Partner Trends #033

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

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Around the Industry

  • Microsoft announced that it would acquire RiskIQ, a cybersecurity leader that provides threat intelligence services, to increase its security offerings as companies continue to shift to remote and hybrid working strategies. RiskIQ’s technology provides data to customers to help them assess the security of their entire enterprise attack surface to identify and address any vulnerable asset before an attacker can compromise it. With the acquisition, Microsoft plans to integrate RiskIQ’s services into its flagship security offerings.

  • ZoomInfo announced that it intends to acquire, a leader in conversational intelligence solutions, for $575 million. Chorus allows companies to use AI to listen to conversations to help improve interactions with customers on every sales, support, and recruiting call. Acquiring Chorus will give ZoomInfo the ability to bring together different parts of the sales process into a single platform to help customers make better decisions when searching for target accounts, monitoring account activity, and triggering automated workflows.

Partner Program Announcements

  • Qlik announced a new track to their partner program that enables partners to transform their businesses to a lifetime value model focused on service, success, and solutions. The Cloud Services track is designed to make it easier for partners to work with Qlik to meet modern customer needs and drive larger and more strategic customer opportunities. In addition, partners who are making the shift from a focus on indirect perpetual license sales to building recurring revenue streams will receive enhancements such as access to new incentives, integrated CRM/PRM experience, updated rules of engagement, and an updated co-sell model.

  • Veritas announced the launch of its 2022 Veritas Partner Force Program to foster an increase in earnings for its channel community. In addition, the new program will provide partners further rewards and updated tools, incentives, and deeper collaboration as they help customers recover from ransomware attacks and manage data across increasingly complex multi-cloud environments.

  • Mitel announced two new cloud-centric programs for partners. The Mitel Amplify and Velocity programs will allow partners to align cloud opportunities with their preferred business models that optimize revenue potential and strengthen customer relationships. Partners who join the Amplify program will receive enablement certifications, dedicated account managers, specialized support, competitive commissions, and incentives. Partners who join the Velocity program will receive dedicated business planning, executive support, technical training, and premier recognition.

  • Cybereason announced the launch of its global partner community. The Cybereason Defenders League is designed for partners of all sizes and offers several paths and tiers to help them grow based on their business goals. Depending on which path a partner pursues, they can receive flexible commercial models, improved service margins, and the tools and support needed to uncover new sales opportunities.

Partnership Announcements

  • Microsoft and NEC announced an expansion of their decades-long partnership to leverage Microsoft’s Azure and 365 offerings with NEC’s network and IT expertise to help customers further accelerate their cloud adoption and digital transformation initiatives. In addition, the combination of Azure and both companies’ AI and IoT technologies and expertise will allow them to explore network innovation initiatives built on Azure for both enterprise and specific industries.

  • Poly, a professional-grade audio and video technology leader, and CLIPr, a Video Analysis and Management platform provider, have announced a strategic partnership to help enterprise customers increase productivity through advanced video conferencing analysis. CLIPr’s technology analyzes audio and visual cues using natural language processing and emotion detection to index the most important moments and topics. As a result of the partnership, Poly customers can manage and extract important moments of recorded video content processed by CLIPr’s machine-learning platform to organize, search, and share with ease.

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