Progress Software: Digital agencies are key to partner ecosystem – TechTarget

Traditional partners typically view digital agencies as competitors, but Progress Software sees it differently.

Progress' partner ecosystem includes ISVs, distributors, systems integrators and services partners. More recently, the company has added new types of partners such as digital agencies and services partners that have specialties in vertical markets. In total, Progress has about 2,500 active partners today.

Download our latest guide to the top strategies solution providers can leverage for starting up and securing a cloud practice, successful approaches to selling and marketing cloud, and why it is urgent for partners to transition now.

By submitting your personal information, you agree that TechTarget and its partners may contact you regarding relevant content, products and special offers.

You also agree that your personal information may be transferred and processed in the United States, and that you have read and agree to the Terms of Use and the Privacy Policy.

"We see a tremendous amount of opportunity from lots of different angles," said Kimberly King, vice president of global partners and channels at Progress . "When we look at our partner ecosystem, the uniqueness of those partners allows us to work very collaboratively with them."

She said digital agencies have unique capabilities for helping customers solve business problems as well as a branding, messaging and marketing background.

"They were basically born out of a vacuum that was created between systems integrators and business consultants," she said, noting that business consultants will look at customer business processes and reengineer them while systems integrators will just look at technology products.

"In the middle, we found these amazing digital agencies that can bridge the gap between both," she said.

Progress began approaching digital agencies and other more traditional partners as complementary rather than competitive, King said, with the company looking for opportunities for pairing them as collaborators. For example, Progress will pair digital agencies with implementation partners that don't do any of the marketing strategy, product selection or go-to-market work.

"They generally sync up well," she said. "We rarely see clashing."

She added that Progress will bring in digital agencies to train other partners on social media, websites, branding and more.

In April, Progress acquired DataRPM, a maker of cognitive predictive maintenance technology, and is currently focusing on incorporating cognitive technology into its strategy.

One Identity, an identity and access management (IAM) company that operates under Quest Software, debuted a standalone partner program, One Identity Partner Circle.Targeting systems integrators, consultants and resellers, the program offers support for selling One Identity's IAM products. Support and benefits include deal registration and incentives for resellers, influencers and delivery partners; technical tools, training and delivery enablement; and a new partner portal.

One Identity was established as an independent business under Quest Software after equity firm Francisco Partners and hedge fund manager Elliot Management acquired the Dell Software Group last year.

Market Share is a news roundup published every Friday.

Read about cybersecurity companies that have launched channel programs

Find out about the combined Verizon/XO channel program

Learn about Seceon's MSSP program

View post:

Progress Software: Digital agencies are key to partner ecosystem - TechTarget