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F5's Helfer On Partnering With AWS, Building Relationships With VMware And Cisco, And Making Cloud Economics Work For The Channel

F5 Networks channel chief David Helfer speaks with CRN about his company's major cloud push and partnering with major cloud providers like AWS, Microsoft Azure and Google.

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Is that a significant increase compared with recent years?

Big increase. We have a vice president of public cloud sales [Chad Whalen] sitting in the partner organization. That entire organization didn't exist a year ago. That organization now has specialists, globally, that are hardline back into this organization. Having Francois on board is driving that level of clarity around what we need to go do. Even if it's as simple as updating him on our AWS strategy, he's going to ask you about it at your next quarterly business review. He's going to want to know what kind of investment we made and what was our return. It's not just Francois. We get a high level of support from our finance teams. We spend a lot of time with our finance teams understanding where our investments are going and what's our return. We've gotten tremendous support to drive the level of incentives back into our partner organization that we have never had before.

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