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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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Why such a big partner services-enablement investment?

You can't just go to the channel anymore and say, 'Hey, I need you to sell another product of mine.' They have too many options out in the marketplace. But if I can come in with a business proposition and say, 'This product is coupled with these services, which means value-add opportunities on top of the product set, and you've got an opportunity as a partner to make a business, to grow a business, to open up a new line of business' -- that's where the stickiness opportunity is and the value of the relationship is for our partners.

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