Expand Networks reviews channel partners

Expand Networks reviews channel partners

WAN optimisation vendor looks to broaden distribution and reseller ranks

WAN optimisation vendor, Expand Networks, is reviewing its current distributor and reseller relationships as part of plans to scale up local channel activity.

The company appointed Uptime Distribution as a value-added distributor in April and also works with itX. Asia-Pacific vice-president, Steven O'Brien, said he was looking at ways to broaden those relationships and its reach. Part of this decision could include bringing on another supplier, he said.

"I think there's room for one more national distribution player in our line-up," O'Brien said.

Expand also plans to rollout out its first formal partner program next month.

O'Brien said the Compass program would see it providing incentives, marketing and technical support to resellers who committed to having staff trained up. The vendor is also working on a complementary lead generation program and recently hired new field and internal sales staff as well as three engineers to support partners. It is now on the hunt for a marketing manager.

"We're actively out there working with partners and providing pre-sales services to assist them," O'Brien said. "What is clear is that do this properly we need to have international as well as state-based players. Without that mix, it's difficult to get enough coverage." Other reseller criteria included network and applications capabilities.

O'Brien claimed the WAN optimisation market was heating up as businesses with distributed networks struggled to run applications remotely and keep a lid on bandwidth costs.

"Attitudes towards WAN optimisation have changed from a tactical approach to a more strategic one," he said. "It's becoming a discussion around quality of service and monitoring. Companies are starting to realise it's more about applications performance, not just throwing bandwidth at the problem.

"Our business is growing exponentially and there's lots of opportunity. The key to our success is to have partners in place. We have been under the radar but we're now trying to build up our presence."

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