Visual Networks Launches New Var Partner Program To Beef Up Roster

EDITOR'S NOTE: Fluke Networks last week announced plans to acquire Visual Networks. Read this article: Fluke To Buy Visual Networks

As consolidation among the Baby Bells shrinks its lucrative telco channel, Visual Networks is turning to VARs and integrators to help it drum up new business. The network and application performance management vendor has launched a reinvigorated VAR partner program. Announced on Nov. 21, the program offers incentives to solution providers to sell Visual Networks products, which can help detect and correct network latency that may drag down the performance of VoIP, Web-based applications and Citrix deployments, said Owen Brennan, vice president of channel sales at the Rockville, Md., software vendor.

Brennan said the two-tier program rewards VARs based on sales volume, delivers leads to top performers and provides a three-month deal registration program.

Visual Networks hopes to add as many as 50 VAR partners to its current roster of about 100, Brennan said.

The vendor’s core product, Visual UpTime Select, also has been expanded to offer LAN-oriented tools such as application performance monitoring and reporting in addition to its traditional ability to offer insight into WAN performance, Brennan said.

Al Higgins, president of Interlink Communication Systems, a Visual Networks reseller in Clearwater, Fla., said the vendor’s move from WAN-centric products to LAN-oriented ones opens up more opportunity for VARs. The new program from Visual Networks is a clear attempt to get the company back on track after losing revenue due to the consolidated telco landscape, Higgins said. “What they did for years was package a managed service solution and sell it through the telcos, so their channels of distribution were somewhat limited,” said Higgins, who called the redirection of the vendors efforts from telcos to VARs “a good strategy.”

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