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News, analysis and commentary for the telecom and IT indirect sales channels.
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    GTT Communications is hiring channel managers, and Fusion Connect is preparing to kickstart its partner program again.

    Our latest channel program update features multiple expansion stories. Tech Data, for example, is pouring big money into capturing the SMB/midmarket segment, and Critical Start is harnessing the channel to break into the national market. Technology companies are viewing the indirect sales channel as a key strategy to bring in new customers.

    The updates vary. A security company introduced a new program and a new channel chief; a household mobility name is going after IoT security; and RingCentral has a new platinum partner.

    We assemble a list of new, revamped or otherwise updated partner programs each month. Scroll through the 12 images below to stay up to date on the latest happenings in the IT/telecom channel.

    Missed last month’s gallery? Find the September recap.

    Growth
    Fusion

    Fusion Connect is offering its partners a new agreement.

    The company, which is still working through chapter 11 bankruptcy, hopes to relaunch its channel program in early January. It has offered partners the opportunity to sign an agreement that contains elements of Fusion, Birch and MegaPath — the three large legacy companies that comprise Fusion Connect. Matthew Rosen, Fusion’s senior vice president of channels and alliances, told us partners may stand to earn increased commissions.

    Edward Gately caught up with Rosen.
    Growth
    RingCentral

    The UCaaS vendor tapped ConvergeOne as a platinum partner.

    The IT services provider will benefit from exclusive RingCentral training and support, and will carry the role of a "strategic" partner. ConvergeOne has chosen RingCentral as its strategic (UCaaS) partner as well.

    Get details on the partnership.
    Growth
    GTT

    The Tier 1 internet service provider is recruiting partner managers as its scales its North American channel.

    Ernie Ortega, who recently took over as GTT’s division president of the Americas, said he hopes to push the channel's share of Americas revenue from 30% to upwards of 40%. To that end, the company is hiring more than a dozen channel managers as it also hires salespeople.

    Learn more about Ortega's plans for the channel.
    Growth
    Extreme

    Extreme Networks is offering its partners a cloud management partner specialization.

    The vendor launched trainings for ExtremeCloud IQ, which is the rebranded and enhanced version of Aerohive Networks' HiveManager application. Extreme bought Aerohive earlier this year.

    See the announcements Extreme made at a recent partner conference.
    Growth
    Zoom

    Zoom Video Communications launched three partner support programs.

    One of those is to help resellers with marketing development funds (MDF). Zoom also updated its certified integrator program and certified hardware programs. Furthermore, the vendor added two members to its Bring Your Own Carrier (BYOC) program and another two to its contact center program.

    Learn more about "Zoomtopia."
    Growth
    Rackspace

    Rackspace is streamlining and gamifying its sales and marketing resources for partners.

    Rackspace partnered with a sales and marketing enablement firm called Seismic to provide the changes. Seismic will be the "one simple source of truth" for direct and indirect sellers to locate their resources.

    Lynn Haber wrote about Rackspace for Channel Futures.
    Growth
    BCN

    The New Jersey-based company is recognizing partner loyalty with a new program. 

    Partners will earn quarterly rewards based on six accomplishment tiers, thanks to the new BCN Partner Excellence Program. BCN launched the program as part of a customer experience initiative.

    Learn more about the program.
    Growth
    Tech Data

    Tech Data‘s president of the Americas said the distributor recently made the largest investment in its history.

    Joe Quaglia said the EOS initiative is based on pillars: reducing complexity, next-gen technology, deepening its partner coverage model and an operating system. Quaglia spoke about the initiative at a TechSelect event. The TechSelect partner community targets SMBs and the midmarket, which have been crucial growth areas for Tech Data.

    “The cornerstone of that growth starts and ends with TechSelect, and your growth and your support has been outstanding,” Quaglia said.

    Read more of Quaglia's remarks.
    Growth
    Cloud Migration

    8×8, Poly and ScanSource pooled their resources to create a cloud migration program. The CloudFuel program helps partners that want to move on-premises communication systems to the cloud. The program uses 8x8's platform, Poly's equipment and ScanSource's resellers. CloudFuel officially launches in December.

    Read about the CloudFuel program.
    Growth
    Critical Start

    The Texas-based managed detection and response (MDR) provider said it will expand its channel presence.

    Critical Start had been focusing on Texas, Oklahoma, Louisiana and Arkansas, but it will use the channel to become better known nationally. The company's MDR business grew 300% last year, according to Dwayne Myers, Critical Start’s vice president of channels and alliances.

    "In order to take that to the next level we want to expand nationally," Myers said.

    Learn more about Critical Start.
    Growth
    Ubiq

    Solution providers, integrators, MSSPs and IoT security providers get access to Ubiq Security's new channel program.

    The data encryption platform provider said the Ubiq Security Partner Program will "remove administrative burdens" for partners and help them monetize Ubiq's platform. Recently hired Steve Pataky is leading it.

    “This is a massive opportunity for partners to monetize their security practices incrementally, by truly securing the data, not just by adding another layer to the perimeter," Pataky said.

    Get details on Ubiq.
    Growth
    BlackBerry

    BlackBerry added a fourth tier to its Enterprise Partner Program (BEPP) to help its partners capture IoT security revenue.

    BlackBerry announced a silver tier and has streamlined its accreditation process. Partners can earn the certification using a virtual lab. VARs, resellers and MSPs can use the program to build differentiated solutions for technologies like endpoint management, encryption and data privacy.

    Read about how the program has changed.

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    Telarus is kick-starting business in the United Kingdom.

    The Utah-based master agent announced that Greg McVey has started work as regional vice president of the U.K. He’ll recruit partners – dubbed “cloud brokers” by Telarus – and partner with U.K. suppliers that want to expand their footprint.

    McVey,Greg_Telarus

    Telarus’ Greg McVey

    It’s the company’s third international expansion in the last year. Telarus opened an office in Sydney, Australia last year in order to reach the Oceania market. The master agent set up shop in Toronto, Canada earlier this year.

    “At the same time, we’ll be working closely with our many suppliers – some of them with assets currently deployed in Great Britain – gain their share of the market,” Scott Forbush, Telarus’ senior vice president of global sales. “Greg is going to be the best friend cloud brokers and cloud service providers could ever have.”

    Forbush said there is high growth potential across the pond that will complement Telarus’ U.S. business, which has grown 40% in each of the last three years.

    Hear from top industry speakers and talk with key vendors, distributors and master agents by attending Channel Evolution Europe, Dec. 2-3, in London. Register now!
    Telarus' Scott Forbush

    Telarus’ Scott Forbush

    “We see the broker model [in the U.K.] in its infancy, waiting for a market leader to come in and take a leadership role. Our vision is to become just that: the leading cloud technology distributor in Europe,” he said. “In order to accomplish that, we’ll rely on Greg McVey to educate and recruit the first batch of true cloud brokers, help them develop go-to-market strategies that work, refine their marketing, and give them the blueprints to grow their staff.”

    Greg McVey

    Source: LinkedIn

    McVey has worked for OpenText, iLand Cloud and Meta Networks, where he collaborated with channel partners

    “While that business model is what’s popular now, I believe, as Telarus does, that the broker model will win out in the coming years. The opportunity will be to help these early adopters jump out to what could be an insurmountable lead,” McVey said. “With Telarus’ help, we will create a British version of the company using their 18 years of best practice knowledge, proprietary technology, and understanding of the industry spread across 200 U.S.-based employees.”

    RingCentral last week recognized Telarus as a platinum partner.


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    Cato Networks aims to improve onboarding, increase margin and expand partner revenue streams with its new channel program.

    The Tel Aviv, Israel-based company said it designed the new Cato Partner Program to help partners shorten their sales cycle. The company said the program doesn’t require partners to get vendor approval for every discount they offer, “enabling partners to progress deals independently.”

    Cato Networks chief revenue officer Alon Alter said partners have been winning 80% of deals after completing a proof-of-concept.

    Alter, Alon_Cato

    Cato Networks’ Alon Alter

    “We’ve analyzed what works with partner programs — and what doesn’t,” Alter said. “We believe in supporting our partners but at the same time giving them maximum independence.”

    The program includes two tiers, and both offer free training and certification. Qualified partners can access free demo licenses, equipment and market development funds.

    Members use Cato’s updated partner portal for onboarding, training, deal registration and pipeline management. Tim Sullivan, CEO of Cato partner Coevolve, said Cato has made the onboarding process a “rapid and natural fit.”

    “The market for integrated network and security capabilities has evolved rapidly for multinational enterprise,” Sullivan said. “Being able to easily connect all of their locations and roaming users to applications bypassing Internet congestion is a real game changer.”

    Here’s our most recent list of important channel-program changes you should know.

    Cato is styling itself as a secure access service edge (SASE) platform provider. Gartner listed the company in its WAN edge infrastructure Magic Quadrant last year, but the research firm recently unveiled the new SASE term. Cato secure networking evangelist Dave Greenfield published a blog that laid out four key SASE attributes: identity-driven, cloud-native, supporting all edges, and globally distributive.

    “Partnering with Cato opened new options for us to grow our business. It has allowed us to take a differentiated proposition to the channel. With digital transformation, the new security and networking needs are perfectly addressed by the SASE approach,” said Sean Remnant, chief security officer for value-added distributor Ignition Technology.

    Cato's Shlomo Kramer

    Cato’s Shlomo Kramer

    Cato CEO and co-founder Shlomo Kramer said his company aims to simply the partnering process as it also aims to simplify networking.

    “We enable partners to profit from digital transformation no matter the opportunity, whether it’s SD-WAN as an MPLS replacement, secure branch Internet access, optimized global connectivity, facilitating cloud adoption, or mobile access,” Kramer said.

    Yoji Ota, manager at value-added distributor Macnica Networks Corp.,, said the partner has benefited from Cato’s focus on the cloud.

    “Offering a subscription service has made forecasting much, much easier,” Ota said. “We’ve been able to accumulate reoccurring sales revenue that will lead to stable profits for years to come.”

    Cato announced a $55 million funding round in January and promised to invest and expand in engineering, service infrastructure, sales and marketing. We interviewed Cato’s vice president of Americas sales during the summer.


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    (Pictured above: Infoblox’s Lori Cornmesser at the company’s partner summit in Paradise Valley, Arizona, Nov. 19.)

    INFOBLOX PARTNER SUMMIT — Infoblox‘s fiscal year 2019, which ended in July, marked the best year in the company’s history for channel performance, and its three core focus areas for 2020 are security, cloud/SaaS and driving new customer acquisition.

    That’s what partners were told during the first day of Infoblox’s second annual Partner Summit in Paradise Valley, Arizona. Infoblox partners include MSPs, resellers and technology alliance partners.

    At the Partner Summit, Infoblox is unveiling its new professional services program, which allows partners to go to market with Infoblox services using its enablement tools, methodology and documentation.

    Infoblox has been on the move, with the August launch of BloxOne DDI, a cloud-managed service that extends network services to branch offices, and this month’s acquisition of network operating system (NOS) developer SnapRoute to expand the services on its BloxOne platform.

    With SnapRoute’s cloud-native OS, Infoblox now will be able to accelerate the development and delivery of additional network services.

    Lori Cornmesser, Infoblox’s vice president of worldwide partner and alliance sales, said her company capped off a “fabulous” fiscal year 2020, with 30% growth in new partner bookings and more than 40% growth in new logos.

    “Partners are showing up well and in the right places,” she said. “We were very deliberate in our go-to-market. When we’re talking about security, we’re talking about 10 partners in the Americas that we must get that right with. Same for our SaaS plays as well as some of the others. So it was about making sure we had the right partners in the right places, and doing the right things, and we were leveraging them in the right ways.”

    Fiscal 2019 was all about “channel lift” and where Infoblox and its partners could go together, Cornmesser said.

    “And we’re focusing on ease of doing business,” she said. “We’ve continued to keep this at the forefront of what we’re doing … and that continues to be streamlined.”

    Infoblox's Bill McCarthy

    Infoblox’s Bill McCarthy

    Bill McCarthy, Infoblox’s executive vice president of worldwide field operations, said the investment that his company has made in its partner program is an “intentional decision at an executive level to put dollars behind Lori’s organization so we have a mechanism for true scale.”

    “We need to move to a world where the solution the partner sells, it might be they’re only focused on our security offering, but we need them to be cradle to grave capable in supporting a customer, and we will get behind them with that,” he said. “We still need lots of network and strong network sellers; that’s the foundation of our business and we’re going to ask our partners to support that.”

    Infoblox has a “very strong, foundational” view of what domain name system (DNS) security can provide and how it can help its end-user customers,” McCarthy said.

    Here’s our most recent list of important channel-program changes you should know.

    “If I’m a partner, I’d really want to lean into that story,” he said. “We’ve seen large peer companies make acquisitions in that space, we’re seeing a lot of big security companies lean in on DNS security, and this is our heritage as a company, so we want to make sure we play that out. But security for us is both on prem[ises] and it’s in our cloud offerings, and so when we talk about our strategy for security growth or cloud growth, those things really merge together under our threat defense offerings. And then outside of security in SaaS, we foundationally are really committed to growth and very aggressive growth. The reason I’m pleased with that is because it allows partners to invest and continue the benefit of the long-term relationships we’ve had.”

    Jesper Andersen, Infoblox’s president and CEO, elaborated on his company’s goals, saying “we want to be the Amazon or Azure of network.”

    “That’s what we’ve been working on the last five years,” he said. “You can’t convince me someone isn’t going to do that, and we have every right to claim that turf. We will continue to pursue our vision of simplifying the network.”

    McCarthy said based on individual conversations he’s had with partners, they understand that …


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    Telarus will distribute Open Systems‘ SD-WAN and Security Operations Center (SOC) offerings.

    The Utah-based master agent announced an agreement with the Swiss vendor, which is using the channel to build its North American footprint. Ogi Stanovcic, Open Systems’ head of strategic alliance, said the Telarus partner community will promote Open Systems’ secure access service edge (SASE) platform.

    “The SD-WAN and SOC solutions in our platform are ideal for enterprises as they increasingly adopt service-based solutions to scale, simplify and manage network and security operations without adding specialized IT staff, who are in critically short supply,” Stanovcic said. “This allows enterprises to increase business agility, improve user experiences and optimize resources quickly without compromising security.”

    Brown, Jeff_Open Systems

    Open Systems’ Jeff Brown

    The vendor signed an agreement with Avant Communications earlier this year as part of a larger initiative to utilize the channel. Open Systems CEO Jeff Brown told Channel Partners last month that his company is yielding similar net promoter scores in North America and Europe. He said the channel will help bridge Open Systems’ name recognition gap.

    “We have a really good, solid customer base, particularly over in Europe and Switzerland,” Brown said. “Now the job is to tell that same story here in the U.S., U.K. and North America in general.”

    Approximately 4,500 subagents work with Telarus. The master agent last week announced an expansion into the United Kingdom.

    Telarus' Josh Lupresto

    Telarus’ Josh Lupresto

    Josh Lupresto, Telarus’ vice president of sales engineering, said his company onboarded Open Systems faster than any other supplier.

    “SD-WAN is steadily becoming an essential technology for global infrastructure. Open Systems’ unique approach to performance, scale and security is an industry game-changer,” Lupresto said.

    We wrote about SASE in a recently article about Cato Networks.


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    (Pictured above: Ingram Micro’s Paul Bay on stage at the distributor’s One event in Aurora, Colorado, Nov. 19.)

    INGRAM MICRO ONE Ingram Micro’s 2020 road map, as laid out by Paul Bay, executive vice president and group president, Americas, focuses on helping partners make their businesses indispensable and create sustainable value in today’s business market. That’s in addition to partners understanding value-creation factors such as creativity, mass customization and solution delivery.

    More specifically, the distributor wants partners to leverage what Ingram Micro brings to the table.

    “The good news is that you have a $50 billion partner behind you in Ingram Micro. Our job is a couple of things: No. 1 is that we want to help you lower your cost of transactions,” said Bay Tuesday at Ingram Micro One in Aurora, Colorado. “And, to what extent do you consider Ingram Micro as a true extension, a truly integrated partner to your team? I want to make sure that’s the case.”

    Bay outlined some of the investments the company is making in 2020, a journey that began this year. Investments are being made in automation – all along the supply chain – and customer experience. The distributor also is making investments in demand planning and inventory — investing millions of dollars in turning systems into being proactive rather than reactive, making sure product is in the right location and having the right allocation across the U.S. and Canada.

    “The first and foundational pieces that we have to have is getting the systems right, and then we’re focused on making sure that we’re upgrading and enhancing our skill sets as it relates to giving you that better experience,” said Bay.

    Another area is technology and resource investments. Ingram Micro has a team focused on IoT, for example. The goal is to help partners understand how to make money with IoT, cut through the hype and give solutions, service assessment and blueprints to own your own business and the solutions you sell.

    Ingram Micro also announced financial program enhancements Tuesday.

    The distributor this year hired an outside organization to get better aligned with partners from a sales perspective — incentives and compensation, specifically.

    “This is focused around your growth areas. We’re segmenting our customers, so we better understand how you go to market. This is going to account for things such as cloud and consumption models in the compensation of our sales organization,” Bay explained. “There are clear objectives and calls to action to support you proactively.”

    The five areas that Ingram Micro is focused on internally to help partners grow their business, and to make sure that partners understand where Ingram Micro is focused, are:

    • End-user insight to get more visibility into end user trends, as requested by partners.
    • Solution portfolio and expansion — addressing where partners want to expand and focus their expertise, such as security, hyperconverged infrastructure, hybrid cloud, and a deeper cloud portfolio, for some examples.
    • Enablement to help partners lower costs and expand into new markets.
    • Expanded financial solutions investments in software tools/automation; expanded global vendor relationships; making investments in ISVs.
    • Value creation — How Ingram Micro can help partners and what partners must do to differentiate themselves.

    “Play to your strengths and be the best that you can be so that you’ll never have to say no to another customer again,” said Bay.


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    Cloudera, the enterprise data cloud company, has launched its enhanced partner program, Cloudera Connect, designed to help partners innovate faster, grow the machine learning and analytics markets, and build profitable businesses.

    The program provides partners with resources and guidance to accelerate customer adoption with end-to-end solutions based on the Cloudera Data Platform (CDP), the company said. CDP delivers self-service analytics across hybrid and multicloud environments with security and governance policies.

    Cloudera partners include SIs and consultants, ISVs, resellers, MSPs, and cloud and hardware platforms.

    Jess Tan, Cloudera‘s managing senior director of global strategic channel sales, strategy and programs, tells Channel Partners that companies have “game-changing” opportunities to use data to tackle their biggest business challenges, but recent research shows only 35% of enterprises think their current data strategy is sufficient in doing so, and 55% indicate their lack of expertise as the main barrier to gaining the most value from data for strategic gain.

    Cloudera's Jess Tan

    Cloudera’s Jess Tan

    “Companies can’t overcome all of the challenges they’re facing by themselves,” she said. “They need trusted business partners to complement and expand internal skill sets. The launch of [CDP] in September presents unique opportunities for our partners and many of the Cloudera Connect enhancements, including enablement, certification and competency programs, and cloud reselling model, will help our partners accelerate customer adoption of CDP.”

    Cloudera is “constantly” listening to feedback from customers and partners as they go through data transformation, Tan said.

    “In the midst of these conversations, we recognized that the cloud is a journey – not a teleportation – and that there is certainly not a one-size-fits-all solution,” she said. “With Cloudera Connect, we’re now delivering new enablement and business models to support customers’ varied data journeys. And, we’ve created compelling incentives in our co-selling and reselling business models. We also heard from partners that they would like recognition for their expertise, technical capabilities, industry know-how and customer success based on solutions they have built on Cloudera. These elements are incorporated into the enhanced Cloudera Connect Technology Certification and Solution Competency program.”

    Here’s our most recent list of important channel-program changes you should know.

    Prospective partners can visit the program overview page to become a partner. Once a partner, they will have access to all of the programs, webinars, enablement and assets offered within Cloudera Connect, and have the opportunity to join the newly enhanced programs for CDP.

    “Cloudera Connect is designed to be inclusive for all partner types,” Tan said. “Adaptable and committed to partner success, the program’s versatility provides personalized paths for a variety of partner types and personas to serve our customer needs.”

    “Cloudera Connect makes it easy to do business with Cloudera,” said Prat Moghe, CEO of Cazena. “The company has invested in a program that fits industry realities with both cloud and on-premises business models, and meets partner needs for flexibility, skills building and differentiation.”


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    CHANNEL EVOLUTION EUROPE — Vonage has expanded its partner program into the United Kingdom.

    The cloud communications provider is working to help U.K. communications resellers expand their market reach. The company called the channel expansion an “organic evolution” of business in the U.K. and Europe, the Middle East and Africa (EMEA).

    Wilson, Adam_Vonage

    Vonage’s Adam Wilson

    Vonage tapped Adam Wilson to oversee the efforts as regional channel manager of EMEA.

    “I am excited to join the Vonage channel team at such a pivotal moment in the brand’s evolution and global expansion,” Wilson said. “I look forward to leading the charge as Vonage builds relationships within the U.K. channel market and brings unique, customisable solutions powered by One Vonage to businesses around the world.”

    Wilson had been working for Telstra since 2015. His last position was head of indirect channels for EMEA. He has also worked for Samsung, Red Bend Software, Acision and Deutsche Telekom. He has been serving European and Asian customers for more than 20 years.

    Wilson will report to Mario DeRiggi, senior vice president of channel sales and business development.

    Here’s our list of channel people on the move in October.

    “At Vonage, we have a simple philosophy for our partners in the channel — the success of our partners’ business is instrumental to the growth of our company,” DeRiggi said. “Now is the time for dedicated international leadership as we expand our presence in the U.K. channel, and we are thrilled to welcome Adam to the team to build on our existing relationships and success.”

    Vonage bills its partner network as offering relationships with distributors, sales and marketing support, and “industry-leading commissions and incentives.”

    “Our team works closely with our partners to put our collective customers at the heart of everything we do, from the development of our products and solutions, to our sales, support and marketing frameworks. Vonage has the unique ability to provide enhanced service and support, innovation and product capabilities to meet the growing collaboration, communications and customer experience needs of customers around the world,” DeRiggi said.

    Vonage recently rebranded as a B2B SaaS company, stating that business customers now generate 60% of its revenue.


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    NTT Data will resell GoodData‘s analytics platform.

    The agreement gives Japan-based NTT Data a new resource to help customers with growing data assets. NTT Data will incorporate GoodData’s analytics platform into its Industrial internet-of-things (IIoT) platform, which the companies say is popular among Japanese manufacturers.

    Stanek, Roman_GoodData

    GoodData’s Roman Stanek

    “There is no better partner for helping to develop and extend the factory of the future than NTT Data,” GoodData CEO and co-founder Roman Stanek said. “Japan has long been at the forefront of manufacturing innovation and excellence, and together we’ll create solutions that enable companies to fully capitalize on the IoT, data analytics and other advanced technologies.”

    NTT Data joins Brazilian company TOTVS S.A. as the two international IT services partners reselling GoodData’s platform. Kazumasa Taninaka, the head of NTT Data’s AI and IoT division, described the platform as the premier offering to handle the gigantic amounts of data in industrial IoT.

    “The ability to quickly analyze data produced by industrial machines and factory workers is instrumental to the success of the IoT and is becoming the backbone of the 21st-century factory floor,” Taninaka said. “We only enter strategic business and technology alliances with the best of the best, and we’re excited to enter this one.”

    Here’s our most recent list of important channel-program changes you should know.

    Stanek said manufacturing is transforming in dramatic fashion through a trend known as Industry 4.0.

    “The fourth industrial revolution connects autonomous supply chains, factories and business networks with real-time data serving as the foundation of this development. VARs and MSPs will continue to focus on this market segment as more strategic partnerships showcase a wide range of successful use cases involving the industrial internet of things,” he said.

    NTT Data Services, a division of NTT Data Corp., announced Tuesday that it will acquire the IT services firm and premier AWS consulting partner Flux7.


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    Telarus announced a partnership with the New York City-based CLEC DynaLink Communications.

    Orbach, Isaac_DynaLink

    DynaLink’s Isaac Orbach

    The agreements means that Telarus subagents can sell mobile, internet service provider, cloud and VoIP services from DynaLink. DynaLink vice president Isaac Orbach said the combination of the supplier’s portfolio with Telarus’ “well-oiled machine” will lead to “lucrative deals.”

    “DynaLink and Telarus will no doubt create a one-two punch the industry needs,” Orbach said. ” … We are eager to get started with Telarus and look forward to working together for a long time to come.

    Telarus' Scott Forbush

    Telarus’ Scott Forbush

    Utah-based Telarus works with about 4,000 sales partners, which “are thirsty for suppliers of DynaLink’s caliber,” according to Telarus senior vice president of global sales Scott Forbush.

    Here’s our most recent list of important channel-program changes you should know.

    “They have set themselves apart, especially in the mobile/cellular arena where they are industry innovators and leaders,” Forbush said. “We look forward to them providing a high level of support and unique solutions to our subagents.”

    DynaLink said it lands the majority of its customers through master agents, consultants, managed service providers (MSPs) and interconnects.

    Telarus has been busy in the last two months. It bought Cynergy Telecom’s operational assets in October and in November announced a partnership with Open Systems to sell its SOC and SD-WAN offering. The master agent also expanded into the United Kingdom and earned platinum partner status with RingCentral.