Setting A High Bar: IT Companies’ Goals For Their Channel Programs In 2026

As part of the CRN Partner Program Guide evaluation, channel executives were asked about the goals they are setting for their partner programs for the next 12 months. Here’s what 20 had to say.

Lofty Goals

The IT industry and the channel are forever changing. And channel programs must keep pace with those changes so that IT vendors and their partners can stay competitive.

The most successful IT companies set a high bar for their channel partners. And to make that possible, they think big about the goals for their channel programs. That’s why as part of the 2026 CRN Partner Program Guide we asked IT companies the question: What goals are you setting for your partner program in the next 12 months?

In the following slides we provide the answers that 20 of the IT vendors who submitted applications for this year’s Partner Program Guide provided to that question.

The CRN 2026 Partner Program Guide offers the information solution providers need to evaluate the channel programs operated by the IT vendors they work with or are considering partnering with. The guide is based on detailed applications submitted by vendors outlining all aspects of their partner programs.

As part of the Partner Program Guide, CRN designates some programs as 5-Star Partner Programs because they provide the most comprehensive lineups of incentives, resources, training, services and benefits.

The text for the answers provided in the following slides have been taken from each company’s PPG application and lightly edited.

Akamai Technologies

Partner Program Name: Akamai Partner Connect

Channel Chief: David Allen, VP, Sales Leader

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=6

What goals are you setting for your partner program in the next 12 months?

Over the next 12 months, our primary goal is to help partners expand their footprint in key strategic areas, including microsegmentation, API security, and compute. We aim to strengthen their technical expertise, service capabilities, and go-to-market readiness through targeted enablement programs, joint solution development, and consistent engagement. By empowering partners to deliver end-to-end security and infrastructure modernization solutions, we will drive deeper customer value and accelerate adoption across industries.

Additionally, we are focused on increasing partner-led revenue growth by over 50 percent across all regions. This will be achieved through a combination of joint pipeline generation initiatives, strategic co-selling motions, and enhanced partner incentives.

Our program will also emphasize continuous learning, certification attainment, and the development of repeatable service offerings to ensure long-term sustainability and scalability. Ultimately, our vision is to build a robust, skilled, and profitable partner ecosystem that delivers measurable outcomes, expands market reach, and reinforces our leadership in secure, cloud-driven transformation.

Barracuda Networks

Partner Program Name: Barracuda Partner Success Program

Channel Chief: Michelle Hodges, SVP, Global Channels, Alliances

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=21

What goals are you setting for your partner program in the next 12 months?

The Barracuda Partner Success Program will focus on accelerating partner growth, deepening engagement, and driving innovation.

Our goals are threefold: recruit high-potential new partners, empower existing partners to expand their Barracuda portfolio, and boost profitability through enhanced enablement and streamlined program experiences.

We’re introducing key upgrades to our MSP track to optimize operational efficiency. At the same time, we’re doubling down on innovation, leveraging AI to transform the partner experience and maximize productivity.

These initiatives reflect our commitment to equipping partners with the resources, training, and support they need to succeed in a rapidly changing market while also reducing complexity. By aligning our program with evolving customer needs and emerging technologies, we’re building a future-ready ecosystem where partners can thrive.

Cisco Systems

Partner Program Name: Cisco 360 Partner Program

Channel Chief: Tim Coogan, SVP, Global Partner Sales

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=33

What goals are you setting for your partner program in the next 12 months?

With the Cisco 360 Partner Program launched on January 25, 2026, we are focused on operationalizing and expanding our value-based framework to ensure it reflects the full diversity of partner business models across the ecosystem.

A key priority is the planned evolution of our Value Indexes, including Mass-Scale Infrastructure, Advisor/Developer, and Distributor, to more accurately recognize how different partners create value, drive outcomes, and grow with Cisco.

Specifically, our goals include:

Refining and activating the new Value Indexes to provide clearer pathways for partners to differentiate, invest, and be rewarded based on the value they deliver.

Driving predictability and profitability by aligning incentives, recognition, and lifecycle engagement to real customer impact.

Scaling adoption with confidence, ensuring partners understand how to engage, qualify, and grow within the program regardless of size or route to market.

Continuing co-design and iteration, using partner feedback and data to refine the model and ensure it remains relevant in a rapidly evolving, AI-driven market.

Ultimately, the next 12 months are about turning the promise of Cisco 360 into durable, measurable outcomes for partners, customers, and Cisco alike.

Dataminr

Partner Program Name: Dataminr Partner Network

Channel Chief: Matthew Harrell, Chief Partner Officer

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=58

What goals are you setting for your partner program in the next 12 months?

Our goals for 2026 are to achieve deeper cyber AI solution specialization within our partner base and accelerate customer outcome value. We will launch a formal co-selling initiative to double partner-influenced revenue, while expanding our distribution ecosystem to ensure global scale and consistent partner enablement. We will also focus on driving partner profitability via new service models built around our AI intelligence platform.

Fastly

Partner Program Name: Fastly Global Partner Program

Channel Chief: Jeff Alpen, VP, Partner Ecosystem

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=76

What goals are you setting for your partner program in the next 12 months?

In the next 12 months, our primary goals are to deepen and scale the impact of our partner program by expanding the Fastly Certified Services Partner Program and increasing overall partner quality and focus. We plan to introduce additional certification phases that cover more advanced technical capabilities across our product lines, and complex security and performance implementations. These new phases will create a clearer progression path for partners and ensure consistent, high-quality service delivery across the ecosystem.

At the same time, we are intentionally shifting toward a more focused partner strategy. Rather than broad partner volume, we are prioritizing a smaller, highly committed group of strategic partners who demonstrate strong technical expertise, customer success, and go-to-market alignment. This approach will allow us to invest more deeply in enablement, joint business planning, and co-selling with our top partners.

By combining deeper certification rigor with a more selective partner ecosystem, our goal is to drive higher deal velocity, improved customer outcomes, and more predictable, scalable partner-led revenue over the next year.

Fortinet

Partner Program Name: Engage Partner Program

Channel Chief: Landon Scott, VP, U.S. Channel Sales

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=80

What goals are you setting for your partner program in the next 12 months?

Over the next 12 months, our primary goal is to revamp the Fortinet partner program to better recognize and reward partner value throughout the entire customer lifecycle. We are placing a strong emphasis on partner profitability, ensuring that all members of our ecosystem can fully leverage Fortinet’s industry-leading solutions and services.

A key initiative is to increase the volume of professional services delivered through our partners, expanding their role and revenue opportunities. We will also introduce new training and certification options, further investing in partner enablement. This includes enhanced technical and sales resources to empower partners to grow their business and deliver greater value to customers.

Our commitment is to create a program that drives mutual success, fosters deeper collaboration, and supports partners in every aspect of their engagement with Fortinet.

Gigamon

Partner Program Name: Catalyst Partner Program

Channel Chief: John Giacomni, Chief Revenue Officer

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=85

What goals are you setting for your partner program in the next 12 months?

Gigamon continues to identify high-performing partners to drive as much business through as possible. Gigamon plans to evaluate its program in full to ensure our partners are able to maximize the profit potential from the partnership. Gigamon will continue evaluating its program to identify opportunities to increase simplicity and ease of doing business, ensuring a positive partner experience.

Specific goals: Consolidate focus to invested/contributing partners, increase partner-sourced business contribution, and increase partner certification completion.

GTT

Partner Program Name: GTT Partner Program

Channel Chief: Sara Seegers, SVP, Channel and Partner Program, Americas

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=211

What goals are you setting for your partner program in the next 12 months?

Our goal is to continue investing in the strength and scalability of our partner program while strategically expanding indirect routes to market. This includes building deeper engagement with managed service providers (MSPs), systems integrators, global systems integrators, and key alliances. By diversifying our partner ecosystem, we aim to create new pathways for growth and deliver greater value to customers through integrated solutions and specialized expertise.

These additional routes to market will complement our existing framework, enabling partners to leverage GTT’s global capabilities while aligning with their unique business models. Our focus is on fostering collaboration, driving innovation, and ensuring partners have the tools, resources, and support needed to succeed in a rapidly evolving technology landscape.

Through these investments, we are committed to strengthening relationships, accelerating joint opportunities, and positioning GTT as the partner of choice across multiple segments. This approach reflects our long-term vision: A dynamic, inclusive partner program that not only adapts to market changes but leads the way in creating sustainable growth for both GTT and our partners.

Ivanti

Partner Program Name: Ivanti Partner Network

Channel Chief: Andrew King, VP, Americas Partner Sales

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=102

What goals are you setting for your partner program in the next 12 months?

In response to feedback from Ivanti’s annual partner survey and Partner Advisory Board (PAB), we intend to shift our incentive payouts from transactional rebates to rebates designed to promote the growth of our joint business initiatives.

Additionally, we aim to provide clearer differentiation between our partner tiers and highlight the benefits and value of moving to higher tiers in the program.

Finally, we are looking to streamline and reduce enablement requirements to ensure our partners can better realize the benefits of their investment—proficiency certifications will play a critical role for partner technical sellers.

Keyfactor

Partner Program Name: Keyfactor Partner Network

Channel Chief: Louise McEvoy, SVP, Global Channel Sales

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=106

What goals are you setting for your partner program in the next 12 months?

In 2026, Keyfactor will execute a bold evolution of its global channel program to meet the demands of an AI-driven, post-quantum world.

Our first priority is to modernize the partner experience through an AI-enabled ecosystem platform, automating onboarding, technical enablement, deal registration, and partner support to accelerate partner productivity and reduce friction across the lifecycle.

Second, we will expand our ecosystem beyond traditional resale, launching specialized tracks for ISVs, GSIs, MSPs, and cloud marketplace partners. These motions will strengthen co-sell alignment, drive embedded integrations, and extend Keyfactor’s reach into high-growth identity, compliance, and digital trust solution stacks.

Third, Keyfactor will build a partner-delivered services engine, enabling partners to deliver deployment, integration, and managed services that scale our footprint and deepen customer success globally.

Fourth, we will prepare partners for post-quantum readiness, equipping them with training, solution blueprints, and revenue pathways tied to PQC transitions and machine identity modernization.

Finally, we will deliver clear governance, global coverage, and predictable profitability through revamped incentives, regional specialization, and enhanced partner scorecards.

Together, these goals position Keyfactor’s channel ecosystem as the industry’s most trusted engine for secure digital transformation in the AI and quantum era.

Lumen Technologies

Partner Program Name: Lumen Partner Program

Channel Chief: Tim Acker, VP, Channel Sales

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=115

What goals are you setting for your partner program in the next 12 months?

Our vision is to build a partner community that is highly skilled, deeply engaged, and positioned to lead with Lumen Digital solutions, creating mutual growth and delivering transformative outcomes for customers. In addition, we will leverage the channel as a strategic accelerator for Lumen’s Connected Ecosystem, driving deeper collaboration across technology alliances and solution integrations.

M-Files

Partner Program Name: The M-Files Partner Program

Channel Chief: Mike O’Neill, VP, Channel and Alliances

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=116

What goals are you setting for your partner program in the next 12 months?

-35 percent growth in partner bookings driven by deeper collaboration and expanded solution offerings.

-A 15 percent increase in new partner recruitment, with a focus on strategic markets and specialized expertise.

-100 percent compliance with technical certification requirements, plus introduction of advanced certifications to strengthen delivery capabilities.

-Achieve 200 percent ROI on MDF investments by prioritizing high-impact campaigns and co-marketing initiatives that accelerate pipeline generation.

-Launch new enablement programs to boost partner proficiency in AI-driven knowledge work automation and emerging technologies.

-Enhance partner engagement through quarterly business reviews and improved analytics for joint planning and performance tracking.

These goals reflect our commitment to driving measurable growth, strengthening partner capabilities, and delivering exceptional value through innovation and collaboration.

Object First

Partner Program Name: Object First Partner Program

Channel Chief: Harry Sutherland, VP of Sales – Americas

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=131

What goals are you setting for your partner program in the next 12 months?

In 2026, Object First’s partner program will focus on expanding our partner ecosystem and strengthening engagement through enablement and profitability initiatives.

Our priorities include onboarding more qualified partners across North America, LATAM, and EMEA, enhancing partner certification and training paths, and improving MDF ROI with measurable digital demand-generation programs. We will continue investing in strategic localization to support more languages and adapt marketing resources for diverse markets, ensuring partners can effectively execute and engage customers worldwide.

We’ll continue investing in our Hands-on Lab program to drive customer proof-of-value experience, while enhancing our partner portal with deeper automation, analytics, and marketing tools. New incentives and enablement resources will support partners as they deliver secure, simple, and powerful ransomware-proof storage to customers across the globe.

Proofpoint

Partner Program Name: Proofpoint Partner Network

Channel Chief: Stan de Boisset, SVP, Global Channels

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=142

What goals are you setting for your partner program in the next 12 months?

Over the next year, we plan to deliver a customer-centric program and GTM approach that enables partners to build sustainable, profitable practices around our full platform while strengthening customer relationships through value-added services like health checks, security assessments, and advisory offerings.

A key pillar is Customer Success, equipping partners to monetize adoption, expansion, and renewal of recurring revenue, driving measurable growth across new, expansion, and renewal business. To accelerate this vision, we’ll triple partner investment through demand generation, rebates, and capability-building, not only in data security but also in professional services that deepen engagement.

We’ll launch a Data Security Fund for experts to expand reach and deliver advanced solutions that build trust and resilience. Additionally, we’ll invest in infrastructure to simplify partner engagement, making it easier to do business with us and enhancing the overall partner experience to strengthen commitment and accelerate growth.

Aligned with this, Proofpoint’s agentic AI strategy accelerates customer outcomes by fusing our threat intelligence with partner-led automation to detect, decide, act, and verify—end to end. Together, we’ll move from alerts to outcomes, delivering measurable risk reduction, faster response, and durable revenue expansion at enterprise scale. Our goal is to enable partners to deliver value and achieve long-term profitability.

PTC

Partner Program Name: PTC Partner Network Program

Channel Chief: Kimberly King, Chief Partner Officer

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=143

What goals are you setting for your partner program in the next 12 months?

1. Increase overall percentage of company revenue that comes through the channel: Driving a higher share of revenue through partners strengthens scalability and market reach. This involves enabling partners with competitive offerings, robust training, and co-marketing initiatives to accelerate adoption. By prioritizing partner-led deals, the company can reduce direct sales dependency and create a sustainable growth engine.

2. Increase the number of net-new accounts coming through partners: Expanding the customer base via partners requires targeted programs that incentivize acquisition. This includes joint prospecting, leveraging partner networks for untapped markets, and providing tools that simplify onboarding. A focus on measurable KPIs, such as new logos per quarter, ensures accountability and momentum.

3. Focus on a small number of elite partners: Concentrating resources on top-performing partners maximizes impact. Elite partners should receive differentiated support, strategic alignment, and co-investment opportunities. This approach fosters deeper collaboration, accelerates innovation, and ensures mutual growth, creating a model that others aspire to join.

Qlik

Partner Program Name: Qlik Partner Program

Channel Chief: Susie LeMay, Sr. Director, North America Channel Sales

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=144

What goals are you setting for your partner program in the next 12 months?

Our goals for the next 12 months are to continue to invest in the ease of doing business with Qlik while offering a broader range of engagement models that partners can take with Qlik as a route to market.

Building out a regional systems integrator program that rewards local SIs with more services opportunities, more predictability around partner profitability for all Qlik partner programs, a partner-first approach to our commercial segmentation, and an ARR model that incentivizes and rewards partners that have strong performance in both renewals of existing subscriptions as well as finding new customers, are all key areas of development for the next iteration of our partner programs.

Sophos

Partner Program Name: Sophos Global Partner program

Channel Chief: Chris Bell, SVP, Global Channel Sales

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=171

What goals are you setting for your partner program in the next 12 months?

We are expanding our enablement ecosystem with advanced training, specialization, and certification programs that help partners deepen expertise across managed detection and response (MDR), next-generation firewall, and AI-driven security solutions. These initiatives will enhance partners’ technical proficiency, elevate their advisory capabilities, and strengthen customer trust.

To complement skills development, we are launching new partner recognition opportunities and go-to-market support, enabling partners to showcase their expertise through thought leadership, co-marketing, and customer success stories. This visibility will help drive demand and reinforce credibility in competitive markets.

Additionally, Sophos will continue investing in automation and AI-driven tools within our partner platforms such as streamlining quoting, deal registration, and pipeline management to boost efficiency and profitability.

Together, these goals reflect our ongoing commitment to equip partners with the knowledge, tools, and visibility needed to expand their cybersecurity advisory services and achieve sustained, profitable growth.

Vdura

Partner Program Name: Velocity Partner Program

Channel Chief: Brad Painter, VP, Global Channel Sales

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=197

What goals are you setting for your partner program in the next 12 months?

Over the next 12 months, Vdura is focused on equipping partners with the training, tools, and competitive clarity they need to confidently lead with our platform in every AI and HPC opportunity. Our primary goal is to expand the sales and technical certification programs with deeper curriculum, hands-on labs, and workload-based learning tracks. These updates will help partners understand how Vdura performs relative to competitive offerings and how to position our strengths in flash efficiency, durability, and parallel file system performance.

We are also launching the Vdura Product Configurator to help partners independently design and price complete systems. This will accelerate quoting, improve accuracy, and deepen understanding of how different node types, capacities, and performance tiers map to customer use cases.

In parallel, we will continue enhancing the Vdura GPU Storage Calculator. New workload templates, competitive comparison views, and updated performance models will give partners a reliable resource for sizing AI clusters and demonstrating where Vdura delivers measurable advantages. Vdura can provide the best overall TCO combining performance and economics into one solution.

Together, these initiatives will strengthen partner readiness, improve competitive engagement, and create a more predictable and scalable channel driven pipeline for Vdura.

Veeam Software

Partner Program Name: Veeam ProPartner Network

Channel Chief: Kevin Rooney, VP, Americas Channel

Partner Program Details: https://www.crn.com/partner-program-guide/ppg2026-details?c=198

What goals are you setting for your partner program in the next 12 months?

In 2026, Veeam is focused on creating new opportunities for partners to increase profitability and earn back-end rebates. Our strategy centers on aligning incentives with Veeam’s advanced product offerings, particularly cloud workloads, security, and immutable storage solutions. We aim to differentiate our partner ecosystem by delivering tailored value and showcasing Veeam’s unique capabilities in data protection and cybersecurity.

A key priority for the coming year is to accelerate partner growth by modernizing our training and certification structure, providing up-to-date and relevant learning opportunities. We will drive greater adoption across both managed service provider (MSP) and managed security service provider (MSSP) segments by expanding our ecosystem with customized solutions and resources. Updates to partner tools and the launch of subscription-based certification training will offer increased flexibility and ongoing professional development.

To further enhance the partner experience, Veeam will update its partner portal and support tools, streamlining access to essential resources and enabling new business opportunities. These efforts are designed to empower partners to deliver greater value to customers, drive business growth, and thrive in a rapidly evolving market, while strengthening their partnership with Veeam.