INTERVIEW Nico Capitoni - Open Systems
“With the advent of 5G and the growth of the IoT coming alongside deployment of tech such as AI and
Blockchain, the requirement to deliver data quickly, seamlessly and securely across networks has
never been greater” Nico Capitoni, Head of Channel EMEA, Open Systems
Going for
Channels
It is a sign of product maturity when cutting edge
vendors let the reins go and start appointing partners
as it is a signal that their products are channel ready.
That’s why Comms Business Magazine caught up
with SD-WAN vendor Open Systems and their Head of
Channel EMEA, Nico Capitoni
After three decades as a
direct sales vendor Swiss
SD-WAN services rm
Open Systems is now
making a major investment
into a global channel partner
programme, with plans
to announce signi cant
partnerships throughout the
year.
So, what has brought about
this new move from direct
sales to appointing channel
partners?
Nico Capitoni (NC): Open
Systems has recently partnered
with a Swedish private equity
rm as a route for expansion of
the business. So, along with a
new headquarters in California
and the opening of other o ces
we have decided to work with
partners.
e UK and the US are both
prime markets for Open Systems
and both have established
and mature channel routes to
market. With Microsoft Azure
being an established technology
partner for us it’s logical for us
to have Equinix as a data centre
and co-location partner.
Our partner CDW provides
a wide range of managed IT
services including security and
8x8 gives Open Systems access
to the UC and contact centre
markets.
SD-WANs provide users
with greater control and
visibility of networks and their
security is a key factor for all
which is why we have integrated
security features built in to our
o erings.
Overall we have 15 UK
partners now and having
recently appointed a UK
channel manager we plan to
have 50 active partners by the
end of 2020.
What do you see as being
the key market drivers for
SD-WANs?
NC: With the advent of 5G and
the growth of the IoT coming
alongside deployment of tech
such as AI and Blockchain,
the requirement to deliver data
quickly, seamlessly and securely
across networks has never been
greater.
Application performance and
security are crucial in achieving
this.
Open Systems secure SDWAN
addresses these needs and
reduces network risks, simpli es
compliance and eliminates the
complexities of managing a
global IT network. Integrated,
multi-layered network security
and protections are seamlessly
built into every edge device.
Why should channels
consider partnering with
Open Systems for SD-WAN
services?
NC: Open Systems has spent
decades building the most
Nico Capitoni, Head
of Channel EMEA at
Open Systems
robust, reliable and secure
global network infrastructure,
and the combination of Open
Systems and our partners, for
example Equinix, provides a
single worldwide solution that
our customers can rely on to
roll out applications powered
secure SD-WAN solution.
e Open Systems
o ering dramatically
reduces complexity, increases
cybersecurity, improves
application performance and
eliminates barriers to global
expansion for business.
e global SD-WAN can be
monitored from a single cloudbased
interface and is backed
24/7/365 by Open Systems
network and security operations
and L3 DevOps engineers.
ED SAYS…
Organisations are moving to the cloud at an unprecedented rate and Open Systems
has a lot of bases covered here. For global or international deployments it is clear
they have entrusted a great deal to Equinix and their extensive world-wide managed
service operation. Likewise, Open Systems are clearly aware of security threats with
both their own built in features and partnerships steeped in security skills.
SD-WANs are not a like for like replacement vehicle of MPLS networks – there are
downsides. Not all SD-WAN deployments will provide signifi cant cost savings as
every use case is different and as a rough rule of thumb I would say that the more
overseas branches or operational centres a fi rm has the greater the opportunities for
savings exists.
68 | Comms Business Magazine | September 2019 www.commsbusiness.co.uk
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