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JUST A MINUTE
SD-WAN ADOPTION
In this interview Emily Nerland, Channel Director, EMEA
at Masergy, spoke to Comms Business about the SDWAN
opportunity
CBM: IS THE RAPID ADOPTION OF SD-WAN A RISK FOR THE MARKET?
EMILY NERLAND (EN): Rapid adoption of SD-WAN is both a risk and
an opportunity; as the technology has become more popular,
there has been an increasing mix of vendors in the wild, some with
the required experience and others without, and they don’t work
together.
If too many solutions are installed by those who don’t take
the time and attention required to integrate the technology
properly, ‘the rumour mill’ will spread and start to question the
technology’s effi cacy, and lead to much more hesitant prospects.
Established businesses in the fi eld must do more to address this,
as slapdash resellers can have the detrimental effect of tarnishing
the reputation of the technology; through the word of mouth of
unsatisfi ed adopters, dissuading prospective clients away from
the product they need, before they’ve tried it.
CBM: HOW IS THE CLOUD MARKET DRIVING THE NEED FOR SD-WAN?
EM: Our Partners are talking cloud strategy every day to their
customers. After all, 90% of enterprises either have adopted, or
are exploring SD-WAN adoption, as of June 2019.
Cloud Collaboration and SaaS are essential to modern work
practices now and as such, enterprises need to provide these
services to the best of their network’s ability. With many Hub
and Spoke LANs failing to meet those needs, not only that but
end up creating bottlenecks and negatively impacting network
performance. Therefore, resellers need to know that Cloud is
part of the largest catalysts for SD-WAN investigation, with the
top three factors for adoption being (1) operational effi ciency, (2)
security and (3) cost saving.
Our Partners are perfectly placed to supply an operation’s
connection, whilst also ensuring enterprises maximise the
bandwidth of the network by using SD-WAN at the same time. If
Resellers talk AWS/Azure but aren’t also discussing SD-WAN, they
should know their end customer is probably talking to another
provider at the same time, about SD-WAN and how it can work
for them. Not having the knowledge isn’t an acceptable excuse
either. The discussion around SD-WAN is critical for wallet share,
customer ownership and a continuing working relationship.
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