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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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How critical are partners to these efforts to scale the business?  

Partners are absolutely critical. The way I think about it, there are the channel partners—the VARs—and then there are the telcos or service providers with whom we go to market. In many geographies, the partner route to market is very strong. The third element to that is the systems integrators. As we are getting into larger and larger accounts, we are partnering more with SIs. All three [partner types] are absolutely necessary. If you think about the solutions we have, we‘re going into cloud managed offerings very aggressively, we introduced our CX switching platform that targets the large enterprise much more aggressively, and we have [HPE] GreenLake. We are building solutions that target enterprises and larger accounts, so we absolutely need to partner with these kinds of partners to scale up and provide a value proposition for our customers.

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