Quick Guide to Selling SD-WAN

By / March 6, 2020

2020 03 06 08 15 13 Microsoft Edge mtime20200306081720focalnone

What Advantages Does SD-WAN Have Over Legacy Technologies?

SD-WAN networks can be streamlined for all traffic traveling through the link, or optimized for specific types of traffic. All of these features and configurations are typically managed through a cloud based console.

SD-WAN enables enterprises to move away from a legacy MPLS network, to a modern network that is global, secure, agile, and affordable. In other words, flexibility reigns supreme with SD-WAN.

The Ideal Prospect Is A Usually Muli-Location, Global Or Regional Enterprise Looking To:

  • Improve performance between global locations.
  • Optimize access to cloud datacenters and applications like AWS, Azure, UCaaS and Office 365.
  • Improve mobile access to premise based and cloud applications.
  • Deliver stronger security to all locations and users.
  • Simplify and streamline network and security management.

Qualifying Questions When Discussing SD-WAN With Your Customer:

Where are your branch locations and how many do you have?

  • Look for global locations (APJ, LATAM, China), likely to have performance issues.
  • Position SD-WAN for optimized and predictable connectivity vs. the unpredictable public Internet.

How do you connect your locations?

  • Look for high cost of MPLS causing capacity constraints, and poor availability and resiliency.
  • Position SD-WAN to improve link utilization, session resiliency, lower cost per mbps.

How do you secure your locations?

  • Look for interest in secure direct Internet access at the branch instead of backhaul.
  • Use this opportunity to sell cloud based security solutions that integrate with SD-WAN.

Are you using AWS, Azure, UCaaS, or Office 365?

  • Look for performance concerns especially around global access, cost of premium connectivity (DirectConnect or Express Route).
  • Position SD-WAN's ability to optimize routing to major cloud providers.