CSPs, MSP, Networking

AppRiver Eyes Channel Partner Automation, Training Opportunities

Justin Gilbert

AppRiver expects automation to play an important role in its channel efforts in 2017. The email and web security company intends to increase its automation toolset and "open up automation opportunities" to help channel partners squeeze more margin from its lineup, AppRiver Channel Sales Manager Justin Gilbert told ChannelE2E.

This year, AppRiver will be "doubling down" on partner incentives, Gilbert said. The company plans to explore ways to layer more margin and value-add to high-demand/low-margin products like Office 365, increase its business, marketing and sales training and bring its "Lunch and Learn" training series to more locations.

How Did AppRiver Perform in 2016?

AppRiver recorded 24 percent year-over-year revenue growth in its channel business in 2016. The company posted a 22 percent increase in channel partners and a 19 percent increase in partner customers between 2015 and 2016.

Also, AppRiver has increased its presence in countries and regions such as Benelux, France, Germany, South Africa and Spain. The company's EMEA division recorded a 63 percent year-over-year increase in revenue growth and reached 300 partners last year.

"AppRiver's channel has really grown and matured, with existing partners becoming major players and new resellers coming on board in record numbers," AppRiver Vice President of Sales Jeff Malone said in a prepared statement.

What Is Driving AppRiver's Channel Success?

AppRiver's channel success can be attributed to a culture "that drives Appers to always go above and beyond," Gilbert said. In addition, AppRiver connects its email security and Office 365 offerings to a unified portal to help channel partners accelerate revenue growth.

"Our long-term commitment to building relationships with our partners has and will continue to be the bedrock of our success," Gilbert told ChannelE2E. "With a multi-tiered partner program and large spiff payouts, we reward our partners with competitive margin and money-making opportunities."

AppRiver has recorded "rapid year-over-year growth for 15 years running," CEO Michael Murdoch said in prepared statement. The company launched in 2002 as a spam and virus filtering company and now offers Office 365, Secure Hosted Exchange and cloud-based cybersecurity, email and productivity services to businesses worldwide.

Dan Kobialka

Dan Kobialka is senior contributing editor, MSSP Alert and ChannelE2E. He covers IT security, IT service provider business strategies and partner programs. Dan holds a M.A. in Print and Multimedia Journalism from Emerson College and a B.A. in English from Bridgewater State University. In his free time, Dan enjoys jogging, traveling, playing sports, touring breweries and watching football.