Cisco's AppDynamics is switching from a mixed direct and indirect sales model to a 100% channel-centric route to market, following major changes to its Global Partner Programme.
According to the vendor, the move to shift a 100% channel model will help AppDynamics align more closely with Cisco’s sales motion and give partners the confidence and opportunity to build out full-stack observability practices.
“This new approach is a bold and exciting way forward,” said Mark Maslach, vice president of global channels and strategic alliances at Cisco AppDynamics. “Our strategy for success lies with enhanced collaboration with our partners and continuing deeper alignment with Cisco and its sales motion. This is the right time to unleash the potential of our partners and maximize the opportunity for full-stack observability.”
The firm has expanded its partner programme to a three-tier structure that includes a new top-level Elite category, adding to the existing Alliance and Titan levels, according to Maslach. “The Elite level is designed for our largest global partners,” Maslach added.
The programme now includes stackable margins, which the company claims enable more involved and active partners to be increasingly profitable and rewarded based on their work with AppDynamics.
Existing Elite and Titan partners will also now be able to earn per-deal rebates, while its FastPath Program has been redesigned to allow partners to better co-invest with across several categories, including funded headcount, case studies, as well as training and certification, among others.
Additionally, eligible partners can access market development funds through a new Funds Manager Platform and expanded training and sales support, which includes, for the first time, sales and engineering boot camps.