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Scale Computing CEO On Sales ‘Tailwinds’ From Dell-VMware Closer Ties

‘Those lines are far blurrier than they use to be in terms of the difference between Dell and VMware. We’re seeing partners say, ‘Look I want to offer my customers something else and I need to offer them something that’s not in that one size fits all Dell category,’” says Scale Computing CEO Jeff Ready in an interview with CRN.

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What one big driver for Scale’s revenue growth?

The things that are providing some tailwinds for us is the overall shifting vendor landscape in the market. Starting with Dell going private, then buying EMC – therefore getting VMware-- now Dell has all of that. Dell and VMware are now one in the same. That sort of starts raising questions with both end customers as well as with the channel in that they’re thinking, ‘How aligned with that Dell sort of behemoth am I? And what alternatives exists for customers besides that?’ Previously you thought, ‘Well there’s the hardware folks. You can buy Dell, Lenovo, you can buy HPE. There’s software, we can use VMware, maybe we use Microsoft Hyper-V, but most are going to use VMware.’ Well now those lines are far blurrier than they use to be in terms of the difference between Dell and VMware. We’re seeing partners say, ‘Look I want to offer my customers something else and I need to offer them something that’s not in that one-size-fits-all Dell category.’ Thus the Scale platform with its full feature-set is a logical alternative to present. We have some particular verticals that we do very well in. People are now looking for an alternative -- that helps us.

 
 
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