Aruba Channel Leaders Look to Scale Partner Ecosystem
… managed services and SaaS sales. They struggle with cash flow and other challenges, which is why Aruba has stepped up with enhancements to its MSP program.
Another channel trend Harold has noticed is the growth in IoT practices. This includes companies as large as Insight Enterprises and as small as startups. These companies are particularly drawn to the company’s new ClearPass Device Insight technology, which helps customers better understand what is attached to their corporate network and how they can monitor and/or limit the behavior of IoT devices.
“Our partners are finding that business people are not always checking with their IT departments when they put an IoT thermostat on their network or some new inventory management tool,” says Harold. “Partners are ideally positioned to help CIOs better understand their risk, not just sell equipment.”
In addition to new opportunities and market trends, Grothjan and Harold addressed some of the growing pains the company has endured of late. One big one is renewals, acknowledged on stage by the company’s president and its senior vice president of worldwide sales.
Ask anyone in the Aruba channel about the problem and you’ll likely get an eye roll; yes, Aruba has largely fixed the problem, which stemmed from a data migration that occurred after HPE and Aruba merged, but some issues linger.
The data migration didnt go as well as it could have, which resulted in a “deficit of data.” When it came to renewal customers, the customer database lacked critical information, which created a mountain of headaches for partners, customers and Aruba alike.
To its credit, Aruba took great pains to fix the effort. It’s still “playing catch-up,” concedes Grothjan, but the problem has been significantly reduced.
That’s not just according to Aruba, but partners, too. Take Shannon Champion, a veteran network architect at Pier Group in Jasper, Indiana. Pier Group is an education specialist that has built some of the most sophisticated networks used at higher-ed research universities today. An Aruba channel Ambassador, Champion worked with Aruba long before its acquisition by HPE.
While he has some choice words about the data migration, Champion is solidly behind Aruba for the long haul.
“This is a vendor partner that does what it says. And it truly goes above and beyond,” Champion says.