Silver Peak Partner Edge Progamme
Silver Peak
Vendor Channel Program of the Year
Entry Description
Vendor channel programme of the year

Founded in 2004, Silver Peak, the global SD-WAN leader, delivers the transformational promise of the cloud with a business-first networking model. A privately held company headquartered in the US, Silver Peak has seen more than 3,000 globally distributed enterprise customers deploy its WAN edge solutions in more than 100 countries around the world. Recognised as a Leader in the Gartner 2018 Magic Quadrant for WAN Edge Infrastructure, Silver Peak announced in August 2018 that it serves more than 1,000 SD-WAN customers around the world.

Delivered as either physical or virtual appliances, Silver Peak Unity EdgeConnect™ is a business-driven SD-WAN edge platform. It enables distributed organisations to securely and directly connect users in branch and remote sites to applications hosted in the data centre and cloud. EdgeConnect provides the flexibility to use any combination of transport connectivity – MPLS, broadband, 4G LTE – and logically bond multiple links into virtual overlays, giving every application the network resources it truly needs to deliver the highest quality of experience to end users.

Today’s WAN approaches weren’t designed for the cloud era, forcing compromise. Enterprises struggle trying to stretch the old router-centric WAN – it’s too cumbersome and complicated. Basic SD-WAN solutions are a step in the right direction but fall well short of the goal of a fully automated, business-driven network. EdgeConnect is the industry’s only SD-WAN edge platform to unify SD-WAN, firewall, segmentation, routing, WAN optimisation and application visibility and control in a single centrally managed system.

Commitment to the EMEA channel

As a channel-first company, Silver Peak has spent many years building a strong and successful global partner programme. In April 2019, the company was awarded a five-star rating in the CRN 2019 Partner Programme Guide, which is a testament to the immense resources it has invested into enabling its partner community to succeed.

To maintain its leadership in the market, Silver Peak continues to make strategic hires and investments in EMEA and corporate locations. In August 2018, Silver Peak announced a new executive appointment to strengthen its channel and growth strategies, as well as to lead the company’s flagship global SD-WAN channel programme. It announced Michael O’Brien as head of worldwide channel sales. In fact, O’Brien, who leads the Silver Peak global channel strategy and programme, was recently added to CRN’s list of 2019 Channel Chiefs.

The company’s hard-earned status as an industry leader is as much due to its continued investment in global partners, specialist partner programme updates and launches, and strategic channel hires as its boundary-pushing, business-enabling SD-WAN technology.

The Partner Edge programme

Proving its dedication to the channel, Silver Peak enhanced its global Partner Edge programme in November 2018 . The programme marks commitment to building the industry’s most robust and expansive SD-WAN partner programme and equipping partners to drive business opportunities and growth. This programme is more predictable than ever, while making incentives and value-added offerings easier to obtain for partners, reinforcing the company’s commitment to partners through bolstered resources and training. Enhancements to the Partner Edge programme include:
• New partner tier criteria – the programme now provides all partners with a clear path to understanding what is required at the Silver, Gold and Platinum tiers
• Partner accelerators – available to Gold and Platinum partners, the new programme creates a set of Silver Peak incentives with the sole purpose of rewarding partners that focus on growth initiatives in selling the Unity EdgeConnect SD-WAN edge platform
• Deal Edge – A new programmatic approach, now available to Gold and Platinum partners, enables Silver Peak inside and field sales teams to pass active leads directly to partners in a highly collaborative manner

As part of the Partner Edge Programme, Silver Peak also announced an Introductory Partner Accelerator programme. Silver Peak understands that in order to win in the SD-WAN market partners must invest in resources and training. To enable partners to realise the highest level of financial reward in such a competitive market, Silver Peak introduced two new incentives that will be available to Gold and Platinum tier partners immediately.

• New customer incentive: An incremental margin incentive of up to 10 percent paid to the partner at the close of a new EdgeConnect SD-WAN edge platform opportunity. This incentive not only includes the first order but extends to all follow-on business from that customer for 12-months following the initial sale.
• Fast start incentive: An additional two percent incentive that will be paid against all new EdgeConnect customer sales. This incentive is accretive to the 10 percent new customer capture incentive and provides partners with the opportunity to earn up to a 12 percent margin incentive for new customer deployments.

On top of all this, to fully support and empower partners, Silver Peak is making investments to expand its best-in-class enablement tools and resources. This include giving Platinum tier partners access to its unique online platform so they can quickly proto-type, test and demonstrate the advanced technical features and capabilities of the EdgeConnect SD-WAN edge platform, reducing the time from customer evaluation to purchase. Moreover, Silver Peak has refreshed all training materials to reflect the latest product updates, aiding partners in maintaining the currency of their technical expertise.

Partner benefits

The Silver Peak mission is to enable partners to become a trusted advisor in wide area networking. By partnering with channel participants, Silver Peak can help customers to realise the true transformational promise of the cloud to drive their businesses forward. Businesses with a Silver Peak SD-WAN achieve lower costs, gain greater business agility and maintain competitive edge by delivering a superior experience when connecting users to applications using any combination of transport. Unlike other vendors, Silver Peak offers a business-driven SD-WAN edge platform that unifies SD-WAN, firewall, segmentation, routing, WAN optimisation and application visibility and control in a single platform to turn a customer's network into a business accelerant.

Partnering with Silver Peak, means IT channel firms can accelerate revenue growth, realise higher profit margins and compete more effectively with the industry’s only self-driving wide area network platform, enabling partners to compete and win in an emerging market that IDC projects will reach $5.25 billion by 2023. With Silver Peak partner programmes, partners can expand and differentiate their business opportunity with complementary cloud-based security and network infrastructure solutions and services, enabled by the industry’s broadest technology alliance ecosystem.

Ultimately, Silver Peak partners understand the long-term opportunity SD-WAN presents. This is why Silver Peak remains committed to enabling them to build profitable business models to capitalise on the financial benefits of this rapid expanding market opportunity.

Partner case study: Teneo

Operating in four countries, the UK, France, USA and Australia, Teneo is a specialist integrator of next-generation technology. In July 2019, Teneo partnered with Silver Peak to deliver co-managed and managed services offerings to support Silver Peak Unity EdgeConnect SD-WAN edge platform deployments, enabling global enterprise clients to accelerate the time to value when migrating to an SD-WAN.

The partnership enables Teneo to utilise the Unity EdgeConnect SD-WAN edge platform to help customers achieve better application availability, network reliability and deliver the highest quality of experience to application users. Teneo has the flexibility to support enterprises that want to retain ownership of key infrastructure assets with a co-managed model, as well as offering a full managed solution for companies that require less management control or want to avoid making additional networking team hires.

As a Silver Peak partner, Teneo can provide a more specialised Silver Peak service than average, as well as act in a more agile way due to its size, experience, skillset and global foorprint. It also carries an ecosystem of complementary technologies, connectivity and services to Silver Peak, since it is a member of another Silver Peak partner programme that was launched in August 2018 – the Authorised Deployment Partner programme – through its Geode Networks subsidiary.

Teneo has taken full advantage of Silver Peak training and certification programmes meaning that they can configure, deploy and manage the Unity EdgeConnect SD-WAN edge platform and manage client’s infrastructure around the clock. Indeed, the partnership means customers no longer need to worry about hiring new people in-house or training their own team to the same high standards, enabling Teneo and the end user to capitalise on the maximum value intended from SD-WAN platforms.

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Supporting Documents