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HPE Aruba Channel Chief Grothjan On New Security Specializations, The Way Forward In An 'Open' Market, And Why 'The Time Is Now' In SD-WAN

HPE Aruba Vice President of Worldwide Channels Donna Grothjan talks with CRN about how she aims to make sure the channel program remains consistent and easy to use even as the company introduces new technologies.

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What do partners need to focus on when it comes to ensuring a good experience for their customer's customer?

A lot of the conversation is around what verticals are you playing in? The capability of bringing something to their customer's customer is all vertically based. It's really important that they start to think about that. They can carve out a practice in every vertical, but what is that solution they're bringing that can lend itself to that particular vertical? Those are the conversations that are happening today.

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