CRN Interview: HPE Aruba Channel Chief Harold On New Competencies, The Importance Of Openness And The Ascent Of The Customer Experience
How can you capitalize on the success you've had with ClearPass in the channel, and what services are partners attaching?
The feedback we get is that it drives a ton of services. It's as high as a dollar in services for every $3 or $4 in ClearPass. You're looking at the design of the network, all the access control. What we hear from partners is that they'll go in and a lot of customers really don't know everything that's on the network to begin with. There's heavy discovery. There's heavy design. They really have to get close to the customer and the existing infrastructure and then build it out. It's heavy lifting from a services standpoint because a lot of customers just don't have the staff. They're augmenting with our partners.