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Riverbed Revamps Channel Program to Reflect Company-Wide Changes

**Editor’s Note:

Click here

for a list of recent channel-program changes you should know.**

Riverbed Technology, which last week expanded from a WAN optimization company to a provider of application performance infrastructure, has changed its partner program to accommodate that metamorphosis.

First, Riverbed is implementing a competency model. In other words, instead of running a traditional revenue-attainment pyramid model, Riverbed is categorizing its partners by specific solution or a combination thereof. The four competencies for 2014 are WAN optimization, storage delivery, application delivery and performance management. Partners must earn certification on the products in their areas of competency and Riverbed said it has updated its online sales and technical pre-sales training to support that requirement. The company also is investing in more virtual labs, field roadshows and advanced certification training for pre- and post-sales.

Along those lines, Riverbed is extending more benefits to the VARs, integrators and other partners who invest in certifications a shift from the previous approach, which was based on volume. As such, partner tiers no longer are designated by Silver, Gold, Platinum or Diamond and have been cut from four to three. Now the options are Elite, Premier and Authorized. Elite is the highest level and requires a minimum of three competencies and meet quotas. Premier requires a minimum of one competency. And Authorized allows partners to resell Riverbed products and services with minimal training but also the fewest benefits.

Finally, Riverbed has rolled out new partner dashboards and will update partners each quarter on program compliance, product discounts, opportunity tracking and more.

“We are making these enhancements to accelerate growth, expand into new markets and better serve our customers,” David Peranich, president of worldwide field operations at Riverbed Technology, said in a press release.


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