Fleet Targets MSPs and Resellers with New Partner Program

Fleet has launched a new partner program and appointed Suresh Batchu, co-founder of MobileIron, to its board as the open device management platform shifts toward a partner-first sales model.

Fleet moves to partner-first model

Under the new model, Fleet said partners will participate in every sale and deployment. The program is designed around simplicity, transparency, and profitability, positioning Fleet as an alternative to traditional reseller programs that rely on complex bundling and tier structures.

Fleet’s partner program includes Silver, Gold, and Platinum tiers. Partners can gain access to deal protection, technical enablement, and go-to-market support as they progress through the program.

The company is also offering hands-on training and certifications in infrastructure-as-code and AI for partners and their customers.

CEO says partner model addresses customer needs in modern era

Fleet CEO Mike McNeil positioned the shift to a partner-first approach as a way to better support Fleet customers’ needs.

“Tools designed in the early 2000s or 2010s haven’t kept up with fast-evolving environments or with how experienced the people running them have become,” McNeil told Channel Insider.

“Most Fleet customers aren’t learning device management for the first time; they’ve done it many times before, over the course of years. Now they need to do it faster, with fewer resources and with greater precision. Customers need partners to help them through this evolution,” he continued.

As McNeil noted and many in the channel know, partners are often the trusted advisors for customers seeking greater efficiency and cost reduction, among other things.

“A lot of companies now have decades of technical debt and ingrained processes, and moving faster can create friction internally. Trusted partners can help get everyone on the same page, guide the transition and upskill teams instead of forcing companies to hire their way out of the problem,” McNeil said.

“A lot of the time, partners know these environments as well as the customers, sometimes because they helped build them at the start.”

Partner program targets migrations and services

Fleet said the program includes public deal registration, partner-accessible resources without a gated portal, and opportunities for partners to work directly with Fleet on customer onboarding and professional services.

“We will leverage our partners across advisory, implementation and ongoing management so customers can operate more efficiently and minimize the need for additional headcount,” McNeill said. “So when we say there’s a focus on profitability, we mean we’re creating long-term engagements that benefit everyone involved, not one-off transactions.”

To Benjamin Richard, the head of modern device management at Amaris Consulting, these components are crucial to his trust in the program and to Fleet as a whole.

“Deal registration, transparent margins, and a professional-services motion where the partner leads onboarding and deployment [are important to us]. That last point matters most for us as our business is built on delivering MDM expertise,” Richard told Channel Insider.

Why Fleet is also targeting Jamf migration opportunities in 2026

The company is also introducing a partner incentive aimed at customers moving from Jamf as Jamf sunsets its on-premises capabilities. Fleet said the incentive provides partners with additional margin and enhanced deal protection against competitive replacements.

“Most of our growth so far has been grassroots, from practitioners talking to each other. Right now, around 10% of our revenue already comes through partners, and we expect that to rise significantly with this program,” McNeill said.

Batchu joins Fleet board

Batchu brings device management experience from MobileIron, which later became part of Ivanti. Fleet said his board appointment supports the company’s partner-first strategy as it expands.

Fleet also highlighted recent executive appointments, including Chief Marketing Officer Ashish Kuthiala and Global SVP of Sales Chaz MacLaughlin. 

Kuthiala previously held roles at HPE, Traceable AI, BlinkOps, and GitLab, while MacLaughlin has held revenue and partner-first sales roles at Nucleus Security, Signal Sciences, and MobileIron.

Batchu said the next generation of device management needs to be built around speed, automation, and modern team workflows, citing Fleet’s use of infrastructure-as-code and AI-driven workflows.

Why this matters for channel partners

For MSPs, resellers, and service providers, Fleet’s program aims to make device management deployments a partner-led initiative rather than a direct-sales afterthought. 

The emphasis on migrations, professional services, AI workflows, and IaC training gives partners potential service revenue opportunities beyond resale.

Fleet says more than 1,300 organizations in 90 countries use its platform to manage macOS, iOS, Android, Windows, Linux, and cloud infrastructure devices.

“This is a pretty big evolution point for us. It’s changing how sales operates by increasing collaboration with partners. The core focus isn’t changing, however: real humans with technical expertise talking directly to customers and addressing their needs,” McNeil told Channel Insider.