‘7 Minutes’ with LiveAction Channel Chief Joe O’Connor



… achievement of minimum annual revenue targets and an increased commitment to allocate specific, focused sales and technical resources, along with the respective training certification.

Our training curriculum is tailored to both sales and systems engineering roles. Discounts are commensurate with program levels, and we provide additional incentive, through our LiveRewards program, for deal and opportunity registration. Our partner program is selective at the premier levels based on capabilities and commitment, but we do have a programmatic means to work with new partners that have not yet entered our program.

One of the unique features of our program is our LiveRewards incentive program, mentioned above. We offer our channel partner account teams the ability to accumulate points based on the identification of qualified opportunities, which they can convert to cash or other forms of rewards simply through the registration of a new opportunity. Our partners have embraced this incentive program, and the results continue to be encouraging.

CP: Quick-hit answers: Percentage of sales through the channel, number of partners, average margin. Go.

JO: LiveAction is a channel-focused sales organization with most of our business transacting through one of our partners. We provide robust support for our [approximately] 300 global partners through three field-based teams: First, we help partners go to market and identify opportunities through our partner field marketing team. Second, we help partners develop and close enterprise transactions with our LiveAction strategic sales teams (regional sales managers and sales engineers). Third, we enable and empower our partners through our partner account management team.

CP: Who are your main competitors, and what makes your offering better? 

JO: LiveAction competes in the NPMD market – network performance monitoring and diagnostics – and we’re considered a visionary in the latest Gartner Magic Quadrant report. This is a large, vibrant and growing market being driven by the macro trends I mentioned above. Therefore, you would consider our competitors to be the legacy network-management providers who are well established in the IT ecosystem. But LiveAction offers something unique in the market; we are defining and executing the next generation of network management driven by our patented visualization capabilities built to support the emerging intent-based networks. There is no one in the market offering anything similar. This gives us the unique ability to displace the legacy systems with a solution that supports both traditional and emerging networks.

CP: How do you think your technology portfolio will change in the next three years?

JO: There are two critical areas we see our portfolio growing to meet the macro trends and micro needs of the enterprise networking operations teams:

  1. The enterprise networking market is being disrupted by the move to software-defined networks. We expect this market transition to accelerate, driven by the compelling value proposition of SD-WAN. The future will be multivendor, multicloud and multifabric. SDN is now affecting all areas of networking from the data center to the campus and across the WAN to the branch. And SD-WAN is a prime example of the transformation — SD-WAN promises significant cost savings, but at the cost of increased complexity.
  2. The different tools required to manage complex enterprise networks are ever increasing, inefficient and are straining limited resources. We will be strengthening our portfolio with new products, seamless integration with ecosystem partners and acquisitions such as the recent addition of Savvius. We will continue developing our platform to enable partners to offer a broader and deeper networking management solution to their enterprise customers.

This market growth and transition represents a tremendous opportunity for a …

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