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InfoVista Channel Chief Jon Howes On Crashing The North America SD-WAN Party

Jon Howes recently adopted an ‘all channel, all the time’ SD-WAN strategy as the foundation of InfoVista's go-to-market plan.

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All Channel, All The Time

Jon Howes is lighting the fuse under InfoVista's channel operation, blasting into the North America market with a goal of helping the company achieve 400 percent growth over the next five years, and he's counting on the channel to get it there.

It's been an eventful couple of years for InfoVista. The 5G- and SD-WAN-focused company was acquired by private equity firm Apax Partners in 2016, and moved its headquarters from Paris, France, to Ashburn, Va. Jon Howes was brought on as global channel chief about six months ago, and he recently adopted an "all channel, all the time" SD-WAN strategy as the foundation of the company's go-to-market plan.

Howes is focused on breaking InfoVista into the North American market and has signed the first of several distribution agreements here with TELoIP. He also takes a measured view of the red-hot SD-WAN market, carefully separating the hype from the genuine opportunities facing solution providers today.

InfoVista takes a cloud, app-centric and digital transformation-focused approach to SD-WAN and is content to leave routing and connectivity concerns to others. In that way, the company is carving a niche for itself and partners, and Howes said that, combined with a fresh partner program that makes it easy to on-board and enable new partners, will be the ticket to huge market growth.

"The market opportunity there is huge and it is growing very quickly," Howes said. "Our private equity owners are extremely aggressive. They want us to grow by 400 percent over five years. What we're doing is positioning ourselves as the next wave of the SD-WAN market from an app perspective. We're making it easy to on-board, and we're complementary to many of the connectivity-oriented SD-WAN plays."

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

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