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

Kyle Alspach

How is Puppet working to avoid channel conflict?

We have a very dedicated segmented sales model that we rolled out this fiscal year, which started in February. The biggest change that Puppet's made is that the corporate segment for us -- which is everything that's not strategic or enterprise as named accounts -- is 100 percent partner. That is brand new to Puppet, that is partner-first. And then the enterprise segment and strategic segment, we classify those are partner-centric, where we will work to engage with the partners that offer the best value to their customers and our customers in a combined fashion. So that's a huge move for Puppet, as it relates to having a partner-centric strategy.

We have 30 named strategic accounts, globally. And the enterprise account list is a set number of accounts, per field rep. We have roughly 700 enterprise accounts, and then anything else is classified as corporate. It's anything that's outside of those named accounts -- anything outside of that is partner-only. So partners can know that they will be protected in that space, that there will be zero channel conflict with us.

 
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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