Riverbed Technology has announced a number of changes to its channel programme, the Riverbed Partner Network (RPN), focused mainly on new online training tools and resources geared towards helping partners develop their skills and competencies around Riverbed’s performance platform and products.
The vendor has also introduced a new profitability programme to help partners maximise profits when reselling Riverbed technology.
“Riverbed is 100 percent channel focused. In ANZ, we have no ability or interest in selling directly to customers. That’s our strategy and so we need a really good partner programme,” says Ian Raper, the company’s ANZ regional director, adding that there is a constant need to keep improving the partner programme to match the needs of the channel community.
“We tuned the programme so partners are able to invest in particular skills,” he says, pointing out that it is unprofitable to have “100 partners competing for the same business,” which is one of the things the vendor tries to avoid through its range of partner specialisations.
“Two or three years ago, we moved from being a single product (WAN optimisation) to more than that,” says Raper. Because of that change, he says there is an even bigger need for partners to receive specialised training in whichever range of products they decide to focus on. “The programme has to deliver the expertise in the areas that the partners choose.”
Riverbed’s product portfolio now includes edge virtual server infrastructure, application-aware network performance management, application delivery, and web content optimisation. The new training programme includes online training classes that are role based (from basic to advanced sales, and pre-sales).
Along with the partner programme announcements, Riverbed has also made four ANZ channel appointments. Joe McPhillips is the company's new channel director for the ANZ region, joining Riverbed from Blue Coat where he was APAC channel director. Brett Waddington is the company’s new service provider and alliances manager for ANZ while Nathan Godsall has been appointed technical manager of channels for the region. Riverbed also announced the appointment of Con Ioannou as technical account manager of service providers in ANZ.
“Appointing Joe, Brett, Nathan and Con, means that we can offer a higher level of support to our channel partners and their customers. This is essential because our channel has continued to expand both across vertical industries such as government, mining, banking and finance, and in the IT performance solutions we offer ...” says Raper.
Riverbed is distributed in New Zealand by Westcon and Distribution Central. Raper says the company is growing in New Zealand, as “the market of WAN optimisation is a growth niche”.