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128 Technology's Brian Norris On Rapidly Growing Partner Ranks

"There will be more structure a year from now," 128 Technology Vice President of Solution Providers Brian Norris said. "How can there not be when you go from 25 partners to 50, or 100 partners?"

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What does the program look like structurally?

We don't have the typically Gold, Silver, Bronze program. We're working with partners who want to partner with us in the few ways I just described. We don't have exclusive geography relationships. We don't have exclusive vertical market relationships. The way we're structured is we will recruit, onboard and enable a partner and then that partner will be assigned to a sales executive who will be the day-to-day contact for that partner wherever they are. We do everything for these partners. We bring them onboard, we provide them with sales support, services support. We bring them into our partner hub, our password-protected platform that provides all kinds of enablement materials. We get in the field and work with them on customer-facing opportunities. We will do everything to make that partner successful.

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