ENTERPRISE TECHNOLOGY
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A10 NETWORKS continues to make a significant investment into the channel
Chris Martin , Channel Sales Leader for the EMEA and SAARC , A10 Networks
Over the last 12 months , A10 Networks has made a significant investment into the channel , driving five channel initiatives including developing its distribution relationships , deal registration , partner ecosystem , organic leads and channel enablement . With the rise in globally dispersed enterprises and new work from home requirements that are increasing traffic , application service infrastructures are no longer residing in data centres alone . This highlights a further significant opportunity for A10 Networks and the channel around secure application delivery and networks in the year ahead . Chris Martin , Channel Sales Leader for the EMEA and SAARC , tells us about A10 Networks ’ new channel initiatives and the work it is undertaking with partners .
CCan you tell us how has the pandemic affected investments into the channel across this region ?
The channel is incredibly important to us and the pandemic has not affected our commitment or investment in the channel . In fact , we have increased our commitment in 2020 . Our strategy is to grow the channel , but grow it with a network of specialist partners and we ’ re focused on three key areas : education , engagement and deal registration . As such we have five channel initiatives underway which include developing our distribution relationships , deal registration , partner ecosystem , organic leads and channel enablement .
We have switched our events and activity to accommodate the remote working world and we have invested much more in enabling the channel with sales and technical training . Educating and bringing our community together to learn and network is also a high priority . For example , last year , we launched our first partner summit event , held In Sardinia . Our key partner contacts were in attendance and it provided them an opportunity to hear from our leadership team about our channel strategy and new products and solutions coming in the following quarters . As with most events in 2020 , we converted this to a virtual event that was held over two days , with sales , technical and networking sessions .
It ’ s been quite a busy , exciting time , channel-wise , over the last couple of months ?
It ’ s been huge change , quite a big transformation , I would say , over the last 18 months to two years . Our focus has shifted
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INTELLIGENT TECH CHANNELS TECH CHANNELS Issue 33 19