Byte and Switch: Jeff, they really ought to be paying you more well have a word, if you like. Youve got an important job there, too, by the sounds of it: "Senior VP of Strategy and Business Development." So, what do you make of BlueArc then? Whats wrong with their strategy?
Allen: Ive only just walked in the door, so Im still learning, but BlueArc has made a lot of progress for a startup there are plenty of others still struggling to get a product to market. BlueArc has reached the first level of growth and is ready for the next phase.
Byte and Switch: And whats the next phase?
Allen: We need to rethink distribution: not only direct sales, but targeted systems integrators and resellers; and we need to get very focused on growing the services and support operation. BlueArc has a growing professional services skill set, but its being given away today. This is typical behavior of an early-stage startup, where you throw everything in just to make the sale.
Byte and Switch: Interesting, so what else could BlueArc charge for?
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