When Adobe needed fast and efficient application delivery, it ran its Adobe Experience Cloud solutions on Microsoft Azure. But for Adobe, the on-ramp to cloud transformation was Avi Networks.
A growing share of Fortune 500 companies are selecting Avi Networks to be part of their cloud migration strategy. These leading enterprise IT organizations realize that they need application delivery services that are born in the cloud to produce results in the cloud. In short, lifting and shifting applications from the data center to the cloud requires more than lifting and shifting legacy appliances from the data center to the cloud.
Solution providers need to revamp their sales strategies and methodologies when they sell to the new, next-generation IT department that’s changing its purchasing approach due to the advancement in technologies such as software-defined networking.
One long-time executive who may hold the key is Avi Networks’ new CEO, Amit Pandey. Pandey understands how IT departments are buying in today's market, having previously served as CEO of such hot startups as Zenprise, which was purchased by Citrix; and Terracotta, now part of Software AG, as well as a variety of executive positions during an eight-year stint at NetApp.
Pandey says, "CIOs and other technology leaders in corporate IT organizations are rethinking the way they approach IT solutions and purchases."
Here are his five tips for channel partners in meeting the purchasing needs of the “new” IT department: