Alex Thurber
Alex Thurber
complexity driving invest network partners wireless
To become a Premier-level partner, you have to know wireless just as well as our other technologies. Network complexity is driving the need for partners to invest in this business.
connected driving toward ultimately
We're ultimately driving toward the whole idea of the connected building, everything on one wire.
channel figuring looking next quite security step time
We've been looking at this whole idea for quite some time and figuring out if it's complementary to our channel and our security channel, and I think it really is. I think it's the next step in convergence.
additional advisor allowing continue customer gives initial partner profit renew security sell trusted value year
Not only can the partner sell the CSC module and make a profit on the initial sale, but also each year the customer will need to renew the license, which gives the partner additional profit, as well as allowing the partner to continue to show their value as the trusted security advisor to the customer.
businesses dependent depends install integrated needs network protection provide today
Today it's not enough to just install the infrastructure for businesses that are more and more dependent on their networks. Being able to provide protection and network needs depends on having an integrated story.
customers goal networks secure wired wireless
I tell our customers that their goal should be to get their wired networks as secure as their wireless ones.