Clash Of The SD-WAN Titans: VP Dave West On Positioning Cisco To Win In The SD-WAN Market


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How much do your customers stand to save with Cisco SD-WAN?

We are having cost savings discussions with customers, and it's different for every customer depending on who they're working with. We're not leading with the cost savings discussion. It's a part of the discussion. We're going through the ROI analysis with them. It is much more for them around how do I transform the user experience? How do I optimize my security framework as I use the WAN and the Internet? How do I save operational costs as we look at simplification and flexibility? I could throw a percentage target out to you, but we've seen a lot of different models based on the size and scope of the customer and what they want to achieve at the end of the day. There are customers that are achieving significant dollar savings, but they're more excited about the flexibility and the better experience they're providing their customers, the new security architecture they're defining for their business. It's a much different conversation, and it's something we learned when we brought in Viptela. We used to think of cost saving as the primary factor, and what we're learning is that cost saving is not the primary factor here. Everything in me said it was when we started this thing, but it is not. It is much more about redefining the WAN in terms of flexibility, optimization, application experience and eventually we come to a cost factor, but it's not driving the conversation.



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