What kinds of partners are you looking for?

Through continued investment and growth in our partners, we are maturing our program offering and developing a strong framework. We are keen to talk to companies who are looking for ways to increase their value to end customers, whether it be by a wholesale or affiliate model. 

What kinds of partners are you looking for?

Access4 is a channel only SaaS communications provider that is MSP focused. Any MSPs/CSPs within ANZ looking to increase their monthly recurring revenue will benefit from Access4’s unique and award winning UCaaS solution.

What kinds of partners are you looking for?

Looking for Partnerships across major regional centres and remote regional centres Australia wide.

What kinds of partners are you looking for?

Calling all resellers and service providers of all types that operate across all market segments. Acronis Cyber Protect Cloud helps our partners stand out in the market, monetise services, scale effectively, manage more customers with less, and provides a flexible business model that helps partners to sell in all customer engagements.

What kinds of partners are you looking for?

We provide solutions comprising DWDM, Edge Networking, Precision Timing and Fibre Assurance.

What kinds of partners are you looking for?

Airlock Digital seeks to engage with emerging and established channel partners who align with the ACSC essential eight framework across multiple verticals. 

What kinds of partners are you looking for?

We are looking for partners who work with growth and scaling businesses across industries in Australia. Technology VAR's, digital agencies, distribution specialists and Accountants are examples of successful partners.

What kinds of partners are you looking for?

Our global strategy focuses our sales, marketing and product management resources on five key verticals: healthcare, government, education, transportation and hospitality. ALE are looking for partnerships that possess synergy with these areas as well as an understanding of the specific needs and requirements of corresponding customers and clients.

What kinds of partners are you looking for?

We target dynamic partners across all verticals that thrive on modernising IT; extracting value from data, delivering compelling customer experiences and meaningful innovation. AWS works with partners who can apply their domain knowledge, certification, and competency to help customers move fast, focusing on their core competitive advantage while being secure.

What kinds of partners are you looking for?

We are rapidly growing our foot print across Australia and New Zealand with our MSP partners and this is across multiple industry verticals.

What kinds of partners are you looking for?

Aruba works alongside Australian partners from SMB to enterprise across multiple verticals including; government, healthcare, and education, to grow their market coverage and capabilities. A leading innovator in edge-to-cloud solutions, Aruba is committed to working with partners to help their customers harness the data driving new business outcomes and experiences.

What kinds of partners are you looking for?

Attivo is the leader in detecting and responding to Lateral Movement and Privilege Escalation.  We're looking for security specialists who deal with medium to large organisations across ANZ as well as managed service providers who are interested in selling an enhanced SOC as a service solution focused on early detection.

What kinds of partners are you looking for?

We are looking for large partners with broader capability sets (eg: cybersecurity or networking specialists), smaller partners where we can provide the communications and contact centre expertise to support their broader services portfolio, and carriers.

What kinds of partners are you looking for?

AvePoint has over 250 partners from MSPs to VARs and SIs across ANZ and is constantly looking to add partners who can drive adoption and utilization of Microsoft technologies while providing implementation services of our technology. We recruit partners who are driven to foster customer connections and ensure a valued and long-term relationship throughout their digital transformation journey

What kinds of partners are you looking for?

Barracuda values partnership of all types and is always looking to grow with channel partners committed to providing customers with world-class products, service, and support. We work with partners to solve customers’ IT challenges in email protection, application and cloud security, network security and data protection, so they can focus on their business journey.

What kinds of partners are you looking for?

IT service providers who wants to become security-centric – understand the needs of a modern organization have evolved, and that security must become part of a MSP’s services. If you’re looking to offer security and data protection solutions to protect your customers and grow your business, we’d love to connect.

What kinds of partners are you looking for?

Looking to partner with growing MSPs, who want to be more structured & data driven in their sales & account management. If you use M365, ConnectWise and have a dedicated sales team - get in touch.

What kinds of partners are you looking for?

Focused partners, MSP's, MSSP's that understand and or are looking to capitalise on the market opportunities that exist within the IAM space, specifically PASM/PEDM. Our new 2021 Partner Program offers partners the ability to earn strong margins on industry leading security solutions that deliver intelligent, effective security infrastructure to customers.

What kinds of partners are you looking for?

BidFin is looking for Technology Vendors and Managed Services Partners seeking to realise the value of incorporating flexible Payment Solutions into their sales cycle. BidFin Payment Solutions provide the best of both worlds, access to the latest technology (best way to buy) combined with competitive payment terms (best way to pay) to satisfy a customer’s budget and business needs. Our team have over 60 years of experience enabling technology purchases to drive sales and improve cash flow.

What kinds of partners are you looking for?

Partners focussed on providing Cyber Security Solutions, in the fields of Endpoint Detection & Response, Managed Detection & Response. Managed Service Providers.

What kinds of partners are you looking for?

BlackBerry has a strong partner community both from our traditional carrier market and the legacy Cylance partner community. We work with some exceptional partners, and are looking to establish new partnerships in verticals where we are seeing explosive growth, such as the emerging critical event monitoring (CEM) space.

What kinds of partners are you looking for?

The ecosystem is integral to Board’s success, and the types of partners we are looking for are commercially oriented partners that will work closely with us to drive mutual business and achieve greater customer diversity. This includes global system integrators, vertical solution providers, value-added resellers, and regional system integrators.

What kinds of partners are you looking for?

Box works on a by appointment only basis for any new Partnerships, globally. For 2021 we invite all ANZ partners to contact us if they are interested in Box Cloud Content Management to discuss any future potential together.

What kinds of partners are you looking for?

Carbonite + Webroot target MSP and reseller partners with SMB and mid-market customers looking to grow predictable, recurring revenue through cloud-based cybersecurity, threat intelligence, and backup/recovery solutions. We provide data security and data protection solutions, offering industry-specific solutions, training, and services to help partners serve customers reliably and efficiently.

What kinds of partners are you looking for?

We are looking to talk to partners who are wanting to implement end to end solutions with a managed service approach. Some of the great conversations we have been having with partners are about their customers customer. Cisco portfolio has such a wide range of technology including software and services - so any partners who are interested in these technologies should speak to Cisco.

What kinds of partners are you looking for?
Partners are the most instrumental part of our value chain. As customers accelerate to the cloud, the role of partners becomes increasingly important as customers expect more, with less, faster. We have a SaaS business model and we want Partners who bring value to the customer’s journey as they shift to the cloud.

Where can I learn more?
https://www.citrix.com/en-au/partner-programs/ 

Find out about our Partner Program here:
https://www.crn.com.au/channel-partner-program-guide/citrix-10 

Key channel contacts:
Daniel Low, Senior Partner Account Manager
Sharmilla Gosai, Senior Partner Account Manager
Sharon Collicoat, Senior Partner Account Manager

Share a success story about one of your Australian partners:
University of Sydney
• In one week, University of Sydney deploys cloud-based courses
• The University of Sydney community is comprised of over 80,000 students and staff who are based across its 22 locations including campuses and teaching hospitals. During the start of 2020, bushfires, local flooding and the COVID-19 virus caused havoc for the university – so much so, in fact, that 20 percent of the student population was unable to return to campus locations for classes.
• “With a focus on multidisciplinary research and teaching, The University of Sydney wanted to provide our staff and students with a broad set of tools that enable disciplinary depth as well as breadth. The great thing about platforms like Citrix is that they are feature rich, flexible and scalable, so we can embrace leading edge ways of educating students and researching complex global problems.” Jordan Catling Associate Director of Client Technology The University of Sydney
• Read the full story here --> https://www.citrix.com/content/dam/citrix/en_us/documents/case-study/university-of-sydney.pdf 

What are the challenges for the channel over the next 12 months?
COVID instigated a hockey-stick growth for Cloud and online marketplaces. We’ve seen more growth in the past 6 months, than in the last 10 years. Added to this 76% of technology partners are moving to a subscription model, with some of the biggest tech giants such as Microsoft, IBM, CISCO and HPE have moved or are moving to a 100% subscription-based by next year. The biggest challenge facing the channel is speed and scale to move from a Transactional Partner who co-markets, co-sells and fulfills orders to Adoption Partner such as integration, services and expanded value selling.

What kinds of partners are you looking for?

Influential in driving digital transformation within you customer base at the c-suite.
Deep sector level experience.
Customer centric and outcome oriented.
Strategic partners.

What kinds of partners are you looking for?

Typically MSP’s that are looking to expand the range of services they offer and significantly increase their monthly recurring revenue. They will recognise the value offered by a solution based on our Cloud Solution Framework (Voice, Data, Security, Hosting, Backup & DR), as it is a pre-integrated suite of services that just works. They will appreciate the fact that they can call our support team and get straight through to someone who can attend to any issues they are having. And they will get comfort from the fact that Cloud Plus is 100% Channel and that our entire team is 100% Committed to enabling and supporting the channel.

What kinds of partners are you looking for?

HyperStore Object Storage, HyperFile NAS Storage, HyperStore XTreme, HyperIQ Observability and Analytics, HyperStore Flash

What kind of partners are you looking for?

We look for partners who want to build a practice around hybrid data management (on-prem and cloud) through a consolidated software-defined platform. We encourage our partners to build a Cohesity services practice to realise end-to-end profitability working with Cohesity, and our tech alliance partners, HPE and Cisco. 

What kinds of partners are you looking for?
CommScope continues the RUCKUS tradition of welcoming solution providers and MSP’s who have a passion for solving business problems in innovative ways and being among the first to offer their customers solutions that improve network performance, boost capacity and reduce CapEx and OpEx.

Where can I learn more?
https://partners.ruckuswireless.com/ 

Find out about our Partner Program here:
https://www.crn.com.au/channel-partner-program-guide/commscope-35

Key channel contacts:
Janine Farley, Southern Region Channel Account Manager
Shubh Narain, Northern Region Channel Account Manager

What are the key features of your channel program?
The PartnerPRO program allows our partners to differentiate themselves through specialisation tracks, as well as progressing through the program tiers to gain access to attractive incentives and rebates as well as inclusion in the partner finder. Ruckus continues to offer free technical training to our partners to empower them to offer value added services to their clients.

Share a success story about one of your Australian partners:
A Sydney based Elite Solution provider has diversified their business portfolio to leverage the skills that they have gained in network design, implementation and support, to deliver an MSP solution to new verticals. The partner leveraged their allocated Marketing development funds to develop a vertically focused lead generation campaign where the qualified leads are given directly to the partner for follow up and execution. This initiative has lead to a 3X increase in the partners addressable market opportunities, and all this during COVID.

What are the challenges for the channel over the next 12 months?
Not withstanding the obvious challenges that the unprecedented global COVID pandemic is continuing to present, with snap lockdowns, border closures and the significant increased cost of the channel doing business, we are now faced  with the potential for additional industry wide disruption that “chipageddon” could bring. This latest challenge could be more far reaching than COVID, with a greater toll on distribution and channel partners as physical product supply directly impacts their cash flow, preventing the rebound of investment that was hoped for as end users adapt to the new normal of remote working practices.

What kinds of partners are you looking for?

Partner profitability is central to Cradlepoint’s Partner Programs and therefore potential partners that offer a Wireless WAN managed service based on NetCloud - our single plane of glass management portal and our differentiated 3G/4G and market leading 5G endpoints in either networking, mobility and IoT solutions, will be most suited to Cradlepoint.

What kinds of partners are you looking for?

Forward leaning, cloud security focused resellers, SI's, and MSP's.

What kinds of partners are you looking for?

Partners with a strong focus on cybersecurity especially Identity and Access management are ideal for us as we take a broader Identity Security solution set to market. We now have SaaS based options for all solutions and this has resulted in a sharp acceleration of new customer acquisition especially in the mid-market. Our enterprise business continues to grow, providing more opportunities for partners that are focused on the mid-market. Finally, we are getting good traction with MSP’s looking to secure their own environments and also create Identity Security offerings to sell to their customers.

What kinds of partners are you looking for?

We currently have a strong presence in retail and the online channel segment, however, we are looking at expanding our partner coverage within the corporate, education and government sectors. CyberPower designs and manufactures a wide range of innovative power products that will suit any environment.

What kinds of partners are you looking for?

Partners specialising in the areas of Telephony & Contact Centre solutions, including platforms on Microsoft Teams, RingCentral, Avaya, Broadsoft, Access4, Ericsson-LG.

What kinds of partners are you looking for?

Solution centric organizations with skills data science, project management and advanced manufacturing.

What kinds of partners are you looking for?

Datto targets partners with SMB and mid-market customers ranging from 25 – 500, working with MSPs seeking a technology partner, not a technology vendor. We bring a consultative component to our partnerships, advising partners on best practices across business management, with a focus on driving MSP business success.

What kinds of partners are you looking for?

We continue to invest in partners focused on building transformation skills as part of their go-to-market strategy. Those who understand a customer’s business and industry and present holistic technology solutions. Embracing the Dell Technologies IT portfolio can generate partners 29.3 times more revenue than partners who sell point solutions.

What kinds of partners are you looking for?

Devo is interested in hearing from partners with Security Analytics/SIEM/monitoring experience. AIOps and service management skill sets are also desirable. Partners should display a passion for data and helping large enterprises derive meaning from machine data. Devo is a disruptor, we're challenging the status quo, we partner with companies open to doing things differently. A strong presence across FSI, Telco and critical infrastructure are ideal.

What kinds of partners are you looking for?

Connectivity is a requirement for every organisation - and D-Link has a range of networking solutions for all types of customers - Enterprise, Mid Market and SME. We work with MSP's, SI's, VAR's and Integrators across Australia, supplying Cloud Managed Networking Solutions, 4G Connectivity, Core and Edge Switching, Wi-Fi & IP Surveillance - with the Training and Support you expect.

What kinds of partners are you looking for?

As Eaton continues to invest in Digitalization, we are seeking partners that can work in tandem with Eaton, to deliver our latest products and solutions to market. With the global acquisition of Optimum Path Inc, Eaton's Intelligent Management Platform is enabling our customers a more comprehensive range of Power Management Software, keeping critical applications running longer.

What kinds of partners are you looking for?

Telco Wholesalers, MSPs, ISPs, ISVs, Professional Services Automation Alliance Partners, Developers and Utilities/Supplies. 

What kinds of partners are you looking for?

We partner with MSPs to provide Security, Data, Voice (inc Microsoft Teams Calling), and Cloud services for their client base. We work closely with our partners by implementing and supporting customizable solutions regardless of the client size.

What kinds of partners are you looking for?
Equinix holds a unique position at the junction of all the major secular trends in ICT. As such, we're looking to partner with companies who assist customers to take advantage of all that is available today while building the highest quality, most interconnected foundation for tomorrow.

What kinds of partners are you looking for?

ESET is looking to build their MSP program out within Australia as well as solid growth within our VAR channels. ESET is 100% channel business that offers security solutions from SMB's all the way to Enterprise.

What kinds of partners are you looking for?

Network detection and response (NDR) is growing at 24 percent year over year (according to IDC). ExtraHop’s Panorama Partner Program enables channel partners in Australia to profitably deliver best-of-breed security and IT performance solutions to enterprise and midmarket customers. We offer programs for VARs, System Integrators, and Managed Service Providers.

What kinds of partners are you looking for?

Extreme Networks delivers cloud driven end-to-end enterprise networking, working with partners who actively incorporate managed services and cloud-based, subscription services models into their go-to-market offerings. As a 100 percent channel-focused business in Australia, Extreme Networks has a two-tier distribution model with healthy margins, deal protection, training programs, sales and marketing support for our partners. We work with MSPs and systems integrators with national reach, as well as partners with capabilities in particular industry verticals, regions or market segments.

What kinds of partners are you looking for?

Fastly’s network is designed for channel partners to leverage Fastly’s edge cloud platform to build solutions, add value and integrate services for their customers. We empower our partners to build and deliver faster, more secure, digital experiences from the edge, and are looking to deepen our relationships with ANZ resellers and service providers.

What kinds of partners are you looking for?

ANZ based, strong foothold in FSI, Critical Infrastructure and Government sectors, strong relationships with customers, looking to grow cybersecurity and DLP product and service offering/branch into SASE.

What kinds of partners are you looking for?

Fortinet is looking to add partners, including those born in the cloud, who we can support and who will lead with our products. We’re continuing to work with our current partners on specialisations and certifications. We have the best technology to help partners secure their customers and be more successful.

What kinds of partners are you looking for?

Fujitsu seeks partners that share our purpose in making the world more sustainable by building trust in society through innovation. Ideal partners will have expertise across client computing devices, servers, storage, scanners, and data centre offerings and services.

What kinds of partners are you looking for?

Genetec are building a partner ecosystem to support our mission of protecting the everyday. We are looking to partner with channel partner organisations that are specialised in unified security, business intelligence and analytics. At Genetec, we always value committed channel partners who want to invest, collaborate, and grow together with Genetec. Our channel partner program offers deal protection, training & co-op credits programs, valuable benefits and incentives to help build a trusted and mutually profitable partnership.

What kinds of partners are you looking for?

Getac is looking for enterprise mobility experts with a focus in the natural resources, defence, public safety, utilities, transportation and logistics, automotive verticals.

What kinds of partners are you looking for?

Google Cloud partners provide innovative solutions to our customers that help them modernise and grow. Our partners combine our technology with their own strengths and specialisations, whether it be strong industry knowledge or the solutions they provide. Together we help customers accelerate their data-led innovation, modernise their infrastructure and increase productivity through collaboration and change management expertise so they can differentiate themselves in the market.

What kinds of partners are you looking for?

Grandstream has a diverse SIP and open standards based portfolio suited to partners specialising in Telephony, Security, WiFi, ITSP and Telco providers.

What kinds of partners are you looking for?

We help traditional partners, ISVs, SIs, Service Providers, and their clients unlock the full potential of their data with edge-to-cloud platform solutions, cloud services, and expertise. We are looking for partners that have pivoted to an as-a-service model in a Hybrid world providing unique offerings vertically or horizontally across market segments.

What kinds of partners are you looking for?
Hitachi Vantara Australia & New Zealand looks for partners that align with our smart-cloud, hybrid-cloud strategy, and who take a customer-first, data-led approach. Partners who can deliver and/or manage Hitachi Infrastructure and AI tools designed for the flexibility, availability and reliability required by Mid-Market, Enterprise or Government customers in ANZ.

Where can I learn more?
https://www.hitachivantara.com/en-anz/partners.html 

Find out about our Partner Program here:
https://www.crn.com.au/channel-partner-program-guide/hitachi--60

Key channel contacts:
Jonathan Fester, Northern Partner Account Manager (Qld, NT, WA)
Ed Daven, Central Partner Account Manager (ACT, NSW)
Abraham Folau, Distribution Partner Account Manager - ANZ

Share a success story about one of your Australian partners:
A regional SI had a significant opportunity to provide a Federal Department with a managed service, software-defined datacentre solution. It approached Hitachi Vantara who came on board with a state of the art hyperconverged solution built on VCF to replace the incumbent 3-tier infrastructure, and our consumption-based commercial offering, EverFlex. To ensure the WIN, the partner leveraged our Centre of Excellence to showcase a day-in-the-life example and the value of also replacing several incumbent arrays.

What are the challenges for the channel over the next 12 months?
2020 was a year when organisations had to speed up their digital transformations and rapidly ramp up digital capabilities. This had significant impact on the Channel. It presented opportunities to support end user organisations, but system integrators, distributors, managed service providers etc. were, themselves, challenged by change and disruption. This year they will need to consider what worked and what didn't, and shore up their own businesses against future uncertainty. Now that we know how extreme disruption can be, it's vital to be part of a reliable, collaborative ecosystem of reputable vendors, distributors and other partners focused on joint success. 

What kinds of partners are you looking for?

High culture-fit Australian MSPs servicing SMB customers in Professional Services industries. If like us, you value open communication, relationships and are willing to work together when **IT hits the fan, then we will be thrilled to have you as part of the HN family.

What kinds of partners are you looking for?

Since Huawei is a global leading ICT technology provider, we are looking for capable partners for our products & solution in Data Communication, Transmission & Access, eLTE, Storage & Intelligent vision, Digital Power, Wireless etc. We are committed to build a trustworthy and robust partner ecosystem, which supports the long-term growth of Huawei’s enterprise through partnership working together.

What kinds of partners are you looking for?

iasset.com brings the channel together to ensure every opportunity throughout the entire product lifecycle is optimized seamlessly, efficiently and cost effectively. We offer a standardized platform where your partners and even your partners’ partners can interact and exchange data in a secure, automated manner.

What kinds of partners are you looking for?

IBM continue to recruit around three motions, Build, Service and Sell. Our Build partners are using their IP and building on IBM technologies and platforms Our Service partners are creating custom solutions and managed services leveraging IBM technologies and platforms. Sell partners are re-selling IBM offerings directly to customers. 

What kinds of partners are you looking for?

We remain focused on the PC gaming and enthusiast markets, but we’re also looking for channel partners who we can help to grow and develop their business in new areas with end-to-end solutions in the IoT, enterprise and data centre market segments.

What kinds of partners are you looking for?

Focused exclusively on Apple, Jamf Pro delivers a device management experience second to none. As a reseller of Jamf Pro, you will ensure your customer’s success with Apple, building customer loyalty and increasing revenue in the process. Authorized partners receive sales tools, marketing materials and dedicated resources.

What kinds of partners are you looking for?

Our partners hold a crucial role in our vision of accelerating the development of the secure, AI-driven Enterprise. We will thus continually seek out partners who can deliver this experience to our customers, and we will do all we can to help them drive growth through new business and customer expansion, all while focusing on simplicity.

What kinds of partners are you looking for?

We are looking for cyber security focused solution partners.

What kinds of partners are you looking for?

Konica Minolta is looking for managed service provider (MSP), service integrator (SI) and business process outsourcing (BPO) partners, who want to differentiate their offerings, build recurring revenue streams and offer efficiencies in their marketplaces using intelligent information management (IIM), automation and cloud native workflow solutions from Konica Minolta.

What kinds of partners are you looking for?

At Lenovo we are ‘Channel-first’ and keep channel partners at the heart of our business -- prioritising their needs, listening to and acting on their feedback. We make it seamless for channel partners to do business with us, empowering them to future proof their businesses through an enhanced reward structure, new business opportunities and vertical-specific channel enablement programs that have a holistic offering of training, networking and marketing. We continue to invest in partners focused on building digital transformation skills as part of their go-to-market strategy for customers across all organisations and industries.

What kinds of partners are you looking for?

Industries: Government, FSI, Manufacturing & Resources, Healthcare, Retail, NFP. Geographies: Sydney, Melbourne, Brisbane, Perth and Canberra. Solutions: Content and communications partners, even employee experience based organisations.

What kinds of partners are you looking for?

LogMeIn has multiple options for partners across MSPs, VAR, Distributor, Master Agents/Sub Agents. LogMeIn is open to any partners given the wide breadth of remote work solutions. Specific requirements need to be met for MSPs/Var/MA. Expansion into ASEAN region.

What kind of partners are you looking for?

We look for cybersecurity resellers, consulting services and managed security service providers that can service the Medium and Enterprise markets and public sector.

What kinds of partners are you looking for?

We're looking for partners who can work closely with MaxContact and can deliver the service that our clients expect. We look to work with the best partners in Australia, no matter the location.

What kinds of partners are you looking for?

meldCX delivers the building blocks for businesses to create premier customer experiences for their own customers. Our core product, the meldCX Core Platform allows organizations to manage their applications and commercial devices remotely with ease. Our Vision AI solution, Viana, uses high-performance vision analytics to anonymously capture visual and spatial data and converts it to data stories — allowing business leaders to make insightful decisions based on real-life analytics. It’s completely anonymous, so no identifiable information is captured. Target partners: Resellers, SIs, ISV Target verticals: government, enterprise, healthcare, retail, hospitality

What kinds of partners are you looking for?

Micro Focus is looking to engage new and existing partners to combine portfolios to deliver a high level of customer satisfaction and solutions across a variety of industries. We aim to create collaborative solutions with focused partners.

What kinds of partners are you looking for?
Fuelled by the market opportunities we see through digital transformation, and the cloud, we’re committed to investing in and delivering what Australian partners need to innovate, grow their businesses and deliver on the promise of digital transformation for customers across all organisations and industries.

Where can I learn more?
https://partner.microsoft.com/ 

Find out about our Partner Program here: 
https://www.crn.com.au/channel-partner-program-guide/microsoft-australia-33 

Key channel contacts:
Danica Swift, Go-To-Market Lead
Michael Girdis, Director, Partner Development
Kiet Le, Head of Channel Management Sales

Share a success story about one of your Australian partners:
PwC Australia has developed the Decision Analytics Platform, built on Microsoft Azure, which automates and accelerates the due diligence and deal analytics work underpinning mergers and acquisitions (M&A) activity. The organisation has used the new platform on more than 150 transactions already, including some iconic Australian businesses. PwC expects to complete more than 400 deals using the platform in FY21. PwC’s Decision Analytics Platform has been designed to help M&A teams properly assess the value of a business, and can also be used post-transaction to help the new owners make better data-informed business decisions. “By building its Decision Analytics Platform on Azure, PwC has totally transformed the way its teams are able to support clients engaged in M&A activity in Australia and around the world – assured of Microsoft’s ongoing investment in innovative new services and products that PwC can integrate to keep its Platform on the leading edge for years to come.” – Rachel Bondi

What are the challenges for the channel over the next 12 months?
Every day, we are learning more and more about the global impact of the coronavirus —how the health crisis is affecting our families, employees, and businesses. While there is uncertainty around the world, there is also a lot of hope, with incredible examples of partnership and innovation in the face of exceptionally challenging times. For decades, Microsoft partners have been at the center of how we deliver technologies and business transformation to customers. Today, more than ever, we need to collaborate and co-innovate to meet those customers’ needs. For our part, that means ensuring that we’re giving you the support you need in the weeks and months to come.

What kinds of partners are you looking for?
We're looking for partners with customer bases aligned to ours who can invest in understanding our technology differentiators and take those solutions to customers and prospects. We want partners who mold their unique value proposition around Mimecast's solutions to solve their customers' business problems and drive growth for both organisations. Partners who are utilising our technology to integrate key solutions with other best of breed security vendors to assist in solving broader cybersecurity issues for their customers are seeing great success. We want to work with partners that help us grow in the ANZ market, and who we can in turn help grow in a profitable, consistent way.

Where can I learn more?
https://www.mimecast.com/partners/ 

Find out about our Partner Program here:
https://www.crn.com.au/channel-partner-program-guide/mimecast-61

Key channel contacts:
Lucy Grigg, Channel Sales Manager
Katrina Power, Partner Marketing Manager

Share a success story about one of your Australian partners:
We had a partner that wanted to ensure that their customers Microsoft investment was kept secure. By adopting and partnering with Mimecast protecting their customer’s Microsoft 365 investment with industry-leading email security, this limited their customer exposure. Working with Mimecast the partner ensured that they provided their customer a more secure solution by providing a “second lock to pick” protecting your productivity investment. This investment was protected inside the organization as they implemented Mimecast Awareness training to ensure that users were less likely to click on malicious links. As well as ensuring that their customers were protected from outside in.

What are the challenges for the channel over the next 12 months?
We continuously invest to thoughtfully integrate brand protection, security awareness training, web security, compliance and other essential capabilities. Our partner ecosystem has been critical to our growth, and will be even more important to both Mimecast and our customers as we move forward.

What kinds of partners are you looking for?

Motorola Solutions’ technology portfolio continues to expand to provide a combination of technologies that leverage voice communications, video security and software. We need partners who can help us to apply these solutions to address increasingly complex customer challenges and who are excited about working together to develop new capabilities.

What kinds of partners are you looking for?

MuleSoft partners help customers transform their businesses, creating connected experiences, products and services. Our partners bring specialised knowledge across verticals and solution sets that we combine to achieve outstanding customer outcomes.

What kinds of partners are you looking for?

N-able provides a range of solutions for Managed Service Providers (MSPs) and SMBs, who offer IT Services in the Australian IT Channel. Our partners cater for all types of industry verticals using our solutions to offer remote IT support, security and maintenance to their customers.

What kinds of partners are you looking for?

Nasuni are searching for two types of partners. Any born-in-the cloud storage partners with AWS, Azure, Google and IBM Cloud expertise and the traditional NAS storage partner looking to modernise and simply clients on premises NAS solutions using object storage.

Where can I learn more

https://www.nbnco.com.au/business/ict-channel-program

Find out about our Partner Program here:

https://www.crn.com.au/channel-partner-program-guide/nbn-co-64

Key Channel Contacts

Andrew Charitou – National ICT Channel Manager

Brett Howard – Wholesale Channel Development Manager

Terry Scerri – New Sales Channel Development Manager

What kinds of partners are you looking for?

NetApp is looking for partners that want to leverage solutions built in a true consumption commercial construct to expand hybrid-multi cloud data management solutions across ANZ. NetApp has the only “off-book” capability where we retain title to the equipment rather than requiring the customer to sign up to lease the equipment.

What kinds of partners are you looking for?

We are looking for partners that offer Managed Services, ProAV solutions and/or IP Surveillance Solutions.

What kinds of partners are you looking for?

Netskope works with all different kinds of partners and service providers and can address a wide breadth of Cloud Security and Data Protection requirements. We have found that the most successful partners and MSP’s we are engaging with, are those that leverage Netskope's Cloud Security platform to its maximum potential. These partners build services around the platform and leverage our open API’s to integrate Ecosystem Security Partner solutions to address specific security use case requirements. Netskope safely and quickly connects users directly to the internet, any application, and their infrastructure from any device. This creates new opportunities with partners focused on cloud adoption, digital transformation and security solutions for the Australian market.

What kinds of partners are you looking for?

NEXTDC works with partners across the ICT industry who provide their customers with Cloud, colocation, integration and managed services or who are deploying their own aaS offerings.

What kinds of partners are you looking for?

Nintex has nearly 100 partners in Australia, and constantly looks to accelerate partner capability. Our key GTM partners are Microsoft, Adobe, and Salesforce. Channel partners such as Avanade, Empired, Cloud Collective, Ricoh Australia and many others, partner with Nintex to provide implementation services and overall customer adoption and success.

What kinds of partners are you looking for?

Nitro is looking for partners across all of APAC to help there customers enjoy the value and savings Nitro provides across our PDF Productivity and eSigning Platforms. Smart partners are already leveraging the savings to drive other services whilst building new annuity streams.

What kinds of partners are you looking for?

We are looking to expand our partner base across Australia and New Zealand, particularly with partners who want to develop, accelerate and optimise OT and IoT security for their clients, and those with a strong focus on industrial sectors.

What kinds of partners are you looking for?

We are always interested to meet with organisations who are focusing on assisting their customers in Asia Pacific and Japan dealing with their data challenges particularly in Governance, Risk and Compliance areas.

What kinds of partners are you looking for?

Nutanix is looking to recruit partners with expertise in HCI and Hybrid Cloud across all geographies and industry verticals.

What kinds of partners are you looking for?

Okta partners with cloud first businesses who align to best of breed technologies. These make up GSI's, Cloud service providers, regional partners and boutique SI's with coverage across APJ.

What kinds of partners are you looking for?

OnePlace Solutions is open to partners in all industries and geographies. We have strengths in improving productivity, collaboration, and compliance within SharePoint and Office365. Partners are seeing success in areas such as legal, government, engineering, health, and utilities. We also help to enhance project management systems built on Office365.

What kinds of partners are you looking for?

Opengear are looking to engage with resellers and system integrators to promote our Smart out-of-band solution as part of a value add offering to their clients across all verticals and markets.

What kinds of partners are you looking for?

OpenText delivers a broad portfolio of Technology solutions.  Our focus this year is expanding our Analytics and Archive partners through our Distribution strategy and the broadening of existing partners capability.  OpenText has achieved considerable channel success through 2020 and we are keen to build in 2021.

What kinds of partners are you looking for?

Responsible for leading Oracle’s vibrant SaaS partner ecosystem in the worlds most diverse marketplace. Driving customer success & growth through relationships, collaboration and our market leading OCI, ERP, CX & HCM Cloud Business Applications.

What kinds of partners are you looking for?

We're seeking additional APAC Cisco Collaboration partners that are looking to differentiate and add value to their offerings for products such as Cisco Webex Calling.

What kinds of partners are you looking for?

Pexip is investing significantly into the ANZ channel community as it grows its APAC footprint. Our partners thrive with customers who have complex environments and who want to collaborate over video – both internally and beyond their business borders with end users. Pexip focuses on delivering scalability, simplicity, security and interoperability.

What kinds of partners are you looking for?

At Ping Identity, we are looking for highly skilled and dynamic partners to expand our world class network of technology and consulting partners to deliver exceptional identity experiences for enterprise organisations.

What kinds of partners are you looking for?

PowerShield is looking for exclusive partners that will get them into niches where they are not represented.

What kinds of partners are you looking for?

SI's, Implementers with 10+ employees targeting ERP, CRM, HR system deployments whose customers don't really have a clear understanding of how their processes work.

What kinds of partners are you looking for?

Probax is a 100% channel-focused provider of intelligent data protection services for Managed Service Providers (MSPs). All MSPs benefit from leveraging our platform, however we specifically look to partner with MSPs who have these characteristics: 5-100 FTEs with $0.5M-$50M ARR Selling to SMB with 10-250 FTEs 20-500 active customer accounts

What kinds of partners are you looking for?

Procore is building its partner ecosystem for the first time. We’re looking for partners that understand and are passionate about the industry-wide digital transformation in construction. Whether you're looking to become a referral partner, certified consultant, own a solution, or want to build one together, Procore can expand construction capabilities.

What kinds of partners are you looking for?

Proofpoint protects organisations’ biggest risks and greatest assets: their people. With an integrated cloud-based suite of people-centric compliance and security solutions, we help leading organisations mitigate their most critical security and compliance risks. Successful Proofpoint partners are aligned with our people-centric vision. Proofpoint's GTM is 100 percent channel and our partner program delivers value for Resellers, SIs, MSPs and MSSPs.

What kinds of partners are you looking for?

Pure Storage works with partners who are hyper focused and committed to customer success. We are seeing momentum in the areas of storage-as-a-service, flexible consumption services, cloud and data protection. We look for partners that are able to help customers navigate their digital transformation journeys and with expertise in data management.

What kinds of partners are you looking for?

Qlik wants to work with Australian partners with experience in financial services, public sector and telecommunications. For us, a strong partner can sell solutions in the business analytics space, understands analytics modernisation, can drive an enterprise architecture discussion with senior decision-makers, and has the appetite to expand into data integration.

What kinds of partners are you looking for?

We continue to target partners with their own strengths and specialisations as an extension of our innovative capabilities as a leading end-to-end multicloud technology service company – with ISVs, Start-ups and Private Equity as key partners. Together we help customers accelerate their path to cloud, modernise their infrastructure and increase productivity so they can differentiate themselves in the market.

What kinds of partners are you looking for?

Partners play a key role in enabling our customer success. By adopting a "less is more" approach, our existing partner network continues to grow. We recruit partners with a strong emerging technology focus in the DevOps, cloud, AppDev and automation spaces. In recruiting new partners, we develop their capabilities as part of the onboarding to enable them to grow in the market.

What kinds of partners are you looking for?

Ribbon Communications is aggressively recruiting partners in Australia and New Zealand, particularly in the burgeoning Session Border Control market. Building on the capabilities created by the merger between leading SBC providers GENBAND and Sonus, we see significant expansion opportunities for partners who are focused on enterprise customers and want to grow their skills to add a voice component to video conferencing solutions. There are also opportunities for partners who are already providing voice solutions and want to work with industry leading technology to supplement their portfolios. Equally, we want to work with organisations which help provide communication solutions that require carrier grade termination equipment at friendly prices.

What kinds of partners are you looking for?

RingCentral seeks Australian partners of all sizes to join our Channel Harmony program, which offers local partner manager support, specialised subject matter experts, no-cost certifications and events, and lead generation activities—all with full commissions, zero channel conflict, and the industry’s best cloud-based unified communications solutions.

What kinds of partners are you looking for?

We are looking for agile new partners who like to get there hands dirty, have time to get skilled up on SecurID and the people to find new opportunities in the commercial territory, in particular South Australia and Western Australia

What kinds of Partners are you looking for?

At Rubrik, we’re disrupting a $48 billion backup and recovery market. We look to work with partners who can add value to our 100% through Channel model, in areas   across cloud, infrastructure, security, and automation.

What kinds of partners are you looking for?

As more and more customers adopt a multi-cloud approach across Azure, AWS and VMware.  Staying secure, security compliant and protected against environmental issues is imperative.  We help customers proactively do this using our technology. We want partners who can provide this multi cloud expertise and help deliver our value to customers through their own advisory services.

What kinds of partners are you looking for?
Salesforce ANZ is seeing expansion of practices across all partner sectors at an unprecedented rate. In particular partners targeting E/SMB seeing strong growth and recent launch of Cloud Resell model in NZ an example. Recruitment focuses on partners who help companies to get closer to their customers and partners building assets across the region in all verticals and across our portfolio of solutions. Agency partners, those with solutions for B2C and B2B based around Digital 360 in Marketing, Commerce and Experience Cloud have a strong growth potential. Partners focused on regions including WA, SA, NT and South Island of NZ.

Where can I learn more?
https://go.salesforce-partners.com/overview

Find out about our Partner Program here:
https://www.crn.com.au/channel-partner-program-guide/salesforce-40 

Key channel contacts:
Erin Williams, Regional Vice President Growth - Alliances & Channels
Louise Adami, Regional Vice President - Partner Account Management
Phillip Presnall, Director, Alliances, New Zealand - Partner Account Management

What are the challenges for the channel over the next 12 months?
Capacity: A 2019 IDC report predicts the Salesforce economy will generate $1.2 trillion in new revenues and create 4.2 million jobs by 2024. Salesforce and partners are addressing capacity challenges on a number of fronts. The Talent Alliance program encourages partners to commit to making 20% of their hires net-new to the ecosystem and focuses on diversity.
Productivity & IP: Partners encouraged to use their unique IP and repeatable assets to deliver customer success focusing on core strengths in sectors they know. Automation of processes for ISVs also a target. Salesforce AppExchange a big focus with thousands ready to use.

What kinds of partners are you looking for?

SAS values partners with expertise in data and analytics across FSI, government, telecommunications, utilities and retail. Specifically, partners with domain expertise in industry related areas, like credit risk in FSI or demand planning in retail. We want to work with partners who have sales capability and can self-sufficiently manage projects.

What kinds of partners are you looking for

Where can I learn more?
 https://seismic.com/

Find out about our Partner Program here:
https://www.crn.com.au/channel-partner-program-guide/seismic-42

What kinds of partners are you looking for?

SentinelOne offers a world-class partner program that helps you deliver comprehensive endpoint security solutions and expertise. We work with traditional resellers and are committed to developing our MSSP partnerships this year and beyond.

What kinds of partners are you looking for?

We look for value-added Partners who are passionate about solving business challenges and problems for our customers by removing the complexity of today’s IT operations management challenges. We value committed Partners who are eager to grow together with SolarWinds. Our business spans the entire ANZ region, serving multiple vertical industries.

What kinds of partners are you looking for?

Customers are increasingly looking for partners that manage end-to-end solutions and services. At the end of the day, we want partners that are focused on solving a customer’s business problems and prioritising their security posture, whether it’s on prem, in the cloud or a managed service.

Since the merger of Arcserve and StorageCraft, we have more offerings in the Mid-Market and Enterprise so we are looking for Partners to compliment our existing SMB Partner base.

What kinds of partners are you looking for?

Partners who have a strong Data & Analytics practice and have focus on Data Governance with their clients is key. Additionally, as Talend continues its growth with its Data Fabric platform, we need good reseller and Systems Integrator partners to work with and share the success with.

What kinds of partners are you looking for?

Regional and outer-metro ICT partners across the nation who want to provide quality telco. solutions to their customers and are looking for responsive pre-sales support, customer focussed delivery and personalised after sales service from a partner led challenger telco.

What kinds of partners are you looking for?

Tenable is a channel-first company in the enterprise market. We're committed to collaborating with leading security technology resellers, distributors and ecosystem partners to help organisations of all sizes manage, measure and reduce their cyber risk - and close the Cyber Exposure gap.

What kinds of partners are you looking for?

Thycotic looks to partner with large managed service providers (MSPs) and systems integrators (SIs), as well as specialist managed security service providers (MSSPs), that serve large enterprise and government customers. We work closely with our partners to ensure they are fully trained and certified and able to deliver successful customer implementations.

What kinds of partners are you looking for?

We are looking to expand the number of partners we have in New Zealand.

What kinds of partners are you looking for?

Trend Micro strives to work with partners that can meet the needs of our customers. This includes those that are skilled in large-scale IT infrastructure projects and recognise the importance of including cybersecurity into the solution, specialise in cybersecurity monitoring and/or deployment services, and cloud transformation partners.

What kinds of partners are you looking for?

UiPath looks for Partners to join our ecosystem of leaders who are transforming the way humans work. Our Partners have skills in business transformation and capturing market share. They solve challenges for our customers leveraging the UiPath automation platform combined with their own service offerings.

What kinds of partners are you looking for?

Vectra AI is keen to engage with resellers, security integrators and MSPP partners who enable us to expand our go to market coverage in region. Company values of our partners is key as is the alignment to our own mission: See and Stops Threats Before they Become Breaches.Vectra AI is interested in engaging with various partner types within Asia Pacific region to enable us to expand our cloud partnerships to provide greater visibility and response to our customers through public, private and hybrid cloud environments.

What kinds of partners are you looking for?

Veeam works collaboratively with partners from a variety of verticals across Australia and New Zealand who address enterprise to SMB clients. As Veeam is a 100 percent channel organisation, Veeam works with partners to establish clever and unique go to market strategies that set them up for success.

What kinds of partners are you looking for?

Our updated Veritas Partner Force Program for fiscal year 2022 is specifically designed to reward and drive profitability with partners who are investing in new business growth with Veritas. With market leading solutions encompassing APTARE IT Analytics, NetBackup, InfoScale and our latest - NetBackup SaaS Protection – partners selling licenses directly to customers and managed service providers are best suited for our partner program.

What kinds of partners are you looking for?

Vertel provides a range of WAN, PoC, and professional services offerings for MSPs and SIs. Vertel is looking to attract SD-WAN partners with its SD-WAN as-a-Service offering that lets partners provide a fast-track, white-label managed SD-WAN service to their clients without the CAPEX and time involved in DIY service offerings.

What kinds of partners are you looking for?
We’re looking for true partnership and are not bound any cookie-cutter size or shape of expertise – we’re more focused on what partners can bring to customers, particularly those in the education and healthcare sectors. As well as traditional partners, we are focusing on edge computing, hybrid cloud, HCI and AI vertical expertise.

Where can I learn more?
https://partners.vertiv.com/English/ 

Find out about our Partner Program here:
https://www.crn.com.au/channel-partner-program-guide/vertiv-62

Key channel contacts:
Jonathan Vandenberg, Solutions Partner Manager – ANZ
Locksley McKay, IT Channel Account Executive - ANZ
Michelle Du Plessis, Channel Sales Coordinator - ANZ

Share a success story about one of your Australian partners:
One such partner was able to remove the complexity and provide an entire solution for an end user that found a number of its sites failed to meet its IT standard during an audit. Space for a distribution centre was a premium, so the partner helped the organisation deploy the Vertiv Smart Solution inside the distribution centre, an old meeting room and an existing server room, fulfilling its need for flexibility and scalability. With four sites complete and another 20 in the pipeline, the fully integrated solution uses a single feed power management unit, removing the need to build another switchboard. The success of this project has lined up a stack of new opportunities with the Australian partner.

What kinds of partners are you looking for?

We are seeking growth-driven businesses with experience in IT, communications, and telephony to join our Channel Partner Program. Vonex provides premium quality products and we consider ourselves to be the easiest Telco in the market to work with. We go to market exclusively through Channel Partners, creating a local presence on a national scale.

What kinds of partners are you looking for?

Ideal partners need to have a real passion for cybersecurity and network protection. As a 100 percent channel-focused business, we provide training and enablement, deal registrations, health margins and a team of dedicated people to help support our partners. Partners will be equipped to position WatchGuard in any industry vertical and market.

What kinds of partners are you looking for?

Y Soft looks for both global and local partners in the print, document capture and cloud industries. We also provide customer-based 3D printing solutions to the existing print channel, particularly in the education sector.

What kinds of partners are you looking for?

ERP- and CRM-specialist resellers and consultancies located in Australia, New Zealand, Singapore, Hong Kong, Indonesia and Malaysia that want to deliver data management and business intelligence solutions to their customers with ZAP’s pre-built solutions for the Sage and Microsoft Dynamics portfolios, SAP Business One, SYSPRO and Salesforce.

What kinds of partners are you looking for?

Zebra is keen to work with partners across the ANZ region, in a range of verticals including Retail, Healthcare, Transport & Logistics, Warehousing, Manufacturing, Energy and Utilities, and Field Services. Key solutions include mobile computing, barcode scanning and data capture, RFID, printing, real time location systems, analytics and data services.

What kinds of partners are you looking for?

Seeking partners with interest and expertise in data centres, micro data centres, UPS and cooling.

What kinds of partners are you looking for?

Zscaler's mission is to protect what matters most to enterprises and government agencies across the globe. As the leading cloud security vendor, Zscaler's zero trust platform is the enabler to digital transformation and our partners are the connective tissue that bring it all together for our customers - with their in depth knowledge of the customer cloud journey, localised expertise and industry experience. Partnering with Zscaler means pushing boundaries and accelerating the new normal for businesses to thrive.