POSITIONING TO
WINSolution Overview & Best Practices
for Identifying Opportunities
Ron Longo
VP of Worldwide Sales
VeloCloud Networks, Inc.
VeloCloud Networks Proprietary & Confidential | © Copyright 20172
AGENDA
Solution Overview
Positioning Cloud-Delivered SD-WAN
SD-WAN Use Cases
Recognizing and Qualifying SD-WAN Opportunities
Key Verticals for SD-WAN
1
2
3
4
5
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Switch
or NID
vCPE platform*
OS + HW
FOUR SD-WAN CPE MODELS
Branch Office SP Data Center
SD-WAN
VNFFW
VNF
X
VNF
Orchestration
SD-WAN SW + HW CPE (Proprietary, COTS or x86-based HW)
vCPENO router or CPE
COTS or x86-based HW
Hypervisor OS(KVM, ESXi, Xen, Hyper-V)
SD-WAN SW
Pre-Packaged
CPE
L2 Virtualized
CPE
L3 Virtualized
CPE
Virtual Machine
CPE
Layer 2
1
2
3
4NFV
HW = hardware; vCPE = virtualized CPE; *universal CPE (uCPE) is the AT&T publicly referenced version of a vCPE; NID = network interface device; OS = operating system
vCPE platform*
OS + HW
SD-WAN
VNFFW
VNF
X
VNF
Orchestration NFV
= Included in the VeloCloud Portfolio
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ENTERPRISE WAN IS GETTINGINCREASINGLY COMPLEX
Loss of Control
Lack of Visibility
Security Challenges
SLAs Not Met
Hybrid Cloud Complexity
Shadow IT
Unpredictable Performance
Network Bottleneck
Control
Visibility
Cost
Security
Plan-Driven
Long Cycle Times
IaaS/PaaSAWSGCP
SaaS
Salesforce.comOffice365
Dropbox
LEASED LINES
LEASED LINES
BRANCH
BRANCH
DATA CENTER
BRANCH
BRANCH
BRANCH
BRANCH
DATA CENTER
BRANCH
DATA CENTER
DR SITE
DATA CENTER
BRANCH
BRANCH
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WHAT IS SD-WAN AND WHY SHOULD YOU CARE?
SD-WAN uses software and virtualization technologies to simplify delivery of WAN services to the branch office
Reduce bandwidth cost
Reduce complexity associated with
managing and deploying the WAN
Migrate applications
to the cloud
How can SD-WAN help?
Leverage internet links or hybrid network
while maintaining performance and security
WAN virtualization with centralized policy, remote
command & control, and zero touch provisioning
Prioritize and steer business critical internet traffic while maximizing
performance to the doorstep of the cloud applications
I want to
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/
THE SD-WAN MARKET IS GROWING FAST & STRONG
SD-WAN revenue will grow 90% each year for
the next 5 years
In less than 2 years 50% of Enterprises will use SD-
WAN at some or all of their branch offices
45% of Enterprises plan to spend more on SD-WAN over the next 2 years
Key Takeaways
1
2
3
4The Enterprise SD-WAN market will reach $6 Billion
in 2020
In 2019 30% of enterprises will use SD-WAN products in all their branches, up
from less than 1% today5
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ENTERPRISE/OVER THE TOP DEPLOYMENTS
Branch Site with
VeloCloud Edge
VeloCloud Gateway
with Embedded
ControllerPublic Internet
Legacy Enterprise
Data Center
SD-WAN Enterprise Data Center
with VeloCloud Edge Cluster
Provider
Edge
Provider
Edge
Internet
SAAS
VeloCloud
Orchestrator
Private—
MPLS
Private
Circuit
Hub for SD-WAN to data
center including
private links
Hosted gateways for SD-WAN
to SaaS / IaaS
Leverage hosted gateways for Hub-
less design for Legacy data centers “Site to site SD-WAN plus benefits
of cloud gateways for SaaS”
1
2
2
3
3
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Data plane in the cloud, not just management
Multi-tenant gateways and Orchestrator
Multi-tier, role-based management for SPs
MANAGED SD-WAN ACCESS TO SP
SD-WAN for last mile/access
Access to private network
for mid mile
Hub-less deployment in DCs
and non-SD-WAN sitesBranch Site with
VeloCloud Edge
VeloCloud Gateway with
Embedded ControllerPublic Internet
Legacy Enterprise
Data Center
Provider
Edge
Provider
Edge
Internet
Private—
MPLS
Provider Cloud Data Center
wit Provider Gateways
Legacy Enterprise
Data Center
Internet
Private—
MPLS
SAAS
Provider Edge
and Gateways
2
3
3
Branch Site with
VeloCloud Edge
Public Internet
Private
Circuit
Provider
Edge
VeloCloud
Orchestrator
1
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ASSURE APPLICATION PERFORMANCE
Without VeloCloud SD-WAN With VeloCloud SD-WAN
Video Conference over a WAN Link with 2% Packet Loss
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MANAGEMENT PLANE—ORCHESTRATOR
VCO—Provides Visibility and Control over All Locations
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POWERFUL SD-WAN PLATFORM
Technical Specifications Edge 510 Edge 520 Edge 540 Edge 840 Edge 1000
Maximum Throughput* 50 Mbps 100 Mbps 200 Mbps 400 Mbps 1 Gbps
Availability Shipping Shipping Shipping August 2016 Shipping
Routed Ports3-Port GE
2-USB (3G/4G)
2-Port GE
2-Port SFP
4-USB (3G/4G)
2-Port GE
2-Port SFP
4-USB (3G/4G)
4-Port GE
2-Port SFP+
4-Port GE
2-Port SFP+
Switched Ports4-Port GE
Managed Switch
8-Port GE
Managed Switch
8-Port GE
Managed Switch1-Port GE 1-Port GE
Configurable Routed/Switched N/A N/A N/A 1-Port GE 3-Port GE
Total GE Ports
(Routed+Switched)4-Port GE 10-Port GE 10-Port GE 6-Port GE 8-Port GE
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COMPELLING VALUE PROPOSITIONFOR ENTERPRISES
/
100xEasier Installs
3xLess Money
10xFaster Speed
3-Year TCO Comparison
to Existing WAN
IDENTIFYING
OPPORTUNITIESPositioning to Win
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4 KEY SECTIONS
Positioning Cloud-Delivered SD-WAN
Recognizing and Qualifying SD-WAN Opportunities
Key Verticals for SD-WAN
SD-WAN Use Cases
1
2
3
4
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/
SECTION #1:POSITIONING CLOUD-DELIVERED SD-WAN
Ease of DeploymentPilots and PoCs are quick and easy
Cloud On-Ramp Optimization & resiliency from branch-to-cloud
Cloud Management Comprehensive visibility, command, & control
Key Takeaways
VeloCloud Networks Proprietary & Confidential | © Copyright 201716
SECTION #2:END USER MEETING QUALIFIERS “L-C-A-P”
/
Locations1. How many WAN branch locations?
2. What is the size of each branch in terms of personnel?
3. Where geographically are branch locations located?
Circuits1. How many WAN links at each location? What types of links? Capacity?
2. Backup circuits or HA used at the locations?
3. How are the circuits terminated? Ethernet handoff?
Applications1. What applications across the WAN to the branch sites? DC, Hosted, or Cloud apps?
2. Are VoIP and Video used on the WAN?
3. What are the three most critical applications?
Painpoints1. What are the most significant pain points with regard to the WAN today? What is the urgency to resolve?
2. How is the current performance and reliability of the WAN applications?
3. Is the IT budget for WAN adequate?
L
C
A
P
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/
SECTION #3: HOW TO POSITION TO WIN—KEY VERTICALS
Why SD-WAN?
Why SD-WAN?
L: Lots of Temporary Sites
C: LTE/DSL Rapid Deployment
Retail, Hospitality, Pro Services
Construction, Specialty Retail; Energy; Others
A: VoIP, Collaboration
P: Central Cloud Management, Visibility;
Simplicity; Low Total Cost
L: Lots of Branches
C: Internet-as-WAN to Meet
Bandwidth Demand
A: Optimized Access to Cloud
P: Single-Click Deployment;
Simplicity
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/SECTION #4Fast-Track SD-WAN Enabled Services
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A NEW TIER OF SERVICE: “PLATINUM TIER”
A New Tier of Global Service for Broadband & Hybrid Networks
Augmented WAN
0.00%
10.00%
20.00%
30.00%
40.00%
50.00%
3.20 3.30 3.40 3.50 3.60 3.70 3.80 3.90 4.00
MOS with SD-WAN MOS with Internet
VoIP calls having good
quality (MOS ≥ 3.6)
99%
With
SD-WAN
MOS ≥ 3.6= Good call
% o
f V
oIP
Calls
VeloCloud Networks Proprietary & Confidential | © Copyright 201720
4G-LTE
Internet - DSL, Cable, Fiber
Private—MPLS
RETAIL STORE - WAN IS THE BOTTLENECK
Internet
Digital Signage
Guest Internet
Mobile Checkout
Virtual Assistant
Virtual Desktops
Mobile Kiosks
Presence Apps
Loyalty Apps
Couponing Apps
Unified Comm
Retail CRM
Retail POS Network
Signage Servers
Retail Databases
Corp
Datacenter
Retail Stores Demand
for 10X+ Bandwidth
Traditional Wide Area
Networking Is Expensive
Corporate IT Lacks Staff
in Retail Branch Stores
Lean Store Demands Less
Equipment & Less Complexity
Cloud Services Reducing
Visibility, Control & Security
Internet Lacks Reliability,
Performance & Quality
Store
VeloCloud Networks Proprietary & Confidential | © Copyright 201721
Internet
RETAIL CLOUD-DELIVERED SD-WAN SOLUTION
Retail Stores
Dual Internet
Hybrid WAN
Warehouse
Cable Internet
Private
Cloud DC
Retail Datacenter
• Unified Communication
• Retail CRM
• Retail POS Network
• Signage Servers
• Virtual Desktops
• POS Network
• AWS Apps
• Loyalty Apps
• Couponing Apps
Zero-Touch Store
Deployments
Increased Reliability and
Throughput
Leverage Existing
Wide Area Network
Simple Provisioning Visibility, Performance
& Quality to Cloud
Internet QoS &
Prioritization
Private
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COMBINE ALL WAN LINKS WITH INTELLIGENT LINK BONDINGActivate Idle Backup Links to Increase Throughput and App Performance
Traditional WAN VeloCloud Cloud-Delivered SD-WAN
Typical setup is active/standby WAN. Complex routing protocol
tuning required to enable active/active
Link performance degradation will severely affect throughput
Poor WAN link
utilization with
active/standby
2-3x higher
throughput, better
app performance
Real time link performance awareness on-demand remediation
ensures maximum possible throughput
Per-packet load balancing utilizes all links to maximize
throughput even for single traffic flow, e.g. large backup
Enterprise
Backup
Enterprise
Backup
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OFF-NET DILEMMA
High Costs of Offnet MPLS Last Mile, Unpredictability of Broadband
Offnet
Expansion
Unpredictable Leased
Offnet Internet Facilities
ON-NET
OFF-NET
OFF-NET
Enterprise DC
High COGS Offnet
Leased MPLS Facilities
Internet
MPLS
OFF-NET
COMPLETE LACK OF
Global Visibility,
Command, & Control
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VIRTUAL ON-NET ENTERPRISE CLASS WAN ON BROADBAND
Offnet Expansion
ON-NET
Virtual
On-Net
Virtual
On-Net
Enterprise DC
Leverage Existing
MPLS Core Facilities
“Platinum Tier”
Leased Internet Facilities
Hybrid
SD-WAN
Global Visibility,
Command, & Control
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RAPID BRANCH ROLLOUT
Eliminate Truck Roll and IT Personal Visit for Rapid Branch Bring Up
Traditional WAN Deployment VeloCloud Zero Touch Deployment
Truck roll and IT personal required to configure & deploy
new branch. No centralized control
Dependency on wired circuit delays branch bring up
and reduce productivity
$200-$2000
per truck roll
$0 truck roll
No local IT touch. Drop ship the unit and activate
Plug and play—auto-discover WAN links including bandwidth
and ISPs
Profile based configuration eliminates tedious branch-by-branch
configuration
Optional DC install greatly simplify branch bring-up
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RAPID SITE DEPLOYMENT WITH MOBILE 4G/LTE
Rapid Mobile Deployment
ON-NET
Mobile
4G/LTE
Enterprise DC
Hybrid
SD-WANVirtual
On-Net
Virtual
On-Net
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SIMPLE, HIGH PERFORMANCE CONNECTION TO IAASSimplified IaaS Connectivity
Traditional WAN to VPC SD-WAN in Cloud
Complex to setup. Avoiding backhaul requires full or
partial mesh tunnel from branches to VPCs
Poor internet performance impacts user productivity
Deliver high quality voice and video over the Internet
Cloud SD-WAN eliminates mesh tunnel requirement to VPCs
Centralized policy to control branch VPC access
Assure performance, secure connectivity
Complex Poor Performance
SDWAN
SDWAN
SDWAN SDWAN
SDWAN
SDWAN
Simple Assured Performance
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EASE OF NETWORK SERVICES INSERTION
Branch Site
Other Web Traffic
On Premise
Email DLP
Salesforce.com
Web Email
Enterprise DC
Or Regional Hubs
Cloud Security
One-Click Service Insertion
Simplified Cloud
Service Insertion
Optimized Performance to Remote
Cloud and Centralized Enterprise
Services
Internet
Virtual Services
Platform at BranchPartner Ecosystem
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RUN REAL-TIME VOICE OR VIDEOOVER THE TOP INTERNETAssure Real-Time Performance over the Internet and Hybrid WAN
Traditional WAN VeloCloud SD-WAN for UC
Poor internet performance affects voice and video quality
High cost from using MPLS to deliver high quality voice
and video
Deliver high quality voice and video over the Internet
Dynamic error correction mitigates network issues and assure
voice ad video performance
The Internet
fails to deliver UC
17% of the time*
VeloCloud
Cloud-Delivered
SD-WAN
> 99% of the time*
VeloCloud Networks Proprietary & Confidential | © Copyright 201730
RETAIL UCAAS CASE STUDY
Cable
Unreliable MPLS w/ loss then
~20 minute outage
Cable also had critical
performance issues
Dynamically steered VOIP
traffic from MPLS to cable,
sub-second without call drops
On-demand mitigated MPLS
and cable issues
VeloCloud SD-WAN
delivers app perf
Hybrid branch
with hosted VOIP
UCaaS Performance Maximization
VeloCloud Networks Proprietary & Confidential | © Copyright 201731
HIGH PERFORMANCE ACCESS TO SAAS
Eliminate Backhaul and Assure SaaS Performance over Any Transport
Poor SaaS
performance,
expensive backhaul
Global network
of cloud gateway
provides visibility,
protection from Internet
performance issue
Traditional WAN Deployment VeloCloud Cloud-Delivered SD-WAN
Backhauling SaaS traffic to data center to apply policy control
and QoS increase latency and impacts application performance
Direct internet access from branch suffers from unpredictable
branch internet links
VeloCloud Cloud gateway proximity to SaaS applications
Assure SaaS performance by dynamically steer around
and remediate Internet link issues
Full visibility, and prioritization of SaaS traffic
Internet
MPLS or
Internet
Internet
VeloCloud Networks Proprietary & Confidential | © Copyright 201732
LARGE INSURANCE/ON-PREMISES
Deploying Tens of Thousands of Sites
with a Transport-Independent Overlay
Complexity in Managing PKI
Future Ready for Internet as WAN
Challenge
Solution
Secure Zero-Touch Activation and Group Policies
to Eliminate Box-By-Box Config
Device Certificates Anchored to CA Running inside VCO
Application Aware Dynamic Multipath Optimization
Branch Edges
Orchestrator
and Controller
Hub in
Data-Center
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HOSPITALITY/CLOUD ACCESS
Complexity of Installing On-Prem Orchestrator
Backhaul All Traffic to Regionalized Firewall
except Microsoft Lync and Box
Multiple WAN Management Tools
Challenge
Solution
Leveraged SD-WAN Service
Policy Aware Forwarding to Distributed Firewalls and SaaS Traffic
to Hosted Gateway
Single Pane of Glass for SD-WAN Management
Branch Edges
Hosted Orchestrator
Hub
VCG
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DISTRIBUTED RETAIL/MANAGED SD-WAN
Regional
Sites
International
Sites
SP
Managed
SD-WAN
Ensure QoS for Large Number of Distributed
Sites including International
Single Point of Contact to Manage Transport
Complex NxN Tunnels to Integrate AWS
Isolate Corporate and Guest
Challenge
Solution
Managed SD-WAN from Tier 1 SP with Mid-Mile + Last-Mile Benefits
Bring First 1,000 Tunnels for 500 Sites down to 2 Tunnels
Corporate-Wide Segmentation
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