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Q&A: KKR's Herald Chen On Why Private Equity Sees The Channel As A 'Great Value Proposition'

KKR executive Herald Chen spoke with CRN about why the opportunity is greater than ever for an investment in a solution provider company like Optiv Security and what value private equity in turn can bring to the channel.

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Do you see the channel, the VAR and distribution channel, being a better investment than in years past?

We have a lot of companies that use the channel extensively so we have always understood it as a great value proposition for the right companies at the right stage and in the right market. In terms of Optiv, we definitely viewed [that as a good investment] because the technologies are changing so quickly and because the customers need so much help that this was a really interesting place for us to make a direct investment into a channel business. … The value-add in this case is high and I think if we do it right it will only likely go up.

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