Aruba, a Hewlett Packard Enterprise company
VP, Worldwide Channels
Grothjan led Aruba’s efforts to help partners transform to delivering XaaS/NaaS solutions, changing all aspects of the company’s partner operating model including the partner go-to-market strategy and all partner enablement and sales capabilities.
Other initiatives overseen by Grothjan include the ongoing evolution of the Partner Ready for Aruba MSP program, allowing MSPs to purchase hardware and software as a subscription, and enhancing Aruba Managed Connectivity as a Service (part of HPE GreenLake) to allow partners without a network operations center to provide NaaS services to customers.
Grothjan and her team have seen a continued shift in the channel landscape with more partners adopting multiple business models—moving away from traditional resale models and providing more managed and “as-a-service” offerings.