ENTERPRISE TECHNOLOGY
“We’ve been working with local school
governors to keep kids up-to-date with the
latest technology up to higher education
institutions,” he explained.
“Cecil Rhodes, who is from a university
in South Africa, is a very happy Ruckus
customer. We like to bring in premium for
our managed service providers as they
deliver their user cases into certain areas of
The reason why we did that was because we established world class
partnerships from the start, so it is a wonderful experience. We built
a model where we could acquire new customers and would have a
very successful post-sales success customer organisation. That type
of model is going to be key as they deliver managed services’ or they
resell the Ruckus cloud solution.
“The reason why customers choose the cloud is that they will have
less IT overheads and more flexibility in where and for how long they
want to consume a product. It’s really important to have an end-to-
end model where a customer feels a seamless engagement from
buying right to services. The post-sales services become paramount
in keeping customer satisfaction high and driving them to renew the
solution when the time comes.”
Chris Mendoza, Senior Director of EMEA Marketing, Ruckus
Networks, said that, apart from hospitality, education is also very
important for the company.
INTELLIGENT TECH CHANNELS
Issue 23
Law says that he
was first attracted
to Ruckus because
of its partner
loyalty and
passion; it was
unlike anything
he’d seen before
Smart Cities which is basically an outdoor
extension of Wi-Fi.
“We’ve seen that in South Africa with
our supply to Vodacom and the City of Cape
Town. We also have some very interesting
use cases in retail and are also addressing
manufacturing. In South Africa, we’re
seeing a lot of interesting stuff going on
with service providers in that they’re
supplying subscription services to their
clients. It is very much a growing market in
many verticals.”
Mendonza believes there is a now a
trend in hospitality where they’re moving
from general collectively to operationalising
the network.
“I think that’s very important because,
if you look at just the messaging that you
proceed in hospitality publications,” he said.
“Hospitality has realised that they
really need to operationalise the business
experience with Wi-Fi. To our knowledge,
we’re the only networking vendor that
offers Wi-Fi and switching, but also the
additional layers of IoT that allows our
customers to aggregate networks to provide
a faster speed. You need ultra-reliability and
interconnectivity to deliver on very hardened
use cases.”
Mendonza added that partners
need to speak to customers in a very
different way and better understand
customer expectation.
“Customers are looking at how to use
a network infrastructure and work with IT
operations and really try innovation, while
at the same time addressing cost, security
and a speed to market so they can remain
competitive,” he said.
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