Selling SD-WAN and Innovative Network Technologies Through the Channel
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Sell SD-WAN and cloud connects through the channel and earn recurring revenue. These innovative network technologies are exploding in popularity. Learn which customers could benefit from these solutions and how to start selling. Sponsored by TBI and The ASCII Group. View the webinar here: https://vimeo.com/176521085/8f768c27c4.
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Selling SD-WAN and Innovative Network Technologies Through the Channel
- 1. Selling SD-WAN and Innovative Network Technologies Through the Channel
- 2. “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
- 3. SD-WAN SD-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
- 12. SD-WAN vs. MPLS Architecture, Priority, Hardware, Cost, Management
- 13. SD-WAN vs. MPLS Architecture Image provided by Cisco
- 14. SD-WAN vs. MPLS: Priority
- 15. SD-WAN vs. MPLS: Hardware
- 16. • 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
- 17. SD-WAN vs. MPLS: Management Image provided by MetTel
- 18. The Right Mindset – Channel Salespeople
- 20. 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
- 21. • 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
- 22. • 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
- 23. 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?
- 24. Cross Connect vs. Cloud Connect Public IP, Point to Point/EPL, Cloud Connect
- 25. 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 Public Internet Wireless Wireless Public Internet Verizon PIP Verizon LTE SCI Cloud ProvidersCloud Providers Connecting to the Cloud Image provided by Verizon
- 26. • Competitive advantage through productivity • Flexibility and scalability • Visibility and control • Security Why Cloud Connect?
- 27. Vendor Recommendations Cross Connect is NOT Cloud Connect
- 28. Qualifying Cloud Connect Opportunities What 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?
- 29. “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
- 30. • 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
- 31. Complete Technology Solutions Portfolio
- 32. Our Reach
- 34. Dave Landsberger Training Manager at TBI ascii@tbicom.com
Editor's Notes
- All that is left are networks and the applications that sit on top of them SDWAN allows you to allows your network to perform in a way that your applications and therefore, your users, want it to perform This is gamechanging – your software talks to one another and decides who is going to go first
- SDWAN is an overlay, it’s not really a network – it sits on top of the network and allows you or your customer to prioritize applications This isn’t really an architecture, it’s more of a methodology that architecture follows. Time will tell if MPLS will be entirely replaced or not. MPLS/Internet hybrid - Branches become transport independent and do not have to route every single piece of traffic through the HUB – this means non critical traffic does not have to be tasking the HUB network for no reason, a major detractor to current MPLS environments. Internet/Internet – This is the endgame of SDWAN – transport independence and cheap circuits that can be stacked from different providers in order to use the best path to get the job done. What about QoS? SDWAN is more future proof than QoS because it adapts to how the network is being utilized. It’s a more democratic approach, whereas QoS is more autocratic.
- Packet type priority vs. application priority – it’s not as blind. Instead of Voice, Video, Data in some sort of static fashion, now you are nailing down individual apps and URLs so you can prioritize those above all else This is managed through the controller – you can set policy from the hub and push it out to all sites Real time Many SDWAN appliances phone home to the application libraries that are in their datacenters and autodetect all the apps they see so network managers can provision with minimal configuration
- SDWAN you add an appliance that sits between the customer and provider edge – it sits in front of the router and can be a router on its own (Most customers use two routers – since this is a newer technology most branch routers are not EOL just yet) Theoretically you could cut down on WAN hardware with SDWAN but we are not seeing that. These appliances do have routing, guest networks, and firewalls in them (for the most part) but they are not as beefy as an enterprise grade router. They could, however, be fine for some branch locations, depending upon the network activity at the site.
- This is not a cost savings measure even though cost savings are possible Once again, this is an overlay technology. Most enterprises are layering this solution ON TOP of their existing MPLS circuit, potentially adding a secondary circuit that could be DUAL MPLS or Internet to complement the existing MPLS FUSF tax is not subject to SDWAN – 18% - there are some hidden costs that can be eliminated but in general, this is not what the solution is for. What do you pay for? The appliance. Port speed may need to turn up but that’s pretty much it unless you are adding a secondary/tertiary circuit
- Real benefit is in ease of management, whether you are a partner or an end user – less trips in the car to fix the WAN – ideally you can fix your issues from your controller portal Branches can be managed remotely and turned up and down, re-prioritized with ease. That means less $1000 flights to put out a fire at your branch office because the WAN isn’t reacting appropriately. Many providers want to manage your SDWAN for customers and that’s really the area where the carriers are looking to make money. They’d like to take customer’s WAN on as a managed service – this is something to be aware of, as a partner, and if your value add for your customers comes in managing the WAN we can be explicit with providers about how it will not be a managed opportunity. The “Controller” platform for SDWAN is SaaS and can be managed from anywhere with internet access.
- Sell a secondary circuit and actually be able to use it – CUSTOMER READINESS The partner and the vendor need to be on the same page in regards to who is managing what, ideally before the customer is brought to the conversation. Come to your TBI CM when you want to vet a vendor solution and we can set up demos/training before you take a chosen solution to your customers. Once again, this is not an MPLS killer in 2016. 5 years from now that could be a different story, but as of today we need to position this as application sensitive wan traffic as a better way to realize cost effectiveness on existing WAN architectures. On that note, while many of the features of SDWAN have existed for quite some time, many vendors are marketing SDWAN solutions when really its just WAN optimization. Don’t be fooled by the carrier kool aid. Be wary of vendors, particularly start ups – many of these guys have less than 500 total customers and are essentially start up companies – all the benefits and detractors that go along with start ups apply here. There are going to be a lot of mergers and acquisitions over the course of the next 5 years. We caution against positioning this as cost savings as it most likely won’t save the customer money. It’s possible, but not where you want to lead the conversation As a matter of fact, we are seeing a lot of customers spend more money because they are finally willing to pay for a secondary circuit since they will actually use it on the regular and not only in a crisis. We’ve seen some eye popping provisioning times like 70 sites in one day, but the reality is that for a smaller shop that does not have a testing lab, provisioning will not be lightning speed. It will be faster than traditional provisioning though. If you are a partner that has the ability to create testing labs for your customers we would suggest turning it on passively for at least a week to see how the applications are routing before switching it to active mode. LEARN as much as you can throughout the qualifying and presales process. This overlay is not going anywhere and it’s important to educate yourself as much as possible.
- CAUTION – this is an evolving space and many of the pure SDWAN players do not have their own network. Be wary when selecting technologies – customer experience will certainly have ripple effects in the next 5 years or so as these organizations get acquired and dissolve. With that in mind TBI is only messaging organizations with stable track records and the ability to deliver a reliable and beneficial customer experience.
- Both of these solutions have to be fully managed by VZ – that is how the SDWAN product works in the channel with Verizon CISCO IWAN Many of the SDWAN features of CISCO IWAN are baked into the Cisco ISRs (integrated service routers). IF you’re a big Cisco shop a lot of this will look familiar to you Brand name is huge – great router and firewall within the ISR for smaller branch organizations More of a deep dive on Cisco in a future slide VIPTELA The difference here is that a true Layer 3 connection is much more scalable. In Cisco IWAN (Layer 2) the DMVPN is responsible for handling the basic properties of an Ethernet network: learning MAC addresses, broadcasting data packets, multicasting, etc. In a Layer 3 solution like Viptela the routing plane is virtualized. Subnets are used to handle routing instead of VPNs. This makes it possible to route internal networks over a public infrastructure like public Internet with little to no configuration. Essentially, Layer 3 solutions are faster to turn up and provision and there is less heavy lifting done by the Customer Edge hardware and the Network Managers. No TDM support without additional hardware No security firewall with Viptela No automatic DDOS protection with Viptela Cheaper than Cisco Gear GAP is one of the best case studies available with VZ and SDWAN – 70 sites in one night (keep in mind they had a test lab)
- WAN Monitoring – VeloCloud will test the data connections on the network and observe traffic in real time. This provides the end user with quality scores on each and every one of their data pipes so they can visualize how their WAN is performing at any given time. App Steering – This is a features for customers with 2+ internet circuits. VeloCloud will monitor any and all circuits in real time and deliver critical traffic along the circuit that is performing better. Link Remediation – VeloCloud will send your data simultaneously down multiple internet connections to avoid degradation and combat jitter, brownouts, and blackouts. VeloCloud will accept the data packets from the faster circuit and discard the slower traffic on the other circuit. This ensures packet delivery on critical applications. According to Mettel, this is a proprietary feature of VeloCloud that is not available with other SDWAN players. Deep Application Recognition – Provisioning with SDWAN is much faster than TDM circuits, even with the massive amounts of applications to incorporate and prioritize. The VeloCloud box recognizes common applications and sets them at a priority level on par with that they see throughout their customer base. This priority can later be changed by the network administrator. When it comes to web traffic, VeloCloud can even prioritize by domain name. Firewall and VPN Concentrator – A firewall, Wifi router, and a VPN concentrator are built into the box. AGGREGATOR – Great flexibility but the partner/customer is still responsible to report outages and SLA enforcement unless getting the managed offering. MANAGED is the true experience. UNMANAGED is similar to going with a velocloud vendor. Single site – Lots of opportunity to get your customers signed up on more than 1 circuit since there is finally a technology that can intelligently use both of them
- Transport Independence – Use any type of connection to get on the network, wired or wireless. Intelligent Path Control – Cisco calls this Performance routing, which allows network managers to set transmission priority based on: Application Individual User Primary/Secondary/Tertiary+ Circuit availability and usage Secure Connectivity – IWAN comes with a built in Cisco zone based firewall. All traffic that leaves on a best effort connection is encrypted. Netwolves has options to purchase beefier firewalls from other providers (like Palo Alto, for example) if a customer needs them. Application Optimization – Cisco IWAN has an extensive existing application library that it can draw upon to help the network manager set individual priorities. The network manager can use the preset priorities or they can customize it to their own liking. Since the technologies that create IWAN have been around for quite some time Cisco’s library is extensive. Cisco calls this feature WaaS (Wide Area Application Services). Monitoring & Reporting – Netwolves offers a monitoring solution that analyzes traffic and utilization on all circuits. In addition it breaks down performance by applications and provides an overall score for performance.
- Ask broad IT questions and we will bring in the provider to do the heavy lifting – they will handle all the techy stuff.
- What are the different connection options?
- Access to cloud providers should occur with the same level of customization and preference
- Ask broad IT questions and we will bring in the provider to do the heavy lifting – they will handle all the techy stuff.
- Around for 25 years Also known as a Master Agent Largest master agent in terms of headcount, many of which are people in our award-winning support dept We offer a pre and post sales support team to partners so you do not have to deal with the carrier back and forth We are based in Chicago but we have channel managers throughout the country to support partners nationwide
- We broker technology solutions to meet all your customers needs As you can see voice, cloud, network, data and managed IT solutions are highlighted
- All the technology solutions are available through the providers we have contracts with. We have a portfolio of over 70 highly vetted providers We have channel managers with each of the providers to offer you support We have contracts with these providers an put large volumes of business through them SPIFFs and promotions
- As a TBI partner we also offer a President’s Club contest Several of the providers discussed for SD-WAN and Cloud Connect are participating We also have many other SPIFFs and promotions that are listed on our website and sent to partners monthly