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VeloCloud Founder On How HPE-Silver Peak Acquisition ‘Misses Where The Puck Is Headed’

“It’s all about how services are delivered as subscriptions and how they are delivered from the cloud as services, and neither [HPE or Silver Peak] has strong base with the cloud. I think that‘s where it misses the mark,” said senior VP of VMware’s VeloCloud business unit Sanjay Uppal.

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How big is the SD-WAN opportunity for channel partners?

Partners, for us, are an integral part of the play. The market is worth several billion dollars and is still continuing to grow very rapidly. Partners have several options here. Because of SD-WAN, the conversation previously used to be just the networking people, and what happened at the customer experience or application level; those groups didn‘t talk to one another. But with SD-WAN coming in, the networking folks have a seat at the table when it comes to the business strategy of the company. Most companies are going through a digital transformation phase that has been accelerated because of COVID. Digital transformation, in this day and age, doesn’t work if the network doesn’t get transformed, and that is a fundamental thing we can do through SD-WAN. The application and the network can now really talk to one another closely, and that is where partners can really make a difference. It’s no longer partners in there only looking at where the cost savings are. They are actually in there helping [the customer] grow that business. Partners have taken this opportunity and have added some consulting services to this opportunity. They’ve really become trusted advisors, which is what they’ve been wanting to do, especially as resellers add more services and become more like MSPs and that blend continues. I think this is one of the prime opportunities they have.


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