Riverbed Names New Worldwide Channel Chief

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What will come next, said Bowley, is increasing emphasis on Riverbed's chosen two-tier distributor partners in North America -- Avnet and Arrow -- to play a greater role in Riverbed's indirect sales. Channel sales account for about 91 percent of Riverbed's overall revenue.

Also on tap for the new year, Bowley and Schirman said, are new partner specializations focused on technical capabilities and particular expertise in storage, virtualization and other areas.

Riverbed's new technical training programs, several of which debuted in January, have also continued to gain popularity, Bowley said.

"We had pretty dramatic growth in terms of the number of certifications, as well as the level of technical competencies," she explained. "The growth has been in double digit percentages."


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