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HoJin Kim: Pay-As-You-Go Model Is A Profitability Game-Changer For SonicWall Partners

SonicWall Vice President of Worldwide Channels HoJin Kim said the company’s shift to a pay-as-you-go monthly model opens the door for partners to drive big increases in profitability.

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How important is it for partners to move to the pay-per-use model with SonicWall?

It is vital for partners to make this shift. There is always going to be some segment of the population that just want to buy something. That is always going to exist. That is not where the real value lies. That is not where the money-making proposition is for our partners. That is a pure resale game. If you want to put yourselves in a commoditized world you are going to get commodity type margins. The real profitability here- the real driver of growth – will be the partner services and how they differentiate themselves based on those and not the product that they represent.

Customers are not only asking for it but it is an opportunity for partners to innovate the way they sell, change the way they sell. Customers are moving this way. There will some segment that just wants the widget but you are not going to make money in that game for very much longer.

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