Aruba Exec On Winning Against Cisco With New Core Switch And Giving Partners A $4B 'Hunting' License

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'Anything But Cisco'

Tom Black, who spearheaded Aruba's efforts to create its revolutionary 8400 core switch product line, spoke to CRN about the whopping $4 billion market opportunity that just opened up to channel partners.

Black, vice president and general manager of Aruba's campus switching business unit, said 600 engineers spent more than two years building its first-ever core enterprise switching line aimed at eating Cisco's lunch. With Cisco no longer being the sole vendor with an end-to-end network portfolio, Black said partners now have the firepower to chase after larger deals and build stronger relationships with customers.

In an interview with CRN, Black talks about the years leading up to the 8400 launch, the massive opportunities for partners and the recruitment effort of "ABC" (Anything But Cisco) solution providers.

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