2012 Channel Chiefs: Advice For Channel Newbies

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Robert Bruce

Vice President, Channels

Aruba Networks

Make sure that you are a student of history, that is, study what has worked with vendors in the past and what has not...introduce channels into the process at the appropriate time (growth of the company): If too early, it's evangelism (very tough road), if too late, it's a commodity (price is then the differentiator). Never rest on past accomplishments....technology changes too quickly.


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