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Network testing and visibility specialist Ixia has taken the decision to go 100% channel as it looks to partners and distributors to help it increase enterprise sales.
The vendor launched its Xcelerate partner programme a couple of years ago as it looked to formalise its relationships with the channel and has now made a public commitment of its indirect intentions.
"Ixia fully recognises that our global partner ecosystem plays a vital role in delivering the innovation, expertise, and excellence enterprise customers are seeking today," stated Bethany Mayer, CEO of Ixia. "Relying 100 percent on channel partners to provide world-class service to enterprise customers reaffirms our confidence in every organization participating in our Channel Xcelerate Partner Program."
The firm already has 800 partners on board globally and is on the hunt for more. The vendor works with the Exclusive Group in the UK and is close to sealing a deal with a global distributor shortly.
Gabe Luis, head of enterprise segment and technology partners EMEA at Ixia, said that the decision to go 100% channel was a big deal for the firm and would mean that significant revenues would now be going through partners.
"It shows a commitment to the channel and reassures our distributors and resellers that we are very commited," he said.
The vendor provides network visibility tools and testing solutions, which it has worked hard to make easier for resellers to pitch to customers.
Luis said that the pressure on customers to make sure their data was 'pure' continued to increase with European data compliance regulations GDPR waiting in the wings and there were challenges being driven by increased cloud adoption and the rise of IoT devices connecting to the corporate network.
"With GDPR pure is very important. We target those resellers that sell security and networking and we can complement that solution set," he added.