Exinda Channel explodes on growth of next-generation WAN optimisation

Robust partner program after little more than a year in South African market

November 21, 2012

Robust partner program after little more than a year in South African market

After only a year with a direct presence in the southern African market, Exinda Networks has experienced explosive growth built on the rollout of a robust partner programme attracting the top IT and networking integrators in the country and a market that has enthusiastically embraced the company’s next-generation WAN optimisation technology.

While first generation WAN optimisation products focus on accelerating data over the wide-area network (WAN), next generation technology focuses on understanding the business’s network, its applications and optimising the user experience.

Exinda’s clients include government departments, financial service companies such as Hyphen Technology and The Illovo Sugar Group, Africa’s largest sugar producer.

“A channel-focused organisation such as Exinda cannot meet the needs of our end-user base alone,” says Brandon Rochat, territory sales manager, South Africa, Exinda Networks. “We therefore understand the need for partners who are not only technically competent, but are also highly respected in the market for their skills and customer service.

“By tailoring our channel programme to meet the needs of our partners and the end user, we have developed a collaborative environment designed to ensure all parties involved win. This, combined with the stellar growth of Exinda in Africa has resulted in the company gaining the who’s who of value-added resellers (VARs) in South Africa, with more knocking on our door all the time.”

Rochat explains that Exinda’s partner programme is designed to ensure its product is effectively represented throughout the region by resellers who understand their customer’s business and network requirements. They must also possess the appropriate skills and experience to best serve and support customers. For its part, Exinda selects the cream of the channel crop in a limited capacity to make sure its partners’ margins are protected, they are well supported by Exinda, and customers are optimally served.

Exinda currently has two Partner levels in South Africa – Platinum and Gold. Platinum Partner status is only available to VARs that have demonstrated their commitment and success as an Exinda Gold Partner. The Exinda Platinum status delivers all the benefits Gold Partners receive, plus an increase in margins, sales, marketing, technical assistance and joint business planning.

Exinda’s South African Platinum Partners include:

  • Gijima,
  • Bytes System Integration, and
  • Layer 7 Networks

Gold Partner status is designed for partners that specialise in multiple disciplines and verticals. Exinda will work with our Gold Partners to assist them in their marketing, sales and implementation efforts. Gold Partners are eligible for marketing funds, deal registration, qualified sales leads and self-paced training that, when successfully completed, results in Exinda sales and technical accreditation.

Exinda’s Gold Partners in South Africa to date include:

  • Datacentrix Kwazulu-Natal,
  • First technology,
  • Majestic Data,
  • BDNS,
  • Speccom,
  • Thembanet

To ensure the mutual success of Exinda and its partners, the company has dedicated resources and tools to assist its channel in delivering the best customer service profitably. This includes the MyExinda partner portal, and numerous lead generation activities.

Recently Inc. Magazine named Exinda to its sixth annual Inc. 500|5000 list, an exclusive ranking of the United States of America’s fastest-growing private companies. Exinda ranked in the top quartile of all software companies, and was the only WAN optimization vendor named to the list.