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‘7 Minutes’ with Array Networks VP of Sales for North America, Paul Andersen

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… the branch (also uCPE/vCPE) and the cloud edge, to bring the power of NFV to any environment. So expect to see this in 2018. Management of virtual appliances, orchestration and service chaining of virtual network functions will increase in importance, and significant effort will be directed in leading the charge in this area.

Related to the platform, you will see a further broadening of the Certified Platform-Ready ecosystem of third-party vendors that have undergone formal interoperability testing to ensure seamless deployment on Array.

CP: How do you expect your channel strategy to evolve over that time frame?

PA: Many traditional value-added resellers are exploring alternative and supplemental business models, such as MSP, SaaS and IaaS. With the emergence of the cloud, there are some declines in the number of businesses that are willing and able to invest heavily in network infrastructure. Partners have to change with the times and provide customers with networking, security and application-delivery services in the new ways that customers are demanding.

I see Array’s Network Functions Platform as a solution that partners can both sell to their customers, but also use internally if they are evolving to offer networking services. Array is the ideal solution for hosting networking services: It provides agile on-demand provisioning of services; it allows quick repurposing of resources to support new or changing customer requirements; it enables remote management; it cuts down on space, power and cooling costs; it supports SLAs in multi-tenant environments; and the list goes on.

So we expect to see an evolution in our partner ecosystem, where some are traditional VARs, some are MSPs and some are a hybrid of the two.

CP: What didn’t we ask that partners should know?

PA: If what you have heard sounds good to you, please contact us at partners@arraynetworks.com.

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