Join us as we chat with our CIAs 2018 winners about everything channel
We catch up with Array Networks to talk about its success and what the channel means to the company.
Outline your channel strategy.
Our channel strategy was designed to help our partners evolve from the hardware sales model into a hybrid private-cloud-provisioning business and, fueled by their success, into more of an MSP and CSP business with regular, repeatable revenue.
What was the highlight of 2018 for your business?
We have been delighted at the enthusiasm with which the partners in our ASAP program - the program focused at helping them build businesses around our AVX platform - have adopted our strategy and, more importantly, have begun to see the value in transitioning their business. The ASAP program is an exciting new subset of our broader A-Team channel program that is revitalizing our commitment to the channel across all of our products (such as ADC, SSL VPN, virtualization, etc.).
What does it mean for your company to win this award?
Validation from a reputable, independent organization goes a long way in reinforcing the value of our ASAP Program and helps us attract highly qualified partners.
How does your company work to ensure it is delivering innovation?
On a regular basis, we meet with our ASAP partners to request their input. As a result, we can make ‘course corrections' as necessary to ensure that we continue to evolve our products and channel programs to meet ever-changing market dynamics
What has been your company's greatest channel achievement in 2018?
After some years of what can be called 'channel slumber' we have refreshed and revitalized our channel program. As a result, we see increased channel sales activity, subsequent pipeline improvement with resulting revenue improvement.
What difference will winning this award make to your business in 2019?
As we stated above, validation from a reputable, independent organization goes a long way in reinforcing the value of our ASAP program and helps us attract highly qualified partners. We are confident that we will continue to see increased channel sales activity, subsequent pipeline improvement with resulting revenue improvement in 2019.