Gartner Research

SIs/VARs: Use Brite-Box Networking to Drive New Data Center Network Opportunities

Published: 08 March 2016

ID: G00295540

Analyst(s): Andrew Lerner , Joe Skorupa

Summary

The emergence of disaggregated switching and branded white-box switches (brite box) dramatically reduces Ethernet switching revenue and, potentially, gross margins, but simultaneously creates new revenue opportunities that SIs and VARs must consider.

Table Of Contents
  • Impacts

Analysis

Impacts and Recommendations

  • OEM network switching vendors and cloud providers pivot toward direct service offerings and brite box in their portfolios, which is disruptive to the traditional channel business models
    • Precedent
    • Form Relationships With Switch ODMs and Network OS Vendors to Construct an End-to-End Value Chain
    • Differentiate Your Product and Service Offerings to Include Integration, Deployment and Support of Data Center White-Box Switches and Third-Party Software
    • Tailor Offerings by Specific Use Case
    • Training Required

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