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AppViewX revamps partner program under new channel chief

The new Partner+ channel program offers guaranteed margin, qualified leads and technical support, among other benefits.

AppViewX Inc., a management, automation and orchestration platform vendor, has taken a new focus on the channel with the launch of the Partner+ program, according to the company's recently appointed channel chief.

The AppViewX Partner+ program, unveiled today, has three tiers -- Bronze, Silver and Gold -- with tier requirements based on sales volume, investments in sales and technical training, and the number of registered opportunities. Silver and Gold partners will have access to a dedicated inside channel team for demand generation, lead qualification and technical support, among other benefits. The program also offers rebates, sales incentives and guaranteed margin.

Keith McManigal, who joined AppViewX in October as vice president of channel sales, will head the Partner+ program. McManigal's previous posts include vice president of channel sales, Americas, at F5 Networks and director of business development at Cisco. He said, over the course of his 30 years in the IT industry, he has always worked with channel partners and "seen the value that they can bring to the table."

"Customers are looking to VARs to get insight," he said.  "And the VARs that are doing well ... understand what the customers' challenges are, the customers' business problems, what the customer has in their environment [and] where they want to go ... at a much deeper level than most technology vendors."

AppViewX, which spun out of Payoda Technologies in April 2016, had various channel resources in place before McManigal came aboard, but lacked in-depth experience working with partners. McManigal joined the company to develop the partner program and establish a "100% channel" focus for the organization.

"The margins are clearly communicated, and they're substantial," said Mike Wintrode, CTO of ReliaSource Inc., a Baltimore-based solution provider that focuses on the federal government. "If you bring your own deals in, you can close some pretty significant margins."

ReliaSource's resale business targets niche vendors emerging in the federal space and had AppViewX added to its GSA IT Schedule 70 contract in the past year. "We really tied our growth in the federal market to [AppViewX's] success in the federal market," Wintrode said. He noted that the AppViewX's application delivery controller, ADC+, with its vendor-agnostic, single-pane-of-glass capability, presents a unique value proposition that will "resonate well with some of the larger agency IT infrastructures."

We really tied our growth in the federal market to [AppViewX's] success in the federal market.
Mike WintrodeCTO, ReliaSource

ReliaSource is currently developing its 2017 marketing campaign with AppViewX, which it has found to be a collaborative process. "There's really close collaboration between ReliaSource and AppViewX to help us penetrate the market and achieve the type of growth we both desire."

Fishtech Labs, a technology accelerator based in Kansas City that supports customers' digital transformation initiatives, is another AppViewX partner that's pleased with the Partner+ program. "It's very cool to see AppViewX mature and offer up this program," said Chuck Crawford, co-founder and CSO of Fishtech.

Crawford said Fishtech considers AppViewX a key strategic vendor, citing the vendor's capabilities for integrating with multiple products, "as opposed to being a siloed solution set," as one of the most appealing aspects of its technology.

In addition to VARs, the Partner+ program offers benefits and support for managed services providers. "We would like MSPs to be able to manage our customers' environments," McManigal said, adding that AppViewX currently works with a handful of MSPs.

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