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CRN Interview: Apstra Global Sales Chief Butler On The Future Of The Multi-Vendor Data Center And The Partner Opportunity In Intent-Based Networking

Dave Butler, Apstra's global head of sales and business development, said 100-percent channel Apstra offers customers a streamlined solution for notoriously complex data center environments.

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What's the revenue potential for partners with the Apstra solution and how does it compare to what they had been making?

Their markup should be very material compared to what they're used to with standard networking products. They're competing with commoditized products between vendors at incredibly low margins. We would be an order of magnitude higher in terms of margin, plus lots of professional services. The channel can add huge value in terms of adding intent-based reasoning probes that check things that the vendor community would never have thought of. They can build libraries of tools that are completely unique in the marketplace. Customers are developing them faster with their partners than we can ship them.

 
 
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