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Scale Computing is addressing customers with between 50 and 500 users and with small IT departments consisting of a few people with general IT skills rather than people with specialized server, storage or networking expertise, Scale Computing's Ready said.
"So where radical simplification is confusing to an enterprise, it's well suited to smaller companies," he said.
Pat Conte, executive vice president and general manager for field operations at Scale Computing, said his company's go-to-market strategy relies heavily on solution providers and smaller systems integrators with experience selling solutions to smaller companies in such verticals as local government, education, community banking and manufacturing.
"Partners should also have a significant services revenue," he said. "We don't have a large professional services group. We depend on partners."
Scale Computing currently has about 450 to 500 partners for all its products, which include storage-focused appliances and its HC3 hyperconverged solutions. Conte expects about 20 percent of them to have access to the company's HC3 technology.
PUBLISHED OCT. 23, 2012
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