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Channel Leaders: Uptime Crucial To Keeping, Winning Customers

‘It all comes down to, customers want to mitigate against downtime. That's the number one cost in IT by far. We don't always talk about it that way,’ says Jeff Ready, CEO and co-founder of Scale Computing.

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How are you supporting the “cloud first” ecosystem?

Ready: What we find more and more is that conversations around “the cloud” or “the edge” or “on-prem” don't really apply. What the customers are looking for at the end of the day are a suite of applications, and they need those applications to run. The underlying technologies, where those applications run, don't really matter.

As the company that originally invented hyper-convergence, I seldom have customers come to us now and even mention the word “hyper-convergence.” They're looking for again, high availability and they want the apps to run.

One of the challenges is that, as you move to the edge, for example, all of the things that you assume in the data center, don't necessarily apply there. The problem that customers are running into is they assume there are certain things at the edge that aren’t necessarily there. There aren’t people there necessarily. The physical size of machines can matter a lot. If you're putting infrastructure in the back of a of a coffee shop, you're not going to put a rack of gear in there. I think the conversation is shifting more and more away from, cloud versus on-prem versus edge or anything like that, to more around ‘How do I make these applications run best?’

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