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Clash Of The SD-WAN Titans: CloudGenix CEO On 'Ripping And Replacing' Cisco Routers With SD-WAN, VMware's 'Big Challenge' And 300 Percent Growth

"In the enterprise space, Cisco has a large installed base. We go in and completely eliminate the need for a Cisco hardware router," said CloudGenix CEO Kumar Ramachandran.

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Where are the new opportunities for the channel in SD-WAN?

There's massive incremental opportunities for channel. All the channel partners that were selling Cisco routers, they were reduced to being plumbers. Your conversation with the customer was, 'I have a faster router from Cisco. Let's get you a faster pipe and put it in.' It never rose above the level of plumbing. What we're seeing with partners, is they're able to elevate the conversation to very strategic conversations with the CIO. Rather than just routers, pipes and plumbing, now they're sitting down with the CIO and having a cloud conversation. The conversation is, 'Mr. CIO, as your infrastructure transitions to a model where you have a combination of SaaS, public cloud, private cloud, all of them delivering applications to your remote offices -- how do we ensure that your infrastructure is cloud-ready?' The remote office and enterprise can be stuck with the hardware router model that scales poorly, is expensive and hard to implement. You want a software model that's going to be rapid and easy to design, deploy, operate – that's SD-WAN.

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