Partner Trends #019

Your weekly source for news in the world of channel partners, strategic alliances, and partnerships.

👋 Hello! I’m Peter, and you're reading Partner Up - the newsletter that helps you build and leverage successful partnerships and partner programs.

Each month, I publish two types of newsletters. The one you’re reading is a weekly newsletter that contains curated articles from around the industry.

If you're new here, you can read my introductory post to learn what Partner Up is all about.

If you're not a subscriber yet and want to sign up for future issues, enter your email below.

Around the Industry

  • Synnex announced that they have entered into a definitive merger agreement with Tech Data valued at approximately $7.2 billion. The combined company will become the world’s largest IT distributor. The merger is expected to close in the second half of 2021 and will support more than 1,500 vendors and OEMs and serve more than 100 countries.

  • RingCentral announced the acquisition of Kindite, a cryptographic technologies startup. Kindite’s technology mitigates and reduces security and privacy risks to information and application in the cloud. The new technology will be incorporated into RingCentral’s global communications platform, providing customers with enhanced security capabilities such as end-to-end encryption.

  • Staffbase, a leading internal communication platform provider, announced it would merge with Bananatag, an internal communication solution provider. The joint company will be under the Staffbase brand with a combined 1,000 customers serviced today. It will become the biggest in team size and revenue for internal communication software on the market.

  • ServiceNow announced it would acquire Intellibot, a robotic process automation company, to help customers automate repetitive tasks for intelligent end-to-end automation. ServiceNow intends to build Intellibot’s capabilities into the Now Platform to allow for easier integration with both modern and legacy systems so customers can automate workflows and drive productivity.

Partner Program Announcements

  • VMWare recently announced its new Customer Lifecycle Incentive Program that will give partners an incentive to provide technical assessments, proof of concepts, and partner-to-partner cooperation. The new program will help VMWare catch up to companies like Microsoft who offer similar partner funding to drive SaaS and subscription adoption.

  • Claroty, an industrial cybersecurity solutions vendor, introduced its new partner program. The Claroty Focus Partner Program will feature three partner levels, Authorized, Visionary, and Elite, and include a partner portal that gives technical tools, business tools, training, deal registration, marketing collateral, and resources MDF. Several partner tracks will also be designed to deliver tailored programs for specific partner focus areas such as IACS/ICS vendors, MSSPs, consultants, and OT security integrators.

  • Zoom recently announced new enhancements to its Master Agent Referral Partner Program. New benefits to the program include increased partner revenue on qualifying deals with Zoom Phone and Zoom United and a simplified commission structure. The program was just launched one year ago and currently has 11 Master Agents and more than 2,000 Sub-Agents participating.

  • Cyxtera, a global leader in data center colocation and interconnection services, announced the Cyxtera Global Federal Partner Program's launch. The program is an extension of the company’s core Global Partner Program that launched in 2020. The new program extends its benefits to federal reseller partners solving critical IT challenges for federal government agencies. The new program will provide benefits such as opportunity investments, deal registration, and training based on three different tiers - Platinum, Gold, and Silver.

  • Itron announced that it had expanded its sales channel partner program to EMEA. The Itron Engage Sales Channel Partner Program will give new and existing partners in EMEA access to enhanced tools, training, and support for Itron’s smart solutions for cities, utilities, and municipalities. The program will also feature various benefits and rewards for partners who exhibit both expertise and consistent performance.

Partnership Announcements

  • Toshiba announced a strategic alliance with Fortem Technologies, a technology leader in counter-drone security. As part of the alliance, Toshiba has invested $15 million into the company. Through the alliance, Toshiba aims to expand its radar-based security solutions business with Fortem’s complementary system to provide customers a highly effective detection and interception system.

  • Fortinet has announced a strategic alliance with Linksys, a well-known home networking equipment provider, that included an investment of $75 million to support the alliance efforts. The strategic alliance lets Fortinet deliver enterprise-grade secure, reliable network connectivity for home-based workers.

Recent Articles

  • The next generation of partnerships and ecosystems will require more efficient and innovative ways to be successful. Read how to apply the Disney Creative Strategy to unlock creative ideas that meet your partners' needs.

Did you enjoy this article? Subscribe now to get instant access to the latest articles covering partnership and alliance growth and management when they arrive.