AppRiver, a specialist in email messaging and Web security solutions, has posted a 30% year-over-year increase in channel revenue which is, at the same time, its largest year-over-year rise. The growth has been enabled by improved partner management under its global programme and a growing relationship with Microsoft, it says.
Currently, the channel represents more than half of AppRiver’s overall revenue and it expects this trend to continue its way up as the company predicts to see a further 40% y/y rise in channel revenue in 2015.
At the end of 2014, AppRiver saw a 21% y/y growth in a number of active partners, a 16% y/y rise in partner customers and a 350% y/y in the total number of partners selling Office 365. As AppRiver joined the Microsoft Cloud Solution Provider Partner only last year, it says it significantly helped expand its cloud sales opportunities as the partners were offered a direct billing, sell combined offers and services and, additionally, provision, manage and support products and services.
“In 2014, we focused more on relationship management to ensure our partners could build profitable relationships with their customers. This direction is resonating. Not only are we committed to equipping partners with the right tools, but we’re providing a cloud-based, comprehensive and affordable technology that protects businesses from the most sophisticated cyber threats,” comments channel sales manager, AppRiver, Justin Gilbert.
This year AppRiver plans to focus further on benefits for the partners that help them sell more efficiently, it says. This will include new diversified programmes, training sessions, webinars and campaigns and incentives.
Partners will be offered an opportunity to expand their expertise by learning from at AppRiver University as well as earn a certification in sales and support for Office 365 and Disaster Preparedness. Additionally, the Lunch&Learn, a one-hour training sessions, provide them with knowledge of all sales and migration issues for a number of products.
“Evolving technology trends such as cloud computing, BYOD and sophisticated advanced persistent threats directed toward businesses are driving the adoption and demand of new security solutions. Not only have we designed our technology to keep businesses productive and information secure, but we’re helping resellers become trusted advisors to their clients,” says Jeff Malone, vice president of sales, AppRiver.