PARTNERS’ PERSPECTIVE partners and customers at the centre of every decision.
When updating the programme, HP focuses on delivering experiences that work better together, ensuring it remains seamless to engage and do business with HP. These updates are guided by HP’ s commitment to empowering partner growth and staying ahead of industry shifts.
Given the rapid pace of technological advancement, key elements like onboarding processes, incentive structures, partner performance and certifications dashboards, and training content require periodic reviews to ensure they reflect the latest advancements and market needs. These updates ensure the programme remains relevant and helps partners adapt quickly to new opportunities.
“ By proactively refining these elements, the programme supports partner growth and success in a fast-changing environment,” says Liferay’ s Sikdar.
Programmes cannot be static when the market is constantly shifting. Incentives, training content and engagement models need to be revisited regularly to stay aligned with partner needs and customer expectations. As hybrid cloud and AI adoption accelerate, updates are essential to help partners stay relevant and competitive.
“ When updates are made, the goal is always to reduce complexity, increase partner agility and ensure the programme continues to support long-term, scalable growth,” says NetApp’ s Kaiser.
Growth through programmes
The Check Point Partner Programme’ s tiered architecture acts as a blueprint to align partner types with business focus and growth objectives. Whether a partner is delivering foundational product sales or leading with advanced services like cloud, SASE, or managed detection and response, the programme supports tailored enablement paths.
Check Point ensures partners can rapidly onboard, upskill, and unlock higher-value opportunities. This structured approach filters and empowers the right partners, ensuring they can leverage a collaborative platform to deliver differentiated security outcomes and accelerate growth.
Cumulocity’ s Pathfinder Programme is structured to support four defined partner types: Device Partners, Technology Partners, Implementation Partners, and Resellers. Each type has tailored entry criteria, enablement paths, and commercial benefits.
“ This clarity helps us identify and onboard partners who align with our strategy, particularly those investing in joint value creation. In regions like the Middle East, where deep domain expertise and customer intimacy are critical, this segmentation allows us to deploy the right mix of resources to the right partners,” says Cumulocity’ s Nassereddine.
The result: faster enablement, stronger customer impact, and more scalable ecosystem growth.
The Fortinet Engage Programme offers a framework that aligns with each partners’ strengths. Partners can choose the level of expertise that aligns best with their business needs, giving them control over their success with Fortinet. They engage with in any or all three business models: Integrator, MSSP, or Marketplace. Each has benefits that help them grow that segment of their business.
Fortinet’ s Engage Specialisation’ s also set partners up for success by demonstrating expertise in the solutions most vital for today’ s rapidly evolving security environment. Partners are eligible to specialise in critical technologies, such as SASE, SD-WAN, Cloud Security, Secure Networking Firewall, Secure Networking LAN, Operational Technology, and Security Operations.
The HP Amplify Partner Programme establishes clear criteria for the type of channel partners that can be onboarded and enabled, focusing on performance, collaboration, and capabilities. The programme includes specialised tracks, such as Amplify AI and Amplify Impact, to support partners with specific expertise or business models.
This approach ensures that partners are equipped with the necessary tools, training, and resources to meet market demands and deliver outstanding customer outcomes.
Liferay’ s programme sets clear criteria for selection, ensuring partners can deliver value to customers with Liferay’ s technology. Partners are chosen based on their technical skills and business focus, with support provided according to their expertise level. This empowers partners to meet specific market needs and contribute effectively to Liferay’ s and the larger industry ecosystem.
“ Yes, the structure and focus of the programme naturally attract partners who are aligned with modern customer needs. Whether they are cloud-native providers, managed service experts, or solution builders, the programme supports a wide range of partner types,” says NetApp’ s Kaiser.
“ It is designed to meet partners where they are and guide them toward capability-led growth. From onboarding to specialisation, it helps identify and enable partners who are committed to investing in skills, delivering services and driving customer outcomes across cloud, data and infrastructure environments,” sums up Kaiser. •
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