positioning to - connectra technologies...positioning to win solution overview & best practices...

POSITIONING TO

WINSolution Overview & Best Practices

for Identifying Opportunities

Ron Longo

VP of Worldwide Sales

VeloCloud Networks, Inc.

VeloCloud Networks Proprietary & Confidential | © Copyright 20172

AGENDA

Solution Overview

Positioning Cloud-Delivered SD-WAN

SD-WAN Use Cases

Recognizing and Qualifying SD-WAN Opportunities

Key Verticals for SD-WAN

1

2

3

4

5


Switch

or NID

vCPE platform*

OS + HW

FOUR SD-WAN CPE MODELS

Branch Office SP Data Center

SD-WAN

VNFFW

VNF

X

VNF

Orchestration

SD-WAN SW + HW CPE (Proprietary, COTS or x86-based HW)

vCPENO router or CPE

COTS or x86-based HW

Hypervisor OS(KVM, ESXi, Xen, Hyper-V)

SD-WAN SW

Pre-Packaged

CPE

L2 Virtualized

CPE

L3 Virtualized

CPE

Virtual Machine

CPE

Layer 2

1

2

3

4NFV

HW = hardware; vCPE = virtualized CPE; *universal CPE (uCPE) is the AT&T publicly referenced version of a vCPE; NID = network interface device; OS = operating system

vCPE platform*

OS + HW

SD-WAN

VNFFW

VNF

X

VNF

Orchestration NFV

= Included in the VeloCloud Portfolio


ENTERPRISE WAN IS GETTINGINCREASINGLY COMPLEX

Loss of Control

Lack of Visibility

Security Challenges

SLAs Not Met

Hybrid Cloud Complexity

Shadow IT

Unpredictable Performance

Network Bottleneck

Control

Visibility

Cost

Security

Plan-Driven

Long Cycle Times

IaaS/PaaSAWSGCP

SaaS

Salesforce.comOffice365

Dropbox

LEASED LINES

LEASED LINES

BRANCH

BRANCH

DATA CENTER

BRANCH

BRANCH

BRANCH

BRANCH

DATA CENTER

BRANCH

DATA CENTER

DR SITE

DATA CENTER

BRANCH

BRANCH


WHAT IS SD-WAN AND WHY SHOULD YOU CARE?

SD-WAN uses software and virtualization technologies to simplify delivery of WAN services to the branch office

Reduce bandwidth cost

Reduce complexity associated with

managing and deploying the WAN

Migrate applications

to the cloud

How can SD-WAN help?

Leverage internet links or hybrid network

while maintaining performance and security

WAN virtualization with centralized policy, remote

command & control, and zero touch provisioning

Prioritize and steer business critical internet traffic while maximizing

performance to the doorstep of the cloud applications

I want to


/

THE SD-WAN MARKET IS GROWING FAST & STRONG

SD-WAN revenue will grow 90% each year for

the next 5 years

In less than 2 years 50% of Enterprises will use SD-

WAN at some or all of their branch offices

45% of Enterprises plan to spend more on SD-WAN over the next 2 years

Key Takeaways

1

2

3

4The Enterprise SD-WAN market will reach $6 Billion

in 2020

In 2019 30% of enterprises will use SD-WAN products in all their branches, up

from less than 1% today5


ENTERPRISE/OVER THE TOP DEPLOYMENTS

Branch Site with

VeloCloud Edge

VeloCloud Gateway

with Embedded

ControllerPublic Internet

Legacy Enterprise

Data Center

SD-WAN Enterprise Data Center

with VeloCloud Edge Cluster

Provider

Edge

Provider

Edge

Internet

SAAS

VeloCloud

Orchestrator

Private—

MPLS

Private

Circuit

Hub for SD-WAN to data

center including

private links

Hosted gateways for SD-WAN

to SaaS / IaaS

Leverage hosted gateways for Hub-

less design for Legacy data centers “Site to site SD-WAN plus benefits

of cloud gateways for SaaS”

1

2

2

3

3


Data plane in the cloud, not just management

Multi-tenant gateways and Orchestrator

Multi-tier, role-based management for SPs

MANAGED SD-WAN ACCESS TO SP

SD-WAN for last mile/access

Access to private network

for mid mile

Hub-less deployment in DCs

and non-SD-WAN sitesBranch Site with

VeloCloud Edge

VeloCloud Gateway with

Embedded ControllerPublic Internet

Legacy Enterprise

Data Center

Provider

Edge

Provider

Edge

Internet

Private—

MPLS

Provider Cloud Data Center

wit Provider Gateways

Legacy Enterprise

Data Center

Internet

Private—

MPLS

SAAS

Provider Edge

and Gateways

2

3

3

Branch Site with

VeloCloud Edge

Public Internet

Private

Circuit

Provider

Edge

VeloCloud

Orchestrator

1


ASSURE APPLICATION PERFORMANCE

Without VeloCloud SD-WAN With VeloCloud SD-WAN

Video Conference over a WAN Link with 2% Packet Loss


MANAGEMENT PLANE—ORCHESTRATOR

VCO—Provides Visibility and Control over All Locations


POWERFUL SD-WAN PLATFORM

Technical Specifications Edge 510 Edge 520 Edge 540 Edge 840 Edge 1000

Maximum Throughput* 50 Mbps 100 Mbps 200 Mbps 400 Mbps 1 Gbps

Availability Shipping Shipping Shipping August 2016 Shipping

Routed Ports3-Port GE

2-USB (3G/4G)

2-Port GE

2-Port SFP

4-USB (3G/4G)

2-Port GE

2-Port SFP

4-USB (3G/4G)

4-Port GE

2-Port SFP+

4-Port GE

2-Port SFP+

Switched Ports4-Port GE

Managed Switch

8-Port GE

Managed Switch

8-Port GE

Managed Switch1-Port GE 1-Port GE

Configurable Routed/Switched N/A N/A N/A 1-Port GE 3-Port GE

Total GE Ports

(Routed+Switched)4-Port GE 10-Port GE 10-Port GE 6-Port GE 8-Port GE


COMPELLING VALUE PROPOSITIONFOR ENTERPRISES

/

100xEasier Installs

3xLess Money

10xFaster Speed

3-Year TCO Comparison

to Existing WAN

IDENTIFYING

OPPORTUNITIESPositioning to Win


4 KEY SECTIONS

Positioning Cloud-Delivered SD-WAN

Recognizing and Qualifying SD-WAN Opportunities

Key Verticals for SD-WAN

SD-WAN Use Cases

1

2

3

4


/

SECTION #1:POSITIONING CLOUD-DELIVERED SD-WAN

Ease of DeploymentPilots and PoCs are quick and easy

Cloud On-Ramp Optimization & resiliency from branch-to-cloud

Cloud Management Comprehensive visibility, command, & control

Key Takeaways


SECTION #2:END USER MEETING QUALIFIERS “L-C-A-P”

/

Locations1. How many WAN branch locations?

2. What is the size of each branch in terms of personnel?

3. Where geographically are branch locations located?

Circuits1. How many WAN links at each location? What types of links? Capacity?

2. Backup circuits or HA used at the locations?

3. How are the circuits terminated? Ethernet handoff?

Applications1. What applications across the WAN to the branch sites? DC, Hosted, or Cloud apps?

2. Are VoIP and Video used on the WAN?

3. What are the three most critical applications?

Painpoints1. What are the most significant pain points with regard to the WAN today? What is the urgency to resolve?

2. How is the current performance and reliability of the WAN applications?

3. Is the IT budget for WAN adequate?

L

C

A

P


/

SECTION #3: HOW TO POSITION TO WIN—KEY VERTICALS

Why SD-WAN?

Why SD-WAN?

L: Lots of Temporary Sites

C: LTE/DSL Rapid Deployment

Retail, Hospitality, Pro Services

Construction, Specialty Retail; Energy; Others

A: VoIP, Collaboration

P: Central Cloud Management, Visibility;

Simplicity; Low Total Cost

L: Lots of Branches

C: Internet-as-WAN to Meet

Bandwidth Demand

A: Optimized Access to Cloud

P: Single-Click Deployment;

Simplicity


/SECTION #4Fast-Track SD-WAN Enabled Services


A NEW TIER OF SERVICE: “PLATINUM TIER”

A New Tier of Global Service for Broadband & Hybrid Networks

Augmented WAN

0.00%

10.00%

20.00%

30.00%

40.00%

50.00%

3.20 3.30 3.40 3.50 3.60 3.70 3.80 3.90 4.00

MOS with SD-WAN MOS with Internet

VoIP calls having good

quality (MOS ≥ 3.6)

99%

With

SD-WAN

MOS ≥ 3.6= Good call

% o

f V

oIP

Calls


4G-LTE

Internet - DSL, Cable, Fiber

Private—MPLS

RETAIL STORE - WAN IS THE BOTTLENECK

Internet

Digital Signage

Guest Internet

Mobile Checkout

Virtual Assistant

Virtual Desktops

Mobile Kiosks

Presence Apps

Loyalty Apps

Couponing Apps

Unified Comm

Retail CRM

Retail POS Network

Signage Servers

Retail Databases

Corp

Datacenter

Retail Stores Demand

for 10X+ Bandwidth

Traditional Wide Area

Networking Is Expensive

Corporate IT Lacks Staff

in Retail Branch Stores

Lean Store Demands Less

Equipment & Less Complexity

Cloud Services Reducing

Visibility, Control & Security

Internet Lacks Reliability,

Performance & Quality

Store


Internet

RETAIL CLOUD-DELIVERED SD-WAN SOLUTION

Retail Stores

Dual Internet

Hybrid WAN

Warehouse

Cable Internet

Private

Cloud DC

Retail Datacenter

• Unified Communication

• Retail CRM

• Retail POS Network

• Signage Servers

• Virtual Desktops

• POS Network

• AWS Apps

• Loyalty Apps

• Couponing Apps

Zero-Touch Store

Deployments

Increased Reliability and

Throughput

Leverage Existing

Wide Area Network

Simple Provisioning Visibility, Performance

& Quality to Cloud

Internet QoS &

Prioritization

Private


COMBINE ALL WAN LINKS WITH INTELLIGENT LINK BONDINGActivate Idle Backup Links to Increase Throughput and App Performance

Traditional WAN VeloCloud Cloud-Delivered SD-WAN

Typical setup is active/standby WAN. Complex routing protocol

tuning required to enable active/active

Link performance degradation will severely affect throughput

Poor WAN link

utilization with

active/standby

2-3x higher

throughput, better

app performance

Real time link performance awareness on-demand remediation

ensures maximum possible throughput

Per-packet load balancing utilizes all links to maximize

throughput even for single traffic flow, e.g. large backup

Enterprise

Backup

Enterprise

Backup


OFF-NET DILEMMA

High Costs of Offnet MPLS Last Mile, Unpredictability of Broadband

Offnet

Expansion

Unpredictable Leased

Offnet Internet Facilities

ON-NET

OFF-NET

OFF-NET

Enterprise DC

High COGS Offnet

Leased MPLS Facilities

Internet

MPLS

OFF-NET

COMPLETE LACK OF

Global Visibility,

Command, & Control


VIRTUAL ON-NET ENTERPRISE CLASS WAN ON BROADBAND

Offnet Expansion

ON-NET

Virtual

On-Net

Virtual

On-Net

Enterprise DC

Leverage Existing

MPLS Core Facilities

“Platinum Tier”

Leased Internet Facilities

Hybrid

SD-WAN

Global Visibility,

Command, & Control


RAPID BRANCH ROLLOUT

Eliminate Truck Roll and IT Personal Visit for Rapid Branch Bring Up

Traditional WAN Deployment VeloCloud Zero Touch Deployment

Truck roll and IT personal required to configure & deploy

new branch. No centralized control

Dependency on wired circuit delays branch bring up

and reduce productivity

$200-$2000

per truck roll

$0 truck roll

No local IT touch. Drop ship the unit and activate

Plug and play—auto-discover WAN links including bandwidth

and ISPs

Profile based configuration eliminates tedious branch-by-branch

configuration

Optional DC install greatly simplify branch bring-up


RAPID SITE DEPLOYMENT WITH MOBILE 4G/LTE

Rapid Mobile Deployment

ON-NET

Mobile

4G/LTE

Enterprise DC

Hybrid

SD-WANVirtual

On-Net

Virtual

On-Net


SIMPLE, HIGH PERFORMANCE CONNECTION TO IAASSimplified IaaS Connectivity

Traditional WAN to VPC SD-WAN in Cloud

Complex to setup. Avoiding backhaul requires full or

partial mesh tunnel from branches to VPCs

Poor internet performance impacts user productivity

Deliver high quality voice and video over the Internet

Cloud SD-WAN eliminates mesh tunnel requirement to VPCs

Centralized policy to control branch VPC access

Assure performance, secure connectivity

Complex Poor Performance

SDWAN

SDWAN

SDWAN SDWAN

SDWAN

SDWAN

Simple Assured Performance


EASE OF NETWORK SERVICES INSERTION

Branch Site

Other Web Traffic

On Premise

Email DLP

Salesforce.com

Web Email

Enterprise DC

Or Regional Hubs

Cloud Security

One-Click Service Insertion

Simplified Cloud

Service Insertion

Optimized Performance to Remote

Cloud and Centralized Enterprise

Services

Internet

Virtual Services

Platform at BranchPartner Ecosystem


RUN REAL-TIME VOICE OR VIDEOOVER THE TOP INTERNETAssure Real-Time Performance over the Internet and Hybrid WAN

Traditional WAN VeloCloud SD-WAN for UC

Poor internet performance affects voice and video quality

High cost from using MPLS to deliver high quality voice

and video

Deliver high quality voice and video over the Internet

Dynamic error correction mitigates network issues and assure

voice ad video performance

The Internet

fails to deliver UC

17% of the time*

VeloCloud

Cloud-Delivered

SD-WAN

> 99% of the time*


RETAIL UCAAS CASE STUDY

Cable

Unreliable MPLS w/ loss then

~20 minute outage

Cable also had critical

performance issues

Dynamically steered VOIP

traffic from MPLS to cable,

sub-second without call drops

On-demand mitigated MPLS

and cable issues

VeloCloud SD-WAN

delivers app perf

Hybrid branch

with hosted VOIP

UCaaS Performance Maximization


HIGH PERFORMANCE ACCESS TO SAAS

Eliminate Backhaul and Assure SaaS Performance over Any Transport

Poor SaaS

performance,

expensive backhaul

Global network

of cloud gateway

provides visibility,

protection from Internet

performance issue

Traditional WAN Deployment VeloCloud Cloud-Delivered SD-WAN

Backhauling SaaS traffic to data center to apply policy control

and QoS increase latency and impacts application performance

Direct internet access from branch suffers from unpredictable

branch internet links

VeloCloud Cloud gateway proximity to SaaS applications

Assure SaaS performance by dynamically steer around

and remediate Internet link issues

Full visibility, and prioritization of SaaS traffic

Internet

MPLS or

Internet

Internet


LARGE INSURANCE/ON-PREMISES

Deploying Tens of Thousands of Sites

with a Transport-Independent Overlay

Complexity in Managing PKI

Future Ready for Internet as WAN

Challenge

Solution

Secure Zero-Touch Activation and Group Policies

to Eliminate Box-By-Box Config

Device Certificates Anchored to CA Running inside VCO

Application Aware Dynamic Multipath Optimization

Branch Edges

Orchestrator

and Controller

Hub in

Data-Center


HOSPITALITY/CLOUD ACCESS

Complexity of Installing On-Prem Orchestrator

Backhaul All Traffic to Regionalized Firewall

except Microsoft Lync and Box

Multiple WAN Management Tools

Challenge

Solution

Leveraged SD-WAN Service

Policy Aware Forwarding to Distributed Firewalls and SaaS Traffic

to Hosted Gateway

Single Pane of Glass for SD-WAN Management

Branch Edges

Hosted Orchestrator

Hub

VCG


DISTRIBUTED RETAIL/MANAGED SD-WAN

Regional

Sites

International

Sites

SP

Managed

SD-WAN

Ensure QoS for Large Number of Distributed

Sites including International

Single Point of Contact to Manage Transport

Complex NxN Tunnels to Integrate AWS

Isolate Corporate and Guest

Challenge

Solution

Managed SD-WAN from Tier 1 SP with Mid-Mile + Last-Mile Benefits

Bring First 1,000 Tunnels for 500 Sites down to 2 Tunnels

Corporate-Wide Segmentation


www.velocloud.com/sd-wan-dummies

THANK YOU!

http://www.velocloud.com/sd-wan-dummies

positioning to - connectra technologies...positioning to win solution overview & best practices...

Documents