F5 Networks and HP ProCurve, which recently announced a global OEM partnership, are now aligning partners in India to sell joint solutions.
The partnership would offer HP channel a new stream for revenues, and the F5 channel a new area for growth.
The companies are sharing the sales kit in a bid to align partners to offer value proposition to customers. The sales kits include a ready kit for partners. The kit will provide them with marketing collateral, information on the joint solutions and other information.
"We are also holding joint training sessions for our channel partners. Here, they are taught how to joint address customer base, and if the opportunity for a joint solution is not possible, they can even promote stand-alone units," said Harvinder Singh, Country Manager-India, F5 Networks.
Even they training some partners, and are scouting more partners from their own database who can sell joint solutions. "We are elevating them from selling switches to open network and adaptability approach," said Singh.
The partners would be selected on the basis of their ability to address datacenter requirements. "A partner selling switches has to be player in the networking segment. He should have knowledge on application delivery. We are also looking at partners from a customer alignment point of view," informed Singh.
Moreover, the partners will have an opportunity to earn recurring revenues from services. "We will need their expertise in integrating applications, such as security, WAN optimization and other applications. Plus the solutions come with a free life time warranty," said Singh.
The two companies will launch joint go-to-market strategies in the near future.
The joint solutions will be marketed across verticals, especially where the traction for datacenters is higher.
