The deep packet inspection vendor unveils a renewed channel focus with a tiered program.Traffic management vendor Procera Networks has formalized its channel strategy by launching Nov. 5 a tiered channel program.
The vendor, whose flagship PacketLogic suite provides application identification and deep packet inspection, unveiled the ProceraPro solution provider program, saying it is part of the company's renewed focus on the channel.
"The program includes a suite of initiatives, including technical, sales and marketing tools; a dedicated partner team; deal registration; and training," said Fredrick Harris, director of channel sales and marketing at Procera. "We see the channel as a way to increase sales. We've always used solution providers but realized that we needed to expand in certain regions and certain verticals."
Harris said the program has two tiers: Select and Elite. "The Elite tier requires greater commitment from solution providers and more resources from them dedicated to us, and higher revenue commitment," he said. "We have trained sales reps working with partners to help them develop business plans." Select partners are required to commit to $100,000 per year, while Elite partners are require to commit to selling $250,000 worth of Procera products per year, he added.
As part of the channel focus, Procera is also looking to recruit more partners. "We are looking for more midsize VARs and system integrators that focus on verticals such selling into telcos, service providers and higher education. As well as brining new partners on board, we will bring across our existing partners to the program too," Harris said.
As part of its recruitment drive, Procera has announced a new partnership with Solunet. The West Melbourne Fla., solution provider focuses on service providers, ISPs and telcos.
"We are very selective in the technologies we choose to market and support, and Procera's PacketLogic has proved to offer the robust performance, flexibility, scalability and ease of use that our customers demand," said Dan Kinnick, vice president of sales for Solunet, in a statement. "Further, the ProceraPro partner program complements our business through its comprehensive program of training, support and materials, giving our team the tools required to compete effectively."
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