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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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Where are you seeing the most traction in the market? What are you seeing in the market generally that's encouraging to you?

Where we're seeing the most traction is where partners really want to deliver and innovation to their end customers. Sony has a strong history of innovation, but secondly, they've been a disruptor in the Japanese market with their internet services and they wanted to go to market in a new way with a differentiated technology. It's not only a technology differentiation, but also disruptive economics. They've come into the market at about 80 percent less than all the other solutions in the marketplace. They're able to do that because we've decoupled the hardware and the software. It's really changing the game. They anticipated this appealing to small- to medium-size enterprises, and they have been overwhelmed with large enterprise demand.

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