Gigamon’s channel chief on pipeline momentum, new logo focus and the cloud-led growth path

Dee Dee Acquista shares her 2025 channel priorities from a laser focus on new customer acquisition to helping partners drive secure cloud transformation in an era of AI-driven disruption

Gigamon has entered 2025 with what many in the channel dream of: a healthy, robust pipeline built through close collaboration with trusted partners.

But for Dee Dee Acquista, VP of global channels & alliances, this is only the beginning of a much more focused journey.

“We, as an organisation, did a really good job building pipeline last year,” Acquista tells CRN. “We recently had several meetings where it was discussed how healthy the pipeline that we've built alongside our partners is in 2025.”

This success, she says, is thanks to deep alignment between Gigamon’s partner ecosystem, channel account managers, and the sales organisation.

“The partners worked really closely with our channel account managers and with the sellers to uncover more opportunities,” she explains.

“We had a great year of deal registration last year. That's one area where we really thrived, and that has continued to feed us into the second half of 2025.”

The new logo imperative

While the pipeline is strong, Acquista is shifting the spotlight towards a more targeted ambition: net new customer acquisition.

“We’re going to continue to focus on pipeline generation,” she says. “But more specifically, pipeline as it relates to new logo customers that feeds into our sales teams.”

With a finite number of direct sellers, Gigamon is doubling down on its partner-led go-to-market strategy to extend reach and drive demand.

“We have to lean on the partner community to find new customers.

“Something that's really important to our organisation is finding new logos, and we lean on partners a lot to do that.”

Channel stability and strategic shifts

Since joining Gigamon nearly three years ago, Acquista has led a channel team that’s remained remarkably consistent in an industry often marked by high turnover.

“My team has always been extremely steady,” she notes. “We’ve had very little change globally on the channel team. I have about 35 people who have the word ‘channel’ in their job title.”

But recent months have seen carefully considered shifts. A retirement in the Americas, leadership changes in EMEA, and a key hire with Sam Lambert stepping in as a new channel leader mark the next phase in Gigamon’s partner evolution.

These moves are all strategic,” Acquista says. “They position us to scale more effectively and stay aligned with how our partners are evolving.”

Cloud, AI and the future of network visibility

Looking ahead, Gigamon is aligning its growth plans around two critical areas: cloud transformation and AI-fuelled security.

“We have a lot of customers that have hybrid environments, on-prem products and cloud products,” says Acquista. “So, giving our customers that gentle nudge to move into the cloud more fully is a big priority.”

But the cloud journey is increasingly shaped by the explosive rise of AI workloads. According to Gigamon’s own Hybrid Cloud Security Survey, one in three organisations reported that network traffic has more than doubled due to AI.

“And 55 per cent of those surveyed said their tools are failing to detect modern threats,” she adds.

For Gigamon and its partners, this presents a dual opportunity: to provide much-needed visibility in complex hybrid and cloud environments, and to help customers rethink their approach to securing AI-powered infrastructure.

A clear vision for 2025

With strong foundations and a sharpened focus on new logo growth, cloud adoption, and AI-centric security challenges, Gigamon is entering the second half of 2025 with confidence and a clear ask for the channel.

“We’re building pipeline, yes. But we’re building it smarter,” Acquista concludes. “With the right partners, the right hires, and the right focus, we’re set to win where it matters most - bringing Gigamon’s value to new customers in new ways.”