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‘7 Minutes’ with Teridion VP of Global Sales Morgan Closson

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… Aryaka and Cato Networks.

Our differentiation is twofold:

  1. We run a cloud-native service, which gives us global reach with more than 300 virtual PoPs worldwide. Our cloud-native architecture delivers the benefits one expects from the cloud, such as on-demand elastic scaling (no bandwidth limits), and deployment agility automation and orchestration of new sites and applications, as well as changes to existing sites and applications in minutes, not weeks or months.
  2. We run WAN optimization in the network, without the need for any new/additional hardware or software. We accelerate site-to-site and site-to-SaaS performance anywhere from two times to 20 times, globally.

CP: How do you think your technology portfolio will change in the next three years?

MC: Our initial intent is to make the service available broadly. This is focused on expanding support for SD-WAN integrations (we support VeloCloud, Cisco Meraki, Silver Peak, and Citrix now, with more to come), branch office routers/WAN gateway support, and edge security appliances — and making deployment as simple as a few basic configuration parameters.

One of our innovations is how we harvest raw performance data, that when fed into our deep-learning management system can produce actionable insights and more accurate and timely automation. We have been using the actionable insights to drive greater network performance and reliability (that is how we deliver carrier grade SLAs and such high acceleration multiples), and the next step is to provide deeper monitoring, visibility and control to our partners and enterprise customers.

CP: How do you expect your channel strategy to evolve over that time frame?

MC: Teridion is committed to driving 100 percent of our Teridion for Enterprise business through our partners. We intend to continue to add networking and SD-WAN focused partners to enhance our reach to new markets, penetrate new industries, and improve our approach to customer engagement.

The program is built to scale. We will look to continuously improve the value our partners see through our program — including discounts, sales and technical training, collaborative marketing, MDF, lead-sharing and joint selling. At the same time, we will continue to strengthen our program requirements to ensure our partner ecosystem is delivering the highest quality solutions and customer experience.

CP: What didn’t we ask that partners should know?

MC: By adding Teridion’s cloud-based WAN solution to their portfolio, partners now have a unique offering that is priced to win in the market. Teridion for Enterprise will enable partners to compete head-to-head for MPLS replacement, and to be both complementary and additive to SD-WAN offerings, all while positioning partners to add a recurring revenue stream with their install base and new opportunities alike.

Teridion for Enterprise is easy to deploy and secure, provides global reach, is dynamically scalable, and is backed with a carrier-grade SLA. Using standard, IPSec tunneling, Teridion for Enterprise is “plug-and-play” with almost any network device.

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