Magazine Button
Riverbed: Incentivising partners with Riverbed Rise

Riverbed: Incentivising partners with Riverbed Rise

NetworkingTop Stories
Mena Migally Regional Director Territory and Telco Operators ME, Turkey and North Africa

Riverbed focuses on platforms for digital experience management and next-generation infrastructure, including the power of Riverbed SteelCentral, a market-leading digital experience visibility solution for end-to-end network, application and end-user experience monitoring.

The company aims to help organisations maximise digital performance, enabling them to fully measure and monitor the digital experience and address the most critical network infrastructure requirements of the government, oil and gas, financial services and retail sectors.

Riverbed’s unified and integrated Digital Performance Platform, brings together a powerful combination of digital experience management and next-generation infrastructure – from the edge, data centre to the cloud – solutions that provide a modern IT architecture for the digital enterprise, delivering new levels of operational agility and accelerating business performance and outcomes.

The platform also includes world-class support and professional services from Riverbed. In addition, Riverbed partners with leading technology companies such as Microsoft, AWS, Zscaler, Palo Alto Networks and ServiceNow, which drives integration and further value for customers.

ITC spoke to Mena Migally Regional Director Territory and Telco Operators ME, Turkey and North Africa, to find out more about how the company utilises its channel partners to bring its products to market.

Can you tell me a bit about how your channel programme works?

We have introduced a new programme called Riverbed Rise that incentivises and works with our partners to encourage them to sell more and rewards performance in terms of selling into new accounts and selling our digital experience marketing platform to encourage that evolution from what we used to do primarily a long time ago to now expanding into Digital Experience Management.

And we’re working with our channel to encourage them to sell to new accounts, sell new solutions, and go with our new subscription model. With that, we provide them with business investment funds to utilise for their own internal training, or to buy the equipment they need to build labs or do our marketing activities and also enhance their bottom line when needed as a rebate. All this has been introduced recently from Riverbed.

How many partners have you got in the Middle East?

Covering the Middle East, Turkey and North Africa it’s quite a bit. It’s in the hundreds for sure. This includes both partners that we’ve had for a long time as well as new specialised partners that focus on different areas and new technologies from Riverbed. It’s the nature of a large geography with different countries and different requirements and different availabilities.

BT is offering your SteelCentral Visibility Solution As A Service. Can you tell me more about this?

One of our strong solutions is end-to-end visibility and performance monitoring. BT are extending that from their own service sets to their own customers to be consumed as a service rather than their customers procuring it or buying it as a product from Riverbed. It opens up a huge channel for us from that point of view.

Can you tell me how the visibility works?

Our SteelCentral portfolio provides end-to-end performance monitoring. What we currently call digital experience management and digital experience monitoring where we monitor or see everything that’s happening from an end-user point of view all the way to the application and network infrastructure.

This includes end-to-end IT environment and end-user experience monitoring from a mobile device or laptop device, all the way down to the infrastructure, to the server, passing through the network, passing through the application, passing through the databases etc.

We monitor all of that because we believe that the real measurement for any organisation is ‘are my end-users today getting the experience that we are trying to convey and if not, what is the problem?’ Without this kind of visibility, which is end-to-end, they will never be able to achieve the real digital experience or performance they are looking to provide.

What information is being provided from the monitoring?

All availability and performance metrics from networks. We are talking flow data. We are talking availability of data from the servers, utilisation of the components within all the nodes; the code level monitoring. So everything that’s happening within an application that is being run. Also, everything from an end-user device point of view.

What are your biggest markets in the Middle East?

Currently our focus markets are the UAE, Saudi, Turkey, and Egypt. These are our focus markets and this is where we’re seeing our biggest growth and maybe the best uptake and traction when it comes to digital experience management.

Where do you see your company activity going over the next year?

From our point of view there’s much focus on the countries I mentioned in terms that we’re investing quite a lot in these countries to ensure we have the right channel landscape to ensure that Riverbed is there at all times. At the same time we are expanding and selling the entire portfolio and introducing digital experience monitoring and management to these countries. We have also a special focus on technical operators not only in those focus countries but also across the region. Across the board, there are definitely waves that are being created- whether from a country point of view or from a vertical point of view.

Click below to share this article

Browse our latest issue

Intelligent Tech Channels

View Magazine Archive