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Cambium Networks' Xirrus Buy Will 'Lift' Enterprise Business, Execs Say

‘There's something for everyone now in our solution set. The acquisition allows for [Cambium and Xirrus] partners to cross-pollinate and expand their portfolios,’ Cambium's channel leader, Michael Fox, tells CRN.

Wireless internet specialist Cambium Networks is relying on its channel partners to help it distribute its growing portfolio of Wi-Fi offerings for larger customers, the company told CRN.

Cambium this month acquired Xirrus Wi-Fi products and cloud services from Riverbed Technology. The company plans to integrate Xirrus' technology into Cambium's enterprise platform and will complement cnPilot, its indoor and outdoor cloud-managed Wi-Fi solution for businesses, said Bruce Chumley, vice president of North American enterprise sales for Cambium.

"We think Xirrus is going to lift our enterprise business, especially in the K-12 education area, as well as within retail and hospitality," he said.  

To that end, Cambium will need its MSP, VAR and distributor partners to help it support more transactions, Chumley said.

[Related: Hear How Cambium Networks' Wi-Fi Technology Helped Save Thai Boys Trapped In Caves]

Riverbed acquired wireless network player Xirrus in 2017. Financial terms of Cambium's Xirrus purchase from Riverbed have not been disclosed.  

Specifically, Cambium is inheriting Xirrus' portfolio of enterprise-grade access points and subscription services, including XMS Cloud Management, EasyPass Access, Application Control, Xirrus Positioning System (XPS), and MSP Command Center. The technology will enhance Cambium's existing Network Service Application (NSA) capabilities, according to the Rolling Meadows, Ill.-based company.

Unlike many vertically focused or small-business wireless providers, Cambium can offer one management platform for disparate Wi-Fi environments. Now with Xirrus, Cambium can deliver a wireless offering across the entire enterprise—both inside the walls with enterprise switching and outside, said Michael Fox, senior director of Cambium's North American enterprise business unit.

Historically, Cambium's partners have focused on small businesses and remote locations while Xirrus partners focused on enterprise customers, but didn't have access to a point-to-point or outdoor offering on a single management platform.  

"There's something for everyone now in our solution set," Fox said. "The acquisition allows for partners on both ends to cross-pollinate and expand their portfolios."

Cambium also doesn't require licensing or software support contracts, an attractive offering for a retail environment or small school system with IT budget restrictions, he said.  

For now, Xirrus products and services are still available through its existing channel program but the technology will be made available through Cambium's ConnectedPartners program in the next several weeks, the companies said.

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