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John Barker, CEO of Versatile Communications, a Marlborough, Mass.-based solution provider, said that Certeon's guarantees are a rare thing in the channel.
"To have a 20 percent margin guarantee on a sale is simply unheard of in this industry," said Barker in a statement e-mailed to CRN. "We know the aCelera technology is world-class, but this is just another incentive to sell the solution."
The company has worked to expand its reach -- earlier this month, it announced an agreement with CloudOne to provide software infrastructure for integrated development environments using IBM Rational -- and also continued to expand its team. Specific to the channel, Soderlund said, Certeon has added a number of internal channel account managers (ICAM) to give partners someone they can contact whenever they need.
The growth of virtualization and the rise of cloud computing are both making WAN optimization a focus technology, Soderlund agreed. That presents a great opportunity for Certeon to market against hardware appliance-based WAN optimization vendors.
"I can go back two years to the traction and explosive growth of virtualization, and the fact that [customers] not only save from a cost standpoint because they need less bandwidth, but they also have a competitive differentiator," Soderlund said. "I think we're going through another trend or transition now. If it's the year of the cloud, it means cloud services, and that means a lot more over the WAN. Not having to put hardware in every site drives down user cap-ex and op-ex, and means from a price point, I can be very aggressive."