New Aryaka Networks Program Gives Elite Channel Partners Lead GenerationNew Aryaka Networks Program Gives Elite Channel Partners Lead Generation
"We're going to start generating north of $2 million of pipeline [for partners] every single month," Craig Patterson told Channel Futures.
January 31, 2023
Aryaka Networks has launched a select program that will give 20 channel partners access to targeted marketing support and qualified lead generation.
The managed SD-WAN and SASE provider on Tuesday unveiled its Throttle program. Throttle extends Aryaka’s main Accelerate program to offer deepened sales enablement and incentives to elite agent partners chosen by its tech services distributor (TSD) partners.
Aryaka’s Craig Patterson
Craig Patterson, Aryaka’s senior vice president of global channels, called the elite tier a “game changer” for channel lead generation.
“A lot of a lot of programs talk about generating value; very few are actually doing it. We’re going to be generating highly qualified leads that will go out to these Throttle partners,” Patterson told Channel Futures.
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The vendor is turning to four of its TSDs – Avant, Bridgepointe, Intelisys/ScanSource and Telarus – to nominate five partners. Those customer-facing channel partners, whose entire staff must earn an Aryaka partner certification and whose technical team must complete Aryaka’s engineer training, will then tap into an aggressive lead generation program.
Patterson said Aryaka’s business development representative (BDR) team will start by making outbound customer calls.
“We’ve done the analytics, and we know which accounts will be a good fit for Aryaka,” Patterson said. “We’re going to release the hounds, and the hounds are going to start dialing and making calls into this customer base.”
When a potential customer demonstrates an interest in a conversation, Aryaka sends the lead to a Throttle program member.
“They’re going to be the beneficiary of all this outbound calling, which is going to take place through our BDR efforts. We believe we’re going to start generating north of $2 million of pipeline every single month,” Patterson said.
Telarus’ Richard Murray
He also said Aryaka will deliver customized sales incentivizes to partner organizations or individuals at those businesses. Aryaka will pass its compensation through the agent’s TSD partner.
Telarus chief operating officer Richard Murray called the new program a “no-risk opportunity” for partners to go explore Aryaka’s portfolio.
“The ability to work together on new accounts allows a partner to experience firsthand the potential value of Aryaka products prior to introducing them to large network customers they’ve supported for years,” Murray said. “Many suppliers talk about the need for channel sales, but very few get behind it with a program that literally drives opportunity. Planting seeds in the marketplace will drive benefit for everyone.”
Aryaka will hold participating Throttle members to monthly qualified opportunity and quarterly sales goals.
Aryaka in November 2021 launched the Acclerate program in a move hailed as a big step toward a more channel-centric approach. Those updates included removing account protections, quotas and complicated channel integration approvals.
Intelisys’ John DeLozier
John DeLozier, president of Intelisys, a ScanSource Company, called Throttle Aryaka’s latest commitment to channel growth.
“Here is an opportunity for agents to partner with a supplier truly invested in the success of their business. Not only do you have access to Aryaka’s world-class solutions, but the qualified lead generation and customized incentives make this program unique. The Throttle Program is a wonderful example of what successful sales enablement looks like from a supplier perspective,” DeLozier said.
Bridgepointe’s Gary Jacobs
Bridgepointe Technologies has partnered with Aryaka for eight years. Bridgepointe vice president of operations and sales programs Gary Jacobs said Aryaka is out-offering other suppliers in the resources and incentives it provides to its elite partners.
“Aryaka is putting a lot around partners that want to go all in with Aryaka — more support, co-marketing, leads, certifications and incentives. They are definitely coming to the table to help a partner’s business grow,” Jacobs said.
Avant’s Rob Merhej
Rob Merhej serves as regional vice president of EMEA for Avant.
“The Aryaka Accelerate Partner Program enables us to provide partners with the latest cloud-driven secure networking solutions their enterprise customers require for agility today and beyond,” Merhej said. “Now, the Aryaka Throttle program gives our top partners unprecedented sales and marketing support to step on the gas and grow their businesses. We’re excited to expand our partnership with Aryaka and stay ahead of the curve.”
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