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Soni Jiandani: Why Pensando’s Edge Platform Leapfrogs AWS’ Nitro System

Pensando Co-founder and Chief Business Officer Soni Jiandani says the company’s breakthrough edge platform, which is now available on some Hewlett Packard Enterprise servers and HPE GreenLake, leapfrogs AWS’ Nitro system architecture.

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What is the margin, recurring revenue and services opportunity for partners selling the new HPE servers?

The economic model is pretty valuable to the companies in the systems business. The bulk of these technologies and the way they are making their way into the organization is just using commodity pricing. Now you have the opportunity to really drive cloud economics. You have the opportunity to have power cooling savings as if you are a cloud provider. As an enterprise you get to take advantage of a very attractive total cost of ownership model, which allows you to retire your older infrastructure in a much smoother manner while elevating your security posture within your data center cloud offering.

I think the opportunity for channel partners as well as the go-to-market partners like HPE is immense, whether they are offering it as part of their infrastructure selling motion or as part of GreenLake, HPE’s as-a-service consumption model. It gives them the ability to offer a variety of elements, including security at the edge and various services, while saving the customer tons of money from a total cost of ownership perspective. It’s a win-win-win model all across the board from a margin as well as from a services pricing model.

What is Pensando’s commitment to partners in terms of driving margin for both the OEM and the channel?

We will continue to work with strategic partners like HPE and partners from a channel perspective as this blueprint becomes more applicable across other segments beyond just the ones where security and compliance are very important aspects.

We remain very committed to these channel engagements because at the end of the day these partners and the best practices they build will allow us to replicate this model across hundreds if not thousands of customers. This clearly is an area where you will start to see us investing our dollars and our energy in building that up. It is very, very important to us to develop those partnerships and to amplify this architecture across thousands of customers.

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