7 Minutes with Teridion VP of Global Sales Morgan Closson


** Editor's Note: "7 Minutes" is a feature where we ask channel executives from startups – or companies that may be new to the Channel Partners audience – a series of quick questions about their business and channel programs. **

Teridion is tackling a unique angle of wide-area network (WAN) and inviting partners to come along.

The San Francisco-based company on Tuesday unveiled its Teridion for Enterprise Channel Partner Program aimed at a wide variety of partners.

The company's premise is using public cloud to give WANs "SLA-backed performance." Teridion helps companies get the best out of their cloud applications as they evolve their networks. The company calls the cloud-based Optimization "SaaS Acceleration."

Two stated targets of Teridion are VARs and master agents who provide SD-WAN and other networking services. That does not mean Teridion is strictly an SD-WAN company.

Teridion's Morgan Closson

Teridion's Morgan Closson

Morgan Closson, the vice president of global sales, tells Channel Partners that some of Teridion's biggest partners provide SD-WAN. Teridion has already integrated with Cisco Meraki, Citrix, VeloCloud and Silver Peak.

"You put the two of us together, and you have something that's optimized all the way through," Closson said.

Closson answered questions about Teridion and its new channel program.

CP: Describe your channel program – metal levels, heavy certifications, open or selective, unique features? Do you work with Masters and / or distributors?

Morgan Closson: Teridion's brand new partner program is a multi-tier program that Rewards reseller and referral partners with increasing levels of benefits based on revenue, new account recruitment and customer Satisfaction.

The program is open to value-added resellers, distributors, master agents, system integrators and service providers who would like to deliver a carrier-grade, cloud-based WAN service to their customers – complete with global reach, dynamic scalability, site-to -site and site-to-SaaS Acceleration, and a carrier-grade SLA. We're looking for partners with Networking and SD-WAN practices that are focused on helping their customers deploy or upgrade their WANs, including replacing Legacy, expensive MPLS networks, and Accelerating access to SaaS applications and cloud workloads with a simple-to-use and secure WAN service.

CP: Quick-hit answers: Percentage of sales through the channel, number of partners, average margin. Go.

MC: The Teridion Partner Program … is a Channel First program; 100 percent of sales will be driven through the channel. While we do not have a specific limit in mind with the number of partners, we are focusing on building Geographic reach across North America, the U.K. and Europe, and [Australia-New Zealand] and Asia through value-driven partnerships. Channel margin has been market-tested to ensure we offer a competitive, benefit-rich program.

CP: Do you work with any master agents or distributors now? Is so, what ones, and if not, do you expect to establish these relationships?

MC: Today, early entry to this brand new program includes Concierge Core Services, a leading communications master agent, and Wanify, a full-service VAR and leading VeloCloud reseller.

With the launch of the brand-new Teridion Partner Program, our goals are to expand our Geographic reach and coverage with proven enterprise and service-provider focused channel partners (including distribution and master agents) with deep networking and SD-WAN experience and resources. These partners will leverage Teridion's cloud-based WAN as a superior alternative to current network-connectivity solutions and / or as a "premium add-on" to enhance existing customer deployments with an adjacent, as-a-service offering. This allows our partners to re-engage their install base, providing differentiation against other SD-WAN offerings, and most importantly adds a recurring-revenue stream. For new opportunities, Teridion for Enterprise offers differentiation in the market.

CP: Who are your main competitors, and what makes your offering better?

MC: We expect to compete with network-based SD-WAN offerings or private network service offerings, with the likely vendors including …

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