VARs, MSPs, Distributors Get Opportunities in Aryaka Partner Program Update

Aryaka Networks is accommodating new partner models with its updated global channel program.

Aryaka expanded its program to serve margin-based partners, such as VARs, MSPs and distributors. The Accelerate Global Partner Program also now includes white-label service providers, systems integrators, IT marketplaces and strategic alliances.

The managed SD-WAN and SASE provider first launched the Accelerate program in November. Aryaka originally built the program around commission-based partners like agents and technology solutions brokerages (TSBs).

“Our intention was always to cater to the entire channel community,” said Craig Patterson, channel chief and vice president of sales for the Americas.

Patterson said expanding Aryaka’s channel presence in Asia-Pacific and EMEA required a unique approach to what it was doing in the U.S.

“There’s very specific channel relationships that are much different than what we see in North America,” Patterson told Channel Futures. “They’re more heavily focused around the resale community. They’re more heavily focused around the MSPs and the distis.”

Aryaka in December expanded its product portfolio to include managed SASE and SD-WAN offerings that target SMBs. It also launched a new managed SD-WAN offering for mid- to large enterprises.

Aryaka’s Craig Patterson

“Aryaka has made good on its promises to invest in a partner-led strategy by introducing SD-WAN and SASE solutions that are easy for partners to sell,” said Craig Patterson, channel chief and vice president of sales for the Americas. “With the launch of the Aryaka Accelerate Global Partner Program, we’re now wrapping that with alignment, enablement, incentives and support resources to drive success for agents, VARs and MSPs worldwide.”

Services Component

Aryaka also announced that VAR, MSP and other white-label partners can sell its offerings as co-managed solutions. They will use Aryaka’s recently launched AppAssure application to look into their customers’ networks. Patterson said partners can use the tool to visualize 3,500 different SaaS applications.

“This really can become an extension of their own service offering, from a white glove perspective or from a managed service wrapper,” Patterson told Channel Futures. “There’s a way for them to use these applications to help monetize the way that they support their customers.”

Aryaka’s Ian McEwen

“Strong channel partnerships have been part of Aryaka’s success from day one,” said Ian McEwan chief revenue officer at Aryaka. “With the launch of the Aryaka Accelerate Global Partner Program, we’re putting a stake in the ground as a partner-led organization with the breakthrough solutions, simplified packaging and go-to-market alignment they need to seize the rising revenue opportunity in secure cloud-first networks and fast-track their business growth.”

Program Background

Aryaka in November announced that it was ending protected accounts, quotas and complex commission tables. These changes supported the goal of making Aryaka’s sales 100% partner-led. As of November, partners were generating 87-90% of Aryaka’s business, according to Patterson.

The company also at the time launched a Foundational program catered to TSBs that have committed to the brand. Those partners receive leads from Aryaka’s account-based sales and marketing (ABX) campaigns.

Intelisys’ John DeLozier

John DeLozier, president of ScanSource-owned Intelisys, said Intelisys agents appreciate Aryaka’s simplified packaging and pricing.

“These sales partners consistently ask us to reduce complexities and make it simple to do business, and that’s exactly what this program accomplishes. This is a great example of how sales partners selling Aryaka solutions can capitalize on growth market opportunities and grow their revenue,” DeLozier said.

PlanetOne CEO Ted Schuman agreed.

PlanetOne’s Ted Schuman

“SD-WAN and SASE represent tremendous business opportunities for PlanetOne and our channel partners. There is so much to be excited about with Aryaka — new solutions and leadership, an award-winning channel program, incentives and a strong value proposition. The opportunity is real and we’re all in,” Schuman said.

Partner Perspectives

Controlware is a German systems integrator.

“Aryaka gives us the ability to serve our customers with a customized offering for managed SD-WAN or managed SASE including connectivity services. In doing so, Aryaka sets new standards in performance, agility and flexibility,” said Rolf Bachmann, Controlware’s head of network solutions business development,

Controlware GmbH’s Rolf Bachmann

Aryaka last year named Australia-based Nexion Group as its principal partner in Australia and New Zealand.

Nexion Group’s Paul Glass

“It has been a new, first-of-its-kind, multicountry partnership that has provided extensive capacity for technical and global channel recourses, on the back of proven local skills combined with an extensive global backing,” Nexion CEO Paul Glass said. “The solution is perfect for adoption by large resellers, and our passionate and driven team are committed to the growth and global expansion that this partnership allows, to bring these companies unrestricted access to anywhere in the world.”

Aryaka last week announced its sixth annual State of the WAN study.