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CloudGenix Intros New Partner Program

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Lynn Haber**Editor’s Note: Click here for a list of June’s important channel-program changes you should know.**

Yet another new technology vendor is turning to the channel to build market share and extend its reach. Software-defined wide-area networking (SD-WAN) startup CloudGenix on Monday announced the global CloudGenix Partner Program to represent its channel-led go-to-market strategy.

CloudGenix's Kumar RamachandranPartners that sign up with CloudGenix can expect robust enablement such as training, sharing sales leads and going to market jointly. The vendor also has created an SD-WAN Assessment Program that’s delivered by the partner to the customer using the CloudGenix product.

How it works: CloudGenix is deployed in assessment mode at the customer site in order to gather information about the customer’s applications, network and everything else sitting at the remote office and in a couple of weeks provide a report back to the customer.

“The report assesses application performance, security, what kind of cost improvements the customer could expect with improved usage of various connectivity options and the types of agility benefits the customer will see because of the virtualization of the remote-office infrastructure,” said Kumar Ramachandran, CEO of founder of CloudGenix. Each assessment is unique to each customer and becomes a consultative sale between partner and client, he told us.{ad}

CloudGenix touts itself as a 100 percent channel-focused company, and while it does have its own salesforce and business-development salesforce, all deals will go through with a channel partner.

The SD-WAN vendor is looking for three types of partners:

  • Traditional networking resellers who sold legacy networking hardware that are looking to make a transition to the cloud.
  • Master telecommunication agents and resellers
  • Traditional connectivity providers such as MPLS and Internet connectivity service providers.

The CloudGenix CEO noted two levels of partners. One type is more engaged with the vendor, sends its field engineers for training and takes advantage of enablement resources, while the other partner type might be more interested in transactional deals only.

The CloudGenix family of products are called Instant-On Networks (ION), a subscription-based SD-WAN solution that sets out to solve …

{vpipagebreak}

… three problems for customers: provide a tool to help customers improve the WAN for cloud-based applications without losing the security and performance that’s needed for traditional data-center applications; the hybrid WAN problem or how to fold in broadband or LTE connectivity with traditional MPLS; and, provide software-defined model for the remote or branch office and the WAN.

CloudGenix’s technology sweet spot is customers with anywhere from 10-25 remote offices on the low end to large global enterprises with thousands of remote offices across the globe – such as credit unions, banks and retailers, according to the vendor.{ad}

Gartner predicts that by the end of 2019, 30 percent of enterprises will use SD-WAN products in all of their branch offices, because SD-WAN technology represents a simplified and cost-effective way to wide-area networking.

As in many new technology areas, vendors are crawling out of the woodwork and partners need to be selective when adding new vendor partners to their line card.


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