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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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Are you seeing high demand for flexible consumption models? 

[Managed services] are a key element. Customers are looking for solutions, and secondly, they are looking for solutions they can consume however they want. … All our products are bundled together as a solution, and they also have services in [the bundle] sometimes, the services are ours, sometimes, it‘s our partner’s. A lot of companies are preserving cash and looking for more and more flexible billing or consumption models, so we are starting to see a lot more demand for that. We are in the best position there, especially with our experience and expertise with GreenLake, which we can extend into connectivity as a service, which is something we are doing right now.

It‘s early now, but the potential is immense. We are definitely seeing the benefit of things like GreenLake and growth on that side of the business, so we are excited about the as-a-service opportunity, which I think is huge. It’s a big part of our strategic priorities next year to drive that growth.

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