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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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What would you say to MSPs worried about SD-WAN eating into their profits?

Singer: I think SD-WAN can simplify the management that MSPs have to provide. They can still charge a fee for managing the network, and their work is made easier. They can get more visibility than they had before from a single interface. Many MSPs we talk to are very much in favor of getting work off their plates and retaining a significant amount of revenue.

Many [MSPs] are seeing value in SD-WAN, and while the one side is a little shy about jumping into it, they are exploring it. Selling that hardware is a one-time [sale], and when you're selling that service, you're going to get that revenue monthly for as long as it's in play with less work for the partner.

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