2023 Partner Program Guide: 5-Star Networking and Unified Communications Vendor Programs
As part of the Partner Program Guide, CRN designates some vendor channel programs as 5-Star Programs. Here are the 5-Star Programs among networking and unified communications vendors for 2023.
Making The Channel Connection
The CRN 2023 Partner Program Guide offers the information solution providers need to evaluate the channel programs operated by the IT vendors they work with or are considering partnering with. The guide is based on detailed applications submitted by vendors – more than 300 this year – outlining all aspects of their partner programs.
As part of the Partner Program Guide, CRN designates some programs as 5-Star Partner Programs because they provide the most comprehensive lineups of incentives, resources, training, services and benefits.
Here we provide snapshots of the 5-Star designees in the networking and unified communications space. Details of every vendor’s partner program can be found here.
Slide shows in the 5-Star Partner Program Guide series running this week include companies that provide products and services in cloud platforms and infrastructure, devices and peripherals, data storage and backup, networking and unified communications, security, software, and systems and data center, in addition to 5-Star partner programs operated by distributors and emerging vendors. While many companies provide products and services that span multiple technologies, we’ve assigned each vendor to the slide show for the technology category in which they are most prominent.
8x8
Program Name: 8x8 Elevate Partner Program
Year Program Established: 2022
Channel Chief: Lisa Del Real, Global Channel Chief
Most Significant Changes To Partner Program Over The Past Year: We launched the 8x8 Elevate Partner Program, a global program with incredible incentives and complementary training and certifications, while allowing partners to choose how to work with us, whether as an agency or resale partner. We also launched the Elevate MP Program to help Microsoft partners grow their business through Teams.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=2
Aruba, a Hewlett Packard Enterprise company
Program Name: HPE Partner Ready for Aruba
Year Program Established: 2016
Channel Chief: Donna Grothjan, VP, Worldwide Channels
Most Significant Changes To Partner Program Over The Past Year: Over the past year, Aruba has significantly enhanced the partner experience with the introduction of a refreshed, easy-to-use HPE/Aruba partner portal and Partner Connect, featuring a new solution catalog. We streamlined our MDF program, expanded available marketing campaigns, improved sales, and technical enablement resources, and enriched our value-selling tools.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=23
AT&T Partner Solutions
Program Name: AT&T Partner Solutions
Year Program Established: 2017
Channel Chief: Sarita Rao, SVP, AT&T Integrated & Partner Solutions
Most Significant Changes To Partner Program Over The Past Year: We worked hard to simplify our overall business. We opened up more sales opportunities by giving solution providers access to thousands of accounts in global business. We launched modules supported by solution providers to grow acquisition in mid-market accounts, giving our solution provider partners more opportunities for new customer acquisition.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=26
Avaya
Program Name: Avaya Edge
Year Program Established: 2016
Channel Chief: John Lindsley, VP, North American Channel Sales
Most Significant Changes To Partner Program Over The Past Year: Avaya enables partners to meet customers where they are on their cloud journey, simplifying their migration to the cloud, at their pace, with the support they need resulting in innovation without disruption. This year our largest investment is in new customer acquisitions and cloud conversions.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=29
Ciena
Program Name: The Ciena Partner Network Ecosystem Program
Year Program Established: 2022
Channel Chief: Matt Cook, VP, Global Partners
Most Significant Changes To Partner Program Over The Past Year: Ciena launched an ecosystem model for our partner program to promote collaborative selling. It is purpose-built to provide flexibility for various business models. The Ciena Partner Network Ecosystem provides broader opportunities to leverage a network of partnerships and will offer partners within the ecosystem rewards for their participation and engagement.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=50
Cisco Systems
Program Name: The Cisco Partner Program
Year Program Established: 2020
Channel Chief: Oliver Tuszik, SVP, Global Partner and Routes to Market Sales
Most Significant Changes To Partner Program Over The Past Year: In the past year, we launched six solution specializations, which help partners demonstrate their solution expertise using a lightweight format that is tied directly to customer priorities and gives partners more flexibility in how they can achieve recognition in the Cisco Partner Program.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=51
Comcast Business and Masergy
Program Name: Comcast Business Solutions Advisor Program
Year Program Established: 2011
Channel Chief: Craig Schlagbaum, SVP & Channel Chief
Most Significant Changes To Partner Program Over The Past Year: Combining Comcast Business’ high-quality network and scale with Masergy’s innovative, solutions-oriented approach, we prepare businesses for what’s next with a full suite of technology solutions including connectivity, secure networking with global reach, security, and unified communications – all tailored to meet each customer’s individual needs.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=58
Cradlepoint
Program Name: Cradlepoint Global Partner Program
Year Program Established: 2008
Channel Chief: Eric Purcell, SVP, Global Partner Sales & Alliances
Most Significant Changes To Partner Program Over The Past Year: Cradlepoint dedicated their partner initiatives to launch and accelerate partner incentives based on technical training, YoY Growth, and marketing expertise. The Mountaineer program drove high performing technical partners, highlighting how they best solve customer solutions. Launched a marketing-specific specialization, giving partners the tools and resources to enhance their co-marketing.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=64
Extreme Networks
Program Name: Extreme Partner program
Year Program Established: 1996
Channel Chief: Scott Peterson, SVP, Global Channel Sales
Most Significant Changes To Partner Program Over The Past Year: Extreme introduced specialized program badges for select verticals and the first-of-its kind industry badge for Diversity, Equity, and Inclusion (DEI) to foster more equitable workforces across our partner network. The badges recognize partners for their ability to win business and distinguish their commitment to driving better customer outcomes.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=92
F5
Program Name: F5 Unity+ Partner Program
Year Program Established: 2008
Channel Chief: Lisa Citron, VP, Global Channel Sales
Most Significant Changes To Partner Program Over The Past Year: We built a methodology to introduce practice building into our channel ways of working, resulting in two Practice Builder programs that provide in-depth knowledge and essential resources and support to enable partners to accelerate their business growth. We also launched concierge marketing services to help partners augment their marketing capability.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=93
Gigamon
Program Name: Catalyst Channel Program
Year Program Established: 2013
Channel Chief: Eli Jacobson, Director, Channel Strategy & Operations
Most Significant Changes To Partner Program Over The Past Year: The way partners and customers engage and consume content and training has changed. Gigamon did a complete overhaul of our training, certifications, and content this past year to ensure we are more use case- and business outcome-focused. We saw engagement metrics dramatically increase resulting in better competency for our solutions.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=104
GoTo Technologies
Program Name: GoTo Partner Network
Year Program Established: 2007
Channel Chief: Michael Day, VP, Global Partner Sales
Most Significant Changes To Partner Program Over The Past Year: Dedicated MDF program and formal lead generation activities including Partner Concierge Program (third-party vendor uncovering leads we pass to partners). Launching of Partner President Club & Partner Advisory Boards globally. Consistent and competitive quarterly Incentives. International expansion, dedicated partner success, dedicated partner support and partner experience [through] Partner Appreciation Week.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=108
Infoblox
Program Name: Infoblox Skilled to Secure Trusted Partner Program
Year Program Established: 2022
Channel Chief: Chris Millerick, VP, Global Partner Sales & Alliances
Most Significant Changes To Partner Program Over The Past Year: Infoblox announced the new Skilled to Secure Trusted Partner Program, representing a complete redesign of Infoblox’s partner program to unlock the full partner profitability potential selling Infoblox technologies from a place of competence that enables the confidence and trust to engage our shared customers successfully.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=124
Intermedia Cloud Communications
Program Name: Intermedia Champions
Year Program Established: 2006
Channel Chief: Jonathan McCormick, COO and Head of Sales
Most Significant Changes To Partner Program Over The Past Year: The continued focus on providing our partners with an ever-increasing, comprehensive library of tools, resources, and brandable content to help speed the time to lead and close [deals]. From automated marketing campaigns and MDF management, to on-demand training content, Intermedia’s goal is to simplify and accelerate selling the cloud.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=133
Juniper Networks
Program Name: Juniper Partner Advantage
Year Program Established: 1996
Channel Chief: Gordon Mackintosh, VP, Global Channels & Virtual Sales
Most Significant Changes To Partner Program Over The Past Year: Juniper has introduced a new structured approach to help partners build, sustain and grow their Juniper practice while earning more incentives and rewards. This enables partners to design a plan that offers the most profitability and growth for their unique business and resell Juniper solutions and managed services through NaaS.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=139
Mitel
Program Name: Mitel Global Partner Program
Year Program Established: 2018
Channel Chief: Daren Finney, SVP, Global Sales
Most Significant Changes To Partner Program Over The Past Year: In 2022, we reset Mitel’s Global Partner Program to align with a customer lifecycle management (CLM) philosophy. With this evolved vision and strategy, we have driven more success by enabling partners to become more strategic with existing customers while demonstrating the value of customer engagement to grow new end-customer opportunities.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=164
NetBrain Technologies
Program Name: NetBrain Channel Program
Year Program Established: 2022
Channel Chief: Alex Alvarez, SVP, Worldwide Partners and Alliances
Most Significant Changes To Partner Program Over The Past Year: Additional incentive for partner deal development, which incents partners to own entire sale cycle whenever possible.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=171
Nextiva
Program Name: Nextiva Partner Program
Year Program Established: 2020
Channel Chief: Olen Scott, Channel Chief
Most Significant Changes To Partner Program Over The Past Year: Increased flexibility through our partner choice model - you choose your sales motion. Expanded the Partner Teaming Units for greater support and enablement. Launched lead management with deal protection and incremental support from Nextiva resources to close deals faster.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=179
RingCentral
Program Name: RingCentral Reach
Year Program Established: 2010
Channel Chief: Zane Long, SVP, Global Partner Sales
Most Significant Changes To Partner Program Over The Past Year: With the introduction of RingCentral Reach, RingCentral has launched a new era in its award-winning partner program. RingCentral Reach continues to provide each and every partner with the world-class support RingCentral is known for, while building upon that foundation with additional rewards and resources for top revenue-generating partners.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=220
Riverbed
Program Name: Riverbed Rise
Year Program Established: 2018
Channel Chief: Alex Thurber, SVP, Global Partners and Alliances
Most Significant Changes To Partner Program Over The Past Year: Increased investment in partners with deep expertise [and] increased deal registration discount for new partner-initiated opportunities and teaming discount for actively co-selling/adding business and technical value to Riverbed initiated-opportunities. Introduced SaaS specialization, Alluvio Aternity DEM, rewarding for expertise in sales, implementation, and delivery of Riverbed SaaS solutions.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=221
Spectrum Partner Program
Program Name: Spectrum Partner Program
Year Program Established: 2008
Channel Chief: Michelle Kadlacek, VP, Enterprise Partner Program
Most Significant Changes To Partner Program Over The Past Year: Added multi-location serviceability tool in PartnerLink and integrated with Salesforce Communities. Expanded channel sales team resources include a managed service specialists team, and additional regional and VAR channel managers. Added upfront commission options for Spectrum Business services and enhanced automation to allow partners to manage orders more effectively.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=258
Verizon
Program Name: Verizon Partner Network
Year Program Established: 2013
Channel Chief: Wendy Taccetta, SVP, Small & Medium Business Solutions & Verizon Channel Chief
Most Significant Changes To Partner Program Over The Past Year: We launched innovative new tools for partners including a new dedicated partner training platform, the Partner Solution Finder tool to help connect Verizon Sales with partners, performance reporting dashboards for aligned decision-making, Highspot direct sales enablement for partner teaming, and a best-in-class commissions process including a deal registration option.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=292
Versa Networks
Program Name: ACE (Accelerate, Captivate, Engage) Partner Program
Year Program Established: 2021
Channel Chief: Evan Fromberg, SVP, North America Enterprise & Channel Sales
Most Significant Changes To Partner Program Over The Past Year: We expanded field engagement and MDF investments through the hiring of channel managers in North America. We revamped our SASE curriculum and launched the SASE TechTalk Series. TechTalk provides Versa partners [with] access to live technical sessions on a variety of SASE topics. These sessions are also recorded and available on-demand.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=294
Vonage
Program Name: Vonage Channel Partner Program
Year Program Established: 2018
Channel Chief: Jim Regan, Channel Chief
Most Significant Changes To Partner Program Over The Past Year: 2022 was an award-winning year for Vonage - the largest to date in the channel. As a result, the company has made the decision to more than double our in-field presence, digging deep to develop training and sales program tools and resources, making it easier for partners to sell Vonage.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=300
Zoom Video Communications
Program Name: Zoom Up Partner Program
Year Program Established: 2021
Channel Chief: Todd Surdey, Head of Global and Business Development
Most Significant Changes To Partner Program Over The Past Year: Launched the Partner License Program to offer partners access to free/discounted products for training, internal use and demos. Expanded the number of competencies partners can participate in and earn. Expanded the Partner Demand Center, our central hub for demand generation. Launched Partner Video Center, our one-stop for partner-ready video content.
Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=309