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Centreon goes channel-first to boost growth

Firm is not alone in viewing the channel as a way to increase its growth prospects

Centreon has deemed that the time is right to go channel-first in order to increase the growth it has seen coming from an indirect approach.

The operations management specialist already has a network of partners, working with 600 MSPs, but wants to build on that with a reinvented programme and a stronger focus on the channel.

The ambition is bold, with the vendor hoping its ON partner programme will support an eight-fold increase in channel revenues.

“This reinvented partner programme not only brings the value of Centreon even closer to customers, but enriches the partner and customer experience with increased access to technical tooling, sales support and marketing programmes,” said Eryk Markiewicz, CMO at Centreon.

The vendor quoted numbers from Gartner that point to the global IT operations market reaching $49bn by the end of 2024, with annual growth of 7.3%. The expectation is that even after Covid-19 fades into memory, the momentum in the market will not slow.

As well as increasing revenues, rolling out a revised programme, with a range of benefits and incentives, Centreon is also planning significant channel expansion in the year ahead.

“Partners continue to play an invaluable role at Centreon,” said Marc-Antoine Hostier, the firm’s chief revenue officer, “but we are accelerating our investments to become the best company to do business with in our space. We are actively recruiting VARs and SIs in EMEA, Americas and Asia-Pacific, and will extend our partner programme to more partner types such as distributors, GOSIs and consulting firms in 2021.”

Centreon is not alone in viewing the channel as the best way to increase growth. Last week, cloud file system specialist Panzura also talked about not only having a fresh channel programme, but also a “new attitude” towards partners.

“The success of our partners is our success – nothing could be more important than ensuring they have the best tools and support available to do their jobs,” said Zach LaVoie, global director of channel sales at Panzura.

The firm is making MDF funds available, a spiff fund, certifications and has brought in some alliance experts to assist resellers with deals that involve the likes of Google, IBM, AWS and Cloudian.

The change in attitude towards the channel comes on the back of the firm’s acquisition by Profile Capital Management back in May.

“We have taken a good hard look at the sticking points for our reseller partners, and across the board removed the barriers to closing deals and getting things done,” added LaVoie. “That includes making it easier for customers to get data into the cloud, and take advantage of Panzura services.”

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