What is the litmus test for partners that you want to bring on board?
I want them to be all in. Don’t just put me on your line card so you can look hip and cool. But then they know where their bread is buttered and it is all with Palo Alto Networks or Cisco or Arista.
What is the opportunity for partners that go all in with Aviatrix?
The opportunity is there is a huge skills gap and skill shortage for cloud. On prem people don’t know how to spell cloud. They spell it C-L-O-W-D.
If you are cloud native and born in the cloud and know what is going on, there is a huge opportunity for you to help these enterprises as they move into the cloud. But that doesn’t mean you take and resell a product. What it means is it is going to be systems integration. It is going to be consulting services. It is going to be architectural services. It is not margin (on a product).
All these partners are thinking what’s my margin? You know who really gets it? People like Accenture.
If you come to us and say what is my margin? You are out. If you come to us and say – ‘You should be charging three times as much. ‘They get it. That’s how we know who to work with.
Who is a partner that gets it?
SVA in Germany ( the largest privately owned systems integrator in Germany).
To me a real partner is someone I could right now take out my phone and text the CEO of the company and they’ll text me back. If I call them they answer. That is what I am looking for.
My advice to partners is quit your jobs and form another company that is going to be cloud native.