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128 Technology's President On Breaking Away From The SD-WAN Pack

"We have the entrepreneurial zeal to figure out what works best for everybody," 128 Technology President Sue Graham Johnston said. "We want partners to make money."

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'Disruptive Economics'

128 Technology is out to disrupt the traditional, hardware-centric networking market, and President Sue Graham Johnston says the company's change-the-status-quo approach is quickly finding traction with large enterprise customers.

In one recent case, 128 Technology won a large deal with tech titan Sony. In North America, the Burlington, Mass., start-up has outshined networking industry stalwarts in particularly demanding use cases, including oil fields and remote locations.

In addition to the technology benefits that come with 128's software router and networking platform, Graham Johnston says the company comes to market with "disruptive economics," namely, pricing that is "about 80 percent less than all the other solutions in the marketplace," she said.

That is a boon not only for customers, but for partners with the wherewithal and drive to go deep with 128 Technology as it makes a push into large enterprise accounts and sets its sights on the red-hot SD-WAN market.

What follows is an edited excerpt from Graham Johnston's conversation with CRN.

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