CRN Exclusive: New Relic Hires Channel Veteran To Recruit Partners, Spur Channel Sales Of Its Digital Performance Software


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New Relic has hired Todd Osborne, a former channel executive at CTERA Networks, Virtual Instruments and Oracle, as the APM software company's new channel chief.

Osborne, officially the company's vice president of alliances and channels, will be tasked with recruiting new solution providers to join the company's recently launched New Relic Navigators Partner Program and increasing the share of company revenue generated through the channel.

Osborne started working at the San Francisco-based New Relic earlier this month.

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"There's a tremendous opportunity in this next wave of growth for New Relic," Osborne said of the company and its channel partners, in an interview with CRN.

New Relic develops a digital performance monitoring and management platform that IT management, business operations and development teams use to monitor and measure the performance of applications and IT infrastructure.

While New Relic has largely relied on direct sales since its 2008 founding, the company has been working with a limited number of strategic consultants, VARs and systems integration partners who help implement its Digital Intelligence Platform software, especially in cloud deployments, said chief marketing officer Robson Grieve in an interview.

John Gray, New Relic's previous channel chief, left in May to take a post with cloud monitoring software developer Datadog.

In September, at the company's Cloud Migration Partner Summit, part of its FutureStack customer conference in New York, the vendor launched the New Relic Navigators Partner Program in a move to recruit more partners who help customers with their cloud migration and digital transformation projects.

The channel program provides assistance in the form of cloud migration best practices, partner training and enablement, enhanced revenue sharing for resellers, and packaged marketing support, among other services.

With the program in place, New Relic "really needed to put a leader in place" to take the channel operations to the next level, Grieve said, and grow partner sales and manage partner development.

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