Xangati, Developer Of Cloud Intelligence Tools, Expanding VAR Programs


As a greater number of business applications migrate to ever-more-complex virtual environments, intelligence is key to keeping those systems stable. Xangati, a developer of workload performance management solutions, touts its ability to make the cloud more intelligent and, as a result, less likely to go down.

Now the San Jose, Calif.-based company has brought in a new Vice President of Worldwide Sales, Fred Pazos, and is expanding its reseller programs under his stewardship.

Pazos, who came to Xangati from Duo Security, where he led the worldwide sales program, told CRN he plans to renew the company's focus on its partner relationships and expand reseller programs.

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"We’re trying to put together a unique way to move forward in the market together. We add value to resellers to enhance their value in the market, but also to gain some services out of it,” Pazos said. The strategy involves targeted partnerships. "We don’t want to sign a lot of resellers. We want to be focused. We want to sign resellers that really add value," Pazos told CRN.

Xangati has been in business seven years, and has some 300 customers, including companies like Nike, Comcast, Toyota, eBay and the U.S. Army.

The company’s cloud monitoring tools allow users to tackle the problems they encounter as they move their workloads to VDI environments. The dashboard offers a suite of products that track system health second-by-second by monitoring key IT metrics, recording activity, diagnosing causes of performance bottlenecks and recommending remedial action before the problems lock up the system.

"It's not about a post-mortem, but about triage," said Stephen Terlizzi, Xangati’s vice president of marketing.

Those cloud intelligence tools help Xangati’s channel partners move companies away from traditional data center infrastructure to converged technologies in virtualized environments, Terlizzi told CRN. "It's a complex thing to do to make those transitions. Our tools provide the ability to analyze whether you are doing this well,” he said.

Capital Data, a Wisconsin-based IT solution provider with a decade of experience focusing on application-centric solutions and virtualization strategies, has been a Xangati partner for three years.

"The big selling point for us was its robust management visibility and the niche of being cross-platform,” Kou Pa, account manager at the company, told CRN.

Capital Data partners with colocation providers to offer cloud-based backup and disaster recovery services. The company is "VMWare-centric, but has customers with robust Citrix environments as well," Pa said.

Xangati allows Capital Data to "coexist" in those environments. "It allows us to offer a better product, which, in turn, ensures that the customer keeps coming back and allows us to be a trusted adviser," Pa said.

It's not uncommon for Xangati’s StormTracker software to catch issues in the VMware environment and alert Capital Data before the customer is even aware something is wrong, Pa told CRN.

"We take information that comes throughout the infrastructure: servers, networks, data stores, and in a virtualized, converged infrastructure provide realtime information that allows you to alert, track and remediate any problems you would have in that infrastructure," Pazos told CRN.

Terlizzi told CRN that the addition of Pazos to the company will structure and enhance the company’s channel and allow VARs to offer potential customers a greater value from their services.

"Fred came from the reseller side. He understands how to build the right channel," Terlizzi said.

The enhancements will include more formal channel marketing and assistance with market development, as well as quarterly training webinars, and other business development programs.

PUBLISHED MAY 22, 2014