SonicWall Sales Chief Pataky On Dell EMC, Recruiting Partners And The State Of Security

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Declaration Of Independence

Steve Pataky has been head of sales at SonicWall for the last two years, and that's enough time for the channel veteran to have seen some sweeping change.

When he came aboard, SonicWall was two years into its life as part of the Dell family. Last November, the company was spun off as part of the sale of Dell's software business, essentially returning SonicWall to its roots as an independent, private equity-backed firm to the cheers of those who fondly remembered the company's partner program and preferred it to Dell's.

Now, SonicWall is not only independent, but also counts Dell EMC as its largest and most significant customer. The relationship is complex, but Pataky says all parties can be winners. What follows is an edited excerpt of CRN's recent conversation with Pataky.

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