YES YOU CAN SELL SD-WAN !

TRUSTED EXPERTS IN ALL THINGS SD-WAN

SDWAN ASSIST in 30 seconds

WHO WHY WHAT WHERE WHEN

HOW

YOU can become a credible supplier of best of breed

and tailored SD-WAN solutions

93% of customers are actively installing or investigating

SD-WAN technology

SDWAN ASSIST gives you everything you

need, AND you don’t need any investment or prior experience

Developed by SDWAN Solutions exclusively for the Channel, this world

first is not available anywhere else

You could be selling SD-WAN to your customer base in

less than one week from now

CALL : 0203 638 6680 or EMAIL : channel@sdwansolutions.co.ukor VISIT : www.sdwan-solutions.co.uk/channel

can sell SD-WAN? should I sell SD-WAN? does ASSIST offer? can I get SDWAN ASSIST? can I start selling?

do I get ASSIST?

SD-WAN is the stable foundation underpinning Digital Transformation

SD-WAN as a new product

As a telecoms service provider, you might have already created a niche product market for your valued clients -clients who have been with you for a long time and who are far more than just customers.

You are a trusted adviser to them but, as technology changes, perhaps the investment needed by you and your team – time, training, money, and ability to offer stable and innovative SD-WAN products - is a little daunting, or will take several months to develop & deliver to market.

When you partner with SDWAN Solutions, you don’t need to:

• be an expert in emerging technologies.• spend months researching & onboarding

suppliers. • train and certify your teams.• invest in new technologies

We’ve done the groundwork for you, we’ve pushed the technologies to the limits and we’ve selected only the best in class SD-WAN vendors to work with and will recommend specific vendor solutions according to your customer's specific requirements.

SDWAN Solutions managed SDWAN-As-A-Service for the Channel includes all components, processes, services and documentation required to supply true and tailored SD-WAN solutions to your customer base.

YOUR CUSTOMERS ARE BUYING SD-WAN:IF NOT FROM YOU, THEN FROM WHO?

Here’s how we help

With ASSIST there’s no need to:

▪ Invest in new technologies▪ Change your business plan▪ Train sales staff / employ new sales staff▪ Train technical staff / employ new technical staff▪ Get certified in multiple vendor technologies▪ Employ field engineers across all areas▪ Get left behind▪ Lose customers to large SD-WAN providers

▪ You don’t need to pay $3000 every year to be able to sell a particular vendor’s product

▪ Some vendors won’t entertain any opportunity smaller than 100 sites

▪ As a smaller supplier it can be difficult to get any support from the global vendors

▪ Launching your own product could take 6-12 months

We make traditional problems disappear:

SDWAN ASSIST removes the barriers that you would normally encounter when launching an SD-WAN product

With SDWAN ASSIST you provide a detailed solution design and quote to your customer within 3-5 days and can move to PROOF OF CONCEPT trial in under 2 weeks

What you get when you partner with SDWAN Solutions

▪ ASSIST – Automated Solution Scoping Intelligent Sales Tool▪ Bespoke solution design▪ Solution design diagrams (Visio) ▪ Solution commercial calculation document▪ White labelled solution proposal▪ Exact details of what connectivity to source▪ Full access to technical and sales expert resources▪ SD-WAN general information▪ Sales Battlecards▪ Increased connectivity sales

▪ SD-WAN solutions using only TOP SD-WAN vendors▪ Complete SD-WAN-As-A-Service solutions▪ Access to SDWAN Solutions technical and sales experts▪ Local & Global solutions▪ Face to face meeting attendance with customer▪ Customer video / conference calls▪ Proof of concept trial ▪ Solution installation options▪ Ongoing solution management and monitoring▪ Service management▪ SD-WAN vendor training

What you are able to offer your customers

Everything you need to instantly offer credible and tailored SD-WAN solutions to your customers

With SDWAN Solutions ASSIST you have choices – flexible packages to suit your specific business model or requirements

▪ We offer flexible packages to help you provide SD-WAN solutions to your customer base.

▪ We work with YOU to find the right package to suit your needs

▪ YOU may need us to deliver and support every element of the solution – no problem

▪ YOU may want to provide the connectivity or installation services – hey that’s great

▪ Perhaps you just need a referral fee, and let us contract directly with the customer – these are all options

▪ You may even decide to start providing solutions on your own – glad to have helped

We work together to deliver tailored SD-WAN solutions that solve everyday business problems

SDWAN ASSIST standard packages can be tailored to suit your business model

▪ You refer a customer / opportunity to us and we take care of everything from there.

▪ You earn a monthly referral fee for the life of the contract on ALL SERVICES that customer ever contracts with us for.

Why wait? Go to market instantly with credible and tailored SD-WAN solutions

REFERRAL RE-SELL

▪ You use SDWAN ASSIST to design a tailored solution for your customer, and call on us for any consultancy, design, connectivity, implementation, management or support that you cannot provide yourself.

▪ You add re-sell margin to our services.

MASTER AGENT

▪ You supply services to smaller agents, consultancies etc. SDWAN ASSIST becomes an additional service within your portfolio, fully backed by SDWAN Solutions resources

▪ We advise on commercial models to keep solutions competitive

Why partner with SDWAN Solutions?

▪ Trusted experts in all things SD-WAN

▪ We offer many different varieties of true SD-WAN solutions

▪ Vendor relationships already firmly in place and aligned

▪ Connectivity to every inch of the planet using 1952 telco suppliers

▪ Multiple technologies provided as standard

▪ Global deployment capabilities

▪ 1st to market globally with SDWAN Cloud concept

▪ 1st to market globally with SDWAN ASSIST

▪ Standardised hardware option across all SD-WAN vendors

▪ SDWAN Solutions SRL is an EU sister company to SDWAN Solutions Ltd

Example solution pricing

1. 37 site SD-WAN, 20mbps bandwidth, 3 YR

Install £270KMRC £7,000

YOUR potential profit £92K

2. 10 site SD-WAN, 50mbps bandwidth, 3 YR

Install £83KMRC £1,200

YOUR potential profit £30K

* Margin calculated at 10% on SD-WAN elements and 25% on connectivity

Our Solutions are tailored to individual customers using modular components

Next Steps: Where do we start?

1. Get in touch – Call 0203 638 6680 or email channel@sdwansolutions.co.uk

2. We chat about which package works best for you and make any tweaks if necessary. We agree services and responsibilities matrix i.e. connectivity, installation, support etc and document these.

3. You provide branding, logos etc so that we create your SD-WAN landing page OR we provide links to the ASSIST page so that the bespoke page can be accessed directly from your existing web site.

4. We share process and procedures documentation, white labelled SD-WAN information, etc. We align key contacts and agree escalation paths

5. We train your team on the ASSIST process, general SD-WAN sales and opportunity training.

WAIT – THERE’S MORE!!

We’ve been involved in global networking for 20 years & 100% focussed on SD-WAN technology for the last 4 – spending every second learning, understanding and developing solutions around the technology. We developed SDWAN ASSIST to help solve the problems around gaps in SD-WAN knowledge and in-experience within the Channel market – We see SD-WAN as an opportunity for all sizes and types of businesses and no-one should be left behind.

We are the UK’s only SD-WAN subject matter experts for the MEF – setting SD-WAN standards and global SD-WAN certification. Our design and installation lessons learned book is already bursting at the seams and we share our experience and vast knowledge with you and your customers, making sure that solutions are designed correctly first time, delivered within budget and on time. We make sure that solutions deliver what your customer needs, and are flexible to adapt and grow as your customer requirements change and their business evolves.

The telecoms market is no longer dominated by large global players, if anything they are slower to adapt and hesitant to change their historic business models, and desperate to protect revenues – SD-WAN presents an incredible opportunity to the smaller players,MSP’s, consultancies and resellers - we are here to help you make the most of the opportunity.

Anthony Senter, CEO and Toby Sturridge, CTO SDWAN Solutions Limited (UK) & SDWAN Solutions SRL (BE)

TRUSTED EXPERTS IN ALL THINGS SD-WAN

WE ARE SHAPING THE FUTURE OF SD-WAN : SD-WAN IS ALL WE DO !

SD-WAN or SD-WANNABE

There are a lot of providers that have slapped an SD-WAN label on almost any hardware or that are trying desperately to morph historic security products into an SD-WAN product – most of these adaptations score only 50% -60% in our stringent in-house SD-WAN functionality test.

AT SDWAN Solutions we only work with SD-WAN vendors that score above 85% functionality –true SD-WAN and credible vendors like Talari, Silverpeak, Velocloud, Aryaka & Masergy

What defines a true SD-WAN?

As a minimum requirement, a solution must conform to all of these service attributes to be classified as SD-WAN:

• must be a secure, IP based. transport independent overlay network,

• with application driven & policy based dynamic packet forwarding

• within service assured high availability tunnels• across multiple WANS• and with service automation via centralised management,• control and orchestration,• and may also offer WAN optimisation functionality

Global SD-WAN standards have now been released and will see many “SD-WANNABE” products no longer classified as SD-WAN

If even ONLY one of the below applies – your customers are ready for SD-WAN

• You are investigating a WAN refresh or a hybrid network solution

• You are using more and more cloud-based services

• You need to reduce traditional business-class carrier costs

• You want to reduce management complexity of your WAN

• You want to reduce cost of existing WAN remote branch equipment

• You have 3 sites or more

• You are aggressively deploying video to branch office locations

• You have limited or no IT personnel on-site in all locations or are reducing headcount

• Your landlord will not allow access to the riser, or the building riser is at full capacity

• Your company needs international access intermittently i.e. a few times daily

• Your event needs high bandwidth streamed internationally but only for a short period

• Your media house transmits large files internationally a few days a month

• Your local HQ transmits data to an international DC daily

• You require connection to an international DC for daily backups

• Your local and International DC synchronise data once daily

• You require bursts of high bandwidth to an international DC location

• You have one or more sites that need additional connectivity

• You have one or more sites that need resilience or redundancy

• You have one or more sites that needs to scale bandwidth up and down often

• You have one or more sites that have multiple tenants

• You have one or more sites that do not justify a leased line connection

• You have one or more sites with limited onsite IT resource

• You have one or more sites outside of the city limits or a fair distance from the nearest local telco exchange

SD-WAN is the stable foundation that underpins Digital Transformation

But there is an upside too

▪ An SD-WAN sale is a highly consultative sale process with over 30 identified steps to follow.

▪ An SD-WAN solution cannot be procured as a line item, each solution is bespoke. There are no suitable off-the-shelf SD-WAN solutions.

▪ Existing sales staff are not trained on various SD-WAN solutions

▪ Existing technical teams are not trained on multiple vendor SD-WAN solutions

▪ Existing support teams are not trained to support a variety of SD-WAN solutions

▪ Your customers are generally not educated or skilled in SD-WAN services and look to experts for advice.

▪ Too many options are available, not all of which are true SD-WAN and this causes confusion and hesitation.

▪ Customers will go to other suppliers for SD-WAN solutions if you don’t provide credible options.

▪ You have a loyal customer base that already trusts you to provide connectivity and other services.

▪ Your connectivity supplier relationships, order process, internal processes, billing and help-desk are well established.

▪ SD-WAN solutions are 3 - 5 year contracts -making your customers “sticky” & enabling you to upsell and cross sell other products and services.

▪ SDWAN Cloud provides on-net access to 1000s of IAAS and SAAS providers, and international data centres as part of a standard SDWAN Solutions provided solution –only available from SDWAN Solutions.

Problems facing service providers

YOU own the customer and are responsible for all billing, account management, 1st line support or we can do that for you!

▪ YOUR sales team uncovers an SD-WAN opportunity

▪ YOUR Sales team forwards the ASSIST web-link to customer for completion or completes ASSIST with the customer– The web form asks a series of questions, most of which are tick box answers.

▪ The information is submitted, and customer receives a copy of the submission.

▪ SDWAN Solutions contacts YOU / customer to verify details, and ask for any missing information.

▪ SDWAN Solutions designs a bespoke SD-WAN network, based on the submitted information.

▪ SDWAN Solutions sends a detailed Connectivity requirement document to YOU if you wish to provide the connectivity.

▪ YOU prepare quotes for the connectivity and advise if there are any services that YOU are unable to provide –SDWAN Solutions will provide quotation for these services.

▪ SDWAN Solutions prepares a detailed solution description and SD-WAN commercial calculation document for YOU.

▪ YOU create a solution proposal, calculate final solution cost and submit to customer.

Re-sell model: Initial interest to Proposal process

Resell model: Proposal to installation process

▪ Customer receives proposal and is keen to progress

▪ SDWAN Solutions & YOU meet with customer to explain solution, answer questions and verify final solution design.

▪ We agree solution and Proof of Concept criteria with customer.

▪ SDWAN Solutions configures and installs POC and hands to customer to test for 2 weeks

▪ POC passes tests, we agree a site roll-out plan and customer places full solution order with YOU.

▪ YOU order connectivity etc from your preferred suppliers and order SD-WAN elements (hardware, software, licencing, support, installation) from SDWAN Solutions.

▪ YOU co-ordinate the connectivity installation, SDWAN Solutions configures, installs SD-WAN & hands over to customer. SDWAN Solutions trains customer on the solution and software, and co-manages the solution with the customer for the life of the contract.

▪ YOU act as first line support for connectivity and pass through any SD-WAN faults to SD-WAN Solutions 24 x 7 support who will triage and report back via portal / ticketing system integration. Alternatively SDWAN Solutions can provide 1st, 2nd and 3rd level support for the entire solution, if you prefer.

We provide as much or as little support as you need

Let’s recap: What’s in it for YOU?

▪ Everything you need in one place, provided by the trusted experts in all things SD-WAN

▪ You provide bespoke, best in class SD-WAN solutions to all customers without having to invest in training, staff or product

▪ You will not face the traditional problems faced by suppliers when first offering SD-WAN

▪ You receive margin revenue from every sale and revenue from the additional connectivity sold in the solutions

▪ You maintain your customer base as customers do not need to source SD-WAN services from competitors.

▪ No investment, no commitment and you can be up and running in less than a week

You could be selling SD-WAN to your customers this time next week !

Network leaders should focus on solutions that simplify the deployment and operation of the network, using capabilities such as zero-touch configuration, orchestration with APIs, business-policy-based configurations, IBN solutions, automation and virtualization. Operations also involves how people and processes complement these new capabilities.

Network organizations should source from network suppliers that meet a specific need at the right cost. Network leaders should avoid becoming over reliant on large monolithic providers that they feel most comfortable with by evaluating the market for new vendors with new technologies and new business models.

Gartner 2019 Strategic Roadmap for networking

TRUSTED EXPERTS IN ALL THINGS SD-WAN

OUR STRATEGY AND VISION IS CLEAR: AND GARTNER AGREES

SD-WAN-As-A-ServiceSDWAN CLOUD SDWAN ASSISTSDWAN

70 Gracechurch Street, London EC3V 0HR ¦ 0203 638 6680 ¦ www.sdwan-solutions.co.uk ¦ channel@sdwansolutions.co.uk

www.sdwan-solutions.co.uk/channel