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Aruba COO Vishal Lall On As A Service And Growing Aruba Into A $5 Billion Business Amid A Global Pandemic

Aruba‘s COO speaks with CRN about the company’s focus on flexible consumption models, Silver Peak integration plans, and scaling the business to hit the next milestone—$5 billion.

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What changes are you making to scale the Aruba business?  

We took a little bit of a step back this year as an industry because of COVID. And for us, a lot of the focus for the last six months was around how do we bounce back from COVID and make sure our employees are safe and our customers are getting what they need. In the early part of the shutdown, many employees were trying to work from home, we were focusing a lot on our health-care clients, and we kind of pivoted to go where customers wanted us to go.

We are trying to scale across every area, whether it‘s the way we go to market, to the way we address the channel, to the way we address service providers and alliance partners. One way to scale is to add head count for every few million dollars of revenue, but that’s not how we scale. We need to scale through our partners, so that’s one [way]. The second being, just from an operations perspective, we are a company that has a lot of tribal knowledge, so what we are doing is putting [many] more processes in place that are scalable, where people can work across geographies and segments. We are building centers for excellence, for example, from an execution perspective. Our supply chain has been very resilient. We are adding more resiliency and flexibility in terms of where we produce, how we stock and distribute. So, across every aspect of business, we are adding scalability. If you look at wired and wireless, we are a leader, and now, we just added SD-WAN to that, so from a product perspective, I think we are in very good shape. What we are doing to scale our go to market and scaling operations will help us expand from $3 [billion to] $5 billion, which is the next milestone for our management team. That’s what I’ve been focused on for the past year now.

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