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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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Why is the channel important to Apstra?

We're 100 percent channel. We need to go through the partners, and there are lots of reasons for that. Everybody is thinking about their next data center revision. Partners bring us a presence at the right time, when people are looking to do this, so we're not in protracted periods of discussion with customers when they really need to be thinking about what's most important to them at the moment. The larger value is that all these areas: deep intent-based analytics, extensible telemetry, intent-based fabric management and multi-vendor management; these things still need to be thought out. Up-leveling engineers is a huge value for the partners to add distinguished from what they were doing in the past. We're just partnering with a few companies. We need to ensure we do a great job in every account.

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