Aruba Networks has announced that it is expanding its EMEA Aruba PartnerEdge Programme to better address the needs of small to mid-sized enterprises (SME) and the channel partners that serve them with recently introduced 802.11ac products designed for the SME, a wide variety of new programmes, promotions and SME enablement support, as well as a focused SME competence centre in Cork, Ireland.
The competency centre will focus on supporting partners to sell the Aruba Networks cloud-based central solution and Instant Access points, which are easy to install and maintain and are an excellent fit for SMEs.
The recently announced 200 Series, a set of introductory level dual radio APs that are ideal for medium-density SME WiFi environments, and the 210 Series AP for high-performance requirements in medium-density SME deployments, have further expanded the options for SMEs looking to cost-effectively upgrade to 802.11ac.
“The traction we’ve experienced with Aruba Instant, as well as the significant number of partners recruited over the last few months, indicate that Aruba solutions are quickly becoming the wireless infrastructure of choice for SMEs,” says Karl Soderlund, vice-president, worldwide channels for Aruba Networks.
According to Mark Esslemont, channel manager for sub-Saharan Africa at Aruba Networks: “Hundreds of partners are enjoying excellent growth with the Aruba SME portfolio and the demand for covering the market is increasing. With the centralised SME competence centre, Aruba provides a single, consistent and easy-to-reach support centre for our existing and potential partners. The competency centre caters for local language support via phone, email, online chat and other online services.”
According to the Dell’Oro Group estimates, the annual SME WLAN market opportunity could approach $1,3-billion in several years, as SMEs and distributed enterprises seek to upgrade from small office/home office (SOHO) class devices toward higher-performing 802.11ac devices. For context, just over half of today’s SME WLAN market is served by enterprise-class devices, presenting a large sales opportunity.
With its Aruba PartnerEdge Program as a foundation, Aruba is adding a dedicated SME Web site, online training, promotions and sales enablement support for the SME market to ensure that new partners can quickly ramp and develop solutions expertise.
Each partner will go through a 90-day onboarding cycle that includes the following:
* Aruba Partner portal access and Aruba Quotient mobile application;
* Dedicated support from an Inside Channel Account Manager and Inside Channel SE;
* Demo equipment offers;
* Targeted promotions to drive incremental business; and
* Free sales specialist training and certifications.
In addition, a number of promotions have been designed specifically for the SME channel. Aruba will offer SME customers a special Aruba Central introductory price, as well as a ‘buy four get one free’ Instant AP promotion.
Aruba will work closely with its distribution partners across EMEA to recruit and on-board reseller partners.
To support this targeted SME channel effort, Aruba has adapted its internal organisation and has established a devoted SME channel team, based in Aruba’s Cork, Ireland office, which will focus on the SME channel, particularly in the areas of partner recruitment, enablement and demand generation.
