Ixia Asks Partners to Specialize

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

By Edward Gately

Ixia, the IP performance test systems provider, is expanding its Channel Xcelerate Partner Program to enable resellers and distributors to deliver end-to-end services to customers worldwide.

The program promotes selling, upselling and cross-selling of Ixia’s portfolio, and provides new enablement tools and specialization ratings to help partners brand and differentiate their offerings based on proven expertise.

Launched in April 2014, the Channel Xcelerate program includes more than 500 resellers worldwide. Lori Cornmesser, Ixia’s vice president of global channel sales, says this is a natural progression for the company.

Ixia's Lori Cornmesser

“Enterprises are actively seeking technology solutions for maximizing their application performance, security resilience, and ROI on virtualization initiatives,” Cornmesser told Channel Partners. “The Channel Xcelerate program … has grown steadily as we’ve built a solid infrastructure and continued to follow a very deliberate strategy for engaging channel partners in enterprise sales. This week’s announcement of making more products, tools, and programs available to partners will help continue that momentum, equipping us all to deliver end-to-end solutions to customers faster, build greater awareness, and leverage strategic relationships with premier technology partners.” 

The new specialization ratings will recognize and equip partners to promote their individual expertise in five areas: application performance, security, virtualization, support and sales to government agencies.

To qualify for a specialization area, a partner must demonstrate that at least 15 percent of its revenue is derived from that specialization, that it has dedicated sales and technical teams in place, and that at least two of its employees have completed Ixia’s required training.

“… We’ll continue to offer new training, new resources like our new partner portal, virtual enablement tools, and the like to help them be more profitable and successful, and grow their own revenues and share of market with strategic solutions for security, performance, virtualization, and other high-profile technology areas,” Cornmesser added.

Since rolling out Channel Xcelerate, Ixia has continued to build its channel sales and marketing organization, and infrastructure in the Americas, Europe, the Middle East, Africa and Asia Pacific.

“Ixia as a company is at the cross-section of several fast-changing technology markets where enterprises are relying heavily on VARs to help make the best decisions,” said Ray Mota, CEO and principal analyst at ACG Research. “Ixia partners are in a great position to become highly valued strategic partners that can offer holistic solutions for challenges like virtualization and security, backed by a global support infrastructure and proven expertise.”

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