In this episode of the Manhattans Project, special guest host Charles Schwenger is joined by Jeff Fisher, VP of Strategic Alliances at KEMP Technologies, at Microsoft’s 2016 Worldwide Partnership Conference (WPC), which kicked off in beautiful downtown Toronto this past July.
Let’s take a look at some highlights of their conversation aboard the snazzy #10thMagBus:
Charles: What are some of the biggest hot ticket items that KEMP Technologies is seeing? What’s getting you excited about the new year to come with Microsoft?
Jeff: Selfishly, we’re excited that we’ve grown so much—as I mentioned we’re now a top ten offering, so that’s given us a certain level of status within Microsoft’s ISV partnership system and gives us access to a lot of benefits that smaller ISVs don’t have.
I think in terms of where the rubber meets the road, what [Microsoft] is doing with their CRM system and some of the stuff that we’ve seen with Partner Sales Connect, where it’s much more advanced than it was available through the App Catalog. Where in 2016, it was just the ability of Microsoft Field globally to share leads with ISVs, with SIs, and I think there was a limitation that there could only be one partner name attached to a particular opportunity, which was a huge limitation.
Charles: What’s the secret sauce to you? I’ve seen so much acceleration around your team. How do you keep that focused company culture with the entrance of partnering with different firms, working with Microsoft, etc.?
Jeff: It’s interesting. The application delivery space has evolved. I think there’s a certain perception that perhaps because of the advent of platforms like AWS and Azure, and the fact that those have some load balancing capabilities built in, some Layer 7 management capabilities. I think there’s an assumption that the traditional old guard—the F5s, the Netscalers, the KEMPs—they’re reaching their point of maturity and it’s going to be a sun-setting opportunity. I think what folks are missing—and this has happened every time there’s been a new platform shift—is that we’ve been building IP and capability for a very long time. And there are a lot of advanced capabilities that we put into a LoadMaster environment that we’ve worked on simplifying, making it really easy for admins to get access to.
Not everyone wants to be a Layer 7 application delivery controller specialist. People want to deploy applications and they run into a roadblock that requires Layer 7 functionality, they don’t necessarily want to start digging deep into the platform, learning scripting, learning all of the different areas that they have to unify together. They just want to have one throat to choke and we make it extremely simple having been on a software-centric path for a long time. It just plays into our favor.
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As always, keep calm…and cloud on.