connectivity Services Partner Program Guide highlights the industry's leading portfolios of telecom, cloud and connectivity offerings. It also recognizes those industry players who seem ready, willing and able to help partners wrap their arms around IT-Telecom convergence, and the many moving parts it entails.

The information included in the Network Connectivity Partner Program Guide was provided by each company in its application.

Here, we present the first part of CRN's 2014 Network Connectivity Partner Program Guide. Also, be sure to check out part two.


Program: 3CX

Channel Program Manager: Stephen Corrigan

Title: Director of Sales

Location: Duluth, Ga.


3CX has a partner portal where all leads are directly passed on to 3CX partners in their corresponding countries. 3CX has drastically increased the number of sales and technical trainings it offers to its partners globally in the past 12 months by actually traveling to each country. Through its partner portal, partners have access to marketing material they can easily download and use. 3CX's sales team is always available to help 3CX Partners as is a 24/5 support team. The 3CX Phone System is open-standard with no vendor lock-in, allowing 3CX partners to choose between a variety of popular IP phones and gateways that have passed the interoperability test.


Program: 8x8 Cloud Services Partner Program

Channel Program Manager: Don Trimble

Title: VP Channel Sales

Location: San Jose, Calif.


The 8x8 Cloud Services Partner Program is designed for solution providers, VARs and telecom Master Agents who want to sell 8x8 cloud solutions to create an annuity revenue stream.

The 8x8 Cloud Services Partner Program includes increased gross profits with up-front bounties and ongoing residuals on services, as well as equipment commissions. Partners also are given a knowledgeable 8x8 channel manager who provides training on 8x8 products and assists with closing larger deals. The 8x8 partner portal provides quoting and ordering tools, sales, marketing and support resources

Acuity Technologies

Program: Acuity Technologies Partner Program

Channel Program Manager: Josh Anderson

Title: CEO

Location: Tampa, Fla.


The benefits of being an Acuity partner include recurring evergreen commissions; improved closing ratio by providing more complete customer solutions, making partners more competitive; diversified revenue streams; and protection from competition by incorporating carrier services into the partner's portfolio, ultimately getting real, long-term benefits. Acuity came from a VAR that successfully integrated carrier services into its business model so it understands partners' businesses. In addition to lucrative commissions, Acuity provides partners with a solutions-based approach to acquire and retain customers. Partners can choose from flexible program levels that fits their business.


Program: ADvantage Partner Program

Channel Program Manager: Andrea Thomas

Title: Director Channel Development

Location: Huntsville, Ala.


Adtran's ADvantage Partner Program aims to empower partners to develop opportunities, capture competitive accounts and provide best-in-class solutions. Recently enhanced, the program addresses current market challenges for Adtran's channel partners with a friendly path to tiered benefits, where they have access to rewards and tools for success. The three tiers enable partners to take advantage of specialized training in Adtran solutions, receive financial benefits and ultimately support the needs of each unique business model.

Aerohive Networks

Program: Aerohive Advantage Partner Program

Channel Program Manager: Kurt Mills

Title: Vice President of Channel Sales

Location: Sunnyvale, Calif.


Aerohive has a 100 percent channel model that includes discounts, deal protection, qualified lead spiffs and partner-driven deal incentives. The company thrives on a high-touch, channel-friendly, sales force focused on bringing opportunities to partners. Aerohive works closely with its channel partners to provide the tools and resources needed to expand their businesses. Aerohive's channel program includes deal registration, marketing support, partner-originated deal incentives and technical and sales training. In addition, Aerohive works with its technology partners to ensure seamless interoperability between Aerohive products and their systems.

Aryaka Networks

Program: Aryaka

Channel Program Manager: Briana Marshall

Title: PR Associate

Location: Milpitas, Calif.

Aryaka Networks offers its WAN Optimization-as-a-Service, Network-as-a-Service and Applications Delivery-as-a-Service for boosting the performance of cloud computing networks and applications. The company launched its Emergence Partner Program in 2011 for solution providers and referral agents and has a separate partner program, called Fusion, for service providers.


Program: AT&T Partner Exchange

Channel Program Manager: Erika Bretschneider

Title: Sr. Marketing Communications Manager

Location: Plano, Texas


AT&T Partner Exchange benefits to solution providers include attractive financial rewards such as market development funds and simple rate structures; easy-to-use portal with resources, sales tools and DIY marketing; the ability to customize solutions and client experience with open APIs; speed to market, with an emphasis on pricing, ordering, delivery and support; robust 360 support and access to a dedicated account team, 24x7 online ticketing and live chat. Also available are self-paced online and on-site training, and technical resources.


Program: Avaya Connect

Channel Program Manager: Miles Davis

Title: Director, Channels

Location: Markham, Ontario


The Avaya Connect program puts partners at the heart of Avaya's business and rewards them accordingly. Those strong connections allow the company to stay committed to partners’ growth, keeping it simple and continuing to innovate It all comes down to customers and what they want—smart technology, demonstrated value and responsive service from an expert in the marketplace.


Program: Bandwidth Partner Program

Channel Program Manager: Earl Wright

Title: VP SIP Trunking

Location: Raleigh, N.C.


Bandwidth’s new partner program lets partners start offering intuitive, easy-to-use seat-based private-label UC voice services that make sense for partners and their clients. The company provides sales tools and collateral so partners can share all the benefits with their clients—including details about the exceptional service Certified SIP engineers provide. Partners get to take all the credit and all the revenue—setting their own price and own margin.


Program: PartnerAlliance

Channel Program Manager: Lauren Lowman

Title: Program Manager

Location: St. Louis


The Belden AgileOne Partner Program offers training,tools and solutions for partners to gain the edge in a highly competitive marketplace. Partners can gain access to design and engineering tools and installation training and certification. Partners also can acquire credentials that expand market credibility and recognition and strengthen ties with customers. Additional revenue streams and business opportunities are available, with Platinum, Gold and Authorized Tiers.

Broadview Networks

Program: Agent Partner Program

Location: Rye Brook, N.Y.


Broadview Networks provides a portfolio of bundled, hosted IP phone and cloud computing services designed to meet the unique application requirements of diverse workforce groups. Broadview Agent Partners enjoy dedicated support including a channel manager, sales engineer, an entire agent resolution team and online tools such as the AgentTrak web portal, which enables partners to track orders and access important company information, service information, sales guidelines, sales tools and more. Broadview Networks offers per-sale bonuses and lucrative monthly residuals.


Program: Broadvox Partner Program

Location: Dallas


Broadvox supports partners with dedicated channel directors, engineering, customer operations, marketing and customer support. The company provides online product training and an installation certification program, an automatic quote tool, and a selection of marketing materials. The company also says partners do not experience any channel conflict.


Program: Optimum Business Partner Program

Location: Bethpage, N.Y.


Once trained and certified on Optimum Business' products, services and processes, partners will be able to start selling and earning right away. Partners identify the leads and sell the appropriate Optimum Business products and service(s). Once the service is installed and billing starts, the partner earns a very competitive one-time and/or monthly residual commission. Partners also receive dedicated support, including sales, marketing, technical, order entry, provisioning and customer service and competitive residual and/or one-time-based compensation plans.


Program: CenturyLink Channel Alliance

Channel Program Manager: Amanda Jardine

Title: Marketing Manager

Location: Monroe, La.


CenturyLink provides broadband, voice, wireless and managed services to consumers and businesses across the country as well as data, voice and managed services to enterprise, government and wholesale customers in local, national and select international markets.

Charter Business

Program : Charter Business Channel Partner Program

Channel Program Manager: Mitch Lopez

Title: Director, Channel Communication & Training

Location: Greenwood Village, Colo.


The Charter Business Channel Partner Program offers a unique opportunity to partner with a business communications leader in regions across the U.S. A state-of-the-art network, high-quality products, and dedicated local and national support help partners succeed in today's competitive environment.

Ciena Corporation

Program: BizConnect

Channel Program Manager: Patrick Simonds

Title: Partner Program Director

Location: Hanover, Md.


Offered through Ciena’s BizConnect partner program, the Network Operations Center Services leverage Ciena’s specialist engineers as virtual members to a partners' team to deliver critical network operations and support. Ciena specialists combine discrete services into a comprehensive operations and maintenance package that offers a managed operations solution designed around unique requirements and expectations. BizConnect empowers Ciena partners with marketing, tools and learning resources to help capitalize on the growing market for high-end networking services.

Cisco Systems

Program: Cloud and Managed Service Program (CMSP)

Channel Program Manager: Arjun Lahiri

Title: Senior Manager, Cloud & Ecosystem Group, Worldwide Partner Organization at Cisco

Location: San Jose, Calif.


The Cloud and Managed Services Program is designed to enable MSPs, Cloud Providers and Cloud Services Resellers to deliver innovative and validated Cisco Powered services to solve customers' business needs. Tiered partner levels (Master, Advanced, Express) make it easy to enter the program and increase levels of expertise and benefits, based on customer and business needs. CMSP offers partners financial rewards, branding and go-to-market support. The Cisco Powered Services designation is built upon a foundation of superior service, security, and 24-hour support. Cisco Powered services are offered globally by service providers and resellers. These designations indicate that the cloud or managed service meets the highest Cisco user-experience standards, as reviewed and validated by a third party.


Program: ClearOne IT Channel Partner Program

Channel Program Manager: Chris Wildfoerster

Title: Vice President, UC Sales for North America and LATAM

Location: Salt Lake City


The ClearOne Premier Partner Program attracts select channel partners (Audio Visual System Integrators) that have a strong focus in the audio and video conferencing markets. Premier Partners extend the reach of ClearOne by marketing, selling and providing high-level services on ClearOne products. Many focus on specific types of solutions, vertical markets and geographical regions.


Program: Cloudnexion Channel Program

Channel Program Manager: Jake Cummins

Title: President

Location: Highlands Ranch, Colo.


Cloudnexion is a global technology and telecommunications consulting firm representing more than 800 suppliers. The company helps customers leverage today's technology to achieve a better ROI on technology investments, increase productivity, and in many instances, significantly reduce costs.


Program: VNS3 Channel Partners

Channel Program Manager: Chris Purrington

Title: Global Sales Director

Location: Chicago


CohesiveFT works with channel partners and industry groups to offer robust solutions for their end customers. Its primary product, VNS3, can be combined with any of its partners' solutions to create a better public or private cloud computing environment. Cloud computing channel partners, resellers and integrators are able to easily use its products with customer projects, giving them the flexibility to accelerate their customers' time to market. Because it offers a software-based product that integrates with any cloud provider or vendor, channel partners can offer savings, reduced overhead, and increase time to market.

Comcast Business

Program: Comcast Solutions Providers Program

Channel Program Manager: Matt Wilson

Title: Sr. Director, Program

Location: Philadelphia


The Comcast Solutions Provider Program launched in March 2011 and since inception has seen triple-digit revenue growth and partner participation rates. The program has earned top-ranked status among the partner community for sales, marketing and operational support.

Cox Communications

Program: Cox Communications Partner Program

Channel Program Manager: Rick Barker

Title: Indirect Channel Manager

Location: Atlanta

Cox Communications provides advanced digital video, Internet and telephone services over its own nationwide IP network. Cox Business is a facilities-based provider of voice, video and data solutions for commercial customers.


Program: CradlePoint Partner Program

Channel Program Manager: Jamie O'Mahony

Title: Channel Marketing Manager

Location: Boise, Idaho


CradlePoint recognizes the value of a successful channel and has an extensive and experienced channel team focused on supporting channel partners. CradlePoint offers services, training, sales tools and co-branded marketing collateral, deal registration, technical expertise, sales support and more.


Program: Dell PartnerDirect

Channel Program Manager: Bob Skelley

Title: Executive Director, Global Certified Partner Programs

Location: Round Rock, Texas


By completing competency and training programs, partners can benefit from increased sales due to greater expertise with Dell products and solutions. In addition, as partners complete more competencies, they rise through the tiers of PartnerDirect, receiving greater rewards along the way. First launched in 2007, Dell PartnerDirect is designed to be a different kind of channel program, one where partner feedback and experience are used to shape its future.

D-Link Systems

Program: Value in Partnership+ Partner Program

Channel Program Manager: Kerry Mertz

Title: Field Marketing Programs Manager

Location: Fountain Valley, Calif.


D-Link is committed to providing resellers with resources to rapidly grow their businesses, including marketing support, lead generation and training, as well as a dedicated campaign and lead management system. The VIP+ program offers unique financial incentives to increase profitability for partners by creating additional revenue streams and allowing them to expand into new markets. Benefits include a robust rewards program, margin protection via a deal registration program and a unique bounty program that pays partners even when a registered deal is lost to a competitor.


Program: Emulex Connect Partner Program

Channel Program Manager: Shawn Pattock

Title: Senior Channel Marketing Manager

Location: Costa Mesa, Calif.


The Emulex Connect Partner Program provides partners with the tools, training, support and information required to promote and sell network and storage connectivity solutions. In addition, the ECPP offers resellers and their representatives lucrative incentives throughout the sales cycle. So whether resellers currently sell servers, storage or networking solutions, Emulex has industry-leading products and programs to extend their offering and significantly increase margins while enabling the highest-performing data centers across the globe.

EnGenius Technologies

Program: EnPower Elite Business Solutions Dealer Program

Channel Program Manager: Vicki Bilyeu

Title: Channel Marketing Manager

Location: Costa Mesa, Calif.


The EnGenius EnPower Elite Business Solutions Dealer Program provides marketing support, partner rewards, premier services, and training resources to help qualified solutions-focused dealers to grow their businesses using EnGenius business-class families of managed wireless solutions, Gigabit Ethernet switches, indoor and outdoor wireless networking products, cordless business telephone systems, and IP cameras. One of the key benefits of the program is access to the new dealer and training portal which has been redesigned to provide partners with an easy-to-use portal to access a growing variety of marketing and training tools and resources available only to program participants. The new Try and Buy evaluation program allows dealers to try certain new EnGenius business-class products for 30 days, after which they can return the product or pay to keep it.


Program: Equinix Partner Program

Channel Program Manager: Scott Walker

Title: VP of Global Channel Programs

Location: Redwood City, Calif.


Equinix Global Partner Program is a framework for helping partners grow their business by aligning with Equinix's sales and marketing strategies. Benefits and assistance are awarded based on the partner's participation level in the program. Partners access a variety of customized marketing resources, sales enablement tools, and on-demand training available on the Equinix Partner Central portal to help partners grow their business and extend their market reach.

Extreme Networks

Program: Extreme Partner Network

Channel Program Manager: Theresa Caragol

Title: Vice President of Global Channels

Location: San Jose, Calif.


The Extreme Partner Network unifies Extreme and legacy Enterasys partners, stemming from the 2013 acquisition, into a single, globally consistent framework that simplifies business and delivers significant value to customers. With the EPN, members gain exclusive access to resources that help drive both product and services business, create new sales opportunities, increase partner profitability and close deals more quickly.


Program: FortiPartner Program

Channel Program Manager: Joe Sykora

Title: VP Americas Sales Operations and Channels

Location: Sunnyvale, Calif.


Fortinet's FortiPartner Program is a global network of distributors and solution providers committed to providing world-class products, services and support to our customers. The company has seen great progress in new partner recruitment as well as development of the existing partner base. As a result, partner-led revenue had double digit growth year over year. In addition, Fortinet upped the ante in the MSSP market by unveiling a new, four-point program that gives Managed Security Service Providers in the Americas beneficial pricing, dedicated technical support and MSSP-specific marketing programs.

Gigamon, Inc.

Program: Gigamon Channel Partner Program

Channel Program Manager: Steve Stockwell

Title: Director, Channel Program Operations

Location: Milpitas, Calif.


The Gigamon Partner Program is designed to empower channel partners to successfully and profitably sell and support Gigamon Visibility Fabric architecture solutions. Benefits includes discounts commensurate with sales commitment and technical certification, partner portal, deal registration, technical training and certification. Dedicated channel sales and channel account managers, qualified leads, pre-sales and sales support, a partner advisory council, MDF for approved co-marketing activities are all part of the program.

Global Data Systems, Inc.

Program: GDS Global Partners

Channel Program Manager: Ned Fasullo

Title: Chief Marketing Officer

Location: Lafayette, La.


GDS Global Partners program offers reseller and private-label opportunities to qualified partners in the IT and telco space for its catalog of voice, video, satellite and internet services.


Program: Infoblox Channel IP (Invest & Profit)

Channel Program Manager: Tim Colby

Title: Sr. VP, Worldwide Channel Sales
Location: Santa Clara Calif.


The Infoblox Channel IP (Invest & Profit) program highlights include territory integrity (limited distribution, per authorization of territory, resulting in low competition); deal registration, which protects partners' prospects; a strong product portfolio; certification levels, where partners can differentiate through levels of certification; support and services, in which high value-add services and consulting can be performed by certified partners; equipment, with generous discounts on evaluation gear; and lead generation, or auality leads through joint sales effort and coordinated marketing campaigns.


Program: Cloud Advantage Partner Program

Channel Program Manager: Jeremy Jones

Title: VP, Partner Programs

Location: San Mateo, Calif.


The IntelePeer Cloud Partner Program provides partners with support, service and opportunities to increase and accelerate sales. The IntelePeer Cloud Advantage Partner Program makes it simple to participate in a growing market, deliver successful customer proof-of- concepts, and generate a recurring revenue stream. Partners receive access to a 24/7/365 support team, specialized tools, MDF, trainings, dedicated support team and a Web-based portal for fast account management. The CloudCentral portal makes it easy for customers, or partners on their behalf, to order and manage communication services.


Program: Channel Alignment Program

Channel Program Manager: Andrew Pryfogle

Title: SV, GM, Cloud Services, Complex Bids

Location: Petaluma, Calif.

Intelisys' Channel Alignment Program pairs VARs and IT solution providers with hand-selected cloud and carrier services professionals, enabling VARs to begin building a cloud and carrier practice immediately. In addition, Intelisys offers an Upfront Commissions Program, purposely built to help bridge the cash flow gap that routinely prevents VARs from being successful in the cloud and carrier services space. Through its Cloud Services University, Intelisys is committed to providing world-class education that is purpose-built to help VARs grow a rich recurring revenue stream with cloud and carrier services.


Program: Ixia Xcelerate Partner Program

Channel Program Manager: Lori Cornmesser

Title: VP of Global Channel Sales

Location: Calabasas, Calif.


Ixia's flexible, three-tiered Channel Xcelerate Program offers financial incentives that encourage long-term growth and reward success, partner-focused enablement programs that help them win more deals and accelerate profitability; and support from sales, technical, and marketing experts.

Juniper Networks

Program: Juniper Partner Advantage Program

Channel Program Manager: Douglas Erickson

Title: Vice President, WW Partner Programs & Development

Location: Sunnyvale, Calif.


Juniper's Partner Advantage Program focuses on enabling a partner's in-depth knowledge of how to apply Juniper technology to solve business problems, rather than simply mandating certifications. For every facet of network-infrastructure planning and implementation, Juniper offers support to partners to enable them to deliver the best customer experience possible. Not only that, it has green-lighted the use of marketing-development funds for partners to perform network assessments with their customers. Juniper also offers its partners Quick-Start Package to get them up and running faster.

Kerio Technologies

Program: Kerio Partner Program

Channel Program Manager: Elise Hymes

Title: Senior Manager, Content Marketing

Location: San Jose, Calif.


Kerio provides enterprise-class email, Unified Threat Management, VoIP, and collaboration software to more than 60,000 small and mid-size businesses globally. Its worldwide partner network helps customers with setup, migration, and ongoing services. Kerio Connect, Kerio Control and Kerio Operator are powerful and secure and are easy to set up and administer. Kerio designed all three products for cross-platform environments and to provide a variety of deployment options.

Level 3

Program: Level 3 Partner Program

Channel Program Manager: Garrett Gee

Title: Channel Chief

Location: Broomfield, Colo.


Multiple programs for multiple Partner models and business types. From the traditional Channel Partner Program to our newly established Cloud Connect Partner and Solution Provider Partner programs we've designed our award-winning Partner Programs with you in mind. Whether you're selling with us or building our services into your solutions, you'll get full-scale support locally and globally. Together, we can work toward the same goal of providing the services and solutions your customers need.

Masergy Communications, Inc.

Program: Masergy Global Partner Program

Channel Program Manager: Chuck Ward

Title: VP, Global Channel Program

Location: Plano, Texas


Masergy's Global Partner Program benefits businesses and individuals that influence, recommend or require WAN or communications services when addressing the needs of their enterprise clients. Masergy's partners include value-added resellers, master agents, independent consultants, and more. Masergy works closely with these partners to develop comprehensive strategies for growth opportunities and joint marketing initiatives. Companies looking to partner with Masergy can do so in three ways by referral, joint sale, or reseller. Referral partners is a simple and straightforward approach that involves introducing Masergy to an enterprise client resulting in new business. Joint sale partners works with Masergy's sales team to offer a comprehensive solution to an enterprise client that drives revenue for the partner's core business as well as Masergy's. Lastly, a reseller partner owns the entire customer lifecycle by using Masergy's expertise.