During the kick-off keynote at the Riverbed Partner Summit 2018, this week in Huntington Beach, California, Bridget Bisnette, vice president of global channels and commercial sales at Riverbed, highlighted the company’s plan for driving continued revenue growth via the channel in 2018.
Bisnette said the company will focus on three areas starting with continuing growth through its existing partners. Second to work with OEMs to help push Riverbed into key vertical markets such as retail, and third, to drive business through larger scale direct marketers such as CDW.
Additionally, Bisnette hit on some key areas of transformation at Riverbed, including the addition of channel personnel, and some key changes in senior management.
The focus for partners should now be on acquiring new customer logos on behalf of Riverbed, trade-up programs, and managed services, says Bisnette.
As to channel growth, Bisnette had some pretty impressive numbers. Over 5,000 deals have been registered in 2018, eclipsing the entire total for 2017 by a nice margin. And partners have also added more new logos year to date than in all of 2017.
Bottom line, under the new channel management at Riverbed, partner engagement is way up.
Riverbed also had its Partner of the Year Awards and honored some of its key partners across nine categories.
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