segment do they want to play? Do they want to be thinking about
their own services? How do they want to evolve?
“And then, what is the journey that we are going to go on together
and what do they require from us?
“Be it enablement, be it more best practice sharing with other
partners, whether they want to go to our executive briefing centre in
Santa Clara where they see other models.
“That is one of the things we have been successful on – we are not
just trying to paint all of our partners with the same colour but are
looking at them individually.”
Key priorities for the year ahead
The main priority is for everyone to stay safe and in good health.
“Those of us that are in good health are complaining a little bit
that we are home and that we are bored, but there are a lot of people
out there who are fighting for their lives and I think we need to
appreciate that and understand that,” Hady said.
A second key area, she added, will be to take care of our own
mental health, balancing productivity in a home environment with
maintaining a personal life.
“From a business perspective, I don’t think business is going to be
the same – I don’t think things will just go back to normal,” she said.
is not about closing
deals only, but
about how we
are going to face
“If we can all work from home, do we
really need all the offices? If we can have
distant learning and it’s working for some age
groups, do we really need to send all children
back to school? There is also obviously, and
unfortunately, the fear that this might well
happen again, so everybody needs to be
ready for that. At Aruba, our duty is to stay
close to our partners and to our customers
who are most probably thinking – how can
we avoid this in the future, how can we make
sure we enable business continuity regardless
of where we work?”
Ironically, Hady added, is that last year,
the company’s founder stated that 2020
would be the year of the ‘Edge’.
“The intelligent-Edge vision that we have
in this Edge-to-cloud framework will include a
data centre capability that we will call a micro
data centre that will be deployed at that point
where the data gets created,” she said. “This
is the world we are designing for.” •
INTELLIGENT TECH CHANNELS TECH CHANNELS Issue 29