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AppViewX's New Channel Leader On Power Shift From Vendors To Partners And Solving The Common Mistakes In Channel Programs

AppViewX's new channel leader Keith McManigal talks to CRN about the power shift underway between vendors and their channel partners, as well as fixing the profitability issues with partner programs.

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What is AppViewX doing differently to help solve this problem?

We designed our new Partner Program (Partner+) from the base up, so we're putting guaranteed margin in upfront and we're putting in rebates so as we grow, it's not a big huge financial hit when we make changes.

What we've done is say, 'Hey if we're going to give discounts, we're still going to protect our partners from a margin perspective.' The margin they earn is variable based on the value that they add to the sale … We want to make it so that the partners know that if they invest, they're going to make 'X' dollars of margin and it's to their benefit to try to keep the price as high as possible so they can get the most dollars in.

 
 
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