SD-WAN Roundup: Silver Peak Harnesses the Channel, VMware Leads Rankings


Silver Peak is leaning heavily on channel partners to sell its Unity EdgeConnect SD-WAN solution.

I haven’t given you an SD-WAN roundup in months, so we sure have some catching up to do. Don’t let the lack of columns fool you: 2019 has already been packed with SD-WAN news.

The big-name vendors have plastered themselves over the news with funding announcements, forward-thinking technology partnerships and big personnel changes. All the while, Oracle’s acquisition of Talari Networks and the latest IHS Markit revenue rankings loom large.

We’ll start with Silver Peak, which is expanding its distribution partnership with Synnex in order to build its North American indirect sales presence. The companies had already been working together by virtue of Synnex owning Westcon-Comstor, but the earlier partnership covered Europe, the Middle East, Africa (EMEA) and Asia Pacific.

Synnex will offer Silver Peak channel partners dedicated staff, sales support, and education and marketing resources. Michael O’Brien, Silver Peak’s vice president of worldwide channel sales, said Synnex is the vendor’s preferred distributor.

Silver Peak's Michael O'Brien

Silver Peak’s Michael O’Brien

“Synnex is the obvious choice for Silver Peak given its extensive experience and wealth of global resources — all directed at helping us to expand and enable our growing channel base to accelerate customer acquisition in North America and around the world,” O’Brien said.

Silver Peak offers an SD-WAN edge platform that one Synnex executive said is on its way to becoming the first “self-driving” WAN.

“We’re delighted to team with Silver Peak and look forward to collaborating in new ways to help the company equip partners with a comprehensive range of distribution, logistics and enablement programs and services,” said Reyna Thompson, Synnex senior vice president of North American product management.

O’Brien described the self-driving WAN as a solution that saves time for network managers and administrators by automating tasks such as deploying new sites and adding new applications or cloud platforms.

“Our ultimate vision is to deliver a self-driving wide area network that gets smarter every day and adapts to changes in the network in real time,” O’Brien told Channel Partners. “We’ve been focused on delivering features and functionality that allow customers to do that.”

O’Brien said partners can pitch the self-driving WAN to customers as a “business accelerant.” Businesses will more readily buy in if they see how a centralized, simplified network management process allows them to focus on their actual business goals.

“They can build a profitable business practice when they engage with us, not just selling hardware or software but actually …

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