Arista meticulously balances its corporate goals with partner needs

PRANAV JHA
CHANNEL DIRECTOR- (INDIA & SAARC), ARISTA

“Our approach to channel policy is fundamentally built on alignment through specialization, moving away from a traditional transactional model. Arista's overarching corporate goal is to lead cloud networking, data center, and cognitive campus segments. We achieve this by meticulously structuring our channel policy to reward partners who make the necessary investments in these key areas. Our policy carefully balances corporate goals with partner needs through tiered rewards based on capability, rather than simply capacity.

We believe that trust is built on predictability and protection, and true co-partnership with our mutual customers.
•    Deal Protection: We have formalized a clear policy to protect partner driven opportunities so that pre-sales investment is recognized and rewarded.
•    Strategic Investment: We invest in partner enablement beyond the traditional model to include funding for Not-For-Resale equipment as well as subsidized training and certifications via Arista Academy.
•    Collaborative Partnerships: we engage through joint planning and open communication, focusing on shared capabilities, customer outcomes and co-innovation rather than on transactional volume.

Our segmented ecosystem is designed to drive both expansion into new markets and the generation of new revenue streams. Our partners are the primary drivers of our high-margin recurring service offerings. By enabling them to offer ongoing services, migrations and ongoing support, they unlock recurring revenue streams. They are also strategically selected to penetrate specific, underserved regional markets within India and emerging verticals in SAARC.”