Aruba Invests Further To Benefit Partners

Q. What is your channel philosophy?

A. I firmly believe in the value that a strong partner go-to-market model can bring to accelerate a company’s business growth and market coverage. Building close partnerships based on trust, solid business principles and mutually beneficial goals drives success. Aruba’s business is 95 percent through the channel and we attribute that to having tremendous alignment between our field sales team and partners.

Q. In what areas would you like to see your channel partners invest in 2023?

A. 2023 offers several big opportunities for partners. Since acquiring Silver Peak in 2020, we have seen a tremendous amount of success with our Aruba EdgeConnect SD-WAN platform. A secure SD-WAN is the foundational component for architecting a secure access service edge (SASE), powering branch, WAN and security.

Traditional data centers were built with siloed infrastructure layers, purpose-built hardware and fragmented management—resulting in complex deployment models and operations. With our unique data center AMD/Pensando-based solution, customers benefit from automated IT operations, accelerated service delivery and a cloud-like operational experience. Additionally, with the HPE GreenLake edge-tocloud offering, nearly all our solutions are available under the platform—giving our partners a strong position to deliver a comprehensive as-a-service offering.

Q. Where should channel partners invest in 2023?

A. Partners should invest in three key areas. First, they should explore expanding their business to include as-a-service offerings. This is an area where we can help guide them as they make the transition. Second, partners should invest in selling business outcomes, rather than simply selling technology at a competitive price. Today, partners must understand customers’ key business and technical challenges and enable them to achieve their goals by giving them expert guidance, innovative technologies and flexible consumption models. And finally, partners should expand their AI expertise and offerings in 2023. As more organizations adopt AI tools to boost efficiency, they’re also experiencing IT breakthroughs.

Q. How will your 2022 key investments payoff in 2023?

A. In 2022 we made substantial investments in our managed services partners that we expect to lead to more partners adopting our networking-as-a-service (NaaS) portfolio. We also put together a comprehensive training program from the sales and technical support perspectives on leveraging Aruba ESP that will drive business, including as-a-service offerings. In addition, our new HPE Partner Ready Vantage program and unique Partner Ambassador program will both deliver valuable benefits for our partners.

https://www.arubanetworks.com/partners/channel-partners/

”We give our partners a unique edge over our competition within the data center market. Traditional data centers were built with siloed infrastructure layers, purpose-built hardware and fragmented management. With our data center solution, customers can benefit from automated IT operations, accelerated service delivery and a cloud-like operational experience.

TierPoint

Kenny Ash

VP, Channel Sales

Ash rolled out new and innovative product offerings that will support and accelerate the business results of channel partners. He has expanded training for partners and internal sales teams to help them jointly identify opportunities.

TruNorth Dynamics

Curtis Cullison

VP, Channel

Cullison led the way as TruNorth Dynamics made a decision to be 100 percent channel-focused on MSPs. The company is making it easier for them to offer Microsoft Dynamics to their customers, and to date it has over 170 partners.

Vault America

Zak Karsan CEO

Karsan has been laserfocused on positioning Vault America’s cyber and data security offerings around compliance to help partners penetrate new markets. The result has been new partner customer acquisition and revenue.

Veeam Software

Kevin Rooney

VP, Americas Channel Sales

Rooney remains focused on the customer life-cycle experience and guiding partners from implementation to execution and beyond, ensuring Veeam’s technology services solve businesses’ problems.

TPx