...A. Details: Partners are Co.'s primary route to market. 1. As of last couple of quarters, more than 85% of products, services and revenues go through channel partners. a. 2. Started Co. with direct model. Determined path to success could not be accomplished without robust channel. a. b. Views this is as a competitive asset. 3. Has approx. 17,000 individuals in Co. who are focused on sales and marketing. With power of partner ecosystem and their employees, adds more than 282,000 individuals who have opportunity to represent Co. to customers; 16 times multiplier effect. a. 4. Built world-class partner program in past two decades that supports partners' profitability and customer satisfaction. 5. Principles of partner program built on value, not volume. Believes that more value a partner brings to equation the more satisfied customers will be with outcome. a. b. Continually looks to evolve and move partner program to keep in alignment with changing landscape, technology and industry changes....
