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


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Why did you significantly change Virtual Instruments partner program so quickly?

We had a program, but it was not utilized. It was not focused on the right priorities for our partners and for us. So we went through a pretty heavy refresh of what the program looked like. We really noticed that, for traditional programs, a lot of margins and soft dollars are really given on the backend of transactions. For example, if you hit certain revenue or product goal, there are margin dollars for the partner. What we did is say, 'Let's make it simple. Let's front-end load the actual program to give those margin dollars up front.' That's one structural change that was pretty significant. 



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