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Despite the land grab happening in the wireless channel right now, Bruce said Aruba is less focused on adding new partners to the Aruba program and more interested in growing opportunities with existing partners. Channel opportunity for enterprise wireless and mobility solutions is at an all-time high, he noted.
"It reminds me a lot of VoIP in the late 90s. It's technically quite detailed and there was a unique partner set that drove the value-add associated with it," he said. "It's not a commodity-type sale, and I think there's a limited subset of partners in the community that have the expertise and the desire for it."
Aruba's channel sales now account for 92 percent of its overall revenue, whereas in the middle part of the decade the numbers were closer to 80 percent.
"We have a lot of capacity to sell more product within the partner community that we have gained in the past couple of years," Bruce said. "We have to empower them to grow their business."
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