Aviatrix Systems develops networking and security software that lets enterprises construct multiple and hybrid clouds across different types of vendors, from Amazon Web Services and Microsoft Azure to Palo Alto and Splunk. Sherry Wei, formerly of Huawei, Cisco and the early Nortel days, founded the company in 2014. As Aviatrix explains it, Wei wanted to extend the enterprise data center to AWS without touching the underlying network infrastructure.
One of Aviatrix’s key talking points is its approach to achieving all this. The answer lies in simplicity and support, which CEO Steve Mullaney, a 30-year veteran in network infrastructure and security, discusses in this Q&A. Aviatrix extends native cloud services through orchestration, eliminating the problems DIYers and other cloud builders encounter.
Aviatrix continues to build its channel program and wants to add more managed service providers, integrators and consultants to its partner ranks; in fact, Aviatrix is looking for what Mullaney calls “true partners,” not just resellers. He explains more about that, as well as what the company offers in terms of training, certification, deal protection and more.
Finally, despite its relative youth, Aviatrix already boasts big-name clients. Hyatt, Informatica, Netflix and NASA stand out as prime examples.
This Q&A has been edited for length and clarity.
Channel Partners: Tell us what customers love about your product or service. What’s the secret selling sauce?
Steve Mullaney: The corporate data center is essentially dead. Enterprises have made the decision that they are “all in” on the cloud, which means it’s no longer just “fun and games” for them. It’s serious business. Cloud is where they are putting their strategic investments going forward, while the legacy data center is now an expense. And, with the cloud being the new enterprise compute model, it requires the right network and security architecture to be successful.
|“7 Minutes” is a feature where we ask channel executives from startups – or companies that may be new to the Channel Partners audience – a series of quick questions about their businesses and channel programs.**|
“Go build” might be a wonderful concept for developers creating new cloud-native apps and workloads, but when it comes to cloud networking – and securing data in motion within the cloud and to the cloud – enterprises want the networking and security framework laid out and simplified. Think about mainstream companies. These enterprises are asking for someone to define the architecture for them in the same way Cisco did for them in the client server era.
I’ve been involved with Aviatrix for over a year and as CEO now for five months, and every day I see more and more evidence of the fact that our ability to provide an architecture – a validated design that covers all their use cases – is one of the main things that organizations love about us.
CP: Describe your channel program — metal levels, heavy on certifications, open or selective, unique features? Do you work with masters and/or distributors?
SM: The Aviatrix Partner Program is designed for …