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New SUSE partner program offers product training, rebates

SUSE's new channel program offers rebates of up to 30% to partners who train and certify their sales and engineering personnel on the company's products; more news from the week.

SUSE, a vendor of Linux, cloud infrastructure and storage offerings, has launched a new channel program that emphasizes training and provides rebates of up to 30% for partners specializing in the company's products.

The partner program, according to the company, focuses on "solution areas" in four sectors: enterprise Linux, software-defined storage, OpenStack cloud and systems management. Mark Salter, vice president of channels at SUSE, said the program's benefits revolve around the partner's ability to acquire skills around the company's products, rather than hitting particular sales targets.

For example, partners who train and certify one SUSE Sales Specialist and one Technical SUSE Certified Admin can participate in the program at accredited partner level and qualify for a 10% rebate on each registered deal. A SUSE partner that certifies more sales specialists and at least two technical admins qualifies for a 30% rebate at the solution partner level. Channel companies can also register with the program at the entry-level member level, but won't qualify for program benefits such as rebates.

Partners train and certify within particular product sets, Salter noted, adding that channel companies can specialize in more than one area. He also said that the rebates are over and above whatever margins they achieve in selling a SUSE technology to customers.

Get skills in our products, give customers a great experience and we will reward you.
Mark Saltervice president of channels, SUSE

Partners, Salter said, are "not required to commit to certain amounts of sales. Get skills in our products, give customers a great experience and we will reward you."

Salter estimated the task of training and certifying for a particular product specialization takes about one week for each channel partner sales or technical employee. The training is provided at no cost.

Another element of the new SUSE partner program is that it has been separated from parent company channel programs. SUSE, once part of Novell, was acquired by The Attachmate Group, which, in turn, was acquired by Micro Focus International in 2014. The SUSE partner program had been combined with the Micro Focus channel initiative.

"What is new about the ... program is that it is going to be separate ... from the Micro Focus program," said Nathan Barney, head of global partner marketing at SUSE.

The new SUSE partner program also includes an online partner portal, which offers product information and sales tools. The portal also helps partners more readily access and track their training and certification progress, Barney said

SUSE, based in Nuremberg, Germany, conducts 90% of its business through partners, Salter said.

"Without partners, there would be no SUSE," he said.

Apple partners with Deloitte

Apple furthered its ambitions in the enterprise market by forging a new partnership with professional services firm Deloitte. Deloitte revealed it will create an Apple practice, dedicating 5,000 strategic advisors to helping enterprise companies transform their workplaces using the iOS platform. Deloitte Consulting and Apple will develop a service offering, dubbed EnterpriseNext, to help customers leverage the iOS ecosystem, which includes hardware, software and services.

Other news

Here's a look at highlights from the week:

Solution provider Accenture entered in an agreement to purchase DayNine, a global Workday consulting and deployment service provider. The acquisition would add about 400 DayNine professionals to Accenture's Workday group, which is a part of the Accenture Cloud First Applications team. DayNine CEO and co-founder Tim Ramos would lead the combined group, Accenture said. The companies did not disclose the terms of the acquisition.

Through a new distribution deal, Tech Data Corp. will offer KnowBe4's end-user security training and phishing simulations to its North American network of solution providers. Tech Data partners can access the KnowBe4 services through the distributor's Security and Information Management business unit.

Additionally, Tech Data expanded its agreement with continuity vendor Veeam Software. Tech Data will now act as a U.S. rental aggregator for Veeam and provide the company's availability software to Veeam Cloud and Service Provider partners via Tech Data Cloud.

IndependenceIT, a cloud management platform company, launched a new channel program for independent software vendors and managed service providers to drive adoption of application services. The program ties into IndependenceIT's App Services platform, which aims to help service providers set up and manage app collections that they can deliver directly to end-user devices or publish to existing Cloud Workspace environments, according to the company. The partner program offers licensing starting at $100 per month per software-defined data center; dedicated technical support; and a partner portal with collateral, technical guides and other resources.

Four51 is targeting B2B e-commerce developers, integrators and other channel partners with the launch of the company's OrderCloud.io e-commerce platform. The platform lets partners provide customized e-commerce and order management applications to their customers, according to Four51.

Continuum, an IT management platform company for channel partners, unveiled a partnership in which Continuum's MSP partners will be able to purchase and manage Auvik's network infrastructure remote monitoring and management technology through Continuum's ITSupport portal. Continuum also announced integration agreements with IT Glue, an IT documentation platform, and BrightGauge, which offers business intelligence software for IT services providers.

Cloud Technology Partners, a cloud services and software company, has opened offices in London and Amsterdam to launch its EMEA operations.  

NetEnrich  appointed Jonathan White as vice president of channel marketing and sales. White joins the company from Trend Micro, where he was director of small and medium-sized business channel marketing.

SADA Systems, an IT and cloud computing services provider, named Tom Marek practice director for the company's enterprise solutions team.

Arctic Wolf Networks, a security operations center-as-a-service company, appointed Nick Schneider as the company's head of sales. Schneider has been tasked to recruit partners for the company's Apex Partner Program.

The Market Share is a news roundup published every Friday. Additional reporting by Spencer Smith.

Next Steps

Learn more about SUSE Linux Enterprise Server

Find out what's driving Accenture's cloud acquisitions

Read about Apple's interest in the enterprise

 

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SUSE partner companies receive benefits based on certification versus specific revenue targets. Would you prefer benefits based on revenue or the amount of training you pursue?
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