https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • Complete 2023 MSP 501 Rankings
    • 2023 MSP 501 50-1
    • 2023 MSP 501 100-51
    • 2023 MSP 501 150-101
    • 2023 MSP 501 200-151
    • 2023 MSP 501 250-201
    • 2023 MSP 501 300-251
    • 2023 MSP 501 350-301
    • 2023 MSP 501 400-351
    • 2023 MSP 501 450-401
    • 2023 MSP 501 501-451
    • NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Channel Futures 20: Top Tech Providers
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2023 MSP 501
    • 2023 NextGen 101
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
    • Channel Leaders Lists
  • Events
    • Back
    • 2024 CP Expo Call for Speakers
    • Channel Futures Leadership Summit
    • MSP Summit
    • CP Conference & Expo
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • Complete 2023 MSP 501 Rankings
    • 2023 MSP 501 50-1
    • 2023 MSP 501 100-51
    • 2023 MSP 501 150-101
    • 2023 MSP 501 200-151
    • 2023 MSP 501 250-201
    • 2023 MSP 501 300-251
    • 2023 MSP 501 350-301
    • 2023 MSP 501 400-351
    • 2023 MSP 501 450-401
    • 2023 MSP 501 501-451
    • NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Channel Futures 20: Top Tech Providers
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2023 Editorial Calendar
  • Awards
    • Back
    • 2023 MSP 501
    • 2023 NextGen 101
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Technology Advisor 101 (TA 101)
    • Channel Leaders Lists
  • Events
    • Back
    • 2024 CP Expo Call for Speakers
    • Channel Futures Leadership Summit
    • MSP Summit
    • CP Conference & Expo
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

SDN/SD-WAN


Shutterstock

Q&A

New Talari CEO Q&A: Circuit Flexibility Key to SD-WAN Success

  • Written by James Anderson
  • November 21, 2017
He says the channel is essential to growth.

Talari Networks‘ new CEO believes the indirect sales channel is the key to growing in the midst of an ever-consolidating software-defined wide area networking (SD-WAN) market.

The San Jose, California-based company announced yesterday that Patrick Sweeney left his previous position at SonicWall to take the lead at Talari. The company has been developing SD-WAN offerings since its founding in 2007, and Sweeney tells Channel Partners that Talari is one of four vendors that are large enough to compete with an organic growth strategy in the SD-WAN market. Sweeney said in Tuesday’s announcement that he aims to pivot Talari’s sales team to a 100 percent channel focus in order to achieve the growth.

Talari's Patrick Sweeney

Talari’s Patrick Sweeney

Sweeney spoke to Channel Partners about his decision to join Talari, his predictions for the SD-WAN market and his experience with SonicWall.

We have edited the transcript for length and clarity.

Channel Partners: Why did you choose this company?

Patrick Sweeney: My background is such that I came out of the security space and was able to participate in a high growth segment — security — from about 2003 onward. What I like about the SD-WAN space is, it seems to me that it is the next similar big market where IT will get a net benefit by investing in SD-WAN, and you wind up being able to bring the promise of the internet to reality without having to compromise on communications quality. The market’s very real; it’s growing very quickly. It becomes a productivity investment rather than just being a cost investment. The other thing that’s happening in the market today is that the channel [is] stepping in and being a bigger part of the revenues and the services associated with SD-WAN. The channel today winds up playing a huge role in security in the exact same way I see that the channel — MSPs, MNSPs, traditional VARs, all those that provide the services and the knowledge — in order for the market to scale, you’ll see that those players are going to play a pretty pivotal role and a big part in this marketplace.

And my background coming out of SonicWall was to be very into the markets that are very complex but just ripe for the channel. And SonicWall was a 100 percent channel-based company; that’s how we grew, and that’s how we were successful. I think Talari is in the middle of pivoting to the channel and, for me, our go-to-market motion is going to be all about getting that to be 100 percent channel-driven all the time.

CP: What does that channel investment look like, from a Talari perspective?

PS: The biggest investment is really the sales people changing their go-to-market motion and their training to be channel-focused. We actually made a big, big infrastructural…

  • Page 1
  • Page 2
  • Page 3
  • Page 4
Tags: Agents SDN/SD-WAN

Most Recent


  • Talon Security, Dig Security potential Palo Alto targets
    Palo Alto Networks Reportedly Close to Buying Talon Cyber Security, Dig Security
    The acquisitions would add capabilities Palo Alto Networks doesn't have.
  • SD-WAN technology leaderboard
    Cisco Tops VMware, Fortinet on SD-WAN Technology Supplier Leaderboard
    Migration to managed SD-WAN solutions is accelerating. See who else cracked the top five.
  • Cato Networks funding round
    Cato Networks Gets Big VC Infusion, Promises Channel Investment
    “Today’s announcement further solidifies Cato Networks' commitment to being a ‘channel-first company,’" the company's channel leader said.
  • LLMs among new products
    New Products, Services for the Channel: Contact Center LLMs, Dell, Telarus, More
    The contact center providers are working to keep up with each other and differentiate with domain-specific large language models.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • Cloud security
    VMware Debuts Cloud Web Security on SASE Platform
  • zero trust security
    Leveraging Partner Expertise to Build a Zero-Trust Strategy
  • Twenty, 20, SD-WAN providers, email security
    The CF List: 20 Endpoint Detection and Response (EDR) Providers You Should Know
  • Security shield on digital background
    VMware Security Connect Focused on Redefining Security, Increasing Threats

Upcoming Events

View all

Channel Futures Leadership Summit

October 30, 2023 - November 2, 2023

Channel Partners Conference & Expo

March 11, 2024 - March 14, 2024

Channel Futures Leadership Summit 2024

September 17, 2024 - September 19, 2024

Galleries

View all

Cloud Computing News: AWS, Broadcom, Google Cloud, Akamai, More

September 27, 2023

CF20: 2023’s 20 Top Email Security Providers You Should Know

September 26, 2023

2023 MSP 501 Channel Disruptors: These Companies Are Shaking Things Up

September 25, 2023

Industry Perspectives

View all

Partners Balance Multicloud Opportunity, Complexity

September 25, 2023

Why Conversational AI Matters for Your Customers and How It Can Boost Your Revenue

September 15, 2023

The 5 Ds that Lead to Unplanned Business Sales

September 13, 2023

Webinars

View all

MSP 501: Leadership in Cybersecurity

October 19, 2023

DE&I: Find the Balance that Works for You

September 7, 2023

Above and Beyond with the NextGen 101ers

August 30, 2023

White Papers

View all

6 UCaaS Reseller Challenges and How Real World Businesses Solved Them

February 1, 2023

Frost Radar: North American UCaaS Market, 2022

February 1, 2023

The Complete Guide to White-Label UCaaS for Reseller Success

February 1, 2023

Channel Futures TV

View all

Coffee with Craig and James Episode 129: ZLH Enterprises

Coffee with Craig and James Episode 128: Channel Partner Strategies Intelligence Service

August 25, 2023

Coffee with Craig and James Episode 127: Expereo, Movie Night Returns

August 18, 2023

Coffee with Craig and James Episode 126: ARG

July 28, 2023

MSP 501

The industry's largest and most comprehensive partner awards program.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2023 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X