Aruba’s specialised sales, marketing and channel model would complement HP’s networking business and broad go-to-market reach. “Our intention is to bring together the best of both HP and Aruba technology to offer the most robust WLAN solutions available,” he added. Neri claimed the simplified, converged solutions would also be “easier for our channel to sell”.
But Strong at Aerohive wasn’t convinced, writing: “Aruba had a relatively strong channel partner line up, but many of them already offer switches as part of their portfolios. Aruba channel partners may not be happy having to compete against the huge HP channel in products and services, as well as meeting the more stringent HP partnership requirements.”
David Keating, security sales manager at Aruba distributor Data Solutions, says that with the lines between LAN and WLAN blurring all the time, traditional LAN infrastructure providers “need a good wireless play (as HP and Cisco now have) to remain relevant to their customers. Resellers that provide this type of infrastructure will need to get one too”.
“Channel partners with more extensive product and service offerings… will typically be sought after by Irish organisations that want the re-assurance of a fully integrated and managed service” – David Kinsella, Datapac
But he has no concerns about the effect of the deal on Aruba’s business or channel. “Our business with Aruba has grown 1,200% in the last four years and there is no sign of it slowing,” he states. “Apart from the traditional business around deploying access points, there are also significant opportunities around network access control with Clear Pass and the availability of the new Bluetooth beacons. We will see further developments over the next 12-24 months, particularly in retail, that most people would associate with Wi-Fi as well.”
David Kinsella, CTO at Datapac believes the current shake up will present partners with opportunities “that span infrastructure, software and services with the potential of making higher margins and more recurring revenue as the demand for mobility and new solutions continues to grow”.
But he warns that WLAN is just one part of the wider network infrastructure portfolio, so partners need to look at all elements in unison: “Channel partners with more extensive product and service offerings in this area, as well as in-depth experience and relevant accreditations, will typically be sought after by Irish organisations that want the re-assurance of a fully integrated and managed service.”
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