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Cisco-Owned AppDynamics Revamps Channel Partner Program

Ghazal Asif
Ghazal Asif

Some five months after it Cisco acquired AppDynamics for $3.7 billion in cash, AppDynamics has revamped its channel program. The maker of application performance and management software has separated partners into two tiers. The company said its most strategic partners have been invited to join the top-level Titan Partner Program, which offers access to additional resources and support.

Titan partners will have access to customized, in-person training; hands-on practical training; dedicated sales engineering and field channel manager support; and an exclusive rebate program.

“We are launching an entirely new partner program that has been adapted to equip our partners with the tools, training and support needed to create critical long-term value for their customers who want to thrive in this digital revolution,” Ghazel Asif, the newly-appointed head of the AppDynamics worldwide channels organization, wrote in a blog.

Asif previously led global channel sales at Cisco Meraki, where she was called a key contributor to Meraki’s growth.

Under the new two-tier program, all AppDynamics partners will have access to online training courses, guaranteed margins and sales support that includes joint planning.

Overcoming Partner Hurdles

The new AppDynamics partner program is a response to the “technical complexities and hurdles” customers are facing as a result of the digital revolution, Asif wrote in the blog.

The digital revolution is redefining business models, go-to-market strategies and sales tactics across every industry, she said. To stay competitive, businesses are shifting their focus from simply selling products to finding new ways to improve the entire customer experience through software.

“This new school of thought paired with the rapid pace technology is evolving has raised a challenge in the channel community around staying ahead of ever-changing transformation,” Asif said. “Working more collaboratively with our top partners and sharpening alignment with their technical talent will establish a strong network of global technology leaders our customers can call upon to help realize their digital transformation visions.”

More specifically, Titan partners will have access to:

  • Sales and pre-sales enablement: Advanced-level “Masters” training courses that are customized for each partner
  • Services implementation training: Hands-on training to build advanced consulting services and more direct relationships with AppDynamics customers
  • Dedicated sales engineering and field channel manager support: Access to specialized channel SE teams that work with the partner’s technical team on joint offerings

Cisco Acquires AppDynamics

Cisco announced plans to purchase AppDynamics in January, just one day before the company was set to go public. The acquisition, which was completed in March, was the largest to date for Cisco CEO Chuck Robbins, who took the helm in 2015.

Cisco had been eyeing AppDynamics for some time, but the impending IPO created a sense of urgency. The company reported having nearly 2,000 customers prior to the planned IPO, including more than 275 companies in the Global 2000.

Founded in 2008, AppDynamics’ software helps companies monitor their websites and mobile apps for bugs, then - ideally - fix them before customers are affected. Key rivals include CA Technologies, DynatraceNew Relic and upstarts like Datadog.