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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 pricing on the distributed services platform on those HPE systems?

Typically the way you should think about this, whether it is the ProLiant, Apollo or Edgeline, the customer will end up paying approximately 10 percent or less than 10 percent of what their compute platform is costing them for the services that they want to turn on.

If you want baseline functionality, it would be under 10 percent of what you would be paying for the cost of the old solution in your servers. If you wanted more advanced functionality, including functions like encryption, you would then pick up what is called the Platinum package, which would be in the range of approximately 10 percent of the whole solution. That is the cost to the end user.

When the customer makes the decision on whether they are opting for the base platform or the Platinum package, then the way the revenue flows back into Pensando is tied to the software license that the customer has paid. There is a revenue-sharing model between us and HPE. For the base platform we will get paid from the time that we get the order and ship it back to HPE. For the base platform we get paid for right away. Then depending on the choice of what the customer wants—the base package or the Platinum package—there is a revenue-sharing model associated with that between us and HPE. And of course in HPE’s case, it would be applicable to HPE and its partners.

What does the base package cost on these systems?

It depends on the price of the base server platform. As you know these three platforms—the Edgeline, Apollo and ProLiant—have a pretty wide range in terms of price.

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