Monday Morning Impact – March 7

New Avaya Partner Program Spotlights Key Market Segments

Avaya has rolled out the next evolution of its channel partner program. Highlights include a new growth program designed to stimulate partner focus on specifically targeted areas such as midmarket, contact center, fabric networking and cloud computing. In addition, existing benefit programs and incentives have been consolidated in an effort to increase the effectiveness of those initiatives, and make them more streamlined and user-friendly. Partners with the greatest scope and capacity across all Avaya solutions will be eligible for additional rebates along with discounted co-delivery services, particularly around the same targeted areas defined above.

And, beginning in FY17, the co-delivery partner program will measure partners against specified performance indicators and metrics. Enhanced customer support is expected to increase customer loyalty and revenue opportunities.

“Avaya channel partners start from a position of strength,” said Steve Biondi, Avaya’s Global channel chief. “We are making that position even stronger with new program elements that will bolster their capabilities and reach as we streamline how we work together. We want and need our channel partners to be successful and our customers to be happy – we can only do that as a united front that respects the individual concerns of each party.”

Channel Impact
Spotlighting key market segments, backed by appropriate supporting incentives, have proven to be an effective way of both motivating and focusing large networks of channel partners.

ScienceLogic Rolls Out New Global Channel Partner Program

ScienceLogic, a Reston, VA-based vendor specializing in hybrid IT monitoring software, has launched a new channel program, marketed as “ChannelLogic.” The program, which spans both resale and managed services, is designed to help channel partners tap into the global hybrid IT market through enhanced and accelerated onboarding and training.

In addition to online training materials and related tools, program features include MDF and similar lead generation programs, a variety of marketing collateral and call scripts, recurring webinars to support new product releases, and deal registration protection.

“Our success has been driven by growth in the network, data center and most of all in the number and size of hybrid clouds,” said Dave Link, co-founder and CEO at ScienceLogic. “With payback in as little as 6 months, we believe our value added partners will find a relationship with ScienceLogic beneficial both for themselves and their customers.”

ScienceLogic delivers a monitoring solution designed to provide a comprehensive view of all IT components through a single pane of glass, whether they reside in a public cloud environment or on-premises. The company claims a customer base of more than 25,000 global service providers, enterprises, and government organizations.

Channel Impact
A program designed to support both managed services and traditional resale is taking on a very significant challenge and potential value. It is, therefore, well worth investigating.

Avnet Government Solutions Adds NetApp to its GSA Schedule

Avnet Government Solutions has expanded its General Services Administration (GSA) schedule to include products and solutions from NetApp. The move means that Avnet partners will now be able to provide NetApp data storage and management solutions to government organizations that rely on their application, virtualization and cloud environments, thereby broadening their offerings for the public sector through the Government-Wide Acquisition Contract (GWAC), which agencies use for IT purchases.

“Government agencies understand that efficient storage and data management are crucial to delivering better public services,” said Rob Stein, vice president, NetApp U.S. Public Sector. “Moving to the cloud, providing data analytics and creating operational efficiencies depend on an agency’s data. By partnering with Avnet, NetApp increases its strong position as a leading provider of storage and data management to the federal government and helps continue its rapid growth throughout its large state, local and education business.”

Avnet Government Solutions offers services to partners specifically designed to provide a comprehensive approach to pursuing federal and state, local and education contracts, including capture assistance, compliance and process management.

Channel Impact
Assistance in navigating the myriad policies and requirements associated with government contracts is always appreciated by partners.