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Telco Consultant To Partners: If You're Not Talking About SD-WAN, Someone Else Will

Executives with The Comtel Group, a VAR that became a telecom consulting firm, talked about opportunities around the emerging SD-WAN market, and why other solution providers who aren't looking at SD-WAN are missing out.

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How often are customers asking about SD-WAN?

Singer: A few customers are asking for it directly -- the ones that tend to be on cutting edge of emerging technology -- and these customers still don't know all of the benefits. They tend to only know one or two of the things that SD-WAN does, but not the full scope. So, it's definitely something that is just getting out to the market even though it's been around since the early 2000s.

What drives us towards bringing up SD-WAN is a couple of scenarios. One is companies with site-to-site connectivity that are really feeling a lot of pain for paying for MPLS. Hearing that they are dealing with low bandwidth and they don't want to spend more money is an indicator. Also, any organizations with multiple sites that have pains around uptime and reliability -- that's going to be an SD-WAN conversation.

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