Riverbed's just-launched channel partner programme moves away from certifications and upfront investment to reward those who add new business and target markets such as financial services.
Although privately owned and with no need to report numbers, it says it had a record quarter in EMEA in Q4 last year and is aiming for further growth. A strategy of using two-tier distribution is working well.
The programme, Riverbed Rise, includes a new partner portal, more robust marketing tools with dedicated partner social channels, revamped programs and simplified discounting schedules and rebates called dividends which can be spent on marketing, training or (within limits) cash.
"The market has changed," said Riverbed's VP EMEA Channel Sales, Giovanni Di Filippo. "We have listened to partners and redefined the programme to target performance and build on existing penetration while adding net new customers. Deal registration will mean up to 15% discounts for partners finding new opportunities."