Channel Marker

Nov 4 2014   9:00AM GMT

Riverbed expands business opportunities for partners

Lynn Haber Lynn Haber Profile: Lynn Haber

Application performance

Today at Riverbed Force 2014, being held Nov. 3-6 in San Jose, Calif., the vendor announced the Riverbed-Ready Technology Alliance Program, a total redo of its current technology alliance program. With the launch of the new program, Riverbed Technology is looking to grow the number of technology partners it works with and increase the number of integrated solutions the company’s 2,500 partners can offer customers.

According to Joel Noll, director of technology alliances at Riverbed, the company’s goal is to integrate new technologies that extend the functionality of its application performance platform and create a broad ecosystem of solutions for partners to sell. Riverbed’s application performance platform allows customers to analyze, diagnose and resolve application, network and end-user performance issues across a hybrid enterprise. More than 90% of the vendor’s products are sold through its worldwide network of channel partners, according Noll.

Today, Riverbed works with a couple dozen of technology partners and expects that number to increase to about 50 by year-end and almost double by the end of 2015. The company expects its alliance partners to focus in areas such as cloud, security, virtualization, business applications, network performance management, application performance management, networking and storage.

“Our partners will gain access to these new solutions, creating new resell opportunities, and [the program] will also enable them to build new services around the new solutions,” Noll said. Current Riverbed resellers, he added, will have the opportunity to cross-sell and up-sell the new ecosystem solutions.

Riverbed also announced plans to build a new Riverbed Solution Center website, where partners can shop for solutions. Partners will also get access to marketing materials, solution briefs, customer success stories, joint presentations and “seminars in a box.”

Last week at the NetApp Insight conference, NetApp announced that it will buy Riverbed’s SteelStore cloud backup platform, providing NetApp with local disk-based backup to NetApp Private Storage on public clouds.

See our interview with Riverbed’s global channel chief, Karl Meulema.


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