VARs Can Safely Walk Away From Legacy Box Vendors
In the past 12 months, we’ve seen a significant change where partners realize that the change is happening. So we’re getting a lot of inbound calls. As a philosophy, we’re not going to say, ‘I want to go after 2,000 partners.’ I want to go after X hundred partners who are focused, who are willing to invest with us, and we will invest with them.
And the joint goal is helping customers and raise cloud network changes and security changes. I think for that, they need some new skillsets, because traditionally they don’t have it. We are investing in training our partners. We’ve got certification programs. We will cross-sell, we will work with them. And we’re seeing a lot of success. I’m always selective. Either I do something well or I don’t do it at all …
I will put channel in the following buckets. There are service provider channel partners who have been working with us because it is for network transformation. They play a role there. Then there’s system integrators, some large, some smaller ones. They have a big role to play. They actually in many ways are better suited, because they actually do integration work, less focus on reselling. So they are actually good partners for us.
The third area is VARs. That’s the biggest channel out there. And I see some VARs are still fixated on boxes. Other VARs are moving and realize they need to change. So we are actually spending a lot of time and effort on working with VARs who actually have good customer relationships, and their customers are asking for help. And we are there to show them that they can safely walk away from legacy box vendors and come and work with us. Yes, they may see a lot of pain for a quarter or two, but their business will grow in the long term.