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Aryaka CEO Matt Carter On Making SD-WAN A 'Win-Win' For The Channel

‘We're not a huge company, so we don't have the sales reach that others do, despite the fact that we have a quality product that is better than most out there in the marketplace,’ Carter says. ‘This gives us a chance to think more strategically about how we can provide value and target the benefits our technology provides.’

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'Better Than Most'

Global SD-WAN powerhouse Aryaka's new CEO, Matt Carter, has his eyes squarely on growing the company and its market share while drawing a bold line between itself and competitors he says fall short of offering complete offerings.

To make all of that happen, Carter says he plans to expand Aryaka's channel operation so that it becomes central to the San Mateo, Calif., company's go-to-market strategy.

"We're not a huge company, so we don't have the sales reach that others do, despite the fact that we have a quality product that is better than most out there in the marketplace," Carter said. "This gives us a chance to think more strategically about how we can provide value and target the benefits our technology provides."

Carter became Aryaka CEO in September. He took over for John Peters, who acted as CEO for a number of months after former CEO Shawn Farshchi left the company last June. Carter was formerly CEO of communications technology firm Inteliquent and was previously president of telecom giant Sprint's global enterprise business.

At Aryaka, Carter's mission is growth as the heat around the SD-WAN market becomes red hot and large, well-funded competitors like Cisco Systems and VMware enter the market. Aryaka's SD-WAN revenue was $32.6 million in the second quarter, second only to VMware and its VeloCloud business and about $7 million ahead of Cisco.

"My mandate was to come in and really get the company to the next stage of growth," Carter said. "Business is strong, but it will only get stronger."

What follows is an edited excerpt of Carter's conversation with CRN.

 
 
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