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Vishal Lall’s ‘Next-Level’ Plan To Build Aruba Into A $5 Billion Business

Vishal Lall, COO of Aruba, a Hewlett Packard Enterprise company, has his sights set on scaling the go-to-market capabilities of the mobile-cloud-first wireless network pioneer with an eye on growing the business to $5 billion.

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What are the top priorities?

The very first thing is scaling up the go-to-market for Aruba for the current business. We have pretty good products, but our share is low relative to Cisco, which is the No. 1 player. A lot of it is about the go-to-market model.

As I come on board, that is my priority No. 1: to scale the business, leveraging go-to-market as we look at our go-to-market model overall. That is the first priority for me: to take share and build out the business.

At the end of the day as we scale the business, partners are absolutely an integral element of it. We cannot scale this business without partners. Period. So partners are a very key element of scaling the business, whether it is distributors, value-added resellers or service providers as a route to market. That is a very important element.

No. 2, there are these areas of growth that are adjacent to the core business—one is security. You saw the [ClearPass] Device Insight announcement we did at [Aruba] Atmosphere. We have ClearPass as one of our big products in the security space. As we look at that business, we will build it out over time. That is the second charter Keerti has given me—to help build that business out and run that business. That is the other element I have started to work on.

 
 
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