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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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Cloud is the fastest-growing part of your partner business, and you want to be agnostic. What does that mean for the way partners are incented and compensated?

What we want to do is take the competency we have and extend that out to partners. We hired partner account managers in the field that are cloud partner account managers. The only thing they do is – sometimes cloud-native partners need a place to land in a program – we wanted to have a skill set that was able to have that discussion and provide the right incentives for them. Next, we have cloud specialists. Those specialists are dedicated to working with partners and customers. Their entire effort is around how to drive that public cloud sale with our longstanding partners that have helped get F5 to where we are today.

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