Monday Morning Impact – September 24

Vonage Launches New Enterprise Partner Program

Vonage has formally rolled out its Nexmo Connect Partner Program, designed to help partners find new opportunities and develop sales strategies for enterprises that require uniquely customized solutions.

Program features include a community of partners and subject matter experts for collaboration on solution development, a co-marketing rewards component to help drive joint pipeline, and a customer-facing partner database.

“No single business can do everything for all customers, which is where a Partner ecosystem comes in,” said Mark Summerson, Global Partner Program Director for Nexmo. “Through this program, Nexmo partners have access to our comprehensive programmable communications platform, which includes core communication APIs across voice, SMS, IP messaging and video.”

According to Vonage, more than 100 partners have already joined the program, including Microsoft, Facebook, MuleSoft, Built.io, Tray.io, Converse.ai, and Aspect Software.

Channel Impact^®
The underpinning of the new program appears to be the establishment of a collaborative environment intended to enable partners to leverage one another’s expertise to fast-track innovations and accelerate deployment for large customers. This should give all parties a strengthened position in the CPaaS market.

New Relic Aims at Channel with New Developer Program

New Relic, Inc., a software analytics company from San Francisco, has rolled out a new developer program providing resources and tools designed to help customers and allied channel partners to do more with their application and more fully leverage infrastructure data.

“As our customers shift to autonomous teams and DevOps, the way they do monitoring needs to change as well,” said Aaron Johnson, senior vice president, product management, New Relic. “In many cases, they want their New Relic ‘user experience’ to be a command line interface, SDK or API in addition to customization of our curated dashboards and products so they can customize the way they use New Relic alongside other platforms and tools. Our developer program aims to address our community’s needs by providing code, documentation, examples, and tutorials so that engineers can more easily automate the creation of dashboards and alerts, extend New Relic with custom metrics, events and tracing data, and build on New Relic as an open, programmable platform.”

The developer program includes a guide for the discovery of APIs, SDKs, repos, and additional resources to support developers so they can easily adapt New Relic to the specific software architecture and business needs of the customer. It also includes new ways to access cloud integration and New Relic Query Language (NRQL) data—leveraging the GraphQL API, which gives users a single request method to manage and retrieve data in and out of the New Relic platform. In addition, a new APM language agent under an open source license is expected to better support complex application environments.

To better support deployment, automation, incident response, and application development work streams, the developer program provides a set of use cases intended to help users get more value out of the platform at a faster pace. New Relic will also further the company’s involvement in open source projects and standards.

Channel Impact^®
The new developer program is intended to provide users with a consistent and open way to customize and extend the New Relic platform into any workflow.

OneLogin Launches Updated Global Partner Program

OneLogin, a San Francisco-based unified access management vendor, has announced “OneLogin Accelerate,” an expanded channel program with a channel-neutral compensation approach that is designed to resolve critical partner pain points including enablement, sales, and marketing support.

Benefits include an expanded training program to refer, resell and implement OneLogin services, additional incentives for top performing partners, professional services certification, and co-marketing support.

An updated partner portal will also provide access to various tools and resources including “battle cards,” sales guides, co-brandable marketing collateral, an email campaign tool, program guides, FAQs, and support for training/certification, deal registration and management, and services/support resources.

The company has also announced new partnerships in North America and internationally, including security-focused resellers such as Gotham, GuidePoint, Microage, major enterprise ISVs including Saviynt and Netskope, and international resellers and distributors such as InFlow in India and Hermitage Solutions in France. The partner management team has also been expanded to better support global deployments and improve service-level agreements across the ecosystem.

New tools and resources are expected to become available over the next few weeks as the portal is officially launched. OneLogin aims to grow partner revenues six-fold by 2020.

Channel Impact^®
With a stated objective of sharply increasing channel revenues, the revised program is clearly designed to help with the recruitment of new partners, as well as to deepen relationships with existing ones.