Company: Talari Networks
Headquarters: San Jose, Calif.
Technology Sector: Networking
Key Product: Adaptive Private Networking
Year Founded: 2006
Number of Channel Partners: Recruitment just beginning
Ideal Channel Partner: Enterprise-focused solution provider
Why You Should Care: With its Adaptive Private Networking (APN), Talari promises to throw out old ideas about enterprise WAN optimization -- and it wants the channel fully behind it.
The Lowdown: Talari Networks likes to say that its Adaptive Private Networking (APN) "does for enterprise WAN environments what RAID did for storage." APN leverages multiple IP bandwidth sources to WAN connections -- including DSL, cable and broadband -- and according to Talari, gives enterprises 30 to 100 times the bandwidth per dollar while reducing monthly WAN costs by as much as 90 percent. The old ways of maximizing WAN capability, such as Frame Relay and MPLS bandwidth, are not something enterprises should have to rely on any longer, Talari says.
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The company is venture capital-backed; Menlo Ventures led a $6.2 million round of funding in January 2009. It was incorporated in 2006, though CEO Andy Gottlieb and his partners had been working on the technology since at least two years earlier. Talari names Juniper Networks, Riverbed Technology, Blue Coat Systems and Cisco Systems among its competitors, but trumpets the fact that APN can work with existing networking environments from all of those vendors.
Talari's channel strategy is just taking shape. In November, the company named channel veteran and former F5 Networks vice president of global channels and emerging markets Tom Pettigrew as its vice president of worldwide sales. Pettigrew has spent the past month beginning strategic channel relationships, with plans to kick off a full-on partner program and recruitment effort in 2010.
"We have at this point signed a couple of channel contracts that have been purely tactical," Pettigrew said. "We haven't launched any formalized program or organized channel effort, but early in the New Year we're going to have a very good story on that. One of the things that excites me most about this is that we're going to build a field sales team from ground zero that sells almost exclusively through the channel."
Pettigrew said he sees ample Talari opportunity for solution providers that specialize in vertical markets like legal, or really any setting with enterprise WAN concerns. He views the Cisco channel as especially ripe, given its breadth and longevity.
"This is a story that's brand new. This doesn't compete with anything [Cisco has] in their product line," he said. "What we're selling is additive, and not just any old WAN optimization product. We are very complementary to all of the WAN optimization products out there."
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