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CRN: HashiCorp Looks To 'Flip Its Channel On Its Side', Redirect Enterprise Accounts To Partners

New channel chief Michelle Graff told CRN and attendees of the HashiConf Partner Summit that a major revamp of the startup's channel program shifts focus from volume to specialization as the DevOps pioneer sets a timetable for becoming a channel-led sales organization. WWT comments.

by Joseph Tsidulko

Rapidly growing DevOps powerhouse HashiCorp on Monday told partners it was massively restructuring its channel program as it prepares to shift a wide swath of business to them.

The San Francisco-based startup behind popular open source tools like Terraform, Vagrant and Consul is revamping HashiCorp Partner Network to incentivize specialization rather than volume, Global Channel Chief Michelle Graff told attendees of a Partner Summit the day before the HashiConf annual conference kicks off in Seattle.

"We're flipping our partner program on its side," Graff told CRN of the changes brought on by an evolution of HashiCorp's business and continued focus on scaling the reach of its infrastructure configuration, management and security technologies.

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