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Cloud Networking Startup WiteSand Set To Shake Enterprise Networking Out Of ‘The Old Days’

Entrepreneur Praveen Jain, who has founded and worked for three different tech startups, is back with his new company, WiteSand. The startup is consolidating siloed, premise-based networking tools into a unified cloud service for enterprises and channel partners.

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Home important is the upgrade path opportunities that the WiteSand solution can offer to channel partners?  

Stanton: [Customers] are trying desperately to keep their infrastructure on pace with technology advancements. Unfortunately, as a customer, you’re typically depreciating those assets over a three-year, four-year, or five-year cycle. So, it’s really difficult for you to then move a new platform into your environment because you can’t do those upgrades. It’s a forklift, and customers are faced with those forklift conversations every three or four years and it’s a nightmare for them. Now think about the channel, which has an opportunity to bring in a WiteSand solution and say to that customer: “I’m going to give you a three-year plan to get to a cloud state.” This is really, really important because think about how many companies that are out there today that have legacy infrastructure. They’ve got older switches, they have older access points, and they still work. Those customers don’t have a problem. But they don’t have that beautiful end user experience about what the authentication is like, what that user connection speeds are like, or anything that’s going on — they don’t have the cloud analytics. So, that customer with that Brownfield environment — a reseller partner can now go into that network, bring the WiteSand in and give that customer an immediate cloud experience. Now, because of that I can work with you, customer, over a three-year plan or whatever is appropriate for you, and we can systematically start working through that upgrade cycle. I’m not going to punch in the nose and say you need a $5 million dollar forklift right now. This is a beautiful platform that allows that migration to happen seamlessly for customers.

Jain: It’s not just the modularity of what functionality you want, but also how many locations you want to turn on. And the good news is, once [customers] are satisfied with that, as the renewal comes closer, they can just completely light up all the worldwide locations with us. They can incrementally grow. We have thought quite a bit about being able to serve the Brownfields without asking for a lift or shift or replacing things.


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