Partner Feedback
CF: Amid the continuing channel momentum, what are you hearing from partners? What are their most pressing needs?
DT: What we hear a lot from partners is that there’s as much interest in selling and performing value-added services as there is in selling products. So a lot of our most prized channel partners have a sizeable service delivery arm. And so we’re working with them to do greater degrees of certification around our products. So what we hear more and more about is having greater levels of participation not only in the sales process, but in the post sale of delivering services around the products.
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