The market predictions for SD-WAN growth show a hockey-stick. What is most interesting about this growth is it’s literally across the spectrum from the SMB or small business all the way up to the enterprise. It’s unusual for a technology to be applicable to all segments of the market at once. To learn more, we decided to seek out and interview Kevin Suitor the CMO of TELoIP as his company serves brings quality SD-WAN solutions to companies of all sizes.
When and how did you get into the SD-WAN market?
TELoIP was an early mover in software-defined networks, and we’ve been providing innovative SDN/SD-WAN solutions for business since 2002. Our initial focus was on delivering the promise of the internet for business and we earned 21 patents to-date focused upon increasing the speed, reliability and performance for voice, video and data services over broadband. Beginning around 2010, many of our multi-site customers ran managed VPN solutions using our solutions delivering a software-defined performance boost as a cost-effective MPLS replacement, by today’s standards these were early SD-WAN deployments. Further TELoIP innovation led to the official launch of VINO SD-WAN product line in March of 2016. VINO SD-WAN combined our patented last-mile broadband optimization solution (VINO SD-Internet) and orchestration portal (VINO Portal) with a multi-tenant control plane that provides secure end-to-end multi-point encryption scalable to over 10,000 end-points.
Tell us more about your particular offerings in this space.
TELoIP offer software-defined solutions as a Virtual Intelligent Network Overlay (VINO™). VINO solutions are sold as a per site licenses which are based on the throughput capacity for the customer location on a 1, 2, or 3 year basis. Each site license is a Network-as-a-Service solution including the premises appliance, the SD-WAN overlay license, North America wide WAN connectivity, centralized orchestration, management and provisioning through the VINO Portal, plus professional design services, certified installation and ongoing 24/7/365 support.
VINO is available in two offerings, VINO SD-Internet and VINO SD-WAN. VINO SD-Internet provides broadband optimization for voice, video, data and public cloud applications for customers who require faster speeds, better performance and seamless fast-failover to prevent downtime. VINO SD-WAN combines all the last-mile optimization advantages of VINO SD-Internet, plus a fully managed and encrypted end-to-end SD-WAN transport between remote business sites and a public/private multi-cloud environment. VINO SD-WAN also offers optional add-on VINO RAS licenses to securely connect remote and mobile workers or IoT devices into the encrypted SD-WAN cloud overlay network.
What is driving enterprise interest in SD-WAN?
For almost 20 years, enterprises have relied on a hardware-centric approach to networking with sites and data centers being interconnected by MPLS. Today, several interconnected external forces that are collectively driving the legacy WAN to the breaking point; cloud computing, bandwidth demand, security and IoT. As applications move to the cloud they require more bandwidth. The insatiable demand for bandwidth cannot be sustained by MPLS, which is driving enterprises to low-cost broadband. Broadband WAN leads to increased security risks which drives enterprises toward the centralized orchestration and encryption of SD-WAN. While IoT is driving a similar cycle that also involves cloud computing, bandwidth and security with the added element of billions of devices.
If we take an internal view, enterprise interest is being driven by the agility of SD-WAN. Enterprises want to embrace innovation and improve the customers experience, and the digital initiatives that achieve this increasingly relate to cloud computing, IoT or both. The big inhibitor for enterprise innovation is the legacy WAN because it makes digital transformation seem too costly or too complex. SD-WAN eliminates these excuses so when it comes to digital innovation, you absolutely can do it.
What is the biggest pain your solutions take away for customers?
Fear. Customers are apprehensive about SD-WAN because the network is increasingly at the core of everything they do. MPLS has provided a security blanket because it’s been the de-facto standard for enterprise networks. Enterprises are hesitant to relinquish that security because of the fear, uncertainty and doubt related to SD-WAN and specifically the concerns about running mission-critical applications over broadband.
TELoIP VINO solutions provide the confidence customers need to embrace SD-WAN. Our Network-as-a-Service model includes the professional engineering to build a custom designed solution, plus the certified installation and ongoing support. VINO solutions have been in the market for 15 years, and our experience team understands how to seamlessly integrate your legacy hardware, software and access networks into your SD-WAN. We also offer multiple deployment scenarios including the versatility to keep using MPLS if that’s what you want.
Additionally, our market-proven broadband optimization technology protects mission-critical applications against broadband brownout and outages, even during peak periods of network usage. Patented VINO performance protects you from latency, jitter and packet-loss by conditioning the broadband circuits and intelligently routing packets across all available connections. The result is stunning broadband performance, with pin drop voice quality and no dropped calls on failover. Taken together, Network-as-a-Service plus broadband optimization give customers the peace of mind to embrace SD-WAN with confidence.
What is your target audience?
TELoIP solutions are highly scalable and affordable, which makes them appealing for many SMB and enterprise customers. VINO solutions are highly affordable with surprising low entry prices points starting from $51/month for a 25Mbps plan, which creates a great fit for the SMB and Mid-Market enterprise segments.
Mid-market enterprise customers who run MPLS are our sweet spot, they have limited pricing power with the MPLS carrier and they have limited IT resources to take on the SD-WAN migration. These customers appreciate that our Network-as-a-Service include professional services and support and that VINO broadband optimization enables the to fully replace MPLS without sacrificing quality or reliability.
How do you go to market? Direct? MSPs? Carriers? Etc.
TELoIP partners with MSPs, Cloud Service Providers and Carriers. Our architecture is purpose built to accelerate time-to-market for our partners. Our multi-tenant network of distributed SDN controllers is built to carrier class standards, and this infrastructure is included with all VINO licenses. VINO Portal is a role-based multi-tenant cloud orchestration portal that brings efficiency to order entry, provisioning and support with seamless collaboration between TELoIP operation and service providers.
What synergistic technologies and markets are aided by SD-WAN?
VINO SD-WAN natively provides seamless failover and optimization for all branch internet traffic which creates added synergy for all public clouds and SaaS applications. VINO SD-WAN provides synergy with any third party hosted VoIP services with broadband optimization and no dropped calls on failover. VINO SD-WAN also provides peering to Microsoft clouds which further enhances the performance of popular applications such as Skype for Business, SharePoint and Office 365.
Additional areas for SD-WAN synergy include private cloud services, managed IT services, VoIP phones, virtual desktop, cloud storage and broadband carrier management.
What regions of the world will be most disrupted by SD-WAN?
North America, Asia and Europe as already being substantially disrupted by SD-WAN. There is also significant opportunity in South America and Africa, but there is less disruption here because the MPLS market is less developed. In these areas SD-WAN is perceived as a way to enhance existing broadband networks with enterprise features.
How do you differentiate your company from others in the market?
VINO solutions are more than SD-WAN, they create a unified software-defined enterprise network that optimize both internet and WAN traffic. VINO further differentiates on performance and price. We see the battleground as the edge, where our legacy technology has been delivering multi-patented performance and reliability over broadband for many years. VINO solutions are built on a carrier-class multi-tenant infrastructure which keeps down the costs for our partners and customers. Additional differentiation for VINO SD-WAN is the support for remote and mobile workers and IoT devices, where VINO RAS licenses provide a simple and secure access solution that connects directly into the VINO SD-WAN through the cloud gateway controllers.
What is driving the competitive SD-WAN landscape? Why are so many vendors and providers throwing their hats in the ring?
Everyone agrees that traditional hardware-centric WAN is no longer viable and that SD-WAN offers compelling value. WAN is a big market and it’s clearly ripe for disruption. Once you get beyond the initial common marketing claims, it’s less clear what an SD-WAN actually is. The SD-WAN landscape is being classified in a few ways that can help customers identify the right fit. One important distinction is between Do-it-Yourself SD-WAN and SD-WAN-as-a-Service which offers customers predictable pricing and frees up skilled IT resources. Another distinction is between appliance-based SD-WAN solutions versus SD-WAN cloud overlays, this is key because cloud overlay solutions have better integration for customers who use both public and private clouds. The good news for customers who prefer the SD-WAN cloud overlay option and want it delivered as-a-service, there really aren’t that many of us.
How will the competitive landscape change in the next year?
There will likely be some market consolidation as SD-WAN crosses the chasm to mass market adoption. We expect new offerings from traditional providers who are looking to defend their customer base, and some downward pressure on MPLS pricing. As a market innovator, we know that SD-WAN is here to stay and many great SDN innovations are coming soon.
What is the future for your organization?
TELoIP is currently expanding into Europe and Asia while continuing to innovate SD-WAN, SDN and IoT solutions with virtual network functions that create value for business networks.
The best way to learn more about SD-WAN and related activities and see TELoIP and the entire SD-WAN ecosystem in action is to be at the world’s only SD-WAN Expo @sd-wanexpo, Feb. 14-16, Fort Lauderdale, FL. We hope to see you there!