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Keerti Melkote: Aruba Instant On Is A $3 Billion Market Opportunity For Partners

Keerti Melkote, co-founder and president of Aruba, a Hewlett Packard Enterprise company, says the company’s new Instant On Wi-Fi product for small businesses opens up as much as a $3 billion market opportunity for partners.

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What is the partner recruitment strategy for the Instant On?

One of the key goals is to go after the next tier of partners that we do not currently have. This is a partner expansion strategy for partners that focus on the small business.

We are in the thousands of partners in North America. We expect that number to easily double if not triple in terms of the sheer numbers of partners.

What kind of impact will this have on small busineses?

Wi-Fi as an amenity or as-a-service in your venue to your customers is becoming as important as providing water in a rest room. Once you provide that it needs to be enterprise grade.

We have talked about customer experience in the context of large enterprises. The same thing translates to small businesses. When you are waiting at a doctor’s clinic or going to a restaurant and you need to connect to the network the expectation is the same. So the question is how do you deliver that enterprise grade quality and experience even when you are a small business. That’s the big headline here: customer experience matters.

In fact, if you don’t have good Wi-Fi, your Yelp or Google reviews go down.

Our hope is that we move that customer experience needle in small businesses.

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