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March 25, 2020
The best SD-WAN vendor is the one that fits your customer’s needs.
Benjamin Niernberg, executive vice president of MNJ Technologies, urged fellow partners to understand that “not all SD-WAN is created equal.”
“They’re not all the same,” Niernberg told Channel Partners. “And they are all specialized in that they do certain things better than each other.”
Niernberg said MNJ interviews its customers about their most important applications and needs. This discovery process allows his team to understand a few of the client’s key technology postures.
“The thing I always wished is that we stopped focusing on, ‘Our device and our product is better than their product,’ and we started to really focus on, ‘Give me the things that are most mission-critical, the applications that are the most critical to the business, and how can we impact that,'” Niernberg said.
MNJ Technologies’ Ben Niernberg
MNJ’s discovery process explores the business’ collaboration and voice strategy, its cloud and data center strategy and – last but certainly not least – its security strategy. The customer’s priorities will go a long way in identifying the most suitable SD-WAN platform, according to Niernberg.
“If I’ve got a customer that says voice is the most mission-critical thing there is, Oracle‘s the first product that would come to mind,” he said. “Not that it’s the only product, but it’s the first product.”
On the other hand, CloudGenix could be the best fit for a retail company in need of cloud-based SD-WAN with point-of-sale (POS) integration.
Niernberg said the biggest question of all is how the customer wants to do security.
“Talk to me about security, because I may think Oracle’s the best product or CloudGenix is the best product or Silver Peak is the best product, but when we get into a security discussion, that may change based on the security need and the importance of the security needs of that customer,” he said.
The security conversation touches on multiple points, including policy – like how much the customer wants to restrict its employees’ internet access at work – and how the customer wants to house its security.
“Are we going to run a firewall with an actual next-gen appliance at the edge in front of an SD-WAN device? Are we going to backhaul traffic and have a single firewall where all data goes through in a colo-neutral facility or in the cloud? Are companies looking at things like Zscaler or Palo Alto cloud?” Niernberg said.
Where do you work when you have four kids and not one quiet place to work at home? @BenNiernberg is working in his wine cellar in the basement! Post below where you are #remote working – we would love to see it! #MNJTech #SocialDistancing #COVID19 #BeTheDifference pic.twitter.com/SDwc8FbzzV
— MNJ Technologies (@MNJTechnologies) March 18, 2020
We asked Niernberg for his take on the Gartner-coined phrase “secure access service edge” — more succinctly known as SASE. Companies like Palo Alto, Cato Networks and Open Systems have leaned heavily into the description recently.
Niernberg said the phrase aptly describes the crucial question networking professionals have been asking over the last two years.
“I think all Gartner did was put an acronym to what customers have already started talking about, which was: How are you creating secure access at the edge? Is a service provider doing it with SD-WAN? Are you going to run security at the edge? Are you going to run it in the cloud?” he said.SASE provider Cato Networks made an interesting announcement related to the COVID-19 outbreak. The vendor added clientless access to its software-defined perimeter (SDP) solution. The aim is to help enterprises quickly and securely accommodate more remote workers.
Cato’s Shlomo Kramer
“With the global health crisis, enterprises are looking to deploy work-from-home capabilities at scale. Cato has seen remote-access adoption more than double since the outbreak of COVID-19,” Cato Networks CEO and co-founder Shlomo Kramer said. “The enhancements to Cato SDP will further help IT leaders to quickly deliver secure remote access at scale to their employees across the globe.”
Need to deliver a large scale work-from-home solution? Cato SDP now has a clientless version that lets you securely publish applications across the globe in minutes. For Cato customers, there’s no hardware to deploy or software to install. Learn more: https://t.co/FoPChZp5pb
— Cato Networks (@CatoNetworks) March 24, 2020
ASM Assembly Systems is an electronics supplier that uses Cato. Ian Blezard, ASM’s director of infrastructure and analytics for SMT, said Cato has helped ASM connect directly to the Cato cloud to reach their applications through a “scalable remote solution,” rather than requiring them to use a VPN server.
“Cato has helped us respond to the COVID-19 outbreak significantly faster than would otherwise have been possible,” Bleazard said. We had been using a firewall as our VPN server, but when our users shifted to working from home, we saw the CPU load jump to 79% as concurrent VPN usage more than tripled. We expect to hit over 90% when our VPN usage quintuples by end of week.”
Rival vendor Aryaka Networks took a different approach to the VPN pileup by releasing an “on-ramp” for VPN concentrators.
“Most organizations offer some type of remote access solution, but they were never designed for ‘peak capacity,’ meaning to scale for the present situation where employees or students are required to work from a location distant from their corporate HQ or university campus,” said Mario Vecchio, Aryaka’s senior vice president of Asia Pacific.
Oracle, which got into the SD-WAN game by acquiring Talari Networks, is planning a webinar that addresses the remote workforce trend. The webinar will particularly focus on how partners can leverage Oracle’s relationship with Microsoft. See details about the webinar.
The Metro Ethernet Forum (MEF) honored four service providers as the first to meet its new SD-WAN certification standard. Read the story about the honorees.
Read more about:Agents
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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