Playbook Volume 10 - ChannelVision Magazine

Advertiser Index CONTENTS 6 SD-WAN News & New Offerings 12 SD-WAN Challenges Are IT Channel Opportunities By Joe O’Connor 14 WAN Simplification Simple is the WAN sell By Gerald Baldino 18 SD-WAN Sales Starters Tips for approaching customers about SD-WAN deployments By Martin Vilaboy 22 Identifying Opportunity Often it comes down to simply asking better questions By Peter Radizeski 26 SD-WAN for Service Providers, by Service Providers By Gerald Baldino 28 The SD-WAN Sell Street-level sales strategies By Martin Vilaboy 2600Hz (info.2600Hz.com/demo ) 16 Advantage (www.advantagecg.com) 21 AireSpring (www.airespring.com) 19 Altaworx (www.altaworx.com) 23 C3 Cloud (c3cloud.com) 13 CCI Network Services (ccicom.com) 24 Comcast (businesscomcast.com/solutions- provider) 15 Convergia (www.convergia.com) 29 Fatpipe (www.fatpipeinc.com) 20 Fusion (www.fusionconnect.com) 3 Granite Telecommunications (www.granitenet.com) 33 Masergy (www.masergy.com) 11 Multapplied (www.multapplied.net) 27, 30 NetCarrier (www.netcarrier.com) 31 nexVortex (www.nexvortex.com) 7 One Stream Networks (www.onestreamnetworks.com) 25 PCCW Global (www.pccwglobal.com) 2 Powernet (powernetco.com) Back cover Spectrum (partners.spectrum.com) 9 Star2Star (www.star2star.com) 35 Telax (www.telax.com) 10 Telesystem (www.telesystem.com) 5 ZeroOutages (www.zerooutages.com) 17 Disclaimer: This index is provided as a free service to our advertisers. Every effort is made for accuracy, but we cannot be held liable for any errors or omissions. Volume 10: Selling SD-WAN Martin Vilaboy Editor-in-Chief martin@bekabusinessmedia.com Gerald Baldino Contributing Editor gerald@bekabusinessmedia.com Percy Zamora Art Director percy@bekabusinessmedia.com Berge Kaprelian Group Publisher berge@bekabusinessmedia.com (480) 503-0770 Rene Galan Associate Publisher rene@bekabusinessmedia.com (786) 953-7297 Anthony Graffeo Associate Publisher anthony@bekabusinessmedia.com (203) 304-8547 Matt O’Brien Multimedia Specialist matt@bekabusinessmedia.com Beka Business Media Berge Kaprelian President and CEO Neil Ende General Counsel Corporate Headquarters 10115 E Bell Road, Suite 107 - #517 Scottsdale, Arizona 85260 Voice: 480.503.0770 Fax: 480.503.0990 Email: berge@bekabusinessmedia.com © 2019 Beka Business Media, All rights reserved. Reproduction in whole or in any form or medium without express written permission of Beka Business Media is prohibited. ChannelVision and the ChannelVision logo are trademarks of Beka Business Media 4 THE CHANNEL MANAGER’S PLAYBOOK