Riverbed: New Partner Program Driving 'Fundamental Shift' In Channel Engagement


Since the new program launch, Riverbed said 72 percent of its roughly 2,220 worldwide partners have already obtained two certifications or more, and it has seen a five-fold increase in partner training attendance.

"We are seeing an uptick in more of a portfolio or platform [play], which is one of the key things we were trying to do -- to get the partners to nudge beyond just WAN optimization," Riverbed's Hoskison said.

Riverbed also said that 11 percent of its partners at the Premier and Elite levels hold certifications in each of the four technology segments, with that number continuing to grow "week to week."

Riverbed plans on making further changes to its partner program, including the launch this quarter of a cloud-focused program for partners selling its Stingray Content Delivery Cloud. "The framework on that is being finalized right now," Riverbed's Hayes said.

Riverbed's partner conference last month came just days after hedge fund and Riverbed investor Elliott Management offered to buy Riverbed for $3.08 billion, in an effort to bring forth other takeover bids.

Hoskison said Riverbed CEO Jerry Kennelly addressed the bid on stage at the partner conference, with Kennelly telling solution providers that Elliott's offer undervalued the company. During the conference, the Riverbed board formally shot down Elliott's offer.

Hoskison said partners at the conference didn't express any concern over the Elliott bid.

"I can tell you straight up that of all the partners I met with, there wasn’t a single one that teed up this topic," Hoskison told CRN.

PUBLISHED FEB. 6, 2014