MSP routes 2023: Vendors who have announced new MSP programmes this year (so far)
As the move towards managed services intensifies, we list the biggest vendor MSP announcements and revamps of the year
As the channel evolves towards value-adding services across the partner network, vendors have become one of the driving forces behind resellers moving towards managed service provider (MSP) models.
As this structure gains momentum in the UK, numerous vendors have launched brand new or revamped certification programmes for their resellers, focusing on as a service models, streamlined pricing and enhanced training for resellers.
Below we've listed the most notable new or revamped MSP vendor programmes launched so far in 2023.
Read on for the key points of MSP announcements from Claroty, Veritas, Barracuda and others...
MSP routes 2023: Vendors who have announced new MSP programmes this year (so far)
As the move towards managed services intensifies, we list the biggest vendor MSP announcements and revamps of the year
Claroty MSSP partner programme
Claroty's MSSP partner programme, re-launched in May, saw the company's increasingly stable partner relationships formalised under an MSSP programme umbrella.
This programme is tailored to equip MSSPs with the skills and processes needed for comprehensive enterprise security services.
The updated FOCUS partner programme reflects Claroty's commitment to the channel, formalising relationships and licensing models with partners, according to the company.
"What's new about this programme is that we've formalised those relationships, the different licensing models that we use with our partners," to CJ Radford, VP channels & alliances at Claroty (pictured), told CRN at the time of the announcement.
Radford explained that the main change to the new programme is around the required certifications needed to partner with Claroty.
The new programme features three tiers. At Level One, partners are expected to develop specific support capabilities which will support closer customer relationships.
Level Two revolves around a more traditional SaaS model, which allows partners to buy from Claroty and deliver the software as a service to their end customer, while owning the licence themselves.
The final route, Level Three, is a formalised version of an existing pathway for MSPs, which Radford referred to as a "bring your own license" model.
"This is where customers can buy a solution from anywhere, but if they want, they can to turn the keys over to a service route or have a service provider fill in and manage that," he explained.
MSP routes 2023: Vendors who have announced new MSP programmes this year (so far)
As the move towards managed services intensifies, we list the biggest vendor MSP announcements and revamps of the year
Barracuda combined partner and MSP programme
Cybersecurity vendor Barracuda made the widely publicised move of removing the barrier between its partner and MSP programmes and bringing them together into a single system.
Announced in May at the Barracuda's Discover23 EMEA partner summit, the unified programme came into play during the second half with the aim of recognising the "evolution and diversification" of partner business models.
At the time, CEO Hatem Naguib (pictured) told CRN that several years ago there was a much deeper distinction between a partner that identified as an MSP and one that did not.
Whereas today the distinction isn't as clear, he said.
However, Naguib took pains to clarify that the goal isn't to paint resellers and MSPs with the same brush entirely.
"How do we do that in a way that clearly manages to articulate and identify where there are distinctions? Sameness is not the objective here," Naguib stated.
"There is a difference in a managed service that a customer needs, the types of use cases that they're delivering from a partner perspective, their expectations of us and our expectations of them are very different than if you're just taking the product and delivering it and adding on services.
"So identifying and articulating those distinctions, making sure that that programme reinforces behaviour that's positive for the partner and positive for us was part of that thinking that we went through."
MSP routes 2023: Vendors who have announced new MSP programmes this year (so far)
As the move towards managed services intensifies, we list the biggest vendor MSP announcements and revamps of the year
Zyxel MSP partner programme
In July, Zyxe l revamped its MSP partner programme, offering an updated approach initiative simplifies the programme for partners and enhances the benefits they receive.
Originally launched during the Covid-19 pandemic in 2020, Zyxel's MSP programme has experienced substantial growth, leading to this revitalised approach, the vendor told CRN at the time.
Rachel Rothwell, Zyxel UK&I regional director (pictured), noted that the vendor had enhanced the benefits offered to MSPs.
The fresh programme includes a licence targeted at the MSP space, enabling firms to manage multiple organisations under one license.
"It's a really unique offering for Zyxel to have that ability without having to buy a licence for every individual product. From the cost-saving exercise it's huge, so we decided to make that part of the benefit of becoming an MSP," Rothwell said at the time.
Similarly to other vendors, Rothwell emphasised that the programme was not just aimed at existing MSPs but also resellers looking to make that transition.
"We've tried to take down as many barriers as we possibly can to help them take that step into that services arena. And by offering this licence, we think we've helped take that wall down," Rothwell added.
MSP routes 2023: Vendors who have announced new MSP programmes this year (so far)
As the move towards managed services intensifies, we list the biggest vendor MSP announcements and revamps of the year
Netskope MSP partner route
Also in July, Netskope announced a SaaS licencing route through its MSP programme.
The programme is an extension of Netskope's Evolve partner programme, strategically positioned to capitalise on the growing demand for cybersecurity managed services according to Kristin Carnes, VP of global channel programmes and strategy (pictured).
"The formalised managed service provider programme arms partners with the support and tools they need to successfully build out managed service offerings," Carnes told CRN in an interview.
The new MSP track includes a fresh as-a-service business model framework.
It offers tools and resources for partners to develop and deliver managed Netskope SASE offerings.
Among the programme's features, Netskope has announced simplified SKU pricing, new solution packages, and a deal protection programme for MSP opportunities.
It features two partner training tracks for implementation and support. This includes five new training modules, a global support portal, and a MSP partner support process.
MSP routes 2023: Vendors who have announced new MSP programmes this year (so far)
As the move towards managed services intensifies, we list the biggest vendor MSP announcements and revamps of the year
Veritas MSP partner programme
Veritas introduced its MSP partner programme within the Veritas Partner Force, designed to incentivise and support MSPs, in early August.
According to the secure multi-cloud data management vendor vendor, the initiative offers extensive training, flexible pricing, and a range of incentives.
The programme is Veritas' strategic move to tap into the growth potential within the managed service provider sector.
Norman explained that 95 per cent of Veritas' business comes through the channel and therefore it's important to the company that it is tapping into all those opportunities to grow and help partners grow with it.
Oliver Norman, VP of EMEA channel and alliances at Veritas (pictured), emphasises the opportunity: "I think it's a huge opportunity because customers are looking for expertise to manage as a service holistically around data management."
"Without a shadow of a doubt, I think it's a huge opportunity because customers are looking for expertise to manage as a service holistically around data management," he commented.
In an interview with CRN, Norman commented that 95 per cent of Veritas' business comes through the channel.
MSP routes 2023: Vendors who have announced new MSP programmes this year (so far)
As the move towards managed services intensifies, we list the biggest vendor MSP announcements and revamps of the year
Riverbed SME-tailored programme
Network vendor Riverbed announced its new partner programme in August, focusing on scaling the company's Alluvio Aternity digital experience management (DEM) business, in particular.
Known as ACE, Riverbed announced the new programme with a view to target MSPs that deliver services to small and medium enterprises, and are new customers to Alluvio Aternity DEM, with less than five thousand global users.
"Riverbed is taking its Alluvio Aternity DEM and turning it into a managed service as an expansion of the Riverbed go-to-market strategy as partners look for technology that can keep pace with evolving business and client needs," Alex Thurber, SVP for global partners and alliances at Riverbed, told CRN at the time.
"Riverbed ACE enables partners to provide DEM-as-a-service to small and medium enterprises, as the need for innovation is greater than ever in today's digital workplace.
The vendor seeks to enable "positive change in the IT channel" by providing partners with modern and flexible licensing opportunities, Thruber said.
"At the same time, this new programme will help to further scale our Alluvio Aternity solution in the market."
MSP routes 2023: Vendors who have announced new MSP programmes this year (so far)
As the move towards managed services intensifies, we list the biggest vendor MSP announcements and revamps of the year
Trend Micro's revamped partner programme with a focus on MSP, MSSP and SOCaaS
In October Trend Micro announced a "complete redesign" to the company's worldwide partner programme, saying the growing security demand gap can be closed with services like MSSP, MSP, SOCaaS.
CEO, Eva Chen, commented: "Our partners have been an indispensable part of our extraordinary journey spanning over three decades.
"We anticipate the achievements still to come as we continue to strategically align with our partners to safeguard the digital world.
"As we introduce a new era of the channel with this completely re-designed partner programme, I am proud to announce our joint mission to enable partners to become the most resilient cybersecurity companions and guide our customers through their security lifecycle."
To address the increased challenges of the market, Trend is hoping to improve the ability for partners to offer assessments to customers, including cyber risk assessments, new additions of external attack surface, cloud posture, and Azure AD assessments.