Cameyo Formalizes Channel Program as Remote Work Looks to Last
… their quarterly performance. All partners get access to deal registration and the Cameyo channel portal.
Digging Deeper Into Cameyo’s New Program
Cameyo developed and delivers the training – sales and technical – each partner type must go through. The training takes just a couple of hours and it is done over the internet.
The company put quarterly business reviews in place for platinum and gold partners as a safeguard.
“We’re making sure there’s never a situation where we reach the end of the year and the partner hasn’t fulfilled requirements, and no one has said anything,” Henshaw said. “QBRs are our commitment to making sure we’re supporting and checking in with partners, so that we’re all achieving our goals together.”
Down the road, Cameyo may institute more reviews, more often, to ensure partners always have a tight line to the vendor.
And to help set up the channel for success, Cameyo is building a custom portal for each partner. Each interface will contain a style guide, one-click access to deal registration, solution briefs, customized sales decks, battle cards, case studies, a demonstration section and contacts at Cameyo, Henshaw said.
“Everything will be customized for GCP or Azure or whatever the partner needs,” he added. Plus, materials automatically will update when Cameyo makes changes on the back end.
“The partner never has to ask for updates,” Henshaw said.
‘As Little Ego as Possible’
Cameyo had 12 active partners going into its global channel program launch. Those companies included Achab, Amplified IT, Apisec, ASG Africa, Helio Summit, Neverware, Onix, Online Partner, Softwatch and Synnex. In forming the program, Cameyo explored the possible facets in depth with each partner.
“We wanted to know: What works for you when selling Cameyo today, where do you need more support, what best practices do you want, etc.,” Henshaw said. “We approached it from a place of as little ego as possible.”
That last part was essential.
“We’re growing quickly but we’re still relatively small,” Henshaw said. “We have to build what people need. This program will grow over time.”
It’s already growing.
On Wednesday, Cameyo said it has added two more big names – D&H Distributing and Datacom – to its partner roster. Datacom serves Australia and New Zealand, while D&H covers the United States and Canada.
“As organizations shift to remote work, technologies like VDI, DaaS and VPNs are straining to keep up,” Greg Furlong, Google Practice Lead – Australia, at Datacom, said. “Cameyo is the simplest and most secure way to deliver Windows and internal web applications to remote and on-site workers on any device, especially Chromebooks. We’re excited to partner with Cameyo to help our customers reduce cost and increase productivity as they enable remote work.”
D&H’s Jason Bystrak also is optimistic.
“Cameyo has built the right program to support channel partners,” Bystrak, vice president of cloud business at D&H, told Channel Futures. “The key to success will be …