Certeon Readies MSP Channel Push

Certeon Inc., which provides WAN optimization software, has big plans for MSPs and other channel partners. The Burlington, Mass.-based company is setting up distribution agreements in North America and Europe and plans to announce a channel program later this month. Here’s a strategy preview.

Certeon markets aCelera, a virtual appliance that runs on servers equipped with hypervisors such as Microsoft Hyper-V and VMware ESX/ESXi. The company says its WAN optimization technology boosts the performance of applications such as Microsoft’s SharePoint.

Here’s a quick outline of Certeon’s channel activities:

• The company this week unveiled its first distribution agreement in the United Kingdom. The pact with CDG offers access to the distributor’s European service providers, systems integrators, and resellers.
• In the Nordic region, Certeon has a strategic distribution agreement with Rapco. That deal will be announced by the end of July.
• In North America, MSPs will “have a choice of working with a distributor or working directly with Certeon,” noted Karl Soderlund, Certeon’s senior vice president of worldwide sales and business development. “We are currently in the process of finalizing our U.S. distribution agreements.”

Taken together, Certeon’s channel moves represent a significant shift for the company. Soderlund said Certeon’s business at present is heavily weighted to direct sales. However, the company’s channel program, set to debut July 19, “will dramatically shift the business toward our channel partners,” he added.

Certeon isn’t the first WAN optimization company to pursue partners. Cisco Systems, for example, has courted service providers to offer WAN optimization services.

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