Riverbed has launched Riverbed Rise, a channel partner program — moving away from a traditional, compliance-based program shifting to a new performance-based program for its global partners.
The changes to the Riverbed partner program are in line with Riverbed’s sales strategy. The company aims to works more with channel partners to acquire new customers, and drive account penetration with new technologies and flexible consumption models.
Riverbed said it will work with channel partners to focus on Riverbed’s new and existing enterprise and public sector sales accounts and the newly expanded commercial segment customers.
“Riverbed is taking a more simplified and flexible approach to support how my business is changing and how it will continue to evolve in the coming year and beyond,” said Bernard Westwood, VP of Technology Operations at BlueAlly Technology Solutions Group.
Riverbed recently appointed Bridget Bisnette as vice president, Global Channels and Commercial Sales — responsible for global channel strategy.
Bridget Bisnette will be co-ordinating Riverbed’s efforts through the channel, managing the partner program, focusing on enablement to drive partner productivity and integrating them into the commercial sales motions.
Earlier, Bridget Bisnette worked at tech companies such as Cisco Systems, Standard Micro Systems, and AST Computers. At Cisco Systems, she held leadership roles in areas such as Enterprise Vertical Partnerships, Commercial Alliances, Channels Marketing Programs and Channel Certification.
“The transformation in the IT industry is being affected by changing customer expectations. Business models, sales processes and certification models, among many other things, are being impacted. This shifts the focus to customer success and customer lifetime value,” said Bridget Bisnette, vice president, Global Channels and Commercial Sales at Riverbed.
Riverbed Rise includes the new channel reward program, a new partner portal, more robust marketing tools with dedicated partner social channels, revamped programs and simplified discounting schedules.
Riverbed Rise simplifies how channel partners achieve and continue to maintain their status. The program adapts to multiple business models and channel partners’ needs. It rewards achievement across key strategic activities and joint sales priorities.
The company said channel partners began earning benefits effective January 2, and will remain at their current program level until the end of July, with the full implementation of Riverbed Rise beginning in August.
“The new ways in which IT is consumed by end-customers is reshaping the economics of the IT sector, and Riverbed has responded with a head-on, partner-focused approach,” said Kevin Rhone, director, Channel Acceleration, at ESG.
Riverbed said its channel partners will assemble at Riverbed Partner Summit in Huntington Beach, California beginning April 30, 2018 to discuss opportunities to drive business and accelerate customer success in a cloud and digital world.