Sramana Mitra: Help me highlight whatever other innovations and thought leadership you’re bringing to this venture. I don’t know your innovation portfolio. Give me some guidance on where else we should take this conversation.
Prem Jain: I can give my perspective, and I think Soni can add also. When we started looking at it at the beginning, we had 23 years of working with Cisco. We had designed many different networks.
>>>Sramana Mitra: Let’s actually talk about some of those use cases. One of the questions that I’m wrestling with in my mind is what architecture are we talking about. Is it a public cloud scenario or private cloud scenario?
Soni Jiandani: Initial customer base consisted of enterprise customers like Goldman Sachs. They talked about how they want to move towards building a private cloud that mimics the architectural building block of a hyperscaler like Amazon.
>>>Sramana Mitra: I followed Andiamo quite closely. I have a question in the model that you have fine tuned because of your very long relationship with Cisco. How do you set these spin-ins and spin-outs? To the extent that it is comfortable for your to answer, how do you handle these negotiations with Cisco?
Prem Jain: It’s a very delicate question. We wanted to make sure that we are fair across the board. Any spin-in that we have done, the idea was to make sure that it’s not just giving the technology to the company but really building the business. A lot of people don’t want to take that risk.
>>>Cisco’s legendary MPLS team – Mario Mazzola, Prem Jain, Luca Cafiero, and Soni Jiandani – have been behind many of the company’s key innovations.
Here, Prem and Soni discuss their newest venture, Pensando Systems.
>>>Sramana Mitra: Do you go to market at all with Oracle or SAP?
Piyush Pandey: No. We are not reselling through them or with them.
Sramana Mitra: The use cases that you’re talking about, are they not specific to their products?
>>>Sramana Mitra: How do you go to market? Do you sell directly?
Piyush Pandey: Yes, it has been a harder course. We sell directly to customers. We’re trying to build a channel strategy. Our solution is technical. It’s not a category solution, which is why we go direct.
Sramana Mitra: What kind of penetration are you getting? What kinds of companies are you seeing adoption in?
>>>Piyush talks about security for critical enterprise data.
Sramana Mitra: Let’s first introduce our audience to yourself as well as Appsian.
Piyush Pandey: I’m the CEO of Appsian, which is a security software company based in the Bay Area and Texas. We have an office in Bangalore as well. I have well over 20 years of experience. I started as an engineer. I have worked in development and design in a large company.
>>>Sramana Mitra: Of the 2,500 customers, what is the split? How much is enterprise? How much is mid-market? How much are hobbyists?
Chris Nguyen: 20% are the mid-market up. We’re slowly moving towards the enterprise side. Every year has been an evolution.
>>>