Zyxel Networks’ Rachel Rothwell on why cloud managed services are now its strategic direction in new partner programme

The vendor’s senior regional director for the UK&I dives deeper into the details on the shiny new programme

Yesterday Zyxel Networks unveiled its brand new partner programme with a fresh focus on supporting channel partners to position themselves as cloud networking businesses.

The new launch is designed to hone partners’ focus on Zyxel’s Nebula cloud platform.

Explaining the rationale about the new programme and its focus, Rachel Rothwell, senior regional director for the UK&I at Zyxel Networks (pictured) chats with CRN.

Is this cloud focus new for Zyxel? Why the pivot to cloud growth?

“Cloud managed services is now the clear strategic direction of travel for Zyxel Networks.

“We’ve had a strong focus on supporting our MSP partners and helping them to grow their business for some time – the new partner programme reflects, builds on, and steps-up that commitment.

“Cloud is at the heart of most of what we do now and in Nebula, we have a comprehensive cloud management platform and we are leading the way in the development and support of partner managed services business.

“The new programme puts additional emphasis on rewarding cloud partners for building their managed services business with Nebula – it gives them the incentives and support they need to really drive their managed services growth. At the same time, we’re continuing to incentivise and reward partners for growing their sales of Zyxel Networks products.”

Are these changes something partners have been asking for?

“Yes, our cloud MSP partners are eager to grow and this programme is designed to help them do that.

“We’re always talking to our partners and looking at additional ways we can adapt what we do to suit their needs.

“We want to support partners in every way we can to grow their cloud managed services business. As part of that, the expanded programme put the focus on Nebula activations and offers additional support on a broader range of licences and products – this is really significant as it gives partners greater flexibility to offer options that are more affordable and cost-effective for customers on a continuous basis.”

Is this a brand new programme? Or is it an updated version of a pre-existing one?

“Essentially, it is a completely new programme and one that reflects Zyxel’s commitment to putting the Nebula cloud platform at the heart of our business.

“At the same time, there is an evolution and continuity with the previous channel programme and partners will move across to the equivalent tier of the new programme and continue to enjoy many of the same benefits.

“The real difference with the new programme – and the part that’s completely new – is the incentives we’re providing for partners to increase the number of Nebula-enabled device activations they achieve across their customer base. That’s our way of recognising and rewarding them for growing their cloud managed services business with Nebula.”

What does this mean for Zyxel partners who aren’t as ahead in their cloud capabilities? Do you hope that this new programme serves as a signal to partners that cloud expertise are becoming a must for channel organisations?

“For many of our partners now, cloud managed services are the fastest-growing area of their business.

“Indeed, we’ve seen many partners use our Nebula cloud platform as the foundation for getting started as an MSP.

“We want to encourage them to continue their growth and we also want to help more partners move into cloud managed services.

“We see this as the clear strategic direction of our business now – and fully expect it also to be at the heart of most partner businesses – and we see that right across our partner community – from small locally-focussed installers to MSPs that support large organisations.

“With the new programme, partners start to benefit from having just ten Nebula activations, so partners of all sizes can get involved.

“Being able to manage infrastructure via the cloud is what makes sense for partners – it’s also what customers want now, and we see cloud managed services becoming an integral part for almost every partner.

“Of course, every partner will have their own strategy and approach to growing and developing their business and that’s why we’ll continue to provide really attractive incentives for partners who grow their Zyxel Networks product sales. In an ideal scenario, partners do both – grow their cloud managed services and their product sales.”