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AirWatch has approximately 100 channel partners and a significant amount of business goes through solution providers, VARs and MSPs. Kevin Keith, director of business development for AirWatch, believes the channel is important to the company's growth and future.
"We have so much of our revenue that is heavily influenced by partners in the channel, and 70 percent of our new customers are touched by a channel partner," said Keith. "The amount of revenue that is touching our channel is significant to our total and that's why the channel is so imperative to us right now. This partnership with Motorola also plugs us into their channel."
Stratix, a Norcross, Ga., MSP, partners with AirWatch and Motorola Solutions. Gina Gallo, CEO of Stratix, said 75 percent of Stratix customers use AirWatch's platform and 25 percent use Motorola Solutions' platform. While only a small number of customers do not use either platform, Gallo believes the acquisition will change that.
Stratix's partnership with AirWatch has been strong because of its focus on the evolving use of mobility and its concentration on partners, said Gallo.
"From a partner perspective, they have focused on getting feedback from our customers and for us that's extremely critical," she said. "They listen to our customers, form strategies, provide training and it makes us better in presenting their products."
Airwatch has four tiers in its channel program, including a Reseller Program, Service Provider Program, Technology Partner Program and Referral Partner Program.
As the company continues to grow, Dabbiere hopes to expand into other areas such as machine-to-machine management.
"We'll expand into other areas like machine to machine as we get to ... the Internet of Things," said Dabbiere. "There are a billion mobile devices, and there will be a trillion other things that will need some kind of connection and that's a really exciting space for the future."