WAN Op Watch: Infineta Building Channel Presence


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Tony Balistrieri, vice president of marketing and partner strategy for FusionStorm, said FusionStorm wasn't looking to add more WAN optimization vendors but that Infineta's target approach was what made it relevant.

"In the past we built WAN op for remote offices in multiple locations, but now what's happening is that everything is about throughput -- how do we speed up the moving of the data," he said. "I like [Infineta's] 10 Gig solution, their messaging into that market. They handle it differently than Riverbed and Silver Peak. We didn't need another partner, but it fit perfectly in our data center and storage practice."

FusionStorm has had success so far with Infineta in big insurance companies and auto manufacturer customers and expects to see traction in its financial customers, too, Balistrieri said. It was customers that brought the company to FusionStorm's attention.

"We had a couple of accounts looking at them, and then the rep told me, 'Hey, this stuff looks pretty good.' And they happened to be reaching out to us at the same time," Balistrieri recalled. "It was easy to put them in the business and they didn't have a lot of requirements. They were already smart about the channel and they needed a big horse to carry them so it worked out."

Infineta will stay focused on WAN op for high-speed data center interconnect needs and has no immediate plans to cover the downmarket WAN optimization territory where other vendors such as Riverbed thrive, Budhani said.

"Your data is growing faster than you can update your WAN links," Budhani said. "The inter-data-center WAN solution requires a 100 percent focus, and we want to own this market."

PUBLISHED SEPT. 10, 2012


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