…a lower cost of ownership (which includes less money spent on certifications) for Martello and a higher ease of use. The customer and the partner walked away convinced.
“When we can offer you some technology that allows you to be more competitive and bring better value to your clients, it makes an awful lot of sense,” Proctor said.
Proctor said Martello relishes the opportunity to do a head-to-head proof-of concept. The company has been able to win the loyalty of partners, who have served as a key on-ramp for Martello, according to Proctor.
“And no, we don’t have the brand like some other people like Cisco and F5, but certainly when our partners choose us, we become very stick with them, because they know we’ll support them,” he said. “They know we give a cost-effective solution, and we have a very good value for money.”
Proctor said Martello has been expanding its technology portfolio to ensure that it meets more partner and customer needs. Partners may tend to associate the company with UCaaS due to Martello’s legacy as a UC monitoring provider, but the company designs its SD-WAN for more than UCaaS.
It’s not shocking, however, that the sensitive network traffic related to UCaaS gives it special attention.
“Because of the real-time nature of UCaaS, it is often the canary in the coalmine when you have network problems,” Proctor said.
Proctor said partners are asking for SD-WAN that supports everything partners are giving to their clients. Customers need more than a UCaaS optimizer.
“They’re not going to buy an SD-WAN that just does UC and another SD-WAN that does Office 365 and another SD-WAN that does Google and another that does AWS,” Proctor said. “That’s ridiculous. Nobody’s going to do that. The point is, yes, we do UCaaS really really well, because that’s something very important in network sensitivity. But [we do] other pieces too.”
The Telstra Connection
The Asia-Pacific market is warming up to SD-WAN, according to Telstra Americas President Nick Collins.
“SD-WAN is becoming incredibly prevalent in customer conversations in Asia-Pac, probably not to the extent that we’ve seen here in the United States, but certainly the trajectory is strong,” Collins said.
SD-WAN’s multi-location capabilities come in handy for the growing number of companies want support across various territories in the Asia-Pacific region. While Singapore, Hong Kong, Taiwan and Japan are popular areas for international companies to headquarter, Collins said Indonesia, Malaysia, India and China are growing hubs.
We wrote one year ago about Telstra’s U.S. network expansion. The Australian company is celebrating its 25th year in the states and seeing immense growth. Its American customers tend be those who need to send traffic across the Pacific Ocean.