As we communicated back in July, Riverbed has created a new Aternity division. This is in addition to our Riverbed Digital Networking business. This will allow us to more fully capitalize on these two significant market opportunities. These two businesses often sell into unique buying centers, which may require different go-to-market and operational approaches. As we look to drive the right operational structure for future success, I wanted to inform you of some changes regarding doing business with each division, which will go into effect on January 7, 2020.
We are in the position to take the competitive lead with our Aternity business – right now. Therefore, we are building more flexible business processes so we can quickly respond to our customers and partners.
- A new price list for the Aternity business division will be available effective January 7, 2020. Effective as of January 7, 2020, Aternity products and services will be quoted by and purchased from Aternity LLC.
- Riverbed will no longer offer the Aternity business division products on its price list effective January 7, 2020;an updated generally available Riverbed pricelist will be released January 7, 2020 which will no longer include the Aternity business division product and services SKUs.
- For those partners who will continue to resell and distribute the Aternity products and services as of January 7, 2020, new channel partner agreements will need to be executed with Aternity LLC.
There is no action for you at this time, other than to continue to work with the Riverbed and Aternity Sales teams to create pipeline, progress opportunities and close business. An initial Q&A is below.
There will continue to be Riverbed Rise Dividends paid on all Aternity business closed through December 31, 2019.
Let’s make this the best quarter and year end together!
Aternity Q&A for Partners
Q: What price list do I use for Aternity opportunities we identify now, but won’t close until next year?
A: For the remainder of the year please continue to bring in opportunities by utilizing the existing price list.
Q: What happens to my opportunities that are not closed by December 31, 2019?
A: Opportunities in the Riverbed SFDC instance that do not close by December 31, 2019, will be grandfathered over to the Aternity business under your partner name.
Q: Why are partners required to sign a new agreement with the Aternity division?
A: A new contract is required because the Aternity business has unique GTM policies, operational and financial systems. In addition, the Rise Partner Program will not apply to the purchase of Aternity products and services as of January 1, 2020.
Q: What if I have an opportunity between now and December 31?
A: Partners with new opportunities can use the existing price list and work with their Aternity sales rep.
Q: How do I find out who my Aternity sales rep is?
A: Send an email to firstname.lastname@example.org.