Software-defined wide-area networking (SD-WAN) can allow you to sell to more customers.

SD-WAN is no longer a niche product. Brandon Butler, IDC’s senior research analyst for network infrastructure, stated that SD-WAN is now being adopted by large enterprises.

Butler stated that SD-WAN technology is one of the fastest-growing segments of the network infrastructure industry in recent years. This technology enables significant advantages such as centralized policy-based management for hybrid WAN connections, and dynamic path selection for application traffic between branch offices, cloud data centers, and enterprise data centers.   

This increasing demand leads to increased demand for additional SD-WAN services. IDC reports that companies are deploying virtual networks functions (VNFs), or cloud network functions, in addition to SD-WAN. This is a trend called software-defined branch (SDB).

“SD-branch provides a holistic view of all network and security functions required at branch and enterprise sites. Based on IDC survey data, we forecast that the top VNFs/CNFs that will be used with SD-WAN in an SD-branch context will include: WAN optimization; a firewall/next-generation firewall or unified threat management system; WLAN controller; data loss prevention; and network management/monitoring to provide visibility and analytics,” Butler said.

Ben Niernberg (senior vice president, MNJ Technologies) urged partners to get involved in the customer conversation by identifying their needs.

“Does the customer experience bandwidth or reliability issues with cloud-based applications? He asked if there was a quality-of service issue with the VoIP phone system. “Is it possible that they are moving from on-premises to SaaS applications and require 24/7 data availability. These questions will help you determine the best strategy for network connectivity to enable your business and improve the user experience.

Niernberg advised partners to consider what data customers will be transmitting and prioritizing. Knowing the “lay of data land” is a key factor in vendor selection. SD-WAN solutions are different in terms of their strengths and abilities.

“Voice may well be the number one concern. A call center customer or an organization that has a large sales team may be the number one concern. Niernberg stated that Layer 7 applications, SaaS applications and driving the business, as well as email traversing open internet with associated security issues, may be of top priority to other companies.

 Jason Gallo, global senior vice president of enterprise networking at the Cisco Global Partner Organization said that partners have used SDWAN to kickstart managed service and life cycle service revenue.

These business models are being created by more partners to meet customer-managed SDWAN demand and to distinguish themselves with additional monitoring, security, or cloud integration services. Partners are building long-term strategic relationships with customers through onboarding, adoption, renewal, and enhanced life-cycle services.

We reached out to Gallo, Butler, and Niernberg, as well as MetTel’s Gary Gluzman, about offering SD-WAN services that partners can offer after it has been deployed. Browse the eight slides below and see how SD-WAN creates sticky customers and generates extra revenue for you.

This is the last installment in a series of three SD-WAN galleries. You can also check out the previous edition ” 8 Factors To Consider When Selling SD-WAN.”

Managed Services

Gallo stated that, although many businesses are operating SD-WAN independently, this trend is changing. Gallo cited a Global Market Insights report, which projected SD-WAN managed service growth at a 65% compound annual rate between now and 2025.

Gallo stated that SD-WAN is often sold as a managed service and customers have access to additional services and network connectivity options. This helps reduce the complexity of in-house WAN deployments. “… Channel partners are able to extend an existing managed service practice to include SDWAN with a fully integrated Security stack or to work with SDWAN vendors to set up a managed security program on its own, with a plan for adding SD-WAN.

Read the original article here.