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


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So how much of a margin increase will partners see?

For our main line portfolio pieces -- that would be software, analytics and hardware -- there is about a 10-percent differential as far as discounts are concerned based on whether the partner is bringing us the opportunity or if we bring the opportunity to the partner. Net new incremental business is extremely important to us.

What about on the front-end discounts?

It's well over an additional 10-points as far as the baseline discounts are concerned for partners. So it has increased significantly. So both new discounts are around 10 percent.



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