One of the hottest technologies in the channel is also one of the hottest opportunities for service revenue.
Brian Perrott and Devin Williams have both worked with vendors and partners to provide a full bundle of managed SD-WAN services to their business customers. They will lay out strategies and examples in their upcoming panel, “Stacking Managed Services on SD-WAN,” part of the marketing and technology conference track, sponsored by Cyxtera, at Channel Partners Evolution, Wednesday, Oct. 10, in Philadelphia.
We have edited the transcript for length and clarity.
Channel Partners: Do you think most business customers that demand SD-WAN want it as a service?
Devin Williams: Yes, businesses today are looking for an as-a-service model for SD-WAN. Many organizations, especially the distributed enterprise, are strapped for IT staff at each individual location that they run. When they deploy hundreds or thousands of SD-WAN devices to their organization, they need to be able to have the peace of mind that someone is managing and monitoring that network to ensure its operating at its prime.
CP: Could you share a real-life example of managed SD-WAN that was implemented well and benefited the customer?
Brian Perrott: Inside the retail vertical we recently completed a 2,600-location SD-WAN implementation supporting over 5,500 employees nationwide. To start, we focused on the problems the customer was facing. Their current design from the carrier was inflexible, and they were experiencing too many service outages and voice-quality issues. They needed to remove distractions and create a network that would support the future growth of the business.
During the discovery phase we uncovered that the client was originally looking for an MPLS network to solve their challenges. They engaged QOS Networks knowing SD-WAN could be a much better fit and we focused on two things: What business problems are you trying to solve? And how do you envision a solution helping your business?
During the engagement, the partner introduced QOS Networks at the beginning stages of the opportunity, knowing we aligned in the multilocation enterprise space. The partner leveraged our ability to solve business problems on our SD-WAN platform and understood that our our technical team, PMO and executive leadership team could articulate the solution and drive home a win against the incumbent, carriers and business consultants like Accenture and more.
The solution was a fully managed platform using NSX SD-WAN by VeloCloud, SolarWinds network monitoring and ServiceNow network management built with custom APIs between all platforms with full customer access. The solution included tech dispatch to all 2,600 locations (40-50 per day) to meet the customer demands around customer experience and downtime. The design also included cloud-based security by Zscaler protecting all outbound traffic for their 5,500-plus employees. The icing on the cake was our 24/7/365 NOC support including carrier SLA management and carrier ticket management from opening through SLA downtime credit collection.
The results were game-changing and included service delivered on our SD-WAN platform built for scale around edge virtualization, IoT and security enabling the customer …
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June 12 2019 @ 21:58:18 UTC