Xangati, Seeking Greater Growth, Takes A Major Turn Toward The Channel

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Xangati, a Silicon Valley-based developer of workload performance solutions, took a major turn toward the channel Monday, launching a new partner program and setting a goal to focus on indirect sales of its well-regarded cloud intelligence platform.  

Through the new Solution Provider Program, called XSP, Xangati looks to recruit VARs, managed service providers and systems integrators that offer customers virtualization technologies and hybrid cloud services, said Atch Frazer, the company's vice president of marketing.

"This really represents a shift in our go-to-market strategy and thinking," Frazer told CRN. "We got to 400-plus customers through a direct, high-touch model. But to scale at speed as a small insurgency player in a mature marketplace, we needed a more channel-friendly approach."

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Xangati's software helps users better predict application performance in complex hybrid environments, and it offers prescriptive recommendations for optimizing cloud-based resources.

The company has often worked in the past with resellers and integrators, but those engagements would typically take the form of one-off fulfillment contracts -- often requested by an enterprise customer that preferred working with a specific solution provider.

The channel approach now being adopted required a major shift in sales strategy.

The first step was moving away from a perpetual pricing format to subscriptions -- a sales methodology traditional solution providers are clamoring for. Another focus was on empowering solution providers to wrap their own services around Xangati's performance management and data analytics platform, Frazer said.

"Virtualization-focused solution providers can start to build services around that platform that are sticky," Frazer told CRN.

Xangati also expects to draw in managed hosting providers as private cloud applications are increasingly migrating to complex hybrid environments using public cloud infrastructure.

The XSP program pretty much got into swing on the first day of work for Lauren Robinette, who came aboard in April as Xangati's director of strategic alliances and channel development.

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