Aruba, a Hewlett Packard Enterprise Company
VP, North American Channels
The biggest myth, which is often believed by new sales reps, is that our partners can't sell our solutions as well as they can. They also often believe the channel is unable to handle complex installations and deployments. In reality, however, our channel partners are often trusted advisors to their customers who have a great deal of influence on the sale. We've seen countless large sales we would have never won without our partners' involvement. As far as technical ability, it's not uncommon for us to outsource technical work to our network of partners that have a strong technical bench.