sd-wan for the cloud-first enterprise › sites › thechannelco › files ›...

SD-WAN FOR THE CLOUD-FIRST ENTERPRISE

Michael O’Brien, VP of Global Channel Sales

CONFIDENTIAL | © 2019 Silver Peak System, Inc. All Rights Reserved.2 CONFIDENTIAL | © 2018 Silver Peak Systems, Inc. All Rights Reserved.2

Faster access to Cloud Apps & Higher Performance over any network driving demand for SD-WAN solutions

SD-WANMarket Dynamics

$10B by 2022SD-WAN Market 54% CAGR

Source: 2018, IDC Source: 2018, IDC SD-WAN survey

60%Enterprises globally will deploy

SD-WAN by 2019

Total Spend across all WAN offerings and Services could be

$100B Globally

2020When Gartner predicts SD-WAN

spend to eclipse Router based WAN

Source: Gartner : Sept, 2018

CONFIDENTIAL | © 2019 Silver Peak Systems, Inc. All Rights Reserved.3

TYPES OF PROJECTS DRIVING SD-WAN GROWTH

Realize the promise of cloud apps with highest QofEX for usersCloud-first initiative

Accelerate transformation with business-first network modelDigital transformation initiative

Embrace the future of WAN with self-driving wide area networkNetwork modernization/SD-WAN

Fully automate/orchestrate your wide area networkIT automation initiative

Streamline branch architecture with unified solution Branch simplification

Replace or reduce MPLS costs by using internet (for voice/video)MPLS refresh/renewal

Eliminate need for separate routers with unified platformRouter refresh/renewal

Consume WAN Optimization when and where you need itWAN optimization replacement

Get more network bandwidth with same budgetCost reduction initiative


WHAT DOES A TYPICAL OPPORTUNITY LOOK LIKE?

• Customer with Tens to Hundreds to Thousands of Locations

• Expensive MPLS Network w/ legacy routers and firewalls

• Network Limitations • Performance of Cloud Applications

• Poor and Dropped Voice & Video calls

• Insufficient Bandwidth for Mission Critical Applications

• Complex and difficult to manage environment

• Constrained & Overburdened IT Resources

• Merger and Acquisitions or Expanding branches

• Desire to simply branch• Router, Firewall, SD-WAN, and WAN Optimization


2018 GARTNER MAGIC QUADRANT

• Silver Peak Named a Leader

• According to Gartner:• The market for branch office wide-area network

functionality is shifting from dedicated routing, security and WAN optimization appliances to feature-rich SD-WAN and vCPE platforms. WAN edge infrastructure now incorporates a widening set of network functions, including secure routers, firewalls, SD-WAN, WAN path control and WAN optimization, along with traditional routing functionality.

WAN Edge Infrastructure

Gartner, Magic Quadrant for WAN Edge Infrastructure, Joe Skorupa, Andrew Lerner, Christian Canales, Mike Toussaint, 18 October 2018. This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the entire document. The Gartner document is available upon request from Silver Peak Systems. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner’s research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied,with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

CONFIDENTIAL | © 2017 Silver Peak System, Inc. All Rights Reserved.6

WHAT MAKES SILVER PEAK DIFFERENT


WHY CHOOSE SILVER PEAK

1000+ Enterprise SD-WAN

Customers

Proven Rapid Deployment in

Complex Network

Environments

Ease of Configuration, Management, and Visibility

Industry Leading & Integrated WAN-OP


WHY FORWARD-THINKING ENTERPRISES CHOOSE US

BUSINESS

DRIVEN

(top down, business intent overlays)

CONTINUOUS

ADAPTATION

(AI-driven, self learning, adaptive orchestration)

UNIFIED

PLATFORM

(consolidation of routers, Firewalls, & WAN-OP)

HIGHEST

QUALITY OF

EXPERIENCE

(path conditioning, voice and video over internet)

10x Time Reduction in Deployments

40x Performance improvement over DSL

95% reduction of downtime with adaptive internet breakout

75% cost reduction replacing branch routers and FWs


WHY PARTNERS CHOOSE SILVER PEAK

We’re one hundred percent focused on being the preferred provider of WAN

technologies for all our partners


WHY PARTNER WITH SILVER PEAK?

Maximize Profitability• 100% Channel w/significant Partner Margins• Unified platform simplifies upsell opportunities

Fast, Simple Deployment • Successfully deployed in 1000+ enterprises• Zero-Touch Provisioning, Service Chain FW Integration

Co-Selling, Enablement, & Robust Training

• 15 years of WAN expertise• Self-paced training/Certs, Online Demos & Selling Tools

Partner / Customer Sat• Agile, Responsive, and Committed • Silver Peak is 100% dedicated to your success

• Resell and Managed Solutions• Upfront purchase and Metered (SaaS)

Flexible Selling Models and Pricing


SILVER PEAK PARTNER ECO-SYSTEMDifferentiated tiered offers that are custom and valued across all partners

• SP/SI Specific Programs • Multi Tennant Management• Appliance management• Metered Billing• Billing in arrears• Reporting and billing

• Deployment enablement• Case management support• Customer facing support• Service chaining options• Solution Integration• Offering customizing

Service Providers and System Integrators

• Field Sales Support• Deal Registration• Sales and Technical Training• Configuration & Quoting• Demo & PoC support• Program Incentives & MDF

• Self-Serve Portals• White Papers, Use cases• Architectural templates• Not for Resell Equipment • Lab Equipment• Try and Buys

Value added Resellers and Distributors


VARPROGRAM



SILVER PEAK PARTNER EDGE PROGRAM

• Industry Standard Tiers

- Silver:

- 2 Sales Certifications

- Gold:

- $500K bookings

- 2 Sales + 2 Technical Certifications

- Platinum:

- $1M bookings

- 4 sales + 4 technical certifications

• Industry Leading Partner Portal

- Deal Registration

- Online Self Paced Training and Certifications

- Sales Tools: Use cases, Battlecards, Marketing Aids

- Online & Phone Support

- Partner Newsletters & Webinars

• Top Tier Benefits (Gold & Platinum Only)

- Local Channel Sales Team

- Access to Promotions & Incentives

- Marketing Funds

- NFR Gear

- Access to On-Demand Demo Tool (Platinum Only)


NEW CUSTOMER INCENTIVE – UP TO 12% NET REBATE

What’s the offer?

Partners can receive up to 12% net rebate on 1st year orders of EdgeConnect licenses on qualifying New Customer Orders+ 5% of EC license value starting with initial purchase order and follow on orders for a period of 12 months.+ 5% awarded for the first year of a competitive take-out. Unity Boost must be sold to qualify.+ 2% Fast Start on all incentive rebates closed prior to April 30, 2019.

• To qualify, partner must register the opportunity and receive approval of Deal and validation of Net New EdgeConnect Customer• If appropriate, partner must flag opportunity as a competitive takeout during registration process

Who’s Eligible?

• Gold & Platinum Partners: U.S., Canada, U.K., France & Germany • Select Distributors elsewhere


SERVICE PROVIDERSYSTEM INTEGRATORPROGRAM



SERVICE PROVIDER / SYSTEM INTEGRATOR MSP PROGRAM

• Offers which Enable You- SD-WAN solution which scales with your

customers

- Offer Cloud or On premise solutions

- Multi tenant and appliance management

- Resell or Metered Pricing

• Sales Engagement for Velocity- Sales and Channel support in front of

customers

- Co-Selling and Co-Marketing

- Support for PoC’s, RFI’s and RFP’s

• Training to Help you Sell• Sales training

• Technical training and certifications

• Deployment training and certifications

Regional Managed Services Provider

• Multi Regional Support• Standard metered offering• Go To Market templates• Channel field engagement

• Global Support• Advanced metered offering• Go To Market resources• Assigned account team• Sales field engagement• Joint Marketing Investment

Global Service ProviderSystems Integrator

Portal access

Marketing materials

Online sales training

Online technical training

Technical certifications

Online support

Technical phone support

Sales tool kits

Partner news letters

Quarterly Webinars

Core Program Offers

*** In pilot phase – full launch summer ‘19


BUSINESS USE CASES DRIVING SERVICE PROVIDERS

Driving new revenue streams, expanding market reach, and improving customer stickiness

Enables secure multi-cloud connectivity over any network

Multi-Cloud Connect

Local Internet Breakout

MPLSSD-WAN

SD-WAN over 3rd party MPLS

Improve the performance of latency-sensitive or remote location applications

Unified WAN Optimization

SD-WAN

Optimize direct, secure access to SaaS and IaaS Increase service reach and accelerate deployments


NEXT STEPS


CONSIDER THE OPPORTUNITY BEFORE YOU….

Circuit & HWCosts

SD-WANInitiative

Capitalize onSD-WAN Market Transition

Attached Services Self fund through Cost Savings


CALL TO ACTION

• Visit our Portal at WWW.SILVER-PEAK.COM to learn more

• Become a Silver Peak Partner by registering at: WWW.PARTNERS.SILVER-PEAK.COM

• Leverage Silver Peak Coverage Map on the next slide

http://www.silver-peak.com/http://www.partner.silver-peak.com/


SILVER PEAK - 2H FY19 CHANNEL COVERAGEQuebec

WEST

(includes HI, AK, British Columbia & Alberta)

NorCal / PacNW / MT / WY:

CAM: Bruce Bruno

[email protected]

408-839-1084

SoCal / SoWest / West Canada

CAM: Nancy [email protected]

714-310-0492

Allen Arguijo

VP – North America Channels

[email protected]

408-656-3643

SOUTH

So Central: CAM: Ryann Zeller So. East: CAM Ed [email protected] [email protected]

817-821-0235 404-247-9494

CENTRAL

CAM: Amy Hsu

[email protected]

312-593-8403

NORTHEAST

(includes Ontario, Quebec & all other Eastern Canada provinces)

CAM: Lydia Tobiasz

[email protected]

Rev 2/12/2019

mailto:[email protected]

THANK YOU

sd-wan for the cloud-first enterprise › sites › thechannelco › files ›...

Documents