… security and go-to-market strategies.
Here’s what they had to say in a “lightning round” during the Thunderdome.
Q: What makes your SD-WAN solution unique?
It became clear as the conversation progressed that security is the new battleground for SD-WAN companies. As multiple studies have noted, security is both a driver for deployment and a chief concern. There are three main security approaches. The first is to create an SD-WAN solution that fits underneath a company’s existing firewall — the plug ‘n’ play method. The second has an embedded firewall – potentially a “next-gen firewall” –and the third is opening up the SD-WAN platform for integration with security vendors.
SD-WAN providers in most cases combine one or more of those approaches.
Q: How do you do security?
Lastly, probably the third biggest point of nuance, is go-to-market strategies. Yes, most SD-WAN vendors call themselves partner-driven, but that looks different for every company. Some vendors – VeloCloud and Versa in particular – are well known for their widespread success partnering with carriers. But Ryan Williams, CloudGenix’s director of channel sales, said his company “cut its teeth” selling through channel partners.
“We’ve now built scale, and we did it through feet on the street and grunt work with our customers,” Williams said.
Q: How can a customer acquire your solution?
The most memorable moment of the Thunderdome came when the “inquisitors” asked the vendors how they would describe vendors to a six-year-old. Ed Basart from InSpeed drew laughs when he related how SD-WAN makes workloads more efficient.
“You know when you’re trying to watch your favorite video and it’s [buffering]? We fix that so you can see Barney,” he said.
None of the vendors came off any worse for wear when the panel concluded, despite a stringent line of questioning. If anything, it was a strong reminder that the use case is critical when determining the best SD-WAN vendor.
Oh, and you’ve got to love George Just’s homage to Mad Max.
.@Talari @just_georgejust really, really took the #SDWAN Thunderdome concept to heart. And we appreciate it. Especially the leather pants. #nexttimewebringweaponry #CPEvolution pic.twitter.com/96D373u0AJ
— LornaGarey (@LornaGarey) October 11, 2018
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April 19 2019 @ 18:17:02 UTC