CRN Interview: Cisco Vet Michael Kay On Joining Veriflow And The Launch Of A 'Selective' New Partner Program


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Selective Partnering

Network verification and intelligence vendor Veriflow is preparing a channel charge with a new partner program, and a seasoned channel leader intent on driving growth with a small, handpicked cadre of partners.

The San Jose, Calif., networking software firm founded in 2012 hired Michael Kay as vice president of business development, making him the firm's top channel executive and has assigned him the task of recruiting and enabling partners in the company's new "Veriflow Select" program.

As the name implies, Veriflow Select will be selective, and will likely bring on 100 partners or fewer. The select few, however, will have the opportunity to design business plans and incentive structures that work most favorably for them, Kay said.

Veriflow's software performs network verification tasks, as well as analytics and network intelligence. It "self-unfolds" in customers' networks, determines customer intent and provides information that customers use to remediate problems.

Under the new program, partners will be front and center as Veriflow seeks to either tighten partnerships with networking hardware vendors or strike a competitive posture with the likes of Cisco, which introduced its own network verification and intelligence products recently.

What follows is an edited excerpt of CRN's conversation with Kay.




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