No channel change as Riverbed expands

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No channel change as Riverbed expands

WAN optimisation vendor Riverbed has expanded its internal sales teams and has a new local managing director, but will not change its current channel approach.

The founding MD for Riverbed's Australian operation Steve Dixon, has taken on an Asia-Pacific channels roles based in Singapore. New A/NZ managing director Ian Raper transitioned into the MD position over the last month.

Raper said that the current group of local channel partners for Riverbed, which comprises around 30 highly active partners and another 100 "more opportunistic" partners, was unlikely to change.

"The main difference with the growth is that we have much more coverage with our internal teams Australia-wide," he said.

"We've been running with a small number of discreet sales teams, and we'll be bolstering that from four to eight to allow us to cover every state. That's on the back of enormous growth and it means there's more resources for partners in the field."

Raper said that five local customers were already running trials of the company's newly-launched Whitewater appliance, which allowed optimised-speed backups to cloud storage services such as Amazon S3.

It was also negotiating deals with local telcos for its cloud-based Steelhead optimisation devices, which improve data throughput when accessing cloud-based systems.

"Even when you consume services from the cloud, you still have to deal with latency effects," said senior sales engineer Damien Murphy.

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