Aerohive courts SIs after Damovo signing

Wireless vendor claims controller-less architecture offers new sales opportunities

Sign me up: Damovo was enticed by "Aerohive's strong support for wireless VoIP"

Wireless LAN vendor Aerohive Networks is hoping to attract another five top UK systems integrators (SIs) after signing Damovo as a partner. The vendor’s UK sales manager Mark Powley claimed its controller-free architecture is key to enticing VARs.

“Pitching against Aruba, Cisco and Trapeze, we go in with a different story,” he said. “Whether (partners) win the business or not, it gives them a chance to articulate the strategy.”

Powley claimed the Damovo signing was a coup and indicated he wanted a stable of about “half a dozen” SIs. He also stressed the importance of not overpopulating the channel.

“We want to engage with SIs that are specialised in verticals or geographies,” he added. “We can take them into different deals to their Cisco relationship, where they can drive best-of-breed, not best-of-brand.”

Paul Meakin, portfolio manager for Damovo UK, predicted the relationship would blossom.

“Aerohive’s strong support for wireless VoIP was key, as it is a crucial element in supporting Damovo’s push into fixed-mobile convergence,” he said.

Venture capital-backed Aerohive recently secured $23.5m (£15.6m) in additional funding, taking its total to date to $47.5m. The vendor’s chief Wi-Fi architect Devin Akin claimed the firm had no interest in selling up, but might look at going public in “three to five years”.

“There is commitment to the long term,” he said. “At our current run rate, it would not make sense to sell.”