Scality, a provider of data infrastructure software for AI-era storage at scale, is reimagining its partner program to extract greater value, build stronger economics, and provide a clear growth path for resellers and distributors.
Scality adapts to new model as partners target cyber resilience and AI demands
The Scality Partner Program’s update is a change of program model, according to the company. The new program rewards expertise, pipeline creation, and the ability to address cyber resilience, digital sovereignty, and AI infrastructure.
Among key program improvements are:
- A new ‘Authorized’ tier: A lowered entry threshold facilitates the onboarding of new partners, with a structured progression path towards the Select and Elite tiers as skills increase and commercial engagement grows.
- Progressive tiered discounts: Partners who invest in certifications, technical upskilling, and co-generation of demand benefits from a more advantageous economy. The discount difference between the Authorized and Elite tiers is more pronounced than before.
- Enhanced partner margins: Partners at every tier of the program are eligible for enhanced margins.
- Strengthened deal protection: Opportunity registration is simplified and offers extended protection to enable partners to invest in long sales cycles without risk and making the development of a Scality account a secure investment.
Scality is betting on rewarding partner expertise
The new program rewards expertise, pipeline creation, and the ability to address cyber resilience, digital sovereignty, and AI infrastructure.
Each of these pillars represents a distinct partner opportunity, including:
- Cyber resilience: Immutable, ransomware-resilient storage built on Scality’s CORE5 architecture that partners can lead with into every enterprise account.
- Sovereignty: Software-defined, jurisdictional-flexible deployments, as a strong fit for regulated, sovereign, and regionally constrained customers.
- AI: The recent launch of Scality ADI (Autonomous Data Infrastructure) enables partners to gain a clear path into AI data infrastructure, a category in active investment across enterprise IT.
“The Scality partner program is designed to reward what truly generates long-term success: technical excellence, solution expertise, and proactive market engagement – not just signed contracts,” said Eric LeBlanc, ARTESCA GM & Channel Chief, Scality. “Partners who build pipelines, educate their customers, and develop the Scality footprint are those who capture the most value in this program. And in the sovereign and AI markets, across EMEA, the Americas, and APAC, it is precisely this type of partner that makes the difference.”
How the program enables partners through training and GTM support
Scality cites the accelerating buildout of AI infrastructure, the enterprise need for cyber resilience, and sovereign control over data as key forces creating new opportunities for channel partners.
They create customer demand that partners can meet, but only if their economics, enablement, and program structure align with the consultative, expertise-driven selling that these new opportunities require.
Through Scality University, partners get on-demand sales and technical training, with certification tracks to help them build expertise in Scality ARTESCA, RING, and ADI, from selling the solution to deploying it.
The new ARTESCA Test Drive enables partners to launch a live demo environment quickly and show the product to customers with no setup.
Full catalog includes sales certifications and technical trainings
Combined with marketing campaign kits, co-funded campaigns, and qualified leads for top tiers, these tools help partners grow with Scality.
The strengthened training catalog features:
- Scality Certified Architect (SCA): Technical training on RING and ARTESCA. It is offered in English, French, German, and Spanish in-person and on-demand every quarter. SCA-certified partners are authorized to qualify client needs and architect complex deployments.
- Scality Sales Certified: Sales training to position and sell ARTESCA for cyber-resilience, secondary storage, and regulatory compliance use cases.
- ARTESCA Delivery Training: Technical implementation training for deployment teams.
- Scality ADI Certification Pathway: Scality is rolling out a new training pathway dedicated to autonomous data infrastructure for AI, launching with ADI.
Scality’s software-defined technology gives partners the flexibility to choose the configurations and hardware vendors that best suit each customer, with an advantage.
“Most partner programs reward who moves the most boxes. Scality’s new program rewards partners who build the right architecture and stay with the customer through it, which is how Etage works,” said Adrian Kingsford, CTO, Etage. “Their software-defined model gives us the flexibility to design for each customer’s reality. The new program gives us the economic certainty to invest in those engagements, and Scality solutions with CORE5 cyber-resilience give us a story that lands hard in the cyber and sovereignty conversations defining our market right now.”