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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 do you determine if SD-WAN is a good fit for a customer and how are you delivering SD-WAN to your customers today?

Singer: We are working with both the companies like VeloCloud or Bigleaf that are [offering] SD-WAN, and we are also dealing with carriers that are restructuring their network architecture to include SD-WAN as a major component.

The framework we use for evaluating a customer's needs begins with first understanding what a company is looking for in terms of bandwidth, failover management, site-to-site connectivity, [and] WAN optimization. As we explore the needs, we consider whether SD-WAN is going to fit that customer and if we want a traditional WAN -- like MPLS – or a hybrid SD-WAN scenario, [which is] a combination of guaranteed private circuits and SD-WAN, or a true SD-WAN-only deployment. Frankly, we are more often moving away from traditional [WANs] and moving more toward hybrid and pure SD-WAN deployments.

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