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 [email protected]
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