Typically, a veteran who launches an IT practice has a technology background, like just about any other practice, Gilbert said, then ventures into sales or communications.

"They tend to be some of the most driven individuals in the world" who can excel at leadership and handle stress, skills that are "built into veterans by default," which makes them successful partners, Gilbert said.

Meanwhile, sales and marketing skills can be difficult to learn, Gilbert added, which is where AppRiver's program comes in.

Andersen said programs such as AppRiver's can also help veterans who have been injured on active duty or are dealing with such conditions as Post-Traumatic Stress Disorder, or PTSD. Getting a hand while transitioning into business can "make them believe in themselves again," he told ITBestOfBreed.

And AppRiver can absorb the hit in allowing the trainees to keep the revenue, according to Gilbert. He said AppRiver's revenue grew 16 percent in 2016, 20 percent within the channel. Meanwhile, its partner roster grew 22 percent, and partners delivered a 19 percent growth in the vendor's customer base.

"We've tried to approach supporting small businesses a little bit differently," he said. "Supporting small businesses in the industry is unique in and of itself in that most companies want to support enterprises. We have always wanted to bring enterprise-class sales and support and that experience to the SMB."

Gilbert added: "We started our channel business with that in mind, and this was another extension of that."