WAN governance and app-centric VPN services specialist Ipanema Technologies is branching out from its traditional routes-to-market and launching a partner programme to address a "green field" market among system integrators and VARs.
Up to now, Ipanema has chosen to address the market largely through service providers as its technology was designed as a carrier grade platform, said Nigel Pink, Ipanema vice president and general manager of the UK and Ireland.
"People want to buy through more avenues, [and] we want to be in a position where people can use Ipanema's technology in the way that appeals to them," he told MicroScope.
Ipanema is keen to demonstrate that its solution can work in a channel context and Pink talked up aspects such as scalability - which the firm claims chief rival Riverbed cannot achieve - and potential as part of a managed services offering.
The new programme will have two levels, Elite and Business Partner, with both levels receiving the usual perks such as pre-sales support, training, certifications and so on.
Pink also confirmed Ipanema was in discussion with potential distribution partners but declined to name names.