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Clash Of The SD-WAN Titans: VeloCloud Founder Uppal On Huge Customer Savings And Why Legacy Router Vendors Should Feel Threatened

Sanjay Uppal tells CRN the pace at which enterprises are deploying SD-WAN is unprecedented in the history of the market, and is rivaled only by the cost savings driving the rapid adoption.

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Is the revenue opportunity for vendors and channel partners just as big as it was for those other movements to the cloud?

Yes. Actually when you look at it, because this is industry-changing, depending on how you count it, it's a $45-$60 billion market and what we're seeing is that MSPs in particular, and VARs that are becoming MSPs, are the ones who are going to benefit from this, and they're already seeing that. Included in MSPs, I would put service providers that can be both a sell-to and a sell-through for SD-WAN. These are the folks who are going to benefit. The enterprise does want to outsource. They want to buy things on a pay-as-you-go basis. They want a subscription. We've seen that with the other three phases, as well. The really large banks resisted the cloud for a long period of time, but even they are coming around and saying yes, we want some portion of our IT in the cloud. Networking just becomes a part of that, and the people who benefit are the channel partners like MSPs. VARs that only provide boxes are going to be threatened, but we're finding that almost all the VARs we touch are either moving to become MSPs or have MSP arms, or MSP groups within them. I'm not seeing anyone who says I'm selling boxes and I will only continue to sell boxes forever. VeloCloud is 100 percent channel, and we'll continue to do that at VMware, as well.

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