Ixia ups channel play with 100% channel focus for enterprise sales

Ixia has upped its channel play, implementing a 100% channel sales model for enterprises seeking new Ixia solutions.

Bethany Mayer, Ixia president and chief executive, says the introduction of the 100% channel sales model for enterprise is recognition of the vital role the network testing, visibility and security solutions vendor's channel partners play in delivering the innovation, expertise and excellence enterprise customers seek.

"Relying 100% on channel partners to provide world-class service to enterprise customers reaffirms our confidence in every organisation participating in our Channel Xcelerate Partner Program," Mayer says.

The company had previously used partners for some, but not all, of its sales.

Ixia's Channel Xcelerate Partner Program, which enables resellers to offer solutions that help enterprises ensure network and application performance, harden security and validate technology investments, has garnered more than 800 partners globally.

The move to 100% channel for enterprise business follows the launch earlier this year of the company's 'invitation only' Xcelerate Distribution Partner Program which aimed to simplify and facilitate the process by which distributors, resellers and integrators access and deliver Ixia's offerings.

Launching the program in January, Ixia vice president of global channel sales, Lori Cornmesser, said the relationship between Ixia and its distribution partners was crucial to accelerating sales of its enterprise solutions through the channel.