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Partner programme launches continue to stack up

Not only are those running vendor channel teams busy supporting current partners, but some have found the time and focus to devise fresh channel programmes

Regardless of the unusual situation we all find ourselves in, the channel has to keep moving forward, and the development of partner programmes is a key way for vendors to introduce structures that will support growth.

As the Covid-19 coronavirus pandemic continues, those with established schemes might be putting much of their effort into increasing training and easing access to marketing development funds (MDF). For others, however, this is the time to launch something fresh, with an eye on preparing partners for a more normal world. 

Here, we look at partner programmes introduced by cloud comms player RingCentral, enterprise resource planning (ERP) specialist Unit4, cyber security suppliers ESET and Tanium, and workforce productivity provider ActivTrak, 


Cloud comms player RingCentral has cut the ribbon on its Ignite! programme, with the aim of giving the channel more control over the sales process they use to reach customers with up to 400 employees.

The latest enhancements mean qualifying partners will be able to manage the sales process end-to-end for those customers that come under the 400 staff bracket. The channel will be able to provide quotes, access remote teams for sales support and close deals that have higher incentives.

“Now more than ever, organisations need technology that allows them to work from anywhere,” said Zane Long, senior vice-president of global partner sales at RingCentral. “With the new Ignite! programme, we remain committed to our partners by providing them with even more flexibility and choice.” 


ERP specialist Unit4 has introduced a Global Partner Programme that is designed to arm the channel with the tools to help customers improve workplaces and productivity.

The vendor has defined partners by type, including “go-to-market partners’, which include resellers and original equipment manufacturers (OEMs); “product and innovation partners”, which include independent software vendors (ISVs), and “service and delivery partners, which include systems integrators (SIs).

The broad structure is the classic three tiers – select, premier and elite partners – with the vendor increasing support and incentives as partners climb up those rankings.

“As customer expectations continue to rise, our Global Partner Programme is tailored to help us meet those expectations, and to continue to scale our business to meet market demand,” said Beata Wright, global head of partner ecosystems at Unit4.

“Having partners that can enhance the capabilities of our People Experience suite by building extensions and plugging into our solutions is core to our strategy and critical to meet the needs of our global customer base,” added Wright.


Cyber security player ESET has also looked to react to varying different partner types with increased flexibility.

The firm has built on its recent moves to allocate more account managers by streamlining the offerings partners can choose to take out to customers.

“The launch of our Channel Partner Programme is a way for us to further enable our partners to grow and develop their business with ESET. From dedicated account management and tailored training packages to bespoke sales and marketing resources, we are here to support our partners with industry-leading experience as well as our multi-award-winning technology,” said David Mole, ESET’s channel director.

“The new technical training will enable partners and their engineers to fully understand the products they are deploying in this ever-changing threat landscape,” he added.


Workforce productivity player ActivTrak has launched a managed service provider (MSP) partner programme that has kicked off with 25 global members.

The programme has three levels based on the number of total users under management, and partners can unlock benefits, including reduced subscription costs per licence, as they progress through the tiers.

Those signing up will also get access to the vendor’s MSP Command Centre, a management console that gives partners the chance to deploy and manage multiple customers.

“We’re excited to formally launch our partner programme, bringing together top experts and best practices in workforce productivity and analytics,” said Justin Endres, chief revenue officer at ActivTrak.

“Building out a diverse ecosystem of MSPs will help us expand new routes to market, and drive growth and revenue in countries around the world. If early interest is any indication, demand for insight-oriented solutions like ours will only continue to grow,” he added.


Cyber security company Tanium has announced that its Partner Advantage Programme is now live.

The key components of the scheme include a departure from the usual tiered structure with a pledge to make life simple and flexible for partners. Resellers can work with the vendor through a personalised portal experience and register for training.

The firm has being adding more executive muscle behind its partner efforts with the recent appointment of Todd Palmer as global head of partner sales, along with a fresh face in the vice-president of global alliances and channels role, Tom Herrmann.

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