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Talari CEO Sweeney On New Cloud Connect Platform And Winning The SD-WAN Shootout

Patrick Sweeney counts Talari among the top vendors in the SD-WAN space along with VMware's VeloCloud unit and Silver Peak.

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What competitors do you duke it out with in the market most frequently?

The market is starting to consolidate a little bit, which is good. Everybody that had a failover, load-balancer was out there saying we're SD-WAN too. That's not really where the world is today. There's more sophistication, and there are two things driving that: one is a higher degree of awareness that designing your network to fail and then fail over and come back is not an SD-WAN solution. The whole thing about an SD-WAN solution is that it should not fail. It should not drop a call. It should not introduce static. What's more common than an entire MPLS or broadband circuit going down is that you have latency, jitter, congestion, other things impacting it. You don't have blackouts. You have brownouts. VeloCloud is a really solid solution and Talari is the highest technically capable solution, and then you do see companies like Silver Peak in all these accounts. Those three are most predominant in most shootouts. That's if [the customer] is concerned about a high degree of reliability, or they've got some dependency on real-time applications. If good is good enough, then you see a lot of the other companies still making inroads. If you think good is good enough, then you may go with Viptela. If you're not concerned with a high degree of roll-forward roll-back capabilities and administrative capabilities, you might go with some of the other players.

Do you see yourself gaining ground on Silver Peak?

I see us battling it out with Silver Peak. We see them in a lot of places. I do see us gaining ground with the growth we've had in the last 12 months. It's going to come down to those players over and over. Everyone's going to claim their win rates are better. Customers will tell you honestly what they value Talari on, and one of those things is our overall ability to do the workflow for provisioning, the roll-forward and roll-back deployments. We have a better capability around maintaining real-time application connectivity. There are actually only three products in the SD-WAN space that got passed as a recommended solution in the NSS Labs public shootout, and that was VeloCloud, Talari, and of all companies, Fortinet, which was a bit of a surprise. NSS Labs will increase the complexity of the tests and the realness of the tests, and when you do that, you'll find there are very few companies that can actually do it.

 
 
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