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Ixia moves to formalise channel relationships

Simon Quicke

Network visibility specialist Ixia has taken the wraps off a channel partner programme after coming to the conclusion that it needed to take a formal approach to get more growth through partners.

The vendor has kicked off its Channel Xcelerate programme that should make life easier for existing partners and attract some new ones to the fold as it provides the usual measures of support, rebates and an ecosystem to encourage best practice.

Lori Cornmesser, Ixia's vice president of global channel sales, said that it not only wanted to formalise the relationship with partners but wanted to encourage them to work more closely with the vendor and sell across its portfolio.

"We want to encourage new channel partners and in the past without a channel programme everyday was a different experience but now we are setting clear lines on both sides of the equation," she said.

"We have based it on a value based channel programme and this gives partners clear options and has three levels with additional rewards for deal registration as we want to reward and incentivise new business in the channel," she added.


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