ENTERPRISE TECHNOLOGY
Being a channel-
focused business is key
Keeping up with customer demand for Wi-Fi connectivity can be
exhausting, but Ruckus Networks is built on ensuring that customers
have a seamless experience. And as two of its experts tell us, being a
channel-focused business is key.
Eric Law, VP EM
R
uckus Networks, an ARRIS company,
offers Wi-Fi switching, cloud
and software products to mobile
carriers, broadband service providers and
corporate enterprises.
“We will have a managed service
programme and we will help partners
develop both the technical and financial
architectures,” said Eric Law, VP EMEA Sales.
“We’re very strong in hospitality, where
80% of the top brands use Ruckus and we’re
have more opportunity to move into more
verticals with our partners.
“I had many EMEA Channel Enterprise
lead positions but I also spent many years
at a software service start-up where I
learned about that model, and by combining
those two experiences, I will be running the
whole of the EMEA business at Ruckus, such
as sales and marketing and the technical
INTELLIGENT TECH CHANNELS
Issue 23
We will continue to be a
100% channel business,
but we’re going to help
our partners evolve.
channel. I have a channel background and we
will continue to be a 100% channel business,
but we’re going to help our partners evolve
what they need and we’re going to offer
them both a channel partner programme
and an engagement model that will allow
them to offer managed services to be able to
better engage with business decision makers
to be able to offer a broader portfolio of
products to their customer.
k
uc
s, R
ale
S
EA
us
“Ruckus has built its model in keeping
up with customer demand and that is why
we have a cloud offering for customers that
want to have a leaner IT organisation. We
know that, in order to make that a success,
we need to give our customers a seamless
experience from when they first engage with
a sales representative from a partner all the
way to a seamless service experience.
“We’re not just evolving our products to
keep up with the technology, but also the
model of consumption as well.
“For example, Ruckus has a fantastic
presence in large public venues, primarily
because of the strength and durability of our
outdoor technology.
“Ruckus has a very strong presence in the
Middle East, and we’ll be working with our
partners in order to seek any opportunity in
a large public venue like a football stadium.”
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