Selling SD-WAN and Innovative Network Technologies Through

the Channel

“By year-end 2018, 10% of enterprises will have replaced their WAN routing with SD-WAN-based path forwarding, up from less than 1% today.”

“Nearly 70% of organizations expect to use SD-WAN in the next 18 months and

the market could reach approximately $6 billion annually by 2020.”

Gartner “Technology Overview for SD-WAN,” July 2, 2015

IDC at Interop Las Vegas — Delivering Digital Transformation at Scale: Network Trends and Architectures, May 2016

SD-WANSD-WAN solutions employ centrally managed WAN edge devices placed in branch offices to establish logical connections with other branch edge

devices across the physical WAN. These logical connections create

secure paths across multiple WAN connections and carriers, such as hybrid Internet and multiprotocol

label switching (MPLS) architectures.

Gartner “Technology Overview for SD-WAN,” July 2, 2015

SD-WAN vs. MPLS Architecture, Priority, Hardware, Cost, Management

SD-WAN vs. MPLS Architecture

Image provided by Cisco

SD-WAN vs. MPLS: Priority

SD-WAN vs. MPLS: Hardware

• Is SD-WAN a way to realize cost savings?

• What do end users pay for when they have SD-WAN?

• What sort of hidden costs exist?

SD-WAN vs. MPLS: Cost

SD-WAN vs. MPLS: Management

Image provided by MetTel

The Right Mindset – Channel Salespeople

Vendor Recommendations

CISCO IWAN• Cisco IWAN for Cisco

Shops• DMVPN based • Managed Services is

required for ALL Verizon SDWAN deployments

VIPTELA• Agnostic SDWAN

provider• True Layer 3 solution• Used as a total solution

or a runway to get off Cisco

• No TDM (T1) support

Verizon

• SDWAN through VeloCloud> WAN Monitoring> App Steering> Link Remediation> Application

Recognition> Firewall, VPN

Concentrator, WiFi• Mettel is an aggregator

– provider flexibility• Managed or

Unmanaged• Single site, single

circuit customers are fair game, Mettel has a track record with upselling

Mettel

• SDWAN through CISCO IWAN> Transport

Independence> Intelligent Path

Control> Secure Connectivity> Application

Optimization>Monitoring and

Reporting (Netwolves)• Managed Network is

optional with Netwolves

• Netwolves is an aggregator – Provider flexibility

Netwolves

Qualifying SD-WAN Opportunities> What is your current WAN architecture? What sort

of QoS, if any, does your organization have in place?> How does your organization solve network issues at

your branch offices?> What applications would you consider heavy usage at

your organization? > How many internet connections do you have at each

of your locations? > If they have no secondary/tertiary circuits – what has

prevented your organization from purchasing additional circuits?

Cross Connect vs. Cloud Connect Public IP, Point to Point/EPL, Cloud Connect

Cloud via Public Internet Cloud via Point to Point Cloud via Verizon Private IP

Security vs. Cost Management & Cost Complexity Simplicity & Usage Based• High fixed cost• Limited diversity options• Complex to Manage

• Data travels the Public Internet• Limited ability to control

performance• No end to end visibility

• On Demand• Secure, Reliable• End to End Control and Visibility• Private connection to LTE

Moving to Enterprise Grade Performance

PublicInternet

Wireless Wireless

PublicInternet

VerizonPIP

VerizonLTE

SCI

Cloud ProvidersCloud Providers

Connecting to the Cloud

Image provided by Verizon

• Competitive advantage through productivity• Flexibility and scalability• Visibility and control• Security

Why Cloud Connect?

Vendor Recommendations

Cross Connect is NOT Cloud Connect

Qualifying Cloud Connect OpportunitiesWhat do you currently have virtualized? What

are your key applications in the cloud?

How are you connecting to the cloud?

What sort of performance guarantees and security do you have in place on that connection to the cloud?What kind of performance do you have with your Office 365/AWS/Azure/Salesforce environment?

“Through 2017, the average enterprise network will see a 28% CAGR for bandwidth due to the use of cloud computing, mobile devices, and video.”

“40% of business and technology decision makers report they have adopted or plan to

adopt more than one type of cloud platform.”

How Cloud, Mobile and Video Will Increase Enterprise Bandwidth Needs Through 2017, Gartner

2014 Forrester Research Business Technographics Infrastructure Survey

• Founded in 1991• A leading third-party distributor in the US• Over 150 employees • Corporate office located in Chicago• National Channel Sales located across the US• Largest and best back-office support

TBI enables our partners to confidently sell a wide portfolio of technology services.

About TBI

Complete Technology Solutions Portfolio

Our Reach

Dave LandsbergerTraining Manager at TBIascii@tbicom.com