Expand Networks Taps Partners

Expand Networks began selling its WAN optimization solutions in 1999, focusing its efforts on helping networks perform as well in branch and remote offices as they do at headquarters.

More recently, convergence of WAN optimization with other services has led Roseland, N.J.-based Expand to grow its offerings into what chief marketing officer Chris Williams describes as a more complete platform, with quality-of-service and application-acceleration tools, protocol and application-level security, and reporting and server-consolidation services.

"In a way, we've come full circle and now we're focusing on going to market with our full offering," Williams says.

The focus of that go-to-market effort is the Expand Compass Platform Partner Program, which launched in June with 10 legacy partners and six new partners. The program is aimed at helping Expand reach into markets alongside traditional WAN optimization.

Working with VARs is not new for Expand, with 90 percent of sales typically coming through channel partners such as Emergent OnLine and Dimension Data. New partners include Syscom (USA), Optimus Solutions, Latus Point and Software House International.

Paul Ghostine, CEO of Emergent OnLine, describes Expand as "VAR-centric." He says the firm has shown the ability to provide a full solution to Emergent's customers and "to work with us on a collaborative level."

Williams says ideal candidates to join the partner program--he expects to add another half-dozen major resellers--are strong network architects and engineers, especially ones accustomed to "delivering more of a solution-based approach to their customers."

Partners can be designated as gold or platinum members of the program; the main difference between the two levels is the size of the product discount. Partners will get direct personalized training and access to an e-learning program by year's end.

Expand is especially targeting seven business segments, where it believes the market is most ready for its solutions, including classic server consolidations; Web-based applications, such as self-service airport kiosks for Continental Airlines; server-based computing, such as Citrix applications that are served remotely; disaster recovery, with Expand able to help provide extra caches of data; voice-and-data convergence scenarios driven by the emergence of VoIP; Multiprotocol Label Switching; and support for satellite technology, including military and commercial applications linked to headquarters by satellite.

The common theme is to optimize or speed data traffic to maximize the value of IT investments or, in some cases, to ensure regulatory compliance by protecting data from being lost. Another common drive among customers is to reduce the sheer volume of servers and take them out of branch and remote offices. In such cases, businesses want to be sure their workers in those remote areas will have access to the same level of application performance.