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FireEye's VP worldwide channels and alliances, Steve Pataky

Allan Swann | Aug. 12, 2015
FireEye's global channel boss, Steve Pataky, discusses his company's transition to a channel-led security organisation, and how it is pushing its partners to sell its services in new ways, to non-traditional customers.

But the number one way we help our partner sales reps teams learn that, is by teaming with our field. That's why our new teaming standards and the rules of engagement really matter. They go out on a sales call with one of our guys, and our sales reps have to go through their own personal certification. We love teaming up a sales rep from our partner, with our field guys. They go call on the customer together.

Any last words?

We're on a tear. We have the right combination of technology, the intelligence and the expertise. I love that we're not just going out and telling partners to sell more boxes. We know that happens, but it gets pulled through. If you can formulate an architect-led motion, a services-led motion, and have that economic conversation -- the pull through is phenomenal. That's what we're trying to instil in our partners.


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