CRN Exclusive: Spirent Announces Partner Program As Company Moves In A 'Channel-Reliant' Direction


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Spirent Communications is launching its first-ever partner program to help solution providers sell more network testing and security solutions.

Spirent, based in the U.K., provides testing, assurance, analytics, and security solutions. The company does about 13 percent of its overall business through the channel, but in the United States, the company is only doing about 5 percent of its business through partners. Spirent wants its new Partner Program, called Pace, to give its channel business a boost, especially in North America.

"Most of our partner community today is in the EMEA and APAC region, but we plan on going big. We see opportunities in Canada, Latin America, and the U.S., and we plan on undertaking a significant recruiting effort," Mark Bateman, Spirent’s Sr. Director of Global Channels and Alliances, told CRN.

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The Spirent Pace partner program will give partners — resellers and systems integrators — access to service assurance and security offerings that solution providers can use on their customers' next-generation networks as businesses move to software-defined networking and, down the road, 5G. The program also will formalize training and support for the partner community, Bateman said.

Bateman, who joined the company in October, singled out security as a market in which Spirent has had a lot of success, and an important area of opportunity for partners.

"I think our cybersecurity test solutions represents a huge, untapped potential for our partner community. We are going to be recruiting partners to help us take our cybersecurity solutions to the enterprise market and we want to grow that [business] 2-3x compared to where we are today," he said.

The Pace program has been designed to incentivize partners with tiered levels to reward top-selling solution providers with discounts. Bateman said that partners will also be instrumental in helping Spirent address the growing number of customers that are moving to 4G LTE and soon, 5G wireless networks. The program will also help the company target more government and global service provider customers, with the help of partners, Spirent said.

Spirent's renewed focus on the channel started toward the end of 2017 when Bateman joined the company as its channel leader. The company is currently building out its channel operations and marketing teams.

"The company is really going through a transformation to be more partner-centric," Bateman said. "We see a big opportunity to go out and recruit new partners to help us accelerate our growth into the markets we're focused on, and move the organization to a more channel-reliant model."

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