18 Service Providers That Want To Work With The Channel


Service Providers

As solution providers look for new ways to work recurring revenue-based services into their portfolios, service providers have a unique opportunity to bring their portfolios of telecom, connectivity and communications offerings to market through the IT channel. Through the 2018 Network Connectivity Services Partner Program Guide, CRN spotlights some of those companies and the channel programs they offer. Below is a closer look at program details submitted by the 18 service providers featured in this year's report.

1. Airespring

Image result for Ron McNab site:www.crn.com

Channel Chief: Ron McNabb, senior vice president, channel sales

What's New:

Cloud communications and managed connectivity service provider Airespring says it has invested heavily to completely revamp its network, adding state-of-the-art security and enhanced performance. The company is also focusing on expansion of its SD-WAN product

Partner Impact:

"Unlike many one-size-fits-all solutions, users never have to pay for more than they need. We ensure that custom policies are accommodated to reduce potential gaps in security. We also offer free READ WRITE access to the SD-WAN Orchestrator. This unique offering, unlike any other in the market, enables AireSpring Channel Partners to offer a comprehensive solution to their customers at an extremely competitive price point." -- Airespring

Services:

Internet Connectivity

Wireless/Mobility Services

Ethernet Services (dedicated and private line)

Business Communications (voice plans, SIP trunking services)

Unified Communications-as-a-Service/hosted VoIP

Networking Services (SDN, secure cloud connection services, managed WAN services)

Managed Services Software: RMM (Remote Monitoring and Management)

Enterprise Networking Infrastructure

Network Management

Unified Communications

WAN Services (WAN Optimization, managed WAN, SD-WAN)

 

2. AT&T

Channel Chief: Zee Hussain, channel chief, AT&T Partner Solutions

What's New:

Global communications service provider AT&T last fall added deal registration and a number of new go-to-market and compensation options to its AT&T Alliance Channel program, including the rollout of compensation for eligible mobile device upgrades for the first time. The company also increased its focus on Internet of Things and mobility over the last year, rolling out a number of new tools and resources to members of the AT&T Partner Exchange Program. It also added its Flexware software-defined networking and network functions virtualization service and its Collaborate cloud-hosted unified communications service to the program.

Partner Impact:

AT&T Alliance Channel – "In the summer of 2017, we launched pilots of enhancements to our program with several of our solution providers. The goal was to test out different ways of going to market and doing business. Thanks to their input, we announced in November we were making the best parts of the trials available to everyone in the AT&T Alliance Channel." -- AT&T

AT&T Partner Exchange Program – "Two years after announcing our Internet of Things (IoT) platform for AT&T Partner Exchange, IoT momentum continues to accelerate. At the end of 2017, we'd seen more than a 250% increase in IoT connections from our solution providers, year over year." -- AT&T

Services:

Cloud Hosting [AT&T Alliance Channel]

Infrastructure-as-a-Service (IaaS) [AT&T Alliance Channel]

Internet Connectivity

Wireless/Mobility Services

Ethernet Services (dedicated and private line)

Business Communications (voice plans, SIP trunking services)

Unified Communications-as-a-Service/hosted VoIP [AT&T Partner Exchange Program]

Networking Services (SDN, secure cloud connection services, managed WAN services)

Colocation

Enterprise Networking Infrastructure [AT&T Alliance Channel]

Unified Communications

Video Conferencing

WAN Services (WAN Optimization, managed WAN, SD-WAN)

 

3. CenturyLink

Channel Chiefs: John DeLozier, vice president, strategic partnerships and alliances; Garrett Gee, vice president, indirect channel sales

What's New:

As part of the Level 3 Communications acquisition CenturyLink completed late last year, both companies' legacy channel partner programs were combined to create the new CenturyLink Channel Partner Program. The new program provides access to training, tools and programs – including sales, marketing, development, operational and maintenance support – to deliver the network connectivity services and solutions that simplify the customer's IT strategy and enable their digital transformation.

Partner Impact:

"The new CenturyLink's expanded global network allows its channel partners to bring substantial operational and service benefits to customers, as well as an enhanced customer experience." -- CenturyLink

Services:

Cloud Hosting

Infrastructure-as-a-Service (IaaS)

Platform-as-a-Service (PaaS)

Internet Connectivity

Ethernet Services (dedicated and private line)

Business Communications (voice plans, SIP trunking services)

Unified Communications-as-a-Service/hosted VoIP

Networking Services (SDN, secure cloud connection services, managed WAN services)

Colocation

Managed Services (PSA/IT Automation)

Managed Services Software: RMM (Remote Monitoring and Management)

Enterprise Networking Infrastructure

Network Management

Unified Communications

Video Conferencing

WAN Services (WAN Optimization, managed WAN, SD-WAN)

 

4. Comcast

Channel Chief: Craig Schlagbaum, vice president, indirect channels

What's New:

Comcast Business is rewarding top-level "medallion" members of its Comcast Business Solutions Provider Program with new support for building and executing a marketing plan, including support for professional marketing services, increased MDF and endorsement videos. Comcast also has expanded its partner feedback tools and is piloting specialized technology partner programs with a focus on SDN cloud services. The company also launched new partner tiers for master agents.

Partner impact:

"This change [to the master agent partner tiers] is a major overhaul in how we prioritize resources and support our master agents. The benefit to our selling partners is deeper back office resources with dedicated National Partner Account Manager resources to ensure smooth order processing and service installation." -- Comcast

Services:

Internet Connectivity

Wireless/Mobility Services

Ethernet Services (dedicated and private line)

Business Communications (voice plans, SIP trunking services)

Unified Communications-as-a-Service/hosted VoIP

Networking Services (SDN, secure cloud connection services, managed WAN services)

Enterprise Networking Infrastructure

Network Management

WAN Services (WAN Optimization, managed WAN, SD-WAN)

 

5. Cox Business

Channel Chief: John Muscarella, senior director, sales programs & solutions

What's New:

The Cox Business Agent Program portal provides a means for agents to submit leads online, track progress, and allow for reporting to ensure commissions were handled effectively. The portal was recently updated to allow online product training for agents and to provide marketing collateral as well as other enhancements.

Partner Impact:

"Cox Business Authorized Agents have access to tools and resources that make their job easier, local channel management support, and industry leading solutions. Our program is unique in that it centers around a holistic, collaborative team approach; an approach to continuously evolve and build to ensure success." -- Cox Business

Services:

Cloud Hosting

Internet Connectivity

Ethernet Services (dedicated and private line)

Business Communications (voice plans, SIP trunking services)

Unified Communications-as-a-Service/hosted VoIP

Networking Services (SDN, secure cloud connection services, managed WAN services)

Colocation

Managed Services (PSA/IT Automation)

Managed Services Software: RMM (Remote Monitoring and Management)

Enterprise Networking Infrastructure

Unified Communications

WAN Services (WAN Optimization, managed WAN, SD-WAN)

 

6. Enzu

Program manager: Tom Prichard, channel manager

What's New:

Since launching the Enzu Partner Program in 2017, the company says it has built a partner-friendly channel program with a well-rounded IT infrastructure solutions portfolio, evergreen monthly recurring commissions, deal registration, commissions tracking, solutions engineering and 24/7/365 customer support. New this year are sales training; sales enablement and marketing tools; and channel managers offering dedicated pre- and post-sale support and service escalations.

Partner Impact:

"We not only supply innovative, high-margin solutions, we work with our partners to ensure they have the resources and expertise they need to succeed. Our program enables partners to create recurring services revenue without incurring startup costs; expand their solutions portfolio by adding a services practice with little or no capital investment; enhance their client relationships by serving as a trusted adviser in outsourced IT infrastructure; take advantage of Enzu's industry experts for business advice, growth plans and hands-on support." -- Enzu

Services:

Cloud Hosting

Infrastructure-as-a-Service (IaaS)

Internet Connectivity

Networking Services (SDN, secure cloud connection services, managed WAN services)

Colocation

Managed Services (PSA/IT Automation)

Disaster Recovery as a Service (DRaaS), Bare Metal Servers