Infoblox has expanded its global partner program and enhanced partner incentives, designed to simplify the process for partners to sell products and bring them to market with enablement toolkits.
The BuildingBLOX partner program has been expanded to include additional investment in accreditation, deal registration enhancements, new partner tools and rebate rewards. It rewards partners for their investment in accreditation competencies such as network, security and automation; and partners who invest in certifications and training receive increased benefits.
The program also includes online sales and technical presales training on all Infoblox products for accreditation.
Lori Cornmesser, Infoblox’s vice president of worldwide partner sales, tells Channel Partners that having a strong cybersecurity and channel strategy involving multiple technologies and vendors has become “even more important, as cyberattacks and web-based threats become increasingly sophisticated and complex.”
“Infoblox sells 95 percent through the channel and we saw continued success in 2018 from growing channel bookings and added partners,” she said. “Because of these success metrics, we decided to continue expanding our channel program and work in the space.”
Infoblox’s focus for the past few months has been on simplifying the sales process, making it easier for partners to learn through a new portal and learning-management-system (LMS) infrastructure, new training content and new certifications, Cornmesser said.
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“We’ve expanded the team and brought in new leadership, [and] aligned our strategic focus areas to the vast majority of our partners go to markets (GTMs),” she said. “We’ve made it easier to sell by streamlining the processes for order management, deal registration, demo and loaner equipment, [and] virtual lab. Finally, we have made it easier for partners to win business with a clear differentiation, simpler sales tools, simpler messaging and value proposition.”
What partners can expect from Infoblox in 2019 includes: additional value to existing offerings; increased opportunity to deliver professional and managed services; greater recurring revenue opportunity from Infoblox SaaS and subscription-based offerings; and “more customer mindshare by transitioning from an add-on to an absolute imperative.”
During the past year, Infoblox has expanded its partner-alliance community by growing partner bookings 12 percent and through the addition of 100 new partners.
“We believe that creating a symbiotic relationship with distributors and partners is essential,” Cornmesser said. “Infoblox’s continued evolution into security is dependent on the channel — stopping the threat of cyberattacks has evolved beyond an individual effort into a team sport. We choose to work with partners who have common goals and customer bases, and try to make it as easy as possible for a partner to interact with the company and adopt their technology.”
Earlier this month, Infoblox announced it had surpassed 8,000 customers globally with about 50 percent market share in domain name system (DNS), dynamic host configuration protocol (DHCP) and IP address management.
“Infoblox’s journey has been nothing but extraordinary as we’ve spent the last 20 years striving to offer our customers next-level security, reliability and automation,” said Jesper Andersen, Infoblox’s CEO. “We couldn’t be more excited to continue down this path of excellence and to help our customers achieve the gold standard of networking.”