WildPackets develops solutions that provide more network information to more people to assist them in maintaining productivity and the integrity of data in motion. Chris Bell (pictured right), European sales engineer for the company talks to the channel.
Q: Chris, thanks for taking part in this Q&A. Let's start with WildPackets route to market?
A: Through the adoption of enterprise-class partnerships throughout the EMEA region.
Q: Describe your business model to explain how your products reach the end customer--do you deal solely with distributors, do you deal with distributors, resellers and systems integrators, do you deal with end users?
A: Yes to all of the above. WildPackets sales team includes a broad network of international partners who sell our products in over 60 countries. WildPackets has adopted a partner prime business model in EMEA and 100 per cent of our products and solutions are sold through our network of partners. We have recruited local in-country partners selling directly into enterprises. These partners have the knowledge of local culture and business practices. Where vendor support is required, WildPackets EMEA team supports the partners.
Q: How do you view the current state of the EMEA market for your technology?
A: The current state of market in EMEA is economically testing but budgets are available for solutions that are based on delivering measurable ROI. Throughout EMEA enterprises are still growing and technology that helps business continuity are as important today as they were many years ago. The emphasis is on rapid ROI with scalable solutions offering choice and expandability. Straight off the shelf solutions with no technological advantages are seen as the same of the same. WildPackets solutions are based on technologically advanced and scalable solutions relevant to todays growing enterprises.
Q: Describe the kinds of opportunities there are, especially for resellers who may be looking to moving into the market and how your products fit into your target market sectors?
A: Our solutions span across all the vertical markets including banking and finance, government, health, manufacturing, telecommunications and service providers. We have a broad set of products that are relevant for most large enterprises and small to medium businesses (SMBs).
We have increased our market share dramatically in the UK and Europe, offering solutions that help enterprises maintain their business applications.
Its not only about products; its also about listening to our partners and customers. We have done just that and then released products that enterprises need for maintaining their business applications. Those that have adopted our solutions are seeing the value and the business advantages offered. They achieve ROI early in the adoption of our technology based on our Omni real time Distributed Network Analysis Platform. This is key to our continued growth and success in EMEA. WildPackets Omni solutions enable any enterprise in any vertical segment to view, for example, a conversation between a client and server originating from any media type and applications running within the enterprise can be viewed with our real time expert. This is a truly powerful message for our customers and potential partners.
Furthermore, our product roadmap offers flexibility to any potential partner. We have turnkey solutions and also offer partners flexibility in how they go to market with our solutions. For example, partners can bundle local hardware platform or services as part of a deliverable. The multi vendor hardware approach has given both our customers and partners added benefits.
WildPackets believes that, in a true partnership, developing new business opportunities has to be mutually beneficial and the success shared by both partner and vendor is an important element in this process. We focus our efforts on developing relevant products, listening to our partners and customers and adapting to the markets.
We support different media types and have multiple solutions. We offer real time network and applications troubleshooting with scalability in mind, from the data centre to the end user. This enables enterprises to adopt new functionality without having to introduce additional tools and processes. Over time, purchasing and supporting multiple tools and processes becomes unmanageable for many enterprises and any partner wishing to offer our solutions would benefit from the choice of solutions we have to offer with a single user interface consolidating all media types.
Q: Do you need to expand your current channels? If so, what kinds of partners are you looking for?
A: WildPackets is always looking to expand. We have a clear channel strategy to develop a trusted partner vendor relationship and as a result 100 per cent of our business in EMEA is partner delivered.
We are looking to add enterprise class managed services and solutions partners who have the capabilities to deliver added value services and solutions to the enterprise market. These are partners who see the benefit of our enterprise class solutions and are able to represent our solutions to the larger enterprise market.
Q: How will you support them?
A: WildPackets offers its partners product training and update information, as well as a comprehensive partner-only web portal for sales, marketing and technical support.
We also support partners through a UK-based Technical Services Sales Manager.
High touch vendor support and product support is available through our International Support Team.