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Riverbed Expands North the us Distribution, partner programs | Killexams.com Resources

About ninety p.c of Riverbed's WAN optimization items company is oblique channel earnings, together with through distribution, global reseller agreements with HP ProCurve and EMC, programs integrators, provider suppliers and VARs. amongst new changes to its software are new associate programs for big account resellers (LARs), and service providers, three new specialization offerings for associate working towards, and a new approach for channel enterprise in SMB.

"We're recognizing that no longer all partners are created equal," mentioned Johnna Bowley, Riverbed's senior director of global channel and companion advertising. "We're now not looking at a model of hundreds and hundreds of resellers. They are looking to get to a degree the place they turn into very cloth to partners and they turn into very material to us to force enormously ecocnomic, constructive functions to purchasers."

"From a distributors' standpoint, we're seeking to do things like pressure incremental workforce who are committed and focused on Riverbed," Bowley mentioned. "Like every person says, they are keenly focused on having them be an extension of their sales drive. We're now not just attempting to find logistics aid."

Bowley mentioned she wishes distributors to be an "enablement engine" for Riverbed resellers. Riverbed uses distributors in Europe and Asia, but its lately signed agreements with Avnet and Arrow will mark the first time VARs will be able to purchase Riverbed items through distribution in North the usa. Riverbed also has a world contract with Westcon group particular to its provider issuer and techniques integrator companions.

Bowley observed Riverbed turned into targeting those distributors that had line playing cards complementary to Riverbed's present partnerships and also around how its VARs are designing multi-vendor answer applications. She spoke of Avnet and Arrow are not handiest smartly-versed in EMC, NetApp, Hewlett-Packard and different Riverbed allies, however they additionally specialize in catastrophe healing, software optimization, storage platforms and different segments Riverbed sees as goal areas.

"We're searching on the traction they have with their alliance partners, and or not it's probably improved than or not it's ever been," Bowley advised.

Riverbed are not looking to add any additional distributors in the short-term, she observed, however would look at "what makes experience" sooner or later.

New additions to the Riverbed associate network include extended market development cash (MDF) and additional support courses for pre-sale and put up-sale, Bowley said. Riverbed additionally has an interior channel income group dedicated to small- and midmarket-concentrated VARs and has created a new lead era software for to small-and-medium company opportunities.

Riverbed is also for the first time introducing a associate program selected to provider suppliers, which it defines as partners that present facts transport features and managed features and have a community operations center (NOC), however also sell services above all on a Riverbed platform. existing companions consist of AT&T, Verizon, Telus and SingTel, and Riverbed divides its provider providers into two categories, world and Gold.

Riverbed's moves add to the emphasis or not it's placed on growing its North American channel considering that March 2009, when it remaining revamped the companion software to create tiered ranges for VARs.

at the moment, it additionally brought two working towards classes, the approved training program and the Riverbed sales Accreditation application. Riverbed delivered three greater training classes Tuesday with an eye toward specialization: Riverbed authorized assist partner, Riverbed approved training associate and Riverbed licensed Consulting accomplice, the remaining of which trains VARs on skilled services.

All latest companions can apply, Bowley referred to.

"I do accept as true with there's a place for all of those companions as a result of they present a really wonderful kind of price," Bowley noted. "Now we've a very formal program that they are able to look at and say, right here's program A for the VAR and program B for the service company and preserve the taking part in field degree."


 



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