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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’s your message to your channel partners?

If the market analysts are to be believed, edge computing is poised for 50, 60, 70 percent annual growth. And we’re at the epicenter of that particular trend in addition to our ongoing mid-market hyper-converged [success] trend. We see big moves and positive moves on the video surveillance side. We see big things happening in retail. Think digital transformation. You have partners going out doing digital transformation projects, which means you have to think differently. That is what’s really driving a lot of folks over to Scale. … We’re going to work closely with our partners. I want to be a value-added partner to our channel. We are growing. The channel is functioning very well. Most exciting for our channel partners is that when customers buy Scale, they tend to come back and by more Scale on a regular, recurring basis because they have more deployments or they are expanding their environments. I’m really excited for the rest of this year.

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