Riverbed gets technical with VAR programme enhancements

In a move billed as a response to its increasing breadth of product lines, Riverbed is to shake up its Partner Network programme to put the emphasis firmly on technical expertise. The key selling point of the revamped programme is the addition of a new specialisation framework, which Riverbed calls

In a move billed as a response to its increasing breadth of product lines, Riverbed is to shake up its Partner Network programme to put the emphasis firmly on technical expertise.

The key selling point of the revamped programme is the addition of a new specialisation framework, which Riverbed calls Technology Authorisation Paths (TAPs).

It says that the TAPs will "empower" resellers to focus on selling products and solutions that they consider relevant to their business models.

"A lot of our partners are focused on distinct areas [of Riverbed's portfolio], so we wanted to model the programme in such a way that based on their models, etcetera, they could choose what they wanted to sell," explained Riverbed EMEA field and channel marketing director Shirley O'Sullivan.

The TAPs are available at the three highest levels of Riverbed's programme (Gold, Platinum and Diamond) and cover variously its WAN optimisation, application delivery, network performance management and cloud storage acceleration product lines, with the edge virtual server lines to be added later.

However, added O'Sullivan, it does not include products and IP picked up in the acquisition of defunct rival Expand Networks at this stage.

The firm has also expanded its sales training options, putting in place two levels of competency; an Associate level sales accreditation will provide resellers with a broad overview of the firm, while the higher Specialist level badge will be closely aligned with the TAPs, said O'Sullivan.

Other features will include business planning tools, increased channel sales teams within Riverbed and new distribution resources, as well as more marketing collateral and a new MDF portal site.

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