Dante Malagrinò

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Virtual Mythology: Separating Fact from Fiction in the Virtual Network Services Market While many hardware vendors publicly appear to be embracing the move to virtual Layer 4-7 network services, the reality is quite different. To sell virtual appliances - such as load balancers, firewalls, VPNs and intrusion prevention systems (IPS) - they have to overcome the fear of cannibalizing their hardware product line. As companies that have been solely focused on promoting hardware in the past, they don't immediately recognize how virtual services can enable a wide variety of new use cases and, as a result, increase revenue opportunities. They instead focus on virtual services as one-for-one replacement of existing solutions. If that's not enough to stall any transition to marketing the new offerings they do actually want to sell - or more accurately, ones that customers w... (more)