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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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Considering that pace of growth, how much of 128's business do you expect to go through the channel?

There's a lot of greatness working with partners. Not only for 128 and our customers, but for the partners themselves. Our partners can drive significant revenue for their own businesses. They can drive shareholder value for their businesses by working with us. Our customers are going to get the technology. It's a matter of do partners share the vision and want to work with us, and do they want to do that for the benefit of their shareholders? Two-dozen companies have said that, and we think many, many will do that over time. If I had to guess, I'd say two years from now, 90 percent of our revenue is going to come with and through partners.

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