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Keerti Melkote On Aruba ESP Vs. Cisco Meraki, Silver Peak Plans, And How Aruba As-A-Service Isn’t Simply ‘Repackaging’

Aruba is incentivizing partners to pursue the as-a-service model and the vendors’s ESP platform is winning against Cisco Meraki and Juniper Mist. Meanwhile, Aruba has big plans for its Silver Peak purchase, Aruba Networks’ longtime leader Keerti Melkote told CRN.

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What should partners focus on for the rest of this year, and hopefully soon, in a post-COVID world?

Definitely the biggest opportunities for us, firstly, it’s SD-WAN, whether it is through Silver Peak, or through SD-Branch or remote Aps, I think that is clearly a significant growth opportunity for the next two or three years, I would say [to partners], build out skills and expertise and really go aggressively in that particular domain.

The second area is Wi-Fi. Wi-Fi 6 upgrades are happening quite regularly. Everything I’m seeing is that there’s huge pent up demand in returning to the office. Once the vaccines are completed, I think people will start to open up offices. I’m already beginning to hear a bunch of large companies, like Microsoft, say they’re going to let people come back and work in the office if they want to. I’m seeing other large companies do the same, so I think there is definitely a lot of pent up demand in upgrading the infrastructures and their buildings to Wi-Fi 6. Thirdly, a huge amount of switching with Aruba CX. There I see a lot of customers migrating. In fact, we gained three points of share last quarter in switching, and, had some big wins, like with the Pentagon and other large wins across the board in public and private sector. I would say those are the three broad opportunities, and all wrapped in a cloud offering. It’s very clear that people are looking at cloud-based management as the next sort of opportunity.


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