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August 22, 2019
QOS Networks‘ SD-WAN journey has expanded into the public sector.
The Irvine, California-based managed network services provider recently inked a five-year contract with the State of California to serve as its SD-WAN deployment and managed solution provider. QOS will support the California Department of Technology as it deploys the VMware Velocloud SD-WAN solution for the California Government Enterprise Network (CGEN). VMware, which is one of QOS’ main partners, recommended that the MSP pursue the RFP.
It’s QOS Networks’ first government customer.
QOS Networks’ Frank Cittadino
The contract didn’t come easily. California placed heavy emphasis on customer references and demanded a high level of specialization. CEO Frank Cittadino told Channel Partners that his company’s operational skills, automation capabilities and experience with the enterprise helped it win the deal.
Did you catch the news last week? QOS was also named #7 on the IT Management Companies list! Great time to be a part of the QOS team! https://t.co/J56GjBitvE
— QOS Networks (@QOSNetworks) August 20, 2019
“Working with government is not like working with the enterprise. There’s a different sales motion there, and it really comes down to your depth of experience,” Cittadino said. “We are a dedicated SD-WAN company; that’s all we do. We have a team of 50 specialists around SD-WAN.”
QOS conducts 70-80% of its business through partnerships with VARs, agents and service providers. AT&T, VMware, Dell, Microsoft and large VARs are some of the more prominent partners that enlist the MSP’s help.
The referred clients already have agreed to buy and deploy an SD-WAN platform, but they need help with the details.
“When we get a deal, it’s generally, ‘We already know we want SD-WAN. Help us understand which one we should choose, and then help us implement and then further manage that,'” Cittadino said.
Businesses generally view SD-WAN adoption as more of a “which/when” question than an “if” question, he said. Multiple studies have indicated that the technology has hit the mainstream. A recent Masergy study indicated a 19-point adoption increase from 2017 to 2019.
QOS has come a long way. Cittadino and Brian Perrott founded the company as a Sandler Partners agent in 2012. They chose to invest heavily in SD-WAN in 2014, and the decision paid major dividends. The company’s revenue has grown 1,418% in the last three years, according to the Inc. 5000.
QOS has the “muscle” agents need to deliver SD-WAN to enterprise customers and also provides a software layer between the customer and the SD-WAN. The software layer helps customers utilize automation, monitoring and IT operations tools.
“Our whole goal is to give the customer significantly more data from the network than they could get with the typical appliance-based solution,” Cittadino said.
Specialist integrator Teneo recently launched co-managed and managed service models for Silver Peak’s Unity EdgeConnect solution. The new services supply customers with around-the-clock monitoring, upkeep and an operations dashboard.
Brett Ayres’, Teneo’s global SD-WAN practice director, said the industry-wide configuration and management of SD-WAN is shifting dramatically. Ayres said co-managed and managed service models help customers increase SD-WAN’s value and …
… diminish investment risks.
“It is no secret that internal IT teams are limited on resources and are keen to focus on ways to use IT to gain competitive advantage — and focusing on ‘keeping the lights on’ is not a good use of resources. Teneo has built a service to be an extension of a customer’s IT team and deal with the day-to-day management and problem solving that defocuses IT from extracting true business value and competitive advantage.”
— Silver Peak (@SilverPeak) August 20, 2019
Teneo began offering SD-WAN managed services in 2014 in support of the Talari Networks platform. The company chatted with us last year about Oracle’s purchase of Talari.
Intelisys sold more Masergy SD-WAN than any other partner. Check out our story about Masergy’s partner awards.
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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