This is also a complete dialectic

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Over the past year, our partner network has grown by at least 30%. But we do not consider quantitative growth as a strategic KPI. Of course, the managers of the partner department have a standard for attracting new partners. But we, as a company, do not chase this indicator. The backbone of our network was formed 5-7 years ago. It was quite a long process - we first became concerned with partner sales about 15 years ago. During this time, we have accumulated a lot of different experience. After all, as a vendor, we grew out of system integration. And this now helps us understand what partners need from us as a vendor.

IT Channel News: How does the fact that you latvia telegram database yourself were a systems integrator affect your work with system integrators?

E.S.: Some integrators reason like this: “We won’t go to this vendor, they have their own system integrator in their structure, they are our competitors.” And this, of course, limits the circle of potential partners, but sometimes you have to make such a choice.

Yes. We do not hide the fact that we (by the way, like any large foreign vendor) still have direct sales. But this is an exclusively forced measure. A rare partner can meet the criteria of large federal competitions, which require very large amounts of collateral or a large number of licenses and certificates. We are forced to enter such competitions, as they say, with our heads - although in fact we really do not like it.