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CRN Interview: HPE Aruba Channel Chief Harold On New Competencies, The Importance Of Openness And The Ascent Of The Customer Experience

Matt Brown

How is the new competency similar to the other somewhat new ones, like ClearPass or Meridien, and will you follow the same pattern for NetInsight?

It's a heavy technical investment to understand the product. We attach a pretty robust back-end rebate to reward partners for their investment. Similar to ClearPass, now with Introspect, there's anywhere from a 10 [percent] to 16 percent back-end rebate depending on where they are in the program. Partners get excited about that, because if they're going to send their technical folks away for a couple of days, that's an investment. We kept that same model. If you fast forward to today and NetInsight, it'll probably be a similar progression.

 
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