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VMware GM: Opportunity ‘At The Edge Is Exactly Like The Cloud’

‘We look at the edge as a massive growth opportunity for VMware and our partners as customers start to build and consume more and more applications and data that will all be delivered from the edge,’ says VMware’s Shekar Ayyar.

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How big of an opportunity is waiting at the edge for VMware and the channel?

The opportunity is going to increase immensely. If you think about what VMware is doing today compared to the VMware five years ago, we are now talking to telcos about what they should deploy in their core and access data centers. We see 5G coming in and transforming the landscape of what these Communication Service Providers can do. So we look at VMware channel partners and say, ‘Look, you have an opportunity to go and open up a completely new set of customers that historically VMware has not dealt with.’ You could be a VAR, you could be a services provider, a system integrator, or you could be all of the above, but that is a new area opportunity for our partners.

Then you look at things like SD-WAN and SASE [secure access service edge], this offers an opportunity to go to the enterprise or commercial customer and bring them these types of solutions from VMware. Then for some subset of channel partners, they could also be managed service providers that provide a solution based on VMware and then monetize that through a service that they create and deliver. If you put all these pieces together, you now have this infrastructure that allows for greater monetizability of all of these components.


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