A new top tier has been created for Elite partners with channels of their own, and new internal technical support and professional service groups have added to work with partners.
Desktop-as-a-service software platform provider IndependenceIT is announcing a major enhancement to its channel program for its partners, who include ISVs, MSPs and VARs. The two most significant changes are the introduction of a two tier program, as well as the creation of new Kaseya professional services and technical support groups to work with partners. While not all the benefits from the changes will go to IndependenceIT’s elite partners, the changes were primarily made to extend more support to those partners, who have become ever more critical to the company’s success.
IndependenceIT goes to market entirely through channel partners, so had a program in place before now. However, the dynamics of their partner ecosystem have changed since the original program was created.
“Our partner program was initially established in 2012 when we were newer, and were casting out a wide net at that time for partners,” said Seth Bostock, IndependenceIT’s CEO. The channel that evolved had two types of partners, ones who integrated closely with IndependenceIT’s APIs to package infrastructure, software and service elements on top of IndependenceIT’s Cloud Workspace Suite software for channels of their own, and partners who leveraged this first type of partner to sell end user customers, typically on a private labelling model.
This partner evolution is now recognized with a two tier model in which these strategic partners with channels of their own get their own tier.
“These Elite partners who leverage our API are our core element,” Bostock said. “New partners in the second tier can either work with us direct, or leverage the most relevant Elite partner.” IndependenceIT is encouraging these collaborative relationships with Elite Partners in order to speed service deployments.
The other major change that impacts on the program is the creation of two new organizational groups within IndependenceIT, a new Technical Account Management (TAM) team, and a new Professional Services component.
“We have created these two entirely new groups in the company,” Bostock said. “The TAM team is focused on being a single point of contact for partners covering what had previously been a diverse group of functions.” These include onboarding, technical support, deployments and migrations.
The new Professional Services and Support team will assist partners with sales engineering and other pre- and post-sales enablement. While it might seem curious that a company like IndependenceIT that relies entirely on partners had no professional services to assist them when necessary, they did not.
“Previously we focused on increasing our technical capability rather than services,” Bostock said. “This team will be used when necessary to help partners with migrations or customizations around the work they are doing.”
Other program changes include further pricing reductions for partners who achieve specified volumes, and new marketing funds. These are focused more on the Elite partners that have their own channels, but Bostock said they are not limited to them.
Independence IT is actively looking for new partners, particularly Cloud Service Providers (CSPs), MSPs and ISVs.