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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 led you to introduce the new security specialization to the program?

Our framework is very consistent. We're looking for early adopters in the partner base. We create a competency, we look for early adopters, and we reward them for those investments. As we look at new technology like NetInsight, we'll look to create more upcoming capability for them to learn. Because we already had the ClearPass competency, we added the UEBA competency, which is really from a security solution perspective where we start to look at our partner base and say, 'OK, who has security practices?' So that's why we announced a security specialization.

How do partners fit into the security specialization?

Those that have a practice now, they become part of our broader go-to-market model now with our security overlay and technical teams. That's been our framework, and every time there's a new technology we'll stay consistent because we need that predictability for partners.

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