According to DC managing director, Nick Verykios, Arista initially approached the distributor on a brokerage level based on DC’s work with a couple of the large telecommunications providers with which it is integrated through business-to-business (B2B) relationships.
“As we were talking more and more, Arista realised it wanted all the value pieces around that, and wanted to get some significant coverage around A/NZ very early,” Verykios said.
“It started to make sense in our datacentre strategy, and in particular what we are doing with SPs and telcos, including those which were building a hybrid Cloud infrastructure for applications.
“It’s a big datacentre and infrastructure play, and the resellers we are working on it with were asking for it.”
As part of the agreement, DC’s specialist business unit, SAN Systems, will distribute Arista’s full portfolio of software-defined networking (SDN) products to its local channel.
In addition to giving Arista access to DC’s channel team and channel services, the vendor will be able to leverage cross-sell opportunities through other vendors represented by the distributor, including Aruba Networks, F5 Networks, Riverbed, and Splunk.
Verykios brands it a storage play which is complementary to the existing SAN Systems portfolio.
Verykios said the agreement opens opportunities for Arista in the growing SP market, and especially infrastructure-as-a-service (IaaS) and application-as-a-service (AaaS) players, be it Cloud, VPN, or on premises.