With the software-defined WAN market set to explode, SD-WAN provider CloudGenix is launching its first-ever global partner program seeking a variety of solution providers wanting to catch the growing SD-WAN wave.
CloudGenix, founded by former Cisco networking executives, unveiled its CloudGenix Partner Program Monday and has already attracted dozens of Cisco channel partners, master agents and cloud application-focused solution providers through its unique approach to providing proof of concept systems (POCs), online tools and solutions.
“Other SD-WAN solutions in the marketplace are inferior and more complex to configure,” said Rich Falcone, vice president of sales at Computer Design and Integration (CDI), a Teterboro, N.J.-based solution provider ranked No. 83 on the 2016 CRN Solution Provider 500 list. “Their channel program is new, but they’re pulling in people like [CDI] because they're driving demand in the marketplace and they’re actually helping us create POCs for customers, which is refreshing.”
Channel partners who join the program are given a CloudGenix assessment service tool to create POCs where customers receive a detailed report on their network environment that calls out what benefits an SD-WAN solution could provide specific to their applications and by transitioning to the cloud.
“The partner uses our tool to understand the customer's network and in the back end are data analytics engines that gives the partner back a report that shows them a very detailed network assessment for the customer,” said Kumar Ramachandran, CEO and co-founder of CloudGenix, in an interview with CRN. “So it shows you the problems and how to solve those problems before the partner offers to sell you anything.”
Another unique feature to the program is called the IWANT CloudGenix Challenge. Using CloudGenix online tools, partners are able to set up a head-to-head SD-WAN comparison for customers between CloudGenix’s SD-WAN solution and competing systems, such as Cisco’s Intelligent WAN (IWAN), according to Ramachandran.
“It’s a consultative engagement partners can have with customers that can do a quick comparison for some of the key use-cases,” said Ramachandran.
Ramachandran said the program has attracted Cisco partners because CloudGenix is enabling solution providers to engage their customers without having to wait for a hardware refresh.
“It’s no longer just a plumbing conversation at the point of hardware refresh, it’s a much more business-savvy conversation,” said Ramachandran. “They can engage for an application or cloud project and offer customer subscription models that align well, so the customer is not bearing CapEx costs.”
Channel partners in the program are also granted immediate access to CloudGenix's inside sales teams and resources including sales leads. The program consists of rebates, incentives, deal registration, discounts and a partner portal that contains Webinars and a demo lab.