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Scale Computing CEO Jeff Ready Slams VMware Licensing Increase

‘I’d imagine that there’s a lot of customers who are scratching their head over what this means for them and perhaps opens the doors for us and our partners when those customers come up for renewal,’ says Scale Computing CEO Jeff Ready in an interview with CRN.

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How do you think this change affects channel partners?

The worst-case scenario, I’m a partner who just sold a customer on a VMware implementation last week. Now all of a sudden, I’m looking at a completely different pricing model or a higher pricing model. Maybe that customer win was meant to be the initial deal of a project [that will have] 10 times as many site deployments. All of a sudden, the costs are radically changed.

Or if I’m a channel partner who deployed something in a customer five years ago, now when that renewal comes up, suddenly there’s new questions. There’s new questions that a customer and a partner need to ask. They’re saying, ‘OK, this is not just a run-of- the-mill, let’s re-up your license and get you a new version.’ This is a, ‘Hey, maybe we need to re-evaluate what makes the most sense for our environment.’

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