Procera Launches Channel Program

By Sara Driscoll  |  Print this article Print


Desktop-as-a-Service Designed for Any Cloud ? Nutanix Frame

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."

Sara Driscoll began her journalism career at 16 years old on her local newspaper, The Watford Observer. Working part time, she covered a range of beats. Leaving to complete her Journalism Degree at Bournemouth University, UK, Sara then went on to graduate and work for Emap. She began as a reporter on APR, Emap's construction title, being promoted to senior reporter with a year.Sara then joined VNU Business Publications as Deputy News Editor on CRN, the weekly trade title for channel players. She covered industry/business news from vendors, distributors and resellers, product announcements, partner announcements as well as market and trend analysis, research and in depth articles to predict up and coming trends in the sector. She was promoted within a year to News Editor, a year later to Deputy Editor and the following year became Editor. Sara remained editor of CRN for three years, launching the magazine on new platforms including CRN TV and eBooks, as well as several magazine and web site redesigns. She was called on for expert industry comment from various publications including appearing on live BBC news programs. Sara joined Ziff Davis Enterprise as Editor of eWeek Channel Insider. She runs the title in all formats – online up to the minute news, newsletters, emails alerts and events. She also manages the brand of Channel Insider in all formats - events, shows, awards, panel debates and roundtables.Sara can be reached at:sara.driscoll@ziffdavisenterprise.com

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