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A number of vendors have launched or enhanced their channel partner programmes with a view to rolling out a fresh approach to increase growth in the back half of the year.
Communications player 8x8 has expanded its Open Channel programme globally to unite all of its partner efforts across Europe, Middle East and Africa (EMEA), North America, and Asia-Pacific (APAC). The firm already has more than 1,000 active partners, and the latest enhancements should make life easier for master agents, sub agents and value-added resellers (VARs).
The firm has also introduced an authorised level and offered performance-based tiers, with Insight, CDW and Softcat being the three UK platinum partners.
“We work with the best and fastest-growing partners around the globe. Not only have they been instrumental in our success, but more importantly are helping businesses and organisations of all sizes transform the digital workplace and strengthen business resilience efforts by moving their on-premise communications and customer engagement to the cloud,” said John DeLozier, senior vice-president and global channel chief at 8x8.
“The shift to operate-from-anywhere enterprise communications has been elevated to a board-level and C-suite imperative, and is a major opportunity globally for the channel. We are investing in the 8x8 Open Channel Program to provide all of the benefits, tools, resources and support required so both our partners and their customers can succeed.”
Data management player Veeam has also chosen this week as the moment to take the wraps off some enhancements to its ProPartner Programme for VARs across EMEA.
The firm is keen to make sure that its partners. at all levels, are getting to grips with its portfolio and are becoming digital advisers to customers. To aid that, the vendor is rewarding silver, gold and plantinum partners with a points-based system.
The channel will also be rewarded for moving to subscription-based services and the firm is promising to streamline purchasing processes and signal more cross-selling and up-selling opportunities.
Points can be gained through going through the programme’s new competencies and can result in prizes including incentive rebates, a free seat at the Veeam Certified Engineering partner training course or free attendance at VeeamON 2021.
“Veeam’s go-to-market strategy is 100% channel, and we are empowering all of our partners to thrive in the evolving business landscape and better respond to customer demands,” said Daniel Fried, general manager and senior vice-president of EMEA and worldwide channels at Veeam.
“As businesses continue to pursue digital transformation and embrace cloud data management, we want to help our partners add greater value and build more strategic relationships with our joint customers. Working closely with our partners to achieve a greater understanding of Veeam solutions will help VARs stand out from the crowd, offer new services that drive profitability and growth, and continue to adapt to and support increasingly complex IT environments,” he added.
Cchannel services group Synaxon has updated its framework for its SynMSP membership hoping that it can attract some more managed service players (MSPs) into the fold. Synaxon is offering to work closely with those that sign up and is offering a tempting 50% reduction on the usual monthly fee for the first 12 months, saving £900.
“The SynMSP programme is all about shaping and nurturing a collaborative community of engaged MSPs that will work together to develop themselves and advance their businesses. It is designed for every MSP, whatever stage of development they have reached,” said Mike Barron, managing director of Synaxon UK.
“The success of SynMSP to date demonstrates that there is tremendous value to be gained by bringing committed business leaders together to share best practices and new ideas and learn from each other.”
The first flavour of the SynMSP programme launched at the start of last year, and currently has 80 members, who will all have access to the benefits being offered through the new framework.
Digital meeting places specialist Compodium has not only launched a fresh programme to drive EMEA growth, but has appointed Hubert Da Costa as vice-president of global channels.
Da Costa brings to Compodium decades of experience in building European businesses for firms, including Cybera, Cradlepoint, NCR Corporation, Juniper Networks and Avaya.
He comes at a time when the coronavirus has seen a boom in video collaboration, and the business is looking to appoint a select number of partners across the region to drive sales in finance, healthcare, small and medium-sized enterprises (SME), education and government/public sector vertical markets. The firm is committed to developing at 100% channel-focused business going forward.
“For many businesses, recent events have fundamentally changed the way they operate. Home working has taken off in a way that we could never have imagined. Thanks to technology, we’re as productive in our own homes as we are in a traditional office environment. There’s no question as to the significance that video conferencing has played here," said Da Costa.
IP phone specialist Snom is giving its silver and gold partners with a summer promotion that should help on the cash front. The firm is providing potentially five-times higher bonuses for products sold between July and September, ranging from a digital enhanced cordless telecommunications (DECT) handset to a base station.
“We are currently experiencing an unprecedented situation that is economically challenging for us and our partners,” said Gernot Sagl, CEO at Snom Technology. “We believe that, especially now, collaboration is beneficial for everyone – which is why we have decided to raise the bonuses that our partners receive from us when they buy a Snom product.”
“Since its launch at the beginning of 2018, our partner programme has grown to more than 3,000 partners in the first 18 months alone – and we now have well over 4,000,” said Sagl.
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