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SimpliVity CEO Kempel On Huawei Deal, Courting HPE And How Solution Providers Can Manage The Transition To Hyper-Convergence

Doron Kempel says selling hyper-convergence can be challenging for solution providers, but success will come from taking business from competitors that are unprepared or hesitant to embrace the technology.

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Leading The Charge

SimpliVity CEO Doron Kempel is continuing the charge to make his company's hyper-convergence software work with any hardware vendor's server, inking a deal with Huawei and continuing to court Hewlett Packard Enterprise.

At the same time, Kempel finds himself doing battle with hyper-convergence offerings from legacy hardware vendors and trying to put space between itself and other hyper-convergence startups like Nutanix.

SimpliVity Tuesday said it had struck a deal to offer its all-flash OmniStack hyper-convergence technology on Huawei's FusionServer line in a play for market share in Huawei's primary markets, including growing economies in China, India and South America. The move is in response to demand from customers, as well as partners, Kempel said. "Truth be told, we've also been requested by very large systems integrators and value-added resellers to get this done," Kempel said. "We just see great upside from that."

Still, Kempel said the transition to selling hyper-convergence can be challenging for solution providers who need to take business from competing solution providers in order to gain traction in the market.

"You've been selling a lot of products that you've been making money on and now the customers understand that there's a better way of doing that," Kempel said. "If you're a large VAR, you might be doing half-a-billion or a billion dollars in business a year and now the customers pay less."

What follows is an edited excerpt of Kempel's conversation with CRN.

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