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Aerohive Networks Channel Chief On 'Huge Progress' And Growth Through Dell Networking Partnership

Aerohive Networks channel leader Michael O'Brien talks to CRN about the networking partnership with Dell and its channel services push in 2017.

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Will this services-led model shift your partner strategy?

We just announced our first Aerohive Service Authorized partner. You're going to see much more of that as a focus for us in 2017 – helping partners open up services lines around a wireless platform.

We're always going to be looking at this from a standpoint of, 'How do we incentivize partners to grow with us and how do we do that through a services model?'

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