Ruckus Networks Specialization Program Rewards Partners That Double Down On Cloud

@RuckusNetworks says its new Cloud-Ready Specialization Program will help its channel expand into the growing market for cloud solutions, attract new partners to its ranks and intensify the battle with @Cisco @Meraki. Ruckus rolled out the new specialization program today, about 18 months after introducing its #RuckusCloud Wi-Fi solution. Combined, the solution and the program set Ruckus up for a head-to-head battle with Cisco's cloud-managed networking platform Meraki, said @BartGiordano, Ruckus vice president of worldwide business development and cloud. "One of the benefits now with Ruckus is we now have this broad portfolio of solutions to address many customer requirements, architectures, deployment models and needs," Giordano said. "We have an ecosystem of partners that are investing in this element of our portfolio, and with the specialization program we have a way to go compete, and are in fact winning against competitors like Meraki." Related: Ruckus Networks President Whiting On IoT, SD-WAN And The Channel's Role In The Firm's Growth "Prior to introducing this product into our portfolio, we didn't really have a product that could compete with someone like Meraki, something that really put cloud Wi-Fi on the map," Giordano said. "If a customer expressed preference for a cloud-managed solution, one that's hosted in the public cloud, we didn't really have an answer for them and we had to cede that." The cloud-managed Wi-Fi market, at not much more than $500 million four years ago, is expected to reach $2.5 billion this year, according to research firm IDC, giving Ruckus an opportunity to gain ground on larger wireless LAN competitors like Cisco and HPE Aruba. [Sponsored Suggested Post: The Top 10 Reasons to Move to Composable Infrastructure Provision IT the way you want it, when you want it, through a platform that automates operations. That’s Composable Infrastructure from HPE.] Ruckus' Cloud Wi-Fi business grew about 75 percent year-over-year in the first half, Giordano said, prompting the company to push the solution into new geographies, and also making now a good time to double down on the channel with the new specialization program. The program push comes as Ruckus begins life as part of Arris. After a long and uncertain sequence of acquisitions, Arris acquired Ruckus late last year. Giordano said the new parent company has so far left Ruckus untouched and gives it broad autonomy. "Arris gives us this umbrella of certainty now, whereas we went through this kind of awkward period of uncertainty prior to joining Arris," Giordano said. "We get a lot of support for these types of programs, and for engaging the enterprise channel. Arris is incredibly supportive of that." Gary Berzack, CTO and COO at eTribeca, a New York, N.Y., solution provider that works with Ruckus, said establishing an incentive-based cloud specialization will not only spur solution providers to sell more Ruckus products, but will help Ruckus identify which partners are most valuable. "A certification process to incentivize the cloud offering is a good step for both the partner and management in identifying who the legitimate partners are who are engaged in the Ruckus delivery mechanism," Berzack said. "The advent of more cloud technologies coming along allows Ruckus to establish a foothold in their certification and validation of partners." Partners that do the necessary online training under the new specialization program, and hit what Giordano called "lightweight" subscription sales targets will get sever benefits under the new specialization program. Those benefits include upfront discounts in the form of promotional pricing for Ruckus cloud Wi-Fi subscriptions, MDF funds for partners that specialize in cloud and emphasize Ruckus Cloud Wi-Fi, and new lead generation resources. The new lead generation scheme is designed to boost awareness of Ruckus Cloud Wi-Fi while allowing Ruckus to funnel leads to specific, cloud-focused partners, Giordano said. The program also comes with a new badge, as well as dedicated partner account managers, engineering and technical support for partners, he said.
https://www.crn.com/news/cloud/300106371/ruckus-networks-specialization-program-rewards-partners-that-double-down-on-cloud.htm

Ruckus Networks Strengthens Enterprise Vertical Presence, Signs Strategic Global OEM Agreement

SUNNYVALE, Calif., Feb. 14, 2018 /PRNewswire/ -- @Ruckus Networks, an @ARRIS company, today announced it has signed a global original equipment manufacturing (OEM) agreement with @DellEMC to deliver Ruckus' broad portfolio of wireless solutions, including #accesspoints (APs), controllers, virtualized and data analytics assets, and Cloudpath™ secure network access software—along with Ruckus #IoT and #CBRSLTE products—as Dell-branded solutions. This agreement gives Dell EMC's networking sales team and end-user customers access to Ruckus' award-winning portfolio of secure wireless connectivity solutions and strong brand presence not available through alternative suppliers. The agreement is effective immediately and encompasses a range of sales, marketing and customer support programs in international markets, including APAC, EMEA and the Americas.  "Delivering innovative wireless networking solutions to our partners is key to address the insatiable demand for high-performance wireless networking in the enterprise," said Dan Rabinovitsj, president, Ruckus Networks, an ARRIS company. "The Dell EMC brand and market reach is complementary to our own and represents a significant path for growth for both companies across a range of vertical markets, including education, public infrastructure, the federal government and service providers. We view Dell EMC's strength in storage and scalable computing platforms as critical to collaboration where complete bundled solutions are required to compete and win." "Dell EMC is committed to providing our global customers and partners access to world-class products and services," said Tom Burns, senior vice president, networking, enterprise infrastructure and service provider solutions, Dell EMC. "The partnership agreement with Ruckus Networks extends that commitment, increasing choice and capability for enterprise customers, big and small, as they look to deploy next-generation mobile infrastructure." In addition to access to products in the Ruckus wireless portfolio, Dell EMC partners and customers will have access to the Ruckus Cloudpath solution—a secure network access for bring your own device (BYOD), guest users and IT-owned devices. Ruckus Cloudpath software is a vendor-neutral policy management and onboarding solution based on the use of public key infrastructure (PKI) certificates. It delivers policy management and onboarding with an intuitive user experience, enabling businesses to easily deploy security across their networks.

http://markets.businessinsider.com/news/stocks/Ruckus-Networks-Strengthens-Enterprise-Vertical-Presence-Signs-Strategic-Global-OEM-Agreement-1015760822

Extreme buys Brocade's data center networking business for $55m

#ExtremeNetworks will buy #Brocade 's data center networking business for $55 million in cash from its soon-to-be new owner #Broadcom. The deal gives Extreme the products descended from its original Ethernet rival #Foundry. Communications chip maker Broadcom picked up Brocade in November for about $5.5 billion plus $400m of debt, but last month sold off its Wi-Fi division #RuckusWireless for $800m to Arris International. With Broadcom’s acquisition technically still to close, Extreme’s purchase requires that to happen without any issues arising
http://www.datacenterdynamics.com/content-tracks/core-edge/extreme-buys-brocades-data-center-networking-business-for-55m/98079.article

Who could potentially buy Brocade’s Networking Business?

With #Broadcom revealing plans to acquire #Brocade and then divest its networking business, which includes #RuckusWireless, analysts are closely examining who the potential buyer could be. "Frankly, I think people would be surprised at how many interested buyers there are," one source familiar with the situation told CRN USA, who declined to be identified. "Those buyers are a mix of financial sponsors, so private equity companies and also strategic buyers. ... There is a very strong desire from all the parties – Brocade, Broadcom and any potential buyer – a strong desire to move as quickly as possible." In a research note, RBC Capital Markets analyst Mitch Steves said the sale of Brocade's networking business come at a price tag of around US$2.2 billion. Brocade's networking business is at an annual run rate of about US$1 billion, while Brocade purchased Ruckus for US$1.2 billion. CRN USA breaks down the five potential buyers and the five companies that are unlikely to buy the Brocade business, according to analysts. 1. Potential buyer: #Dell Although Dell still has its hands full with its acquisition of #EMC, analysts believe the Texas-based company could gain a competitive edge against #HewlettPackardEnterprise and #Cisco Systems by buying Brocade's networking business. Zeus Kerravala, principal analyst at US-based ZK Research, said Dell's networking sales would get a shot in the arm from Brocade and Ruckus channel partners. "Dell's always talking about competing better with HPE, except for networking. They have a little bit of networking from the old #Force10 acquisition … but Brocade would be a really good addition there," said Kerravala. "There would be some channel reconciliation that would happen, although the Dell channel isn't a great networking channel. … Dell partners sell servers, PCs and storage, but not really networking. Brocade's channel would make a nice complement to what Dell already has."

http://www.crn.com.au/news/who-could-potentially-buy-brocades-networking-business-444089