Riverbed launches new channel partner programme
Progamme unveiling sees IT veteran Bridget Bisnette join Riverbed to lead global channels and commercial sales
Riverbed has unveiled Riverbed Rise, a new channel partner programme that aligns with the changing IT landscape and how partners are evolving to solve their customers' technology needs.
With the new programme, Riverbed is moving away from a traditional, compliance-based scheme which has rewards tied to certifications and revenue that needed heavy up-front and ongoing investment by partners to maintain compliance and tier status.
Instead, Riverbed is shifting to a new performance-based programme that is designed to reward all types of partners, business models and various customer technology consumption preferences.
According to Riverbed, the changes to the Riverbed Rise are aligned to its new sales strategy, works more closely with partners to acquire new customers and drive account penetration with new technologies and flexible consumption models.
To support this new sales strategy, Riverbed stated that it will work with partners to focus on Riverbed's new and existing enterprise and public sector sales accounts.
To lead these changes, Riverbed recently named Bridget Bisnette as vice president, Global Channels and Commercial Sales. Bisnette is responsible for global channel strategy and synchronising Riverbed's efforts through the channel, managing the partner programme, focusing on enablement to drive partner productivity and integrating them into the commercial sales motions.
"I am pleased to join Riverbed at such an exciting time in the industry and in the history of the company. It's been a very exciting six months as we solidified the commercial expansion and evolved Riverbed's channel strategy and partner experience," said Bisnette.
She added that the transformation in the IT industry is being affected by changing customer expectations. "Business models, sales processes and certification models, among many other things, are being impacted," she added. "This is going to be a very good thing for our industry because it shifts the focus to customer success and customer lifetime value."
Bisnette explained that with the launch of Riverbed Rise and other key enhancements to the partner experience, the company is poised to lead this change and deliver mutual success with partners.
For over 30 years, Bisnette has held a wide range of global roles in the IT industry, at companies including Cisco Systems, Standard Micro Systems and AST Computers.