In developing the Pioneer program, AppDynamics invested heavily in its support capabilities. The program provides solution providers with dedicated channel account managers and sales engineers that work with partners to co-develop offerings for customers. "That's really important for smaller partners trying to wrap their heads around selling business outcomes," Asif said. "They have a dedicated person to help them build their plan, get them enabled and take AppD to market. They're getting the same attention the bigger partners get -- specific enablement content to help [them] understand what outcome selling actually means and how does it help the customer."