How is Aruba pushing its network as-a-service offering through the channel?
Grothjan (pictured above): [We launched our] network as-a-service offering in early 2020 and we’ve had to do a lot of education into the market about network as-a-service because not many customers where thinking about consuming network as-a-service — the ability to have a cloud-like experience where they have the control, compliance and security, right in an as-a-service model; the benefits of really helping to reduce upfront spend for them so that they can be invested in their businesses and free up their IT teams for more strategic initiatives. I think [there’s] a couple things like speed and the introduction of new workloads at the edge, as well as really the vendor risk-sharing model, those are all really new areas that are helping to educate on the value of network as-a-service. So, when we came up with our offering, the edge services platform enables various solutions to be brought to market and we brought managed connectivity as-a-service as an offering to market.
One of the things that we did this year to put more focus on it is increase the incentives that are available for the managed connectivity as-a-service offering. The role of the partner remains the same — they have the ability to go in and do the assessments, deployment, and integration services. But by partnering with Aruba, we have validated designs [partners] can leverage. And if the customer is looking for someone to manage their network, and if the partner does not have that capability, or they don’t have the resources, or they want to test a new market, [partners] can leverage Aruba for that. The value that it brings together is now the customer can buy their hardware, their software, the managed services, all in a subscription form. And then they get all of those benefits of buying as-a-service. We wanted to make sure that we added those additional incentives around that.