Cloud networking drives Aviatrix’s partner-first approach – News

The complexity of modern IT environments is growing as enterprises distribute applications across multiple public clouds and data centers, creating an increasing demand for secure, simplified cloud networking solutions.

As enterprises face this challenge, Aviatrix Systems Inc. is offering a cloud networking platform that integrates security and networking functions across multicloud environments, according to Doug Merritt (pictured, right), president and chief executive officer of Aviatrix. By simplifying operations, enhancing visibility and providing a unified approach to cloud networking, the company aims to help enterprises overcome the challenges of fragmented cloud architectures.

“I feel like Aviatrix is at a great point given our evolution as a company and the maturity of our offering,” Merritt said. “We have shifted the way that we’re communicating our offerings from trying to convince organizations to adopt this really thorough, really complex [and] very different software-defined networking platform in totality within the cloud.”

Merritt and Anh Profiti (left), head of global channels at Aviatrix, spoke with Bob Laliberte, principal analyst at theCUBE Research, during an exclusive interview on theCUBE, News Media’s livestreaming studio. They discussed how Aviatrix is shaping the future of cloud networking and driving new opportunities for channel partners. (* Disclosure below.)

Tailoring cloud networking for partner success

Aviatrix’s new channel program takes a partner-first approach designed to provide strategic opportunities for long-term growth and profitability, according to Profiti. The company has moved beyond a one-size-fits-all approach and now offers tailored solutions that align with partner goals, emphasizing security, performance and operational simplicity. The program includes extensive sales support, technical training, financial incentives and a tiered structure that rewards partners as they achieve revenue milestones.

“I wanted to design a partner program that was simple, straightforward and predictable, with those key elements to ensure our partners were going to be successful and thrive in the new program,” she said. “We do that by providing an entire enablement and training journey that we have built out along with leveraging our technical sales that we have in place today through our ACE program, which is … an industry-recognized program with over 23,000 Aviatrix-certified engineers.”

In addition to empowering partners, Aviatrix is also addressing the complexities of multicloud environments by offering reliable, fully encrypted connectivity from data centers and edge locations to the cloud. The company’s solution combines routing, firewalling and observability into a seamless package that simplifies cloud networking while ensuring security and performance, according to Merritt.

“That’s a massive vulnerability area,” he noted. “That’s another packaging of our platform down into a defined insertion point and sort our gateways into your [virtual private cloud] that connect to the internet or into the island VPCs that might live within your location so that you can have confidence in the security of your traffic going in and out of that cloud.”

Those solutions are specifically designed to suit channel partners. Aviatrix focuses on developing insertion use cases by working backward from the channel’s needs, which are then aligned with the company’s go-to-market strategies, partnerships, organizational divisions and financial structures, he added.

Strategic growth through ecosystem alignment

Aviatrix is committed to building a sustainable cloud networking ecosystem by carefully selecting partners that align with its long-term vision, according to Merritt. Instead of focusing on rapid partner acquisition, the company prioritizes quality relationships that offer mutual value. This selective strategy ensures partners have the necessary support to scale their businesses effectively while confidently delivering Aviatrix solutions to customers.

“This is not an attempt to secure thousands of partners in the next year,” he explained. “Our goal is to make sure as we align with the partner, that we’re all both very, very clear on what is the business case over three to five years of engaging with us. This is really [about how] we make sure that we both are selective, the partner channel and us, on coming together and forming the right multi-year horizon with these organizations, that we continue to invest in those partners and work together to have them achieve their goals on overall productivity and revenue contribution.”

Aviatrix’s executive team is fully committed to a channel-first approach, with a goal of having all deals involve a partner, according to Profiti. The company’s investment in partner support, marketing resources and co-sponsorship opportunities further demonstrates its dedication to building strong partner relationships.

“We’re going to continue to make improvements with the program and add additional benefits, and that’s going to come through our getting feedback from our partners,” she said. “But we’re also really looking to add additional programs, MSP programs. This is … the next wave here, from a channel industry perspective. What we don’t want to do is add too many things on our plate and … lose focus on the current programs we have.”

Here’s theCUBE’s complete video interview with Anh Profiti and Doug Merritt:

(* Disclosure: Aviatrix Systems Inc. sponsored this segment of theCUBE. Neither Aviatrix nor other sponsors have editorial control over content on theCUBE or News) 

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