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CRN Exclusive: Puppet Channel Chief On 'Partner-Centric' Transformation And DevOps Opportunities For The Channel

Kyle Alspach

What can you say about the latest changes for the channel program?

The Platinum program was something that we announced at PuppetConf in October, really to differentiate that top end. And we've made some significant investments in the team. We'll be doubling the staff, including all aspects of supporting it, from a marketing, operations and program standpoint, as well as the partner sales managers themselves. That team was roughly four people, and by the time this fiscal year ends [at the end of January 2018], we'll have close to 14 people internationally.

I'm a big believer that if you're not easy to do business with, if you're not providing partners [information] on how to engage, then you're really going to be struggling. What we've done is we're launching a brand-new partner portal, that has all the bells and whistles that you would expect a big company to have. From how you learn, to how you sell it, how you register it, all those sort of things. I think it's going to make that ease of use even more appealing to partners. And we have brand-new deal registration, which is also housed within that portal. It's based on technology from a vendor called Vartopia, which allows a multivendor registration to occur.

 
Kyle Alspach

Kyle Alspach is a Senior Editor at CRN focused on cybersecurity. His coverage spans news, analysis and deep dives on the cybersecurity industry, with a focus on fast-growing segments such as cloud security, application security and identity security.  He can be reached at kalspach@thechannelcompany.com.

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