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Dell will resell Aerohive Networks' cloud-managed Wi-Fi products. The computer maker is strengthening its mobile portfolio as rival Hewlett-Packard prepares to do the same through the acquisition of Aruba.
Under the terms of the partnership, Dell will resell Aerohive's HiveManager Next Generation cloud management platform for centralized Wi-Fi management. The agreement also includes Aerohive wireless 802.11ac access points that don't require a controller.
Deployments of faster wireless networks are soaring among enterprises. Traditional networking vendors are realizing the importance of a mobile-first approach. "If you're going to sell networking, you should lead with wireless today," said ZK Research analyst Zeus Kerravala.
Dell also has a reseller agreement with Aruba and plans to continue selling its products, said Bill Hoppin, Aerohive's vice president of business development.
The Aerohive agreement will be a good wireless option for Dell customers if the Aruba partnership ends when the company becomes a part of HP, Keravala said. The $2.7 billion acquisition announced in March is expected to close by the end of June.
"What's going to be important for Aerohive going forward is aligning with large channel partners that can get us in front of more opportunities," Hoppin said.
Dell and Aerohive products are complementary because both vendors provide cloud-managed IT from the data center to the endpoint, Hoppin said. "Aerohive's technology is aligned well with [Dell's] data center switches, and even their endpoint devices, like laptops," he said.
The synergy between the two companies makes an acquisition possible in the future, Keravala said.
"I wouldn't be surprise to see Dell acquire Aerohive. [Aerohive's technology] would be a nice complement to what Dell already has," Keravala said.
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