Ixia Sees Big Channel Sales Gain In North America

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Application performance and security solution provider Ixia has grown its channel business from counting for 30 percent of its business to 60 percent over the last year.

"In one short year we've developed the program, gained credibility and trust of a lot of our partners; we doubled our partners in size,’ said Vice President of Global Channel Sales Lori Cornmesser.

Ixia reached out to develop partnerships with big players in the space, including FishNet and Dimension Data. Cornmesser said the solutions portfolio is now focused on the "deep security space" and "security resilience,’ although "networking is still at the heart of the conversation."

"What that really means is that we're taking a life-cycle approach to security, which means that we can help enterprises actually test the network before they deploy it. They can optimize it -- they can use our products in conjunction with what they're already using to maximize the performance," Cornmesser said.

Ixia recently acquired security company BreakingPoint, and leveraged that technology to fully develop security offerings for the virtual network. Cornmesser said the BreakingPoint product "is the product that will let us do all the life-cycle pieces that we're talking about."

Cornmesser said Ixia is committed to continued channel growth, which will include even more partner training and education around how Ixia solutions can be integrated alongside existing technology from vendors like Cisco.

PUBLISHED MARCH 3, 2015