I came across a discussion about whether HPE should divest Aruba for the deal to proceed. It's important to note that HPE is unlikely to get rid of Aruba. Just three years ago, there was the “Ki-l Mist” campaign, which indicated their strong belief in Aruba's capabilities.
When comparing HPE and Juniper, it’s clear that they have distinct offerings:
- Aruba Edge Connect SDWAN vs. 128 Technology SDWAN
- CX switching vs. EX switching
- Aruba Central vs. Mist Systems
- Aruba Clearpass vs. Access Assurance
It seems that these are fundamentally similar products with different branding. This raises questions about the rationale behind integration. On paper, it might appear non-viable, and in practice, it could pose significant challenges. It seems like there might be internal competition among sales teams, which could complicate the customer experience.
Sales representatives have mentioned that “Mist will integrate with CX,” but I believe such an integration could undermine the value of the Mist platform. It might lead to confusion about the inherent quality of both offerings, creating unfavorable sales discussions.
Moreover, integrating two distinct platforms often introduces complexities. It's akin to taking two medications with different side effects—each might address an issue, but the potential drawbacks can be daunting.
I've also seen suggestions that Juniper should seek a strong buyer like Arista. However, larger companies like Arista or Cisco may be hesitant to acquire Juniper due to its current positioning.
For Juniper to thrive, it might consider shifting away from a partner-driven model and explore direct sales, as many successful companies have done. This shift could eliminate some challenges associated with the current partner landscape and ensure a more straightforward relationship with customers who can choose their partners based on need.
Finally, the longer this situation unfolds without resolution, the more challenging it may become for both companies. It’s critical to navigate these waters carefully to establish a path forward that benefits all stakeholders.