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Aryaka gives channel all-in-one SD-WAN and SASE option

Vendor expects SD-WAN and SASE offering will open doors for partners as more customers consider adopting the technology

Aryaka is expecting its “all-in-one” software-defined wide-area network (SD-WAN) and secure access service edge (SASE) offering will provide its channel with something fresh to pitch to customers.

The vendor is hoping that its “T-shirt sized” pricing models will make it easier for customers to consume the technology and for partners to provide clear choices for users.

Steve Harrington, managing director for Europe, the Middle East and Africa (EMEA) at Aryaka Networks, said the all-in-one offering would give its channel a much larger customer base to go after.

“There’s a whole bunch, three times our addressable market now and therefore for our partners and channel, where they want the benefits, but they don’t want a fully managed, high-touch, white glove environment. They want to get the benefits, but they want to pay an appropriate price. They want to be able to size it easily and just roll it out,” he said.

“That market is very under-addressed because it’s addressed by people who ship a box, provide a box, then the customer gets on with it, which most customers have found to their peril. It’s just too difficult. They do it and they try it, and it works for a while and then just becomes unmanageable, so they struggle,” he added.

“The channel can roll out a cool managed, highly effective, very deep, detailed SD-WAN proposition for their customer at [an attractive] price point,” he said.

Harrington pointed out that the offering was also co-managed so it would take the heavy lifting off the channel and make it more attractive for partners to get involved. The vendor is also expecting the sale cycles on the all-in-one proposition to be shorter, which will also benefit partners keen to improve cashflow.

According to Gartner, managed SD-WAN services will have a compound annual growth rate of 28% by 2024 and SASE growth will be at 36% between 2021 and 2025.

Harrington said market awareness and demand for SD-WAN and SASE had been increasing and hybrid working was also causing many customers to review their strategies and look at where they needed to invest in fresh technology.

That was also causing more resellers to head towards the vendor, and he said the door was open as it looked to aggressively increase its channel base.

“Our goal is to try to double the number of channel partners in the next 12 months, which is aggressive but we’re looking for those gains and to engage partners where we can work with them,” he said.

“It’s their customer and we value them, but we are happy to assist them and hold their hand as far as they want us to.”

 

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