… work with more channel partners and providing the support they need.
CP: What advice do you have for channel partners that want to sell SD-WAN?
RB: Look for a strong technology partner; otherwise, you will not solve a customer’s problem. A good example is that FatPipe’s products can send data on parallel lines simultaneously (patent-protected), thus delivering the data is half the time. Others can do failover, which means that both lines are not fully utilized. That means that the customer wastes bandwidth and gets about 50 percent less speed. In some cases, like VoIP, the same VoIP and other traffic data packets are sent over two lines and the packet that reaches first is kept and the second packet is dropped. So, 50 percent of the packets are dropped. That is a tremendous waste of bandwidth, especially for hosted VoIP and other solutions where maximum utilization of bandwidth allows for over provisioning of bandwidth, while with the competitors’ solutions, you just cut the bandwidth capacity by half because of packet duplication.
Look for a product that can be deployed in greenfield (new) or brownfield (working alongside existing networks and do a migration) environments. FatPipe works alongside BGP, EIGRP, GRP and other legacy networking protocols. Many SD-WAN vendors are direct sales force-driven and not set up to properly support the channel. For others, SD-WAN lite companies are simply a niche offering and don’t necessarily have the back-end support the channel needs. It is best to partner with an established company that focuses on SD-WAN.
We compiled a list of the 10 most important events that happened in SD-WAN this year. A couple of companies, namely VeloCloud and Aryaka, made it on the list multiple times, but you’ll see that a variety of businesses were movers-and-shakers in 2017.
We’ve listed the events in chronological order.
Jan. 19: VeloCloud Lands Windstream
Windstream joined the movement of service providers partnering with VeloCloud Networks. VeloCloud captured the attention of the industry by announcing multiple agreements with service providers, including AT&T, EarthLink and Sprint. The number has gone over 60.
Jan. 23: Aryaka Raises $45 Million
Aryaka capped off a Series D round of funding, with the goal of expanding its SD-WAN services globally. The company later told us that its partner program would grow as a result of the new cash.