SD-WAN FOR THE CLOUD-FIRST ENTERPRISE
Michael O’Brien, VP of Global Channel Sales
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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
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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
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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
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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.
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WHAT MAKES SILVER PEAK DIFFERENT
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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
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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
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WHY PARTNERS CHOOSE SILVER PEAK
We’re one hundred percent focused on being the preferred provider of WAN
technologies for all our partners
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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
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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
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VARPROGRAM
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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)
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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
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SERVICE PROVIDERSYSTEM INTEGRATORPROGRAM
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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
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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
CONFIDENTIAL | © 2018 Silver Peak Systems, Inc. All Rights Reserved.18
NEXT STEPS
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CONSIDER THE OPPORTUNITY BEFORE YOU….
Circuit & HWCosts
SD-WANInitiative
Capitalize onSD-WAN Market Transition
Attached Services Self fund through Cost Savings
CONFIDENTIAL | © 2019 Silver Peak Systems, Inc. All Rights Reserved.20
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/
CONFIDENTIAL | © 2019 Silver Peak Systems, Inc. All Rights Reserved.21
SILVER PEAK - 2H FY19 CHANNEL COVERAGEQuebec
WEST
(includes HI, AK, British Columbia & Alberta)
NorCal / PacNW / MT / WY:
CAM: Bruce Bruno
408-839-1084
SoCal / SoWest / West Canada
CAM: Nancy [email protected]
714-310-0492
Allen Arguijo
VP – North America Channels
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
312-593-8403
NORTHEAST
(includes Ontario, Quebec & all other Eastern Canada provinces)
CAM: Lydia Tobiasz
Rev 2/12/2019
mailto:[email protected]
THANK YOU