Aruba Kicks Off New SMB Unit with Low-Cost Wireless Access Points
… 802.11ac Wave 2, while many SMB solutions only support the first version of that protocol. The latter offers higher throughput, according to the Wi-Fi Alliance.
IDC’s Mehra agreed that most SMBs don’t need Wi-Fi 6, nor could Aruba or other vendors produce systems at the price point that small businesses can justify.
“You want to be price-competitive so you can penetrate the market and establish yourself within the first 12-18 months as a viable business unit,” he said.
Hollinger said Aruba is working now with its distribution partners to determine the types of incentives and marketing to attach to the new portfolio. Its key distributors are Arrow, D&H, Ingram Micro, ScanSource, Synnnex and Tech Data.
“We certainly have a recognition and a deep appreciation for the fact that things like offers and promotions in this space are going to be critical in order for us really penetrate this market and drive the growth,” she said. “We’re working with our distribution partners right now to come up with those plans. I don’t know if we’ll end up with one worldwide plan or whether those will be unique for each distribution partner, but we’re actively working on those plans right now.”