Progress Software: Digital agencies are key to partner ecosystem

Progress Software has expanded the scope of its channel, which now includes digital agencies and services partners that focus on particular vertical market segments; other news from the week.

Traditional partners typically view digital agencies as competitors, but Progress Software Corp. sees it differently.

Progress' partner ecosystem includes ISVs, distributors, systems integrators and services partners. More recently, the company has added new types of partners, such as digital agencies and services partners that have specialties in vertical markets. In total, Progress has about 2,500 active partners today.

"We see a tremendous amount of opportunity from lots of different angles," said Kimberly King, vice president of global partners and channels at Progress, based in Bedford, Mass. "When we look at our partner ecosystem, the uniqueness of those partners allows us to work very collaboratively with them."

She said digital agencies have unique capabilities for helping customers solve business problems, as well as a branding, messaging and marketing background.

"They were basically born out of a vacuum that was created between systems integrators and business consultants," she said, noting that business consultants will look at customer business processes and re-engineer them, while systems integrators will just look at technology products.

"In the middle, we found these amazing digital agencies that can bridge the gap between both," she said.

Progress began approaching digital agencies and other more traditional partners as complementary, rather than competitive, King said, with the company looking for opportunities for pairing them as collaborators. For example, Progress will pair digital agencies with implementation partners that don't do any of the marketing strategy, product selection or go-to-market work.

We see a tremendous amount of opportunity from lots of different angles.
Kimberly Kingvice president of global partners and channels, Progress Software

"They generally sync up well," she said. "We rarely see clashing."

She added that Progress will bring in digital agencies to train other partners on social media, websites, branding and more.

In April, Progress acquired DataRPM, a maker of cognitive predictive maintenance technology, and is currently focusing on incorporating cognitive technology into its strategy.

One Identity launches partner program

One Identity, an identity and access management (IAM) company that operates under Quest Software, debuted a stand-alone partner program, One Identity Partner Circle. Targeting systems integrators, consultants and resellers, the program offers support for selling One Identity's IAM products. Support and benefits include deal registration and incentives for resellers, influencers and delivery partners; technical tools, training and delivery enablement; and a new partner portal.

One Identity was established as an independent business under Quest Software after equity firm Francisco Partners and hedge fund manager Elliott Management acquired the Dell Software Group last year.

Other news

  • Westcon-Comstor expanded its distribution pact with Symantec, a move the company said gives solution providers access to Symantec's Integrated Cyber Defense product portfolio.
  • Atera, an IT automation platform vendor, now offers managed service providers the ability to monitor, manage and automate Apple Mac devices. The company's platform encompasses remote monitoring and management, professional services automation and remote access.
  • Endpoint management software vendor IGEL Technology named Brad Tompkins as its new vice president of sales for North America. In his new role, Tompkins will oversee the vendor's North American sales organization. The company said it is transitioning toward a software-driven sales model and expanding into vertical markets, such as education, financial services, government, healthcare and retail.

Market Share is a news roundup published every Friday.

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