SolarWinds is the latest IT firm to “enhance” its reseller partner program, touting “better benefits, enablement opportunities, and a more predictable discount framework.”

The updates span four categories: discounting, benefits, enablement, and partner experience.

Perhaps most important for partners is that SolarWinds is moving toward a tier-based discount program. This is targeted at providing a “more consistent framework helping sales and channel teams align more predictably on program execution.”

Details on these discount changes are still light, though SolarWinds did note they will be “in accordance with applicable law.”

The program’s benefits category is based on “explicit criteria” and provides partners with access to more tier-based benefits. These include “simplified” incentives and marketing resources and support, and a “new long-term rewards center designed to drive continued investment.”

The enablement branch includes updated online certifications and additional monthly webinars and newsletters. There is also new access to “specializations” targeted at specific support categories “solving evolving and complex customer issues.”

The SolarWinds “Partner Portal” will now include features such as an updated not-for-resale (NFR) process, role-based “journeys” and onboarding guidance, and updated support for “multiple stages of the sales process.”

The program updates are scheduled to go in effect August 3, though SolarWinds also noted it was launching “an extensive series of enablement resources and dedicated office hours to prepare the ecosystem for the official program go-live.

While new, explicit tier requirements are being introduced, partners will have a full year to align with the updated standards, supported by a new Fast Track Program designed to help high-growth partners accelerate their status through temporary elevated positioning,” the firm added.

Partner program progress

SolarWinds partner program changes follow similar moves by the likes of Broadcom to its VMware Cloud Service Provider (VCSP) channel program, Nutanix to its Elevate go-to-market partner program, and Cisco to its long-standing 360 Partner Program, Extreme Networks, and Hewlett Packard Enterprise (HPE) following its Juniper Networks acquisition.

Analysts have noted that reception to these changes has been mixed.

Kathy Contreras, VP and principal analyst at Forrester Research, outlined in a report late last year the growing complexity of these partner programs, and, “regrettably, my interactions with clients and nonclients continue to show that many organizations struggle to align on the foundational elements that drive partner ecosystem success.”