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70 Percent Of Scale Computing Clients Come From VMware: CEO Jeff Ready

Mark Haranas

“When you look at the data from that VMware survey, you see customers validating what we’ve been telling them for ten years, which is, ‘Hey, when you make the move to Scale, it’s going to change your life,’” said Scale Computing CEO Jeff Ready.

Say I’m a VMware channel partner who’s never partnered with Scale before, why is 2021 the time to do it?

Channel partners’ number one job is to show your customers the future roadmap. If I’m a channel partner, the way that I ensure success with that customer is I do something that basically keeps their operation running smooth for the next 20 years. We are at a moment where that is changing. So, if you’re the one selling the legacy tools into the new environment, you risk losing that customer to somebody who’s taking them into the future.

So it’s not like you have to pick Scale and drop VMware, right? That not the case. Those customers that are running in the data center and they want to keep running VMware, more power to them. But as they’re looking to deploy more at the edge or if they’re a classic mid-market type customer who doesn’t have the needs of a centralized enterprise in the data center -- then something like Scale is an interesting option for them.

We are getting feedback from the channel that says, ‘Yes. When we’re looking at edge and we’re looking at hyperconvergence, you’re our pick.’ Partners can reassure the customer, ‘You, Mr. Customer, don’t know Scale, but I know Scale.’ And that’s why our channel partnerships and relationships are working.

What if I’m a VMware customer who’s never looked at Scale before?

A customer could say the same thing. ‘I’m a VMware shop. Why would I look at something else?’ When you look at the data from that VMware survey, you see customers validating what we’ve been telling them for 10 years, which is, ‘Hey, when you make the move to Scale, it’s going to change your life. Really, that is what it does. It’s not just going to save you some money, it completely changes the way that the infrastructure behaves and how you manage it.’

I ask [VMware customers], ‘How much money have you lost?’ Or, ‘How much extra energy have you expended because you didn’t make the switch five years ago?’ It starts to pile up. You see customers saying things like, Scale saves them 70 percent, 80 percent, or their recovery time from failures goes down by 95 percent. You’re one failure away from the whole thing paying for itself.

 
Mark Haranas

Mark Haranas is an assistant news editor and longtime journalist now covering cloud, multicloud, software, SaaS and channel partners at CRN. He speaks with world-renown CEOs and IT experts as well as covering breaking news and live events while also managing several CRN reporters. He can be reached at mharanas@thechannelcompany.com.

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