Ruckus Networks Global Channel Chief Raelyn Kritzer is eyeing rapid growth in the company's partner ranks as it launches a new cloud-focused partner specialization program designed to both encourage existing partners and win over partners from competing vendors.
Ruckus launched its new Ruckus Cloud Wi-Fi specialization program Thursday to capitalize on the early success of its Ruckus Cloud Wi-Fi solution launched about 18 months ago. The company has about 200 partners selling the cloud Wi-Fi solution today, and that number is growing rapidly, executives say.
Kritzer said there's been a lot of interest in the solution from existing partners that have used traditional on-prem Ruckus solutions and now want to transition to cloud and recurring revenue streams. The company also plans to set targets next year for new partners coming into the program who haven't sold Ruckus in the past, Kritzer said.
"We've seen that there are partners looking for an alternative solution and are really keen to do more with Ruckus," Kritzer said. "Cloud Wi-Fi presents a really good opportunity for them to do that. We're also looking for net-new, partners that are expanding into retail, perhaps, and looking for a low-cost, high-quality solution."
What follows is an edited excerpt of Kritzer's conversation with CRN.