Todd DeBell: We announced a new program this year. We went back and forth on a couple things that we thought were pretty key. First off is professional services. We started to move a percentage of our professional services to the channel. Traditionally, we were at 70 percent direct on the professional services and 30 percent through the channel. We moved it to a 60-40 model where 60 percent is our goal with our channel partners to deliver it, and 40 percent is ours. The goal there was to sit down and help the partners from a compelling event. From a numbers standpoint it's, "how do I actually drive more margin and more dollars to their bottom line to put them in a position where they have more control?" We moved from a traditional model to also include a proof of concept model as we enter the new program. And essentially what we've said is, "Look, the V in Value ad, we want you to step up and actually provide that V."
Email this CRN article