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VMware’s Tom Gillis On NSX vs. Cisco ACI, And AWS Outposts Future

‘Cisco products are really good at hardware switching, at fabric management, but where VMware is really good is at software-defined networking,’ says Tom Gillis, senior vice president and general manager for VMware’s Networking and Security business.

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Talk about the importance of VMware’s NSX strategy inside Amazon Outposts in terms of channel partners?

We announced in December a deep partnership with Amazon to deliver Outposts, which is Amazon’s hardware stack that runs in a customer’s data center. It will run either a vSphere software environment or the native [AWS] EC2 environment. For a channel partner that’s been used to selling hardware and integrated it into a data center, that looks like somewhat of a competitive threat. All of a sudden that need is diminished, but we built NSX into these Amazon Outposts offerings. We see an opportunity for the channel partner to help use NSX to tie these advanced hybrid cloud offerings into an enterprise network. That’s going to be a good business. As the market moves to these engineered systems, where you have a complete hardware-software combination, there’s still an opportunity and need to integrate into the larger environment. I think a bunch of channel partners are going to make a bunch of money doing that.

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