New Report: 65% of Partners Haven't Sold SASE Yet

Customers are turning to partners for education about what SASE means.

James Anderson, Senior News Editor

September 27, 2021

3 Min Read

Approximately 35% of channel partners are selling SASE (secure access service edge), according to Avant.

The Chicago-based technology services distributor just announced its latest 6-12 report, which shows rising customer demand for secure services.

SASE combines WAN capabilities (particularly software-defined WAN) with next-generation security functions like secure web gateway, cloud access security broker and zero-trust network access. We’ve seen an influx of networking vendors such as Aryaka, Masergy and VMware bake security into their SD-WAN services, while security vendors like Palo Alto and Fortinet have acquired companies to bolster their networking practices. Those providers were working to meet customer demand for converged services when COVID-19 hit. Avant noted in the report that the shift to hybrid workforces has led to an increased need for SASE.

“Numerous studies show that many employees have a strong preference for a work-from-home paradigm, and some are even quitting their current jobs in favor of employers willing to accommodate that preference,” the report said. “Amidst a veritable Rubik’s Cube of locations and conditions, effective security becomes more important and more challenging than ever.”

Customers indicated that they’re turning to SASE primarily for its security benefits. Two in three (67%) customers picked enhanced security as the top factor, followed by simplified management (14%).


Source: Avant 6-12 SASE Report

Opportunities Ahead

Eighty-five percent of the channel partners Avant surveyed expressed familiarity with SASE. Moreover, 35% said they have started one or more engagements around SASE.

The remaining partners should see plenty of opportunity, as adoption will rise in the upcoming years. Dell’Oro Group last week predicted the SASE market to reach double-digit billion-dollar revenue by 2025. Dell’Oro also noted that the number of vendors has grown to 35.

However, Avant’s report concluded that SASE migration in most cases won’t occur all at once. Nine in 10 (90%) customers said they expected to gradually adopt a SASE posture.


Source: Avant 6-12 SASE Report

“For some people, SASE will look like it’s just too much, which is one of the reasons you might want to migrate over a period of time,” said Bill Franklin, senior director of cloud engineering at Avant. “Bring in service providers to run a health or gap assessment and look at it from a posture perspective. Detail your network, operations, and the security side, which will include SASE components like secure web gateway and identity access management. At this point we just want a lay of the land to help us understand the gaps and establish priorities.”

The Partner Role


Avant Analytics’ Ken Presti

Avant’s survey of customers found that 76% of them approach technology consultants/brokers about SASE because they need help with education.

“As cloud capabilities, security and efficiency continue to increase in importance and priority, it is essential that IT decision-makers plan their security modernization approach accordingly. With SASE, a majority of IT decision-makers know the trusted adviser is a key component to the education and implementation of the solution,” said Ken Presti, Avant’s vice president of research and analytics.

Avant has released a number of 6-12 reports, including ones on cybersecurity and CCaaS. The company is hosting its Special Forces Summit this week in Austin, Texas. Stay with Channel Futures for coverage all week.

Want to contact the author directly about this story? Have ideas for a follow-up article? Email James Anderson or connect with him on LinkedIn.

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About the Author(s)

James Anderson

Senior News Editor, Channel Futures

James Anderson is a news editor for Channel Futures. He interned with Informa while working toward his degree in journalism from Arizona State University, then joined the company after graduating. He writes about SD-WAN, telecom and cablecos, technology services distributors and carriers. He has served as a moderator for multiple panels at Channel Partners events.

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