Virtualization Technology News and Information
Big Switch Launches Global Channel Partner Program to Expand Adoption of Next-Gen Data Center Networking

Big Switch Networks, The Next-Generation Data Center Networking Company, today announced the launch of its two-tiered Big Switch Networks Channel Partner Program, which will enable the company to continue scaling and expanding into new markets and regions across the globe. The program will offer partners incentives, in-depth training, certification and enablement programs as well as professional services opportunities.

Through this program, Big Switch will address strategic objectives for its channel partners, including training and enablement on the Big Switch product portfolio: Big Monitoring Fabric (Big Mon), a network packet broker offering feature parity, operational efficiency and reduced CapEx compared to traditional NPBs, Big Mon Inline for software-based DMZ security service chaining, and Big Cloud Fabric (BCF), the most agile, automated data center switching fabric optimized for OpenStack private cloud, VMware workloads, including: VMware vSphere, VMware NSX, VMware vSAN, and VMware vCloud NFV for service providers, and container networking workloads, including Kubernetes, Mesosphere, and Docker.

"As market adoption of Big Switch products accelerates, we are experiencing an increased level of interest from channel partners looking to be enabled and trained on the solutions that their customers are asking for and actively deploying," said Susheel Chitre, VP of Business Development, Big Switch Networks. "We are launching the partner program to ensure that we can provide partners with a structured framework around training and certifications as well as financial incentives and marketing opportunities. We have designed the program to be inclusive for all partners irrespective of whether they source Big Switch solutions from our switching partners, Dell EMC, HPE, Edgecore Networks, or our Value Added Distributor partners."

The Big Switch Networks Channel Partner Program is a value-based program with incentives and rewards aligned to the value partners bring to customers with investments in solution training, certifications, ability to do demos and professional services. There are two tiers to the program, Authorized Partner and Premier Partner:

  • Big Switch Authorized Partner -- Open to all partners who are authorized to resell the Big Switch products. Partners are eligible to be an Authorized Partner if they are an authorized networking reseller of either Dell EMC or HPE or by signing a Big Switch VAR agreement for selling Edgecore + Big Switch solutions. The Authorized Partner requirements are minimal, so as to encourage interested VARs to get familiar with Big Switch's next-generation solutions. 

  • Big Switch Premier Partner -- Open to all partners who have met the Authorized Partner tier requirements and meet the additional Premier Partner tier requirements, which includes: a defined number of partner sales and engineering employees who are trained and certified on Big Switch solutions, hosted demo labs in partner environments for on-going training and customer demos, and meeting quarterly minimum requirements for deal registrations and deals closed. Partners who meet the requirements for the Premier tier are eligible for benefits from Big Switch that include rebates, marketing support and qualified leads.

Partners benefit from the opportunity to be trained and certified by the industry's leading next-generation networking company, and will be able to differentiate themselves in the market by adding Big Switch's innovative data center network switching fabric, network monitoring and DMZ security solutions to their portfolio, and will also be able to drive incremental recurring revenue streams with subscription licensing models

Customers will benefit from having a group of qualified partners who can help them through their data center digital network transformation and resolve challenges with network visibility, monitoring and security with a single source for certified engineers skilled in all components of the Big Switch solutions - SDN software, industry standard x86 controller and switch hardware from Dell EMC, Edgecore Networks (Accton Group) or HPE, and validated cables & optics.

Big Switch was positioned in the Visionaries Quadrant of Gartner's 2017 Magic Quadrant for Data Center Networkingi, which highlights the shift underway by end users to deploy solutions that remove vendor lock-in and enable choice. Gartner's report findings include:

  • "There is a growing willingness to move away from proprietary solutions. Our end-user survey (n = 83) indicated that 42% of clients consider open standards and multi-vendor interoperability support a mandatory requirement, 34% consider it very important, and 20% consider it somewhat important, so openness is a relevant buying criterion for 96% of the end users"
  • "Disaggregation of hardware and software can be seen as a first step toward more vendor independence. Interest and adoption of white-/brite-box switching has increased significantly within hyperscale data centers over the past several quarters, and we expect it to reach 22% of the total data center Ethernet switch market by 2020"
  • "These results are quite impressive, but in addition, 75% of the end users indicated that they expect an increase in relevance of open networking in their purchasing decisions in the next 24 months."
Published Thursday, November 09, 2017 7:59 AM by David Marshall
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