On February 9, 2018 we were invited to an analyst briefing that was hosted by Riverbed. Riverbed is one of the major players in the WAN optimization space with expansion toward software-defined technologies. They focus on providing hybrid networking, SD-WAN, SaaS and infrastructure visibility, working towards building a software-defined architecture for digital business. The purpose of this seminar was to introduce their new partner program Riverbed Rise. With this program they plan to consolidate their contact with partners from “compliance concept” to “capacitating their partners based on performance and value-based awards”.
Riverbed Rise is a clear transition from their traditional program, which is based on competency. This new program is based on the three-key designed operational principles of simplicity, flexibility and profitability. The objective is to expand their customer portfolio by tapping existing and new businesses and simultaneously ensure that partners’ performance is at their peak.
The key focus area of this program is to align Riverbed’s sales strategies to expand their portfolio sales and strengthen their commercial segment. Riverbed has introduced a performance & value-based reward system to acknowledge the performance of all partners with different requirement levels and financial models.
Riverbed Rise a Partners’ Panacea:
- Riverbed aims to address issues related to new technology adoption and digital transformation of its channel partners through this new program of industry-leading digital performance solutions.
- Riverbed’s new partner program offers more choice options to customers. It also ensures that the new partner program accommodates all unique business needs of their partners and at the same time guides them vis-à-vis decision making for investment and profitability plans in the long run.
- Further, partners have more possibilities to select the different Training and Certifications criteria in accordance with their businesses.
- Riverbed Rise is primarily based on dividends. These are determined by the overall partner performance and not on competencies or revenue attainment. It gives equal opportunities to all Riverbed partners to compete on individual strengths and customer value propositions, in their preferred target markets.
In the changing and rapidly disruptive business world, Riverbed’s program provides partners with individual decision power with the added benefits of earning and spending criteria that would also be unique in every instance.
Riverbed’s Journey in 2018:
Riverbed has made significant changes to its product portfolio in the last 18 months. Building on its legacy as a leader in WAN optimization, the company believes that these changes will create new opportunities for partners, to expand into new technology areas including SD-WAN and Digital Experience Management. Its focus on Digital Performance is aimed at addressing some of the most pressing challenges businesses are facing as they embark on digital transformation and move to the cloud. Riverbed Rise is an innovative program designed for partners of all types to respond immediately to these rapidly changing customer needs.
Riverbed Rise promises the partners to achieve more on productivity, performance and profitability through the unique reward system based on new business models and a diversified range of services. With this innovative reward matrix giving dividend and achievement rewards to associated partners, Riverbed is highly placed on the diverse partners’ ecosystem and in the competitors’ circle.
The new partner program has also enabled Riverbed to expand its partner base into new business avenues, emerging markets and newer verticals. Furthermore, Riverbed Rise is expected to help build a new partner portal with strong marketing tools revolving around simplified, flexible and a profitable dividends-based model.
As We See It:
Riverbed Rise has more commitments beyond the traditional partner schemes. However, the need of the hour is to sustain the longer retention of partners while keeping the product portfolio diversified.
Enforcing the authorized partners to use all their dividends for training, shows Riverbed’s priority on partner training and indeed supporting the partners to elevate their expertise.
In addition, Riverbed should also ensure the reach of this newly launched program to small and emerging markets where end user dynamics are very specific to each region and industry. They can also enrich their product positioning and roadmap with inclusive strategies for when partners’ investment plan is minimal or indecisive regarding changing adoption trends of various technologies.
What Does Their Success Depends On?
The strength of the Riverbed Rise partner program is centered around a strong partners’ base and a diversified product portfolio. With this program, Riverbed is aiming to strengthen their present relationship with existing partners as well as new market regions and in the ever-changing technology scenario. The more Riverbed empowers their partner ecosystem and enhances collaboration with their partners, the more likely Riverbed will obtain the success they are envisioning from this program.
~Arpana Bharti, Analyst and Subrata Sarkar, Sr. Analyst