Scale Computing Debuts Velocity Partner Program

Scale Computing, a provider of edge computing and network solutions, has announced the launch of a new next-generation partner program.

Prioritizing speed, clarity, and partner execution

The Scale Computing Velocity Partner Program was designed to replace traditional volume-based models and is engineered to help partners navigate the evolving virtualization and distributed IT markets by reducing operational friction and increasing partner autonomy.

The partner program is designed to enhance a partner’s ability to lead customers through the entire private-cloud journey, from early architecture and solution design through deployment, optimization, and ongoing success.

It enables partners to reduce dependency on vendor resources, accelerate quote-to-close, and capture the total value of each opportunity.

The program delivers:

• A faster path to revenue: Reduces operational friction and provides a clearer route to first deal and repeatable growth. 
• Competency-based rewards: Advancement tied to verified capability, enabling expertise to drive outcomes and economics.
• Predictable margins and protected deals: Incentives and safeguards that honor partner investment and reduce channel conflict.
• A partner-first experience: Deeper engagement, clearer expectations, and a program made to help partners scale a durable practice.

“We’re thrilled to introduce the Velocity Partner Program. Rooted in direct partner feedback for greater differentiation aligned to investments and a program that supports partner-led growth at scale, we’ve created a program that recognizes high-performing, deeply invested partners, while still creating a low-friction entry path that helps new partners start transacting quickly and grow into higher tiers through mastery,” said Kyle Fenske, global channel chief, Scale Computing. 

“By moving away from ‘rip and replace’ transitions, the Velocity Partner Program provides a lower-friction path that enables partners to close deals more independently and secure long-term customer outcomes. Scale Computing prides itself on being a partner-first organization, and we’re excited to take this next step with our partners.”

Conversation with Fenske at Platform//2026

Channel Insider was able to catch up with Fenske at Scale Computing’s Platform//2026 Summit in Las Vegas at the time of the announcement. He mentioned that the program, in part, stems from the need to unify across multiple technologies after Acumera bought Scale and added Adaptiv Networks.

“The partner program now allows us to really combine all those together – instead of having their own direction – now we have one kind of compass,” Fenske explained.

How availability pressures are driving infrastructure changes

Infrastructure pressures are also driving the change in organizations. AI-driven chip demand is constraining hardware availability, and delivery delays are impacting partner and customer satisfaction. But when pressure occurs, diamonds are created through innovation.

“We’ve introduced an AIP program, which is our authorized imaging partner, that essentially allows partners to go and source their hardware themselves,” said Fenske. “For example, maybe they’re a platinum partner with Lenovo, they get extra incentives, or they get a deeper discount than what we could have offered on the hardware. Now they could go purchase the hardware themselves and then we’ll train them up as to how to do the imaging before it goes down to that end customer.”

Why Scale Computing partners will benefit from new program

Ultimately, this allows partners to feel as if they got the exact same thing, but now Scale’s been able to work with them to enhance the experience by letting them take advantage of other partner programs. Partners embracing Scale’s full stack will also gain a greater advantage.

Further, the new partner program rewards partners based on their capabilities, not just on the bottom line, Fenske explained, encouraging deeper partner investment and specialization.

“We put a modern spin on a traditional item,” said Fenske. “We wanted to roll something out that didn’t just mimic what was done time and time again in the industry. We wanted to build something that could grow with us … to make sure the partner program can grow and evolve to meet the needs that the partners essentially have.”