New Relic ‘Relaunches’ Partner Approach with New Channel Program

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Digital intelligence company New Relic has launched its new Navigators Partner Program, focused on helping partners increase speed and visibility for their customers’ cloud migration and transformation projects with instrumentation, alerting and analytics.

The program includes two levels, Advanced and Community, aimed to help facilitate “fast, high-quality project delivery,” as well as economic plans to reflect the roles that partners take in guiding a customer’s journey, the company said. For a select group of Advanced partners, the company will offer customized training programs, inclusion in regional sales kickoffs and preferred pricing.

New Relic’s Robson Grieve

Robson Grieve, New Relic’s chief marketing officer, tells Channel Partners the program is a “relaunch” of his company’s partner approach, “where we’ve shifted the focus to providing partners with the resources that they need to serve their customers.”

“Partners are working with customers to run cloud migrations, digital transformations and DevOps projects, and New Relic can serve as a critical tool for helping them align with their customers around data and solve complex problems,” he said. “Around our customer base, we keep meeting the same influential partners. They’re at these customer sites because they act as trusted advisers for architecture, strategy and implementation, and we felt that we needed to take a programmatic approach to engaging this community.”

All Navigators partners will be able to take advantage of the following program updates: cloud migration best practices and tailored dashboard; enhanced revenue sharing for resellers; new training and enablement offerings; and go-to-market programs.

“Our goal for partners is around alignment on customer-driven solutions,” Grieve said. “With so many vendors and partners involved in big projects, it’s easy for a customer to get mixed messages on how to approach any big challenges. So if we can get alignment around customer needs with the key platform players, and the consultants that they’re relying on, then the whole ecosystem is healthier.”

According to Forrester, public cloud business-services revenue will achieve a 30 percent compound annual growth rate (CAGR) from 2015 ($4 billion) to 2020 ($15 billion).

“As a company, we want to help our customers move faster with confidence,” Grieve said. “We know that the cloud platform leaders and the strategic consultants are core to the most important projects for companies around the world, so our channel program energy is going to be devoted to this strategy.”

“As we migrate companies to the cloud and help them expand their cloud presence and capabilities, this presents a unique opportunity to reimagine their architecture, DevOps and operations models,” said Steve Henry, Slalom Consulting’s practice manager, technology engineering. “By incorporating New Relic as a core component of this design, our clients’ product, delivery and operations teams can have a meaningful, overarching view across all of their enterprise systems. With the insight that New Relic provides, our customers can improve focus on new feature development and faster delivery cycles.”