Channel Leaders
Cato launches pooled licensing for MSPs handling SMBs
Cato Networks updates its MSP partner program with the SMB FlexPool license pool and MSASE Dashboard, aiming to simplify service delivery for small and medium-sized businesses.
AWS pushes partners to rethink pricing for the AI era
AWS partners are facing pressure from AI-driven pricing model changes. Allison Johnson, Director of the AWS Americas Technology Partner Team, stated that the software industry will not return to the era of five-year contracts, and consumption models and AI models will become mainstream. Traditional SaaS partners are shifting to outcome-based pricing, such as Zendesk charging per resolved ticket. AWS has also launched a business value realization program, providing funding to partners that demonstrate measurable customer outcomes.
TD Synnex adds Microsoft, Cisco deal data to PartnerFirst portal
TD Synnex announced on Wednesday the addition of vendor-specific integrations for Microsoft and Cisco in its PartnerFirst account management platform, giving partners clearer visibility into relevant deals. The platform also introduced native connectors supporting Salesforce and QuickBooks. Launched less than a year ago, the platform previously added a natural language AI assistant plugin in November. The company plans to roll out more vendor integrations ahead of its annual Inspire conference in October.
Barracuda merges MSP and reseller tracks as hybrid partners grow
Barracuda Networks incorporated MSPs into its previously reseller-only partner success program in March and announced last month new support including channel marketing automation, co-marketing resources, account mapping, customer propensity data, and an upcoming partner locator website. This adjustment reflects the diversification of customer purchasing methods and the adaptive changes of IT service partners.
Consumer promotions are infrastructure
Most brands launch promotions such as cashback and free gifts during the holiday season, yet struggle to accurately evaluate their effectiveness. This article argues that promotions should be viewed as infrastructure rather than mere campaigns, requiring governance, validation, and outcome measurement embedded from the design phase to prevent fraud, convert known customers, and truly drive business growth.
Auvik promotes Daniel Ochoa to chief revenue officer
Auvik promoted Daniel Ochoa to Chief Revenue Officer, with his responsibilities including managing the partner ecosystem. Ochoa joined the company in June 2025, having previously spent nearly 12 years at SolarWinds and served as CRO at Automox. He plans to expand the partner network, focus on AI product sales, and grow markets in North America, Latin America, and EMEA. Company revenue grew 277% between 2021 and 2024, and this year it was named to the Deloitte Technology Fast 50 list.
Telarus eases back-office processes, expands software integrations
At its annual partner summit, Telarus emphasized backend support optimization, leveraging the Telarus Hub platform and AI technology to improve efficiency while strengthening collaboration with partners to address competitors' challenges in backend services.
Channelscaler launches Scaler Index to benchmark partner program performance
Channelscaler introduced the Scaler Index, a benchmarking tool for partner program performance, based on data from over 30,000 partners. The inaugural report shows significant growth in partner-led deals and value, with plans to expand metrics to include engagement and MDF support.
JSG Hires Veteran Executive with 27 Years of ScanSource Experience
JS Group has hired Paul Constantine, a former executive at ScanSource subsidiary Intelisys, as Chief Engagement Officer, where he will be responsible for developing a go-to-market roadmap and joining the company's executive leadership team.