Monday Morning Impact – September 22

By Ken Presti, Senior Consultant, Channel Impact

Tech Data, EarthLink Team-up on Endpoint Management Cloud Solutions

Tech Data Corp. and EarthLink have jointly announced an agreement for the U.S.-based distribution of EarthLink’s suite of managed cloud and support services through the TDCloud business unit.

Through the agreement, Tech Data will offer EarthLink’s TechCare support service, which provides outsourced white-label help desk services for MSPs and VARs. Tech Data will also offer EarthLink’s Desktop-as-a-Service offering, which supports delivery of secure configurable virtual desktop environments.

Tech Data’s TDCloud business unit supports solution providers through education, enablement, and adoption of cloud and subscription-based services. Its platform provides automated buying, selling, provisioning and billing system for cloud and subscription-based services.

Channel Impact:
The entire distribution sector has been looking for ways to engage the cloud transition and thereby preserve their role in the IT value chain while the industry shifts towards a stronger service orientation. The Tech Data/EarthLink alliance serves as a prime example of how channel organizations that previously focused on hardware can find new ways of remaining relevant in the new paradigm.

NTT America Rolls Out New Channel Program

NTT America’s Global Solutions (GS) and Data Center Services (DCS) Business Unit unveiled its Global Solutions Channel Partner Program at Cloud Partners 2014 in New Orleans.

Targeting the full range of master agents, distributors, MSPs, integrators and VARs, the program provides access to NTT America’s integrated solutions, including cloud computing, hosting, colocation, IP, Arcstar Universal One private network, MPLS, and security. Pre-sales engineering and post-sales support are also designed into the program.

“We believe the integrated solution of our new Channel Partner Program will appeal to channel partners already serving as trusted cloud and data center advisors for mid-market and enterprise customers, and to any organizations aiming to include those services and technologies in their portfolio,” said Rob Westervelt, NTT America’s vice president/general manager of indirect global solutions.

NTT America’s Global IP Network Channel Partners Program, which was launched ten years ago and is more focused on international IP and data solutions, remains intact.

Channel Impact:
As channel partners look for new ways to differentiate, the ability to come to the table with services from various providers can be a key component in establishing a difference between themselves and their competitors. NTT America is clearly looking to extend its footprint within the United States, and has devised the new program to help engage channel participation in that endeavor.

Good Technology Adds Innovative Stimulus for New Customers

Good Technology, a secure mobility vendor, officially unveiled its Margin Rewards Program, aimed at helping the channel partners leverage the company’s existing deal registration program towards attracting new customers.

With a minimum quarterly volume of $50,000 in registered transactions, partners receive 5 percent of the total amount in an “advanced discount pool,” according to John Taylor, vice president of worldwide channel operations at Good Technology. The money can then be used to help bring in new customers, leveraging separate initiatives capped at $5,000 each. “They can either use it as discount for new logo accounts, and create new relationships and enhance gross margins,” he said. “Or they can use it to purchase software to better support their own businesses.”

The new Margin Rewards Program is immediately in effect and covers deals registered by eligible partners with Good Technology as of September 1, 2014.

Channel Impact:
The announcement represents a fairly innovative approach to gaining new logos, and Taylor was very clear that the program cannot be used for the benefit of transactions with existing customers. In addition, linking the incentive to the company’s deal registration program reinforces the need for partners to remain active in the proverbial “hunt.” Taylor added that additional program components are scheduled to be rolled out in the January timeframe.