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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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What's your channel strategy for Aerohive partners in 2017?

We recognized a long time ago the need for the channel to move to a services model. In everything that we're doing -- whether it's around our [Aerohive] Connect offering, our MSP offering, our direction around [Aerohive] Insights which is our API integration model – everything we built now is around how to bring a product and a service opportunity to the channel.

How do we give partners the opportunities to grow services is what we're investing in.

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