A great channel program is a two-way street. Elise Hymes, Kerio's Partner Program Manager, unveils the ups and downs of running a successful partner program.

How has the Kerio partner community changed?

It has been a turbulent year - from the Kerio Workspace end-of-life announcement to the Exchange ActiveSync licensing change, our partners were not happy with the way information was communicated to them. But, they are resilient and we have seen the partners grow and come to understand the changes we sometimes must make.

This was challenging - it was a new role for me, and I was not used to working with resellers so closely. It has been a learning experience on both sides. Gauging reactions, and having people act so emotionally was new to me, but understandable. The decisions we make effect people's livelihood. Especially the partners that only sold Kerio.

Today, the partners are becoming more understanding. They know we are a smart business, we know what we are doing, and there is a reason behind the decisions we make. Through our work with the Kerio Partner Portal, the partners now appreciate the open communication standards we have put in place - and they expect it.

We have also stepped up our role in educating our partners. We understand that they are looking to us for best practices and market place trends. Many of the companies we work with are 1-2 people shops, ranging upwards, which is why it is important that we play the roll of educator to help them understand the market place and be successful.

Understanding each other is what the last year has been about, in regards to cloud and why we are moving in that direction, as well as why they should move with us. We have shown that we are not taking things away from them; instead, we're opening more doors for them.