AlienVault

Mike LaPeters

VP, Global Channels

In mid-2016, a partner made several errors when quoting a $50,000 opportunity for an AlienVault end-user. An unfortunate set of events caused the end-user to ask to purchase from AlienVault directly.

I intervened on behalf of the partner and worked with the end-user to show the value added by the partner's expertise. Not only were they able to salvage the original opportunity, they increased the total value of the opportunity by 20 percent. My involvement turned an ugly channel conflict into a high partner value-add, and strengthened our relationship with both the VAR and the end-user.