Gigamon Takes Partner Program To Next Level

Network visibility specialist Gigamon is hoping to lead the way into what it is expecting to be a $2 billion market by 2016 with a formalized worldwide Gigamon Partner Program.

The new program include a range of incentives and financial benefits, sales and technical training and certifications, sales enablement tools and access to market resources. Santa Clara, Calif.-based Gigamon has 350 partners worldwide.

"This is the perfect opportunity for us to be launching our full-blown partner program into the marketplace," said Gigamon Vice President of Worldwide Channel Sales Scott Sullivan. "We've more than tripled our channel team within Gigamon. … The motivation to create this really came from our partners. A lot of our partners were saying, 'It's time that we truly formalize this and move forward' because of the heavy investment they're making into Gigamon."

[Related: Gigamon Makes Stock Exchange Debut, Sees Shares Soar]

Founded in 2004, Gigamon specializes in making network and traffic visibility tools for both physical and virtualized networks. In 2014 approximately 35 percent of Gigamon's global deals were initiated and registered by partners, according to Sullivan. The goal for this year, with aid from the partner program, is to have more than half of Gigamon's deals be initiated by partners, 220 of which are inside North America.

"We're taking what used to be a direct channel model to more of a true partner-focused model moving forward,’ said Sullivan. "The goal here is to get the channel any opportunities early and often to help us expand the footprint."

Luis Palacio, vice president of vendor relations at FishNet Security, a Gigamon partner, said he was "excited" to see Gigamon take the next step of commitment to the channel.

The new partner program will enable and optimize larger opportunities and increase revenue for FishNet, he said. "Supporting partners with increased access and resources will drive our success to new levels," said Palacio.

Mike Nowlan, vice president of security, virtualization and networking at Arrow Enterprise Computing Solutions, said channel partners are a "critical" component in Gigamon’s supply chain and he anticipated growth in Gigamon's partner ecosystem.

"This program makes Gigamon a very attractive proposition, both for existing and potential partners," said Nowlan.

Gigamon's new partner program includes Silver, Gold and Platinum levels, along with discounts based on partner investment designed to accelerate future revenue growth and reward current success.

The program also contains sales-focused incentives to support sales efforts and MDF for approved partners to be used to develop expertise, build awareness, create demand and acquire new customers, according to Sullivan. Gigamon is offering pre- and post-sales training certifications and hands-on courses in sales, marketing and technical tools as well.

Sullivan estimated that Gigamon will issue 1,200 certifications this year. "We've invested heavily to develop online training courses as well as boot camps that we will take to the field with hardware," said Sullivan.

NEXT: Showing Commitment To The Channel

Ryan Hyary, CTO of Gigamon partner ComSource, Manlius, N.Y., said the program will allow ComSource to better sell Gigamon’s Visibility Fabric to customers. ’We’re excited about … the value it brings to our organization,’ he said.

Justin Smith, president and COO of Brite Computers, a Victor, N.Y.-based Gigamon partners, said the launch of the program has increased the company's commitment to Gigamon.

"Gigamon has taken it to the next level by committing even further to partners that commit to them," said Smith. "It's definitely a win-win relationship, in my opinion."

PUBLISHED JAN. 28, 2015