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Virtual Instruments New Channel Leader On Leaving Brocade, Revamped Partner Program And Channel 'Call To Arms'

Virtual Instruments Paul Brodie is already increasing partner profitability through a revamped channel program unveiled on Tuesday, urging partners to "get out of their comfort zone."

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Brodie On The Record

Since joining Virtual Instruments in late 2017, longtime sales veteran and channel advocate Paul Brodie is already shaking up the company's partner program with sights on global expansion.

"Our call to arms for partners is to branch out, get out of their comfort zone as far as traditional infrastructure sales are concerned because that's becoming more and more difficult," said Brodie, vice president of global OEM and channel sales at Virtual Instruments.

Brodie previously spent 13-years at Brocade Communications in various sales executive roles, as well as a nine-year stint at NEC before joining the San Jose, Calif.-based application-centric infrastructure performance management specialist. In an interview with CRN, Brodie talks about the company's revamped partner program, his decision to leave Brocade and the channel charge for 2018.

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