InfoVista Builds Channel For Management Tools

The new worldwide program brings a unified structure to the company's approximately 55 channel partnerships, adding a slew of new technical and sales resources for partners, said Jean-Luc Valente, senior vice president of marketing and alliances at InfoVista, a Paris-based firm with U.S. headquarters in Herndon, Va.

The three-tier program provides partners with 30 percent to 40 percent discounts depending on their status as a Select, Expert or Premier Partner. It also adds a new, optional training and certification program as well as sales and technical workshops, marketing programs and a new partner portal.

In addition, the company is in the midst of adding three channel managers responsible for helping partners in the field, he said.

Valente, who oversees the new program, said he hopes to double InfoVista's partner ranks this year and grow the percentage of the company's revenue that comes through the channel.

On track to hit approximately $50 million in revenue this year, InfoVista currently brings in half of its sales through partners, Valente said.

In particular, the company is looking for partners with VoIP and security expertise to sell its VistaInsight server, network, IP VPN and IP telephony performance management software to enterprise and service provider customers, he said.

"InfoVista has a pure object architecture that allows us to do massive calculations of massive amounts of data and produce results almost in real-time," said Scott Leslie, director of operations at Evidant, a Laguna Hills, Calif.-based solution provider and ISV that works with InfoVista. "Business executives don't have time to wait for reports, plus, timely decisions save money vs. decisions that are made late," he said.

In addition to selling, servicing and supporting InfoVista deployments, Evidant is also OEMing the technology as part of its Evidant Service Quality Management solution, which measures the business impact of IT, Leslie said.