Closing Argument: IT Vendors’ ‘Elevator Pitches’ For Channel Recruits

As part of the CRN 2023 Partner Program Guide questionnaire, we asked IT vendors to provide their “elevator pitch” to convince solution providers to join their partner program. Here’s what 25 had to say.

And Here’s The Pitch…

IT vendors have much to offer their channel partners in terms of products and leading-edge technology, services, incentives, financial assistance, technical training, marketing resources and expertise, and a whole lot more – as is clear in the CRN 2023 Partner Program Guide.

But all the details can be overwhelming for partners when making the critical decision of which IT vendors to ally themselves with. That’s why in this year’s Partner Program Guide questionnaire, we asked IT companies this question: What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

We included the answers for all 300-plus companies as part of their 2023 Partner Program Guide profiles. In the following slides we highlight the answers from 25 leading IT companies that provide a good cross-section of the responses we received.

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.

Slide shows in the 5-Star Partner Program Guide series 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.

AMD

Program Name: AMD Partner Program

Year Program Established: 2022

Channel Chief: Terry Richardson, North American Channel Chief

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

Our AMD Partner Program offers the potential to increase your competitive position by delivering best in class solutions tied to various investments, including sales and marketing support, plus financial incentives that can be leveraged to help accelerate your AMD business. Participation in the AMD Partner Program is by invitation only.

Partner Program Details: Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=15

Arctic Wolf

Program Name: The Arctic Wolf Partner Program

Year Program Established: 2016

Channel Chief: Will Briggs, SVP, Global Channels

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

Arctic Wolf is 100-percent channel partner-centric from the top down. We are one of the fastest growing companies in cybersecurity and recently expanded to EMEA and the ANZ-region. Our industry-leading security operations solutions span the entire security operations framework and help our partners create recurring revenue streams for their business.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=21

Aruba, a Hewlett Packard Enterprise company

Program Name: HPE Partner Ready for Aruba

Year Program Established: 2016

Channel Chief: Donna Grothjan, VP, Worldwide Channels

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

Partner with Aruba to transform your customers’ experiences and create new opportunities to grow your business. Get industry-leading expertise and resources to deliver superior “Edge-to-Cloud” and “Everything-as-a-Service” solutions through our innovative partner program, which rewards partners at all levels, recognizing those offering exceptional value to customers. Go further with Aruba.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=23

Cisco Systems

Program Name: The Cisco Partner Program

Year Program Established: 2020

Channel Chief: Oliver Tuszik, SVP, Global Partner and Routes to Market Sales

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

Cisco’s Partner Program has been an award-winning, industry leader for more than two decades. Cisco has repeatedly demonstrated that we are partner-first. Our Cisco Partner Program is a value- and role-based program that allows partners to differentiate their unique skills in the market and build a profitable business with Cisco.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=51

Dell Technologies

Program Name: Dell Technologies Partner Program

Year Program Established: 2017

Channel Chief: Rola Dagher, Global Channel Chief

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

With Dell Technologies partners have access to the innovation and breadth/depth of our market-leading portfolio; a trusted, intelligent, secure supply chain; the power of our purpose-driven brand; our expansive partner ecosystem and a world-class partner experience, built with and for our partners.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=80

Eaton

Program Name: Eaton Power Advantage Partner Program

Year Program Established: 2009

Channel Chief: Herve Tardy, VP Marketing & Strategy Critical Power and Digital Infrastructure

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

We see things from a unique perspective: yours. We know customers look to you to help keep their businesses up and running and designing the right solution for the right application. We’ve created a program that provides the elements you need, the support you want and the rewards you deserve.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=85

ESET

Program Name: ESET Partner Connect Program

Year Program Established: 2006

Channel Chief: Ryan Grant, VP, Sales

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

ESET is a channel-first company. ESET’s channel program is based on three pillars: profitability, predictability and protection. Our partners have rich margins, incumbency protection and deploy innovative products backed by 35 years of reliability and global research. We provide the best-in-class cybersecurity solutions, sales, marketing and local customer support.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=87

Fortinet

Program Name: Engage Partner Program

Year Program Established: 2000

Channel Chief: Jon Bove, VP, Channel Sales, U.S.

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

To meet the goal of partner profitability and efficiency, Fortinet’s products are tightly integrated into one automated, broad platform, that spans endpoints, networks and clouds. This Security Fabric, combined with our 100-percent commitment to the channel, means your business can remain profitable, while ensuring you exceed your customers’ security goals.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=100

GoTo Technologies

Program Name: GoTo Partner Network

Year Program Established: 2007

Channel Chief: Michael Day, VP Global Partner Sales

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

GoTo is the only all-in-one solution for business communications and IT support, making IT easy and affordable. Partnering with GoTo will differentiate your offering with remote IT support products, simplified sales, integration and support; help you earn more with competitive commissions and incentives; and gain invaluable support and enablement resources.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=108

Hewlett Packard Enterprise

Program Name: HPE Partner Ready Vantage Program

Year Program Established: 2022

Channel Chief: Simon Ewington, VP, Worldwide Distribution

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

Capture your share of the as-a-service market and differentiate your business with HPE and Aruba solutions. Earn incentives and access a collection of proven sales, technical, and go-to-market resources to enhance your expertise based on your business model. Expand your capabilities to incorporate service delivery under your brand or HPE.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=112

Intel

Program Name: Intel Partner Alliance

Year Program Established: 2021

Channel Chief: John Kalvin, VP, Sales, Marketing and Communications Group and General Manager of Global Partners & Support

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

Accelerate your growth. Intel Partner Alliance membership gives you exclusive business-building opportunities, like entry to our global marketplace, advanced training and promotional support – all tailored to your needs.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=131

Lenovo

Program Name: Partner Engage Program

Year Program Established: 2018

Channel Chief: Pascal Bourget, COO and Channel Chief, Lenovo International Markets

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

Our channel-centric approach allows us to serve partners looking for consistency, recurrency and a vendor that can continue to help gain both depth and breadth with customers. Through our strategic alliances and the L360 framework, we are positioned to provide a great experience for all partner types and our mutual customers.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=148

Menlo Security

Program Name: Boost Partner Program

Year Program Established: 2019

Channel Chief: Todd Wilson, VP, Global Channels

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

Menlo Security’s Boost Partner Program moves beyond the transactional channel partner and focuses on enabling the best retention-focused partners. This allows partners to drive adoption, continue to deliver a better customer service and enables partners to up-sell and cross-sell.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=161

N-able

Program Name: N-able Partner Program

Year Program Established: 2021

Channel Chief: Frank Colletti, EVP, Worldwide Sales

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

We don’t take the term “partner” lightly. For us, it’s about earning that title. N-able offers comprehensive resources, technology and training to help our partners become the best MSPs in the world. We meet our partners where they are, help them optimize their business, and make this a win-win relationship.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=166

NetApp

Program Name: NetApp Unified Partner Program

Year Program Established: 2002

Channel Chief: Jenni Flinders, SVP, Worldwide Partner Organization

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

Fundamental to NetApp is our commitment to partners. The partner program enables our partners, regardless of how they define themselves (e.g., solution provider, system integrator or service provider), or their business model (transact, consume, influence) to influence, sell, implement and support our entire portfolio of products and solutions.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=170

Oracle NetSuite

Program Name: NetSuite Solution Provider Program

Year Program Established: 2002

Channel Chief: Craig West, Group VP, Channel Sales & Alliances

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

NetSuite’s integrated business system allows partners to take advantage of the growing demand for cloud ERP and help their customers to adapt and thrive. As part of the program, partners receive unmatched revenue-sharing on new licenses and renewals, generous co-op accrual, advanced partner support, and more.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=194

Palo Alto Networks

Program Name: NextWave Partner Program

Year Program Established: 2011

Channel Chief: Tom Evans, VP, Worldwide Channel Sales

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

We empower partners to deliver the most comprehensive cybersecurity portfolio through our award-winning NextWave Partner Program, designed to enable differentiation, enhance profitability, expand opportunities and empower success. At Palo Alto Networks, partners are critical to our future success and we consider them valued members of our global sales team.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=196

RingCentral

Program Name: RingCentral Reach

Year Program Established: 2010

Channel Chief: Zane Long, SVP, Global Partner Sales

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

RingCentral is not only the UCaaS market leader – we also prioritize the channel from the CEO on down. With RingCentral Reach, every partner gets the support of a dedicated channel manager, plus access to our strategic events and portal. But as you grow your business with RingCentral, that’s only the beginning.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=220

Schneider Electric

Program Name: mySchneider IT Partner Program

Year Program Established: 2022

Channel Chief: Shannon Sbar, VP of Channels, North America

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

Joining the mySchneider IT Solutions Partner Program will enable you to drive growth and build successful businesses while delivering value to your customers. The program provides key business enablers, tools, incentives, benefits and trainings focused on our complete IT physical infrastructure solutions.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=233

Skyhigh Security

Program Name: Skyhigh Security Altitude Partner Program

Year Program Established: 2023

Channel Chief: Scott Goree, VP, Global Partners & Alliances

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

We want to be known for being easy to do business with. We have designed and implemented a channel with a simple tiered program, with strong deal registration protection for front-end margin and an easy-to-use portal experience. Did we mention the rebate earned on dollar one for deal registered bookings?

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=250

Tanium

Program Name: Tanium Partner Advantage

Year Program Established: 2007

Channel Chief: Todd Palmer, SVP, Global Partner Sales

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

Tanium Partner Advantage (TPA) offers partners the ability to build practices with high customer lifetime value through uniquely lucrative resell and managed service offerings, and the flexibility to build custom solutions on the Tanium platform. Tanium supports and recognizes partners for the cumulative value they bring to the customer lifecycle.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=312

Verizon

Program Name: Verizon Partner Network

Year Program Established: 2013

Channel Chief: Wendy Taccetta, SVP, Small & Medium Business Solutions & Verizon Channel Chief

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

By joining the Verizon Partner Network you can rely on our global network of industry experts to help you expand into new markets, deliver reliable and innovative solutions, and collaborate with Verizon in one of many flexible partner models. Leverage our extensive training curriculum and world-class solution portfolio.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=292

Wasabi Technologies

Program Name: Wasabi Partner Network

Year Program Established: 2018

Channel Chief: Marty Falaro, EVP and COO

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

Wasabi makes cloud storage an easy addition to any channel partner’s solutions. It is simple to position and customers love the affordable pricing model. We are 80 percent less expensive than S3 with no API or egress fees. Wasabi offers pay-as-you-go or Reserved Capacity Storage that provides great margins for channel.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=301

WatchGuard Technologies

Program Name: WatchGuardONE

Year Program Established: 1993

Channel Chief: Michelle Welch, CMO, SVP of Business Strategy

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

WatchGuardONE is based completely on partner engagement. Instead of annual sales and technology adoption criteria, WatchGuard offers product specialization certification training at no cost. This minimizes barriers to entry for partners, positions them effectively for growth, and ensures that program benefits align with their level of engagement.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=302

Zscaler

Program Name: Zscaler Summit Partner Program

Year Program Established: 2020

Channel Chief: Todd Meister, SVP, Global Partners & Alliances

What’s your “elevator pitch” to solution providers who aren’t part of your program right now?

The Summit Partner Program balances Zscaler’s plans to grow to $5B with partners’ need for simplicity and profitability, and is designed to scale and help you promote the Zscaler business collaboratively and appropriately based on customers’ needs. Join the leader in network and security transformation.

Partner Program Details: /partner-program-guide/ppg2023-details.htm?c=310