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Bill Koss

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[This post is penned by Plexxi executive Bill Koss] Two months ago I read an interesting blog post by Greg Ferro titled “Cheap Network Equipment Makes a Better Data Centre.”  At Plexxi, I am the person who leads our sales team and I found the post interesting because I think there is a lot of disinformation in the market regarding the cost of procuring networks.  Every week it seems I read a report or article on networking margins, port prices, market share, SDN, bare metal, leaf/spine, open source, linux, etc.  When I speak to customers, there is an equal amount of confusion and in my view it perpetuates the current state in favor of the incumbents. As a level set, when a potential client asks: what does Plexxi do?  I tell them we build ethernet switches based on merchant silicon; we use Linux for an operating system, we use a photonic inter-connect fabric and dist... (more)

Campus Networks for People with Campus Networks

Over the past year, Plexxi has not focused on the research and education markets.  Although the roots of SDN come from the education (i.e., university) market, we believed that Plexxi’s photonic ethernet switches would find faster adoption in the cloud, IaaS, SaaS and big data markets. I have been selling networking equipment for most of my adult life.  It is a repetitive process that requires a rigorous set of metrics around reasons for wins and losses, sales cycle, market segments, technical and solution advantages, etc.  What I have found to be an important component of sales ... (more)