What is a benefit to you, as an aruba partner, in selling the aruba ESP?

Question

Options

• ABy replacing instant APs and all other outdated aruba HW devices, you can double your revenue
• BWith a simpler message for the aruba product portfolio, you can easily link the capabilities of aruba
• CBecause aruba ESP reduces the amount of third-party integration, you can lock customers into
• DYou can make more money by focusing on selling network HW through capital expenditures and

• A
  17% (5)
• B
  3% (1)
• C
  7% (2)
• D
  72% (21)

Explanation

Option D is correct because Aruba ESP gives partners a broader revenue opportunity by combining traditional hardware sales (capital expenditures) with recurring service and subscription revenue streams - the full answer likely references this dual-revenue model, which is a core partner benefit of the ESP go-to-market approach.

Why the distractors are wrong:

• A is wrong because "doubling revenue" by replacing existing Aruba hardware is an exaggerated claim with no basis in the ESP value proposition - ESP is about expanding opportunities, not cannibalizing existing deployments.
• B is partially true (ESP does simplify the portfolio message), but this is a sales enablement benefit, not a direct financial benefit to you as a partner - the question specifically asks what benefits you.
• C is wrong because ESP actually embraces third-party integrations and open ecosystems; "locking customers in" contradicts ESP's positioning and is not an approved partner selling point.

Memory tip: Think of the acronym PARTNER PAYS - the key reason a partner embraces a platform is recurring revenue + hardware sales together. ESP enables both streams, making D the answer that reflects real financial upside. When in doubt on partner-benefit questions, pick the answer that speaks to money and business model, not just messaging or product features.

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