SD-WAN Roundup: FatPipe Says Channel Partners Set It Apart


The CEO of FatPipe Networks says channel partners have helped cement customer loyalty.

Welcome to this week’s edition of the SD-WAN Roundup — the last of the year. If you go to the second page, you’ll read about the top 10 SD-WAN moments of 2017. But to start, you’ll hear from FatPipe. The software-defined wide area networking provider spoke to us about its place in the SD-WAN market, its predictions for 2018 and the role its partners play.

The Salt Lake City, Utah-based vendor has existed since 1989 and says it has sold SD-WAN for 15 years. When asked about how his company differentiates itself, FatPipe CEO Ragula Bhaskar points to its go-to-market strategy. SD-WAN providers vary in the channels they use to sell their products. Some sell through service providers. Others, like SimpleWAN, sell through master agents.

FatPipe's Ragula Bhaskar

FatPipe’s Ragula Bhaskar

Bhaskar says FatPipe’s partners range from large companies like AT&T to small resellers. Those partners get internal support, joint marketing and leads from FatPipe.

“Most of our resellers have been selling FatPipe for over 15 years, and that loyalty says a lot about FatPipe. We also back up our resellers with strong support, all done internally. We do not outsource our support, unlike others,” Bhaskar told Channel Partners. “While other SD-WAN vendors sell directly to end users, FatPipe works with its channel partners to deliver solutions.”

FatPipe partnered with Avaya earlier this month in order to let Avaya customers and partners integrate FatPipe’s MPVPN SD-WAN product into Avaya’s collaboration platform. That came two months after FatPipe announced a new SD-WAN enterprise product to help with network function virtualization.

FatPipe answered several questions for Channel Partners about its industry.

Channel Partners: What is your perspective on recent M&A in SD-WAN?

Ragula Bhaskar: It is always interesting to see startups and VC-funded [venture capital] companies acquired. These are the “burgers” that get flipped and the team falls apart after that. This is not unusual as founders and entrepreneurs look to cash out of a business they start. Oftentimes the acquiring company does not have the same passion for innovation that the founders had, and so customers are left with mediocre products that are stuck in a technological time warp. At FatPipe, we are trying not to get too caught up in the M&A hype around SD-WAN. We are focusing on providing our customers with innovative solutions and world-class support.

CP: What is FatPipe’s outlook for the year ahead in SD-WAN?

RB: 2018 looks to build on the momentum of 2017. We are currently ramping deployments with several customers and partners that will make 2018 sales another large jump in sales from 2017. We are expanding our sales force to …

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