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Silver Peak aims to drive SD-WAN sales with channel programme

With the demand for software defined networking on the rise Silver Peak has revised its global partner programme to help reseller exploit the opportunity

Software defined WAN is a growing market and offering so much potential that should be picked up by the channel that Silver Peak has decided to revise its global partner programme to drive reseller participation around the technology.

One of the major hurdles holding back resellers from embracing SD-WAN so far is the complexity of the technology. The industry might be trying to move towards making life simpler but this area of the market has not yet gone far enough for most partners.

Hence the decision by Silver Peak to introduce a programme that encourages resellers to take certifications while it makes the commitment to simplifying the technology as far as it can with training and online support.

“By increasing our channel investments and building relevancy around the SD-WAN opportunity, Silver Peak will intensify our focus on helping partners acquire net-new accounts," said Bob Bruce, senior vice president of worldwide channel sales at the vendor.

The programme will include all the usual elements, with three tiers and an online portal designed to support those partners that sign up.

The majority of partner programmes are set up with the aim of getting more partners to engage with a vendor and handle its product portolio but occasionally a more specific aim is the reason for rolling out a programme and Silver peak is clearly keen to exploit what it views as a live opportunity.

Market forecast predictions from IDC last summer indicated that the overall software defined networking market was growing at an annual rate of just shy of 90% in the next three years, with demand from cloud and datacentres helping lift that spending.

"With SDN's growing traction in the datacenter for cloud deployments, enterprise IT is beginning to see the value in potentially extending SDN to the WAN and into the campus to meet the demand for more agile approaches to network architecture, provisioning, and operations," said said Rohit Mehra, Vice President, Network Infrastructure at IDC.

She made those comments a year ago and clearly in the interveening time her expectations for SD-WAN have started to be realised.

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