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CRN Interview: Virtual Instruments CEO On New Application-Centric Strategy, Spectre And Meltdown Impact, And Partner Program Revamp In 2018

Virtual Instruments CEO Philippe Vincent speaks with CRN on the potential impact from the Spectre and Meltdown security issue and how thecompany is revamping its partner program in the new year.

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You grew sales by 25 percent in 2017. Do you expect that same growth in 2018 and from where?

Yes, the same type of growth for 2018. We get our growth from different areas. We have a classic land-and-expand business model because customers usually bring us in for instrumenting and monitoring as part of their data center, usually focusing on one of their most mission-critical workloads where they have performance concerns. Our customers are typically very large, so they've got hundreds of workloads and dozens that are mission-critical that they need to cover. We've experienced nice growth in our existing customers. Last year, we more than doubled our new accounts acquisitions. We're looking at doubling this year also. Another thing about our channel is we have strong alignments to a number of OEMs in the data center.

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