Ruckus VP Valliappan On M&A Madness, New High-Performance Switches And Driving Growth Through The Channel


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What's important for partners to know about the new family of switches?

We recently updated our partner program because one of the things we wanted to do after coming together with Brocade is to drive a lot of focus on what's really key and important to us, which is the channel. We have increased our investment in channel resources by about 3X. We added a lot more salespeople. We've added a lot more disty and channel partner reps. We have also added a lot more marketing investment. We also redid our channel programs to refocus to where we have seen a lot of success and traction. We have the primary Ruckus program, but we're also bringing up to speed a couple of specialized programs focused on specific verticals where we have an outsized market share. For example, hospitality, education and large public venues. It's really targeted at those venues that I talked about. It can apply to everybody, but it's really targeted at our higher education customers, our hospitality customers, and our smart city and large public venue customers.




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