There has long been a perception in the IT market that the "easy" decision is to buy from the longtime incumbent because "you don't get fired for buying from ..." Unfortunately that misguided perception has led many companies down a path to frustration. Ten years ago, the market leader in the high speed data center market had 70.8% share and Arista Networks had a share of 6.7%. I somewhat understand the "safe decision" in 2013. Fast forward to 2023 (1st half of 2023 data) and the gap is noticeably smaller - "longtime market leader" with 30.4% of the market ports and Arista with 27.4%. In the high end segment of the market (100G and above), Arista has a 2X marketshare advantage over the longtime incumbent and the high end of the market will be more mainstream in just a few years. To quote Wayne Gretzky, the greatest hockey player of all-time, "I skate to where the puck is going to be, not where it has been." Your organization should consider the same when it is time to refresh your campus or data center network.
There are still those that hang on. Yet the data is compelling.
So true. Everyone is running at his own speed and there is always the moment when all comes together to shift gears and thats what we can see allover happen now.
Decision criteria change over time. Different suppliers have different strengths. Understanding where incumbents meet customer needs, and the two to three areas they can improve on is key to breaking into a new account.
"Neither a wise nor a brave man lies down on the tracks of history to wait for the train of the future to run over him.“ Dwight D. Eisenhower
Spot on !
Well said.
Fantastic analogy John and great post!
Well articulated John. The numbers tell the story!
Excellent!
Linux & Networking
7moI hate to point out that the graphs are "lying with statistics", given the Arista and Cisco market share ones use different y-Axis scales for the two ... (nevertheless, congrats where it is due !)