Playbook Volume 10 - ChannelVision Magazine

For sales partners formulating a plan for SD-WAN, the temptation is to focus on tried-and-true cost savings, most of- ten a cost-saving replacement for MPLS service. A good case can be made for such a move. SD-WAN companies have shown, sometimes significant, cost sav- ings compared to MPLS, and customers, quite simply, like the idea of saving mon- ey. When asked to provide the priorities achieved from an SD-WAN deployment, 42 percent of IT pros surveyed for Cato Networks specifically cited the reduced cost of MPLS service. Savings was sec- ond only to “increased network flexibility and agility” (51 percent). Agents saw much the same thing when VoIP initially attacked the mar- ket. First out of the box was “save on phone service,” and for an upside, “we add some features and upgrade your box.” And similar to VoIP, forms of SD-WAN will likely sell even if that’s all they do. On the other hand, pitch- ing SD-WAN as simply a cost-cutting mechanism or another “replacement” service, is akin to selling business IP telephony as a cheaper way to make office phone calls rather than position- ing it as a platform that enables new ways to collaborate, crossover, cus- tomer engage and unify. “SD-WAN is a platform for service delivery,” said Knight, “and the winners are the ones who are going to be able to deliver everything.” Of course, getting buyers to visual- ize those types of grand transformations ain’t always easy, especially among those faced with extensive ripping and replacing. One way to help customers Which priorities did you achieve after your SD-WAN deployment? Source: Cato Networks Don’t know 22% 16% 51% Increased network flexibility and agility 42% Reduced cost of MPLS service 27% Other (please specify) 26% Improved Internet or cloud performance 51% Increased network security Cloud Application Challenges Source: Cato Networks 30% 32% 34% 36% 38% 40% 42% Get info. Find answers. Share ideas. Your connection begins at USA.gov – the official source for federal, state and local government information. Equals total government connecting. PLUS PART INFO GETTING PART IDEA SHARING 3.25 in. 4.625 in. 30 THE CHANNEL MANAGER’S PLAYBOOK