|[November 06, 2018]
Silver Peak Doubles Down on Global Partner Edge Program to Accelerate Partner Engagement, Enablement and Customer Acquisition
Peak®, the global SD-WAN leader, delivering the
transformational promise of the cloud with a self-driving wide area
network™, today announced a range of sweeping enhancements to the
Partner Edge program. In addition to onboarding seasoned channel
executives to lead the organization forward, the company is making
strategic investments to build the industry's most robust and expansive
SD-WAN partner program and equip partners to drive business opportunity
and growth in a hyper-growth market that industry analyst firm IDC (News - Alert)
projects will exceed $8B
USD in 2021.
Modern Programs Empower Partners
After a thorough review, Silver Peak (News - Alert) has aligned its Partner Edge
program to be more predictable, while making incentives and value-added
offerings easier to obtain for partners. The intent is to shift the
focus toward being partner-first by offering clear and concise programs
that maximize partner value. New programs include:
New Partner Tier Criteria: This foundational program will
provide all partners with a clear path to understanding what is
required at the Silver, Gold and Platinum tiers. Partners will clearly
understand what is required at each tier, including up-front revenue
and training objectives. With a more predictable model, partners can
tightly align their SD-WAN investments directly to a set of partner
rewards, enabling them to see the direct correlation between their
investments and revenue growth, margins and profitability.
Partner Accelerators: This new program, available to Gold and
Platinum partners, creates a set of Silver Peak incentives with the
sole purpose of rewarding partners that focus on growth initiatives in
selling the Unity
EdgeConnect™ SD-WAN edge platform. Incentives will be introduced
every 6 months and offered for a period of 6-to-12 months, enabling
partners to plan ahead while opening new routes to expanded revenues.
The program spans several reward levels and includes partner level,
sales and technical team rewards. Partners realize the direct margin
benefit to their company when they shift customers away from shrinking
hardware margins toward higher-margin software-defined offerings.
Deal Edge: A new programmatic approach now available to Gold
and Platinum partners enables Silver Peak inside and field sales teams
to pass active leads directly to partners in a highly collaborative
manner. Engaging partners from the start provides a more focused and
measured approach to teaming in front of customers and makes the sales
process more predictable, expediting time to revenue for partners.
"The Silver Peak enhanced partner programs and resources are well timed,
because as enterprises accelerate their journey to the cloud, they are
reassessing their network requirements and shifting toward SD-WAN," said
Tom Cahill, vice resident, product and partner management, CDW (News - Alert). "The
Silver Peak Unity EdgeConnect SD-WAN edge platform is a welcome addition
"It's an exciting time to be a Silver Peak partner as the company
doubles-down on its partner programs just as enterprises accelerate
their journey to the cloud, reassess their network requirements and
shift toward SD-WAN," said Jim Johnson, CTO at Align.
"The new program rewards, resources and enablement tools are going to go
a long way toward advancing our clients' transition toward a
business-first networking model to fully realize the transformational
promise of the cloud."
Introductory Partner Accelerators Program
Silver Peak understands that in order to win in the SD-WAN market
partners must invest in resources and training. To enable partners to
realize the highest level of financial reward in this competitive
market, Silver Peak is introducing two new incentives that will be
available to Gold and Platinum tier partners immediately.
New Customer Incentive: An incremental margin incentive of up
to 10 percent paid to the partner at the close of a new EdgeConnect
SD-WAN edge platform opportunity. This incentive not only includes the
first order, but extends to all follow-on business from that customer
for 12-months following the initial sale.
Fast Start Incentive: An additional two percent incentive will
be paid against all new EdgeConnect customer sales. This incentive is
accretive to the 10 percent new customer capture incentive and
provides partners with the opportunity to earn up to a 12 percent
margin incentive for new customer deployments.
"The new Silver Peak Partner Edge channel programs, incentives and
enablement tools and resources will enable us to focus even more energy
into our strategic partnership with Silver Peak," said Jason Evans,
director of disruptive technology for Wavenet.
"We're confident the new programs and resources will enable the Wavenet team
to deliver the Silver Peak market leading EdgeConnect SD-WAN edge
platform to even more stand-out clients, who will join our rapidly
growing and impressive set of customer references."
Industry Leading Enablement Tools and Resources
To fully support and empower partners, Silver Peak is making investments
to expand its best-in-class enablement tools and resources. The company
is making the following key updates:
Silver Peak Technology Experience Center: Silver Peak will
provide Platinum tier partners with direct access to its unique online
platform, enabling partners to quickly proto-type, test and
demonstrate the advanced technical features and capabilities of the
EdgeConnect SD-WAN edge platform, reducing the time from customer
evaluation to purchase.
Refreshed Training: Silver Peak has refreshed all its training
materials and courses to reflect the latest innovations across the
EdgeConnect platform, aiding partners in maintaining the currency of
their technical expertise. New training offerings were developed with
the busy partner in mind, relying on video and a modular self-paced
approach to ease consumption. All training and certification programs
are available as self-pace or instructor-led and are complimentary to
Authorized Deployment Partners: The ADP
partner program, announced in August of 2018, provides a path for
partners to become a certified post sales arm of Silver Peak and offer
customers complete turn-key deployment and management services for the
EdgeConnect SD-WAN edge platform.
Channel Resources: Silver Peak continues to make investments in
attracting and hiring the best industry talent to lead its channel
sales organizations. In addition, the company has invested in a newly
formed field marketing team that will work closely with partners to
develop integrated marketing plans to fully leverage the company's
overall investments in marketing.
"We are making great strides toward becoming a channel-first company and
today's announcement serves to underscore our commitment to partners,
rewarding them for growing their business with Silver Peak and helping
them to capitalize on the financial benefits of the SD-WAN market," said
Michael O'Brien, vice president, worldwide channel sales at Silver Peak.
"Together with our partners, Silver Peak is liberating enterprises from
the compromises and constraints of existing WAN approaches and
empowering them to shift to a business-first networking model with the
EdgeConnect SD-WAN edge platform to fully realize the transformational
power of the cloud."
About Silver Peak
Silver Peak, the global SD-WAN leader, delivers the transformational
promise of the cloud with a business-first networking model. The Unity
EdgeConnect™ self-driving wide area network platform™ liberates
enterprises from conventional WAN approaches to transform the network
from a constraint to a business accelerant. Thousands of globally
distributed enterprises have deployed Silver Peak WAN solutions across
100 countries. Learn more at silver-peak.com.
© 2018 Silver Peak Systems, Inc. All rights reserved. Silver Peak,
the Silver Peak logo, and all Silver Peak product names, logos, and
brands are trademarks or registered trademarks of Silver Peak Systems,
Inc. in the United States and/or other countries. All other product
names, logos, and brands are property of their respective owners.
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