Words Of Wisdom: 10 Hot Topics From CRN's Channel Chief Roundtable

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Narrow The Focus

VMware's Frank Rauch

I guess my advice to any partner would be really around sustainability. I think the tendency right now is to go after the bright and shiny object, and to be, you know, maybe it's big data one day, maybe it's cloud another day, maybe it's devices another day, etc. You need to be able to have a plan. You need to be able to monetize the plan, and you need to be able to sustain. I think the same thing can be said around line cards as well because again you have a number of companies that are starting to develop probably at a more rapid rate than we have seen over the last three or four years, and they are starting to appear. A lot of them are here, and you are starting to see new guys at these events, etc. I still think there is an opportunity with all of us to be able to minimize, to be able to consolidate the line card. If you consolidate the line card, then I think a lot of the financial risk and startup costs are mitigated to some degree by going with some of the vendors that have been around for a while.


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