In the rapidly evolving IT landscape, the complexity of multi-cloud environments has become a critical challenge for enterprises worldwide. Addressing these challenges requires innovative solutions and collaborative ecosystems that empower organizations to achieve their strategic goals. Aviatrix, a pioneer in cloud networking and security, has unveiled a cutting-edge channel program to enable partners and customers to navigate this complexity while driving growth and efficiency.
theCUBE Research, recently interviewed Doug Merritt, CEO of Aviatrix, and Anh Profiti, Head of Global Channels at Aviatrix, to explore the vision and structure of this new program.
The Growing Complexity of Multi-Cloud Environments
The demand for cloud-native solutions continues to surge as enterprises distribute applications across multiple public clouds and data centers. However, this transition has led to increased network complexity, with 80% of companies today citing that their network environment is more complex than it was just two years ago.
This complexity stems from disparate management tools across clouds, a significant increase in data traversing networks, and the dynamic nature of modern applications. Moreover, the proliferation of cloud environments has expanded the attack surface, introducing new risks for organizations. As Merritt aptly put it, “The need for simplified, performant, and secure networking solutions has never been more critical.”
Aviatrix: Addressing Modern Networking Challenges
Aviatrix’s vision is to simplify cloud networking by delivering an integrated and secure platform that addresses the unique challenges of multi-cloud environments. Merritt explained, “Aviatrix brings the power of integrated networking, marrying routing, NATing, firewalling, VPNing, and security in a unified solution.”
Unlike traditional networking approaches that rely on monolithic or fragmented solutions, Aviatrix offers a seamless platform optimized for cloud-native architectures. The company’s solutions address key use cases such as:
- Secure connectivity from data centers and edge locations to the cloud: Aviatrix provides fully encrypted, software-based solutions that ensure reliable and secure data transmission.
- Optimized and secure internet connectivity: Their platform simplifies network optimization while enhancing security, ensuring seamless traffic flow between workloads and the internet.
These solutions reduce complexity and provide enterprises with unparalleled visibility and consistency across multiple cloud vendors.
A Strategic Pivot: Introducing a Channel-First Approach
Recognizing the critical role of channel partners, Aviatrix has redefined its go-to-market strategy. Merritt explained, “We have shifted from trying to convince organizations to adopt a comprehensive platform to offering defined insertion points within the cloud.” This modular approach enables partners to deliver targeted solutions that address specific enterprise needs while paving the way for broader adoption of Aviatrix’s platform.
Profiti, the architect behind the new channel program, emphasized the importance of simplicity, predictability, and profitability for partners. “We designed a partner program that provides comprehensive sales and technical enablement, along with compelling financial incentives,” she said.
Key Features of Aviatrix’s Channel Program
The program incorporates several innovative elements aimed at maximizing partner success:
- Comprehensive Training and Enablement: Partners can access extensive sales playbooks, technical enablement tracks, and the Aviatrix Certified Engineer (ACE) program. With over 23,000 certified engineers, the ACE program equips partners with the skills to implement Aviatrix’s solutions effectively.
- Attractive Financial Incentives: Profiti noted that the program offers higher margins and price protection through deal registration. “We designed our incentives to be 10-15 points higher than competing programs to capture partner mindshare,” she explained.
- Tiered Rewards System: Partners can unlock additional benefits by achieving net-new logos or revenue milestones. Unlike traditional quarterly or annual evaluations, Aviatrix’s monthly tiering process allows partners to continuously maximize profitability.
- Marketing Support: Aviatrix provides co-branded assets, templates, and co-sponsorship opportunities for events and campaigns. This support ensures that partners can quickly and effectively market Aviatrix’s solutions to their customers.
Investing in Long-Term Success
The strategic timing of Aviatrix’s channel-first approach is rooted in the company’s commitment to building a sustainable partner ecosystem. Merritt elaborated, “We’re not aiming for volume; we’re focused on quality partnerships that deliver long-term value.”
To achieve this, Aviatrix is prioritizing:
- Selective Partner Engagement: The company aims to create mutually beneficial relationships by aligning with partners who understand Aviatrix’s offerings and can effectively represent them.
- Ecosystem Collaboration: Merritt emphasized the importance of an ecosystem-first ethos, stating, “Organizations operate in highly heterogeneous environments. To succeed, we must invest in and prioritize the partner ecosystem.”
- Continuous Improvement: Profiti highlighted the program’s adaptability, noting that partner feedback will drive future enhancements. “We’ll add additional benefits and programs based on what our partners need to succeed,” she said.
The Road Ahead
Aviatrix’s channel program is poised to reshape the cloud networking landscape by empowering partners to deliver innovative solutions that address the complexities of modern IT environments. With a $30 billion market opportunity in cloud networking, the program offers significant potential for partners to drive growth and profitability.
Merritt concluded with a compelling message for prospective partners: “Aviatrix offers a lucrative opportunity to help customers address critical networking challenges while generating substantial revenue and margin growth. By joining our ecosystem, partners can unlock new opportunities and deliver exceptional value to their customers.”
Our ANGLE
Aviatrix’s new channel program is a testament to the company’s commitment to innovation, collaboration, and customer success. By simplifying cloud networking and fostering strategic partnerships, Aviatrix is enabling enterprises to navigate the complexities of multi-cloud environments.
For channel partners, the program represents a unique opportunity to enhance their service offerings, deepen customer relationships, and achieve sustainable growth. For more information, visit the Aviatrix Partner Site.
For more on Aviatrix, please view
The Strategic Evolution of Multicloud Networking: A Market on the Move – theCUBEResearch
