F5 does not believe in having a bloated channel network as over-distribution is not a sign of success

Having garnered a healthy profit last year, F5 Networks is strengthening
its partner program in India, as it works closely with VADs to take its
solutions to enterprises. Harvinder Rajwant elaborated on the company's channel
policies and future plans

What is your existing channel network in the country?

Some of the country's largest systems integrators (SIs) are our partners.
Currently F5 has offices in Bengaluru, Mumbai and Delhi and we leverage on our
partners to reach out to other cities. At present we have as many as six gold
partners with a national presence. Besides this, we have tied up with 20 tier-2
solution providers (SPs).

But a large section of the SP community is still unaware of F5. Comment.

We started with a handful of F5 partners. Today a lot of channel partners are
working with us.

We have structured the Advantage Partner Program, which has the Gold and
Premier categories. These partners can access our site where they can view our
product and strategy roadmap. They are also briefed regularly about the upcoming
technology. To help them take our solutions to the market, we have regular
training and certification programs which are calendar-based

or need-based. We also work with these partners telling them how to tap the
customer base as there is a business commitment that we expect from them.

Most of your existing partners cater to large enterprises, but the past
few years have seen the emergence of tier-2 SPs catering to the SMB clientele,
who form a big chunk of the IT infrastructure business right now. Do you plan to
include these partners too?

Yes, we have been focusing on larger corporate because the nature of our
products demands that they are optimally suited for them. But we do have value-
added distributors (VAD) like Transition Systems and Westcon India. We build
programs with them to tap the upper crust of the SMB customers.

But we do have products like Link Controller, SSL VPN and remote access
solutions which is aimed at SMB customers. Also, we have introduced some new
platforms this year and if you compare us on the price-performance ratio we are
far ahead of the competition. We are now trying to get these SMB customers to
realize the benefits of investing in these products.

F5 does not believe in having a bloated channel network, because we do not
think that over-distribution is a sign of success for the company. Rather we
would work on select programs with our VADs like inviting potential customers
for a knowledge dissemination seminar.

In 2008, F5 recorded fiscal year 2008 revenue of $650.2 million, up 24
percent from $525.7 million in 2007. How did you manage this feat in India?

The market in India has a great potential as far as opportunity in IT
business in concerned. F5 has taken advantage of the situation and exploited
every possibility of making moolah.

We are into the business of essential services and key components, which a
customer buys even in tough times like today. Besides, we believe in innovation
of technology which always lures the customer. Further, our commitment for
customers and partners also gives us an edge over our competitors. We make sure
the product and services are delivered on time.

Akhilesh Shukla and Vinita Bhatia

akhileshs@cybermedia.co.in

vinitavs@cybermedia.co.in