Monthly Archives

May 2016

Disaggregation and the Operational Nightmare It Presents

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One of the big trends discussed at the OpenStack Summit in Austin a few weeks ago was the idea of disaggregation. While traditional thinking in the network world has been to aggregate as much as possible; in the NFV world the dominant model is quite the opposite. First you have OpenStack itself, which is a conglomeration of dozens of projects integrated together to create your cloud environment. Every executive I have witnessed when first seeing the details of what this really means has a bit of a freak out moment. The…

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Is the Traditional Sales Model Dead for Technology B-to-B Companies?

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After working for both a large equipment provider and multiple startups, it is amazing to see the significant investment in the go-to-market process. Traditionally you hire someone to manage the “relationship” and partner that person with a Systems Engineer that does the technical heavy lifting in the sales process. The Sales person sets the meetings, asks the tough questions about money, budget and who makes the actual purchasing decision. The Systems Engineer establishes technical credibility and reinforces the technical fit for the client.   And the cycle continues… simple model. For…

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Is Culture > Technology?

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One of the interesting points presented in the keynotes, and a theme through many other sessions, at the OpenStack Summit a few weeks ago in Austin was the idea that culture trumps technology many times when it comes to seeing real improvement and innovation. This is true in any domain, but can be especially true in the areas we operate in day to day. There is this laser focus on the technology, the next release, the next hot feature, the next open source project you can add to your lab, etc. We…

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Why is young talent not flocking to the SDN/NFV world?

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Many of us can agree that the networking world as we know it is changing.  The adoption of programmable networks is not a discussion of “if” it will happen but “when”.  It has been our experience that technology shifts of this magnitude occur about once a decade.  Skill-sets and technology can very quickly become obsolete as the demand for new solutions scale rapidly.   As a result, we experience a very significant resource gap that favors job applicants with relevant experience.  In the 90’s when we went through the shift…

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