Cyxtera AppGate Spinoff Spurs New Channel Focus

In the aftermath of Cyxtera’s AppGate spin out, the data center colocation and interconnection services business is moving full speed ahead to revamp its channel organization, including the Cyxtera Partner Program, the company announced today.

Cyxtera’s Nicholas Voth

The company introduced its new head of global strategy, Nicholas Voth, vice president of global channel strategy and sales. Cyxtera also introduced the Influencer Referral Partner Program.

“The company does look different after the [AppGate] spinoff and channels will look different, as well,” said Voth. “I bring a more holistic view from a channel perspective. We’re very focused on the agent, subagent, broker model, which is something we’ll continue to grow and invest in. But, one of the reasons I was hired is to expand that out.”

Voth, a veteran technology sales executive has worked at CommVault, DXC Technology, EMC and VMware. His experience includes working with both direct sales and service providers. Voth replaces Tina Gravel, former Cyxtera senior vice president global channels and alliances/business development. Gravel held that job for over four years before moving over to AppGate. Gravel is currently senior vice president, channels and alliance at AppGate.

New Channel Focus

The channel will be a major part of Cyxtera’s investment strategy going forward as well as the way it drives new logo acquisition.

“You’re going to see a much different approach to the market the Cyxtera perspective on channel. You’re going to see us more partner friendly, more partner driven and all the investments that go into that process,” said Voth.

Cyxtera will expand in different routes to market around system integrators, managed service providers, resellers and its alliance partners, all with dedicated teams. The company build out of its organizational teams, include technology operations, systems and automation, and channel marketing,

The company investments include new programs and new agreements for agents, sub-agents and brokers. And, kicking off the overhaul of the Cyxtera Partner Program infrastructure, which is a multipronged approach, is new Influencer Referral Partner Program.

The new Influencer Referral program is designed to be a simple way for partners to do business with Cyxtera. The company is offering lucrative commissions paid up front for referrals. When a partner brings a net new opportunity and Cyxtera registers the lead, it pays one 1X MRR. There’s also an opportunity to earn 2X MRR when a partner brings a second referral that closes.

“This is a simply way, an entry-level way, for a partner to jump on the bandwagon with Cyxtera and create new partnerships,” said Voth.

Expect to see more pieces of the revamped partner program rolled out in July. At that time, the company will announce its Cyxtera Reseller Program, which includes opportunities for MSPs. Given the quick program turnaround, Voth said a separate MSP program will be developed at a later date. However, Cyxtera will put together a separate team for MSPs when the Reseller program rolls out.