Xangati Looks to Build IT Management Channel
As part of an effort to engage the channel more aggressively, infrastructure performance management software provider Xangati has rolled out its first formal channel program.
Atchison Frazer, vice president of Marketing, noted that although the company has engaged channel partners individually, Xangati is now making a more concerted effort to pivot toward indirect sales. At the moment Xangati has more than 400 customers, including Comcast, British Gas, Colliers, Harvard University and the U.S. Army, with more than 90 percent of those sales being generated direct, Frazer said.
The new channel program, led by Lauren Robinette, is aimed at rebalancing that mix by initially recruiting about 50 partners by the end of this year to expand the company’s customer base. Robinette is director of Strategic Alliances and Channel Development at Xangati and has held channel positions at MokaFive and Fortinet.
Like Xangati itself, Frazer said most of those partners-to-be probably have existing relationships with Cisco, Citrix, VMware, Dell and NetApp.
The timing of Xangati's shift to the channel coincides with the rise of hybrid cloud computing environments that IT organizations and service providers are now looking for more efficient ways to manage. Rather than having to deploy management consoles for every environment, the Xangati platform creates a single pane of glass through which multiple cloud computing environments can be managed. Using an agentless approach to provide that capability reduces the amount of management overhead generated, Frazer said. At the same time, Xangati is exposing a REST application programming interface (API) that makes it simpler for other applications generated by the Xangati management platform.
Frazer contends the time has arrived for Xangati because IT organizations are just now making the shift toward unifying the management of IT infrastructure across both public and private cloud computing environments. Driving much of that interest, he said, is the simple fact that when it comes to IT infrastructure in the age of the cloud, many IT organizations are compensating for their lack of visibility into the cloud by overprovisioning IT infrastructure. But in doing so, they don’t generate the kind of savings that cloud computing really makes possible.
Frazer said the margins Xangati generates are consistently in the high 80s, so there’s plenty of opportunity for solution providers to turn a profit helping organizations manage heterogeneous virtual and physical IT infrastructure. The challenge, of course, is finding the customers that are mature enough in their approach to managing hybrid clouds to warrant making that investment.