128 Technology's Brian Norris On Rapidly Growing Partner Ranks


Super Structure

128 Technology's Vice President of Solution Providers Brian Norris has his sights set on rapidly growing the four-year-old networking software company's partner base, and not just a little.

Norris, who came to 128 Technology about a year-and-a-half ago, says the company can grow its stable of about 25 partners by at least 50 percent, and perhaps even double it, over the next year. The growth comes as more solution providers realize the value in 128 Technology's network software platform, especially as it drives aggressively into the red-hot market for software-defined WAN technology.

128 Technology's solutions can save customers up to 80 percent compared to traditional, hardware-centric networking solutions, the company argues, and partners are in a position to realize a margin bonanza as they dive further into the subscription-based, recurring revenue model.

Growth is also likely to mean change for the way 128 Technology relates to its partners. While its program is informal today, Norris said it will likely adapt a more familiar, tiered structure as time goes on.

"There will be more structure a year from now," Norris said. "How can there not be when you go from 25 partners to 50, or 100 partners?"

What follows is an edited excerpt of Norris's conversation with CRN.