Lessons Learned from SD-WAN Deployments on Six Continents. 21 September 2016 Tim Sullivan Co-founder & CEO

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1 Lessons Learned from SD-WAN Deployments on Six Continents 21 September 2016 Tim Sullivan Co-founder & CEO

2 Coevolve s perspective on SD-WAN Coevolve was established in 2014 to drive enterprise adoption of next-generation networking technologies such as SD-WAN. We currently provide services to global enterprises in more than 30 countries on six continents Our services: Professional services and ongoing management services in a range of network-related practice areas Trusted advisor defining future state architecture and plan the integration of best of breed vendors, with optional managed services for our clients Our target market: Mid-sized multinational enterprises (typically ,000 employees) Presence in 5+ countries, 15-1,000 branch office locations Key industry verticals: Manufacturing, Retail, Technology, Engineering, Construction, Mining, Logistics, Professional Services, Not for Profit Our team: Experienced team based in US, Australia, Singapore & Malaysia Extensive global contractor network covering all global regions Enterprise network experience gained at global service providers, integrators, consulting firms, vendors, analysts Our Next-Generation WAN Practice Areas Network & Application Performance Mobility Cloud Services Integration SD-WAN Global Vendor Management WAN Optimization Security Unified Communications Internet of Things Coevolve Pty Limited Copyright

3 The Enterprise WAN Old world New world Capex-heavy appliances Maintenance contracts Expensive Bandwidth not scalable Slow installs Scalable as bandwidth needs grow Agile Step change in $/Mbps gains Better model for the modern hybrid application environment Coevolve Pty Limited Copyright

4 Next-Generation WAN service stack Our role in the SD-WAN market Service life cycle Assess Deploy Manage Optimize Partner ecosystem examples Value-added service layers Growing ecosystem of value-added partners Service chaining to integrate with SD-WAN layer Billing and operational integration SD-WAN overlay products Unrivaled SD-WAN market and multi-vendor product knowledge for assessment projects Managed service overlay model (including resale) Relationships with 14+ SD-WAN vendors Strategic partnerships with 2-3 Underlay (network transport layer) Full life cycle management of network underlay Provider research, pricing, implementation, ongoing vendor management services Our objective is to provide unmatched expertise across the entire service stack and life cycle for SD-WAN solutions Coevolve Pty Limited Copyright

5 What s working well? Five common SD-WAN Use Cases Each industry vertical is deriving benefit from SD-WAN in different ways. In some cases the entire business case is based on savings resulting from the use of low-cost network transport. In others, the value comes from service chaining and performance optimization to deliver an end to end cloud-ready network for the enterprise 1 Complex DM-VPN / Hybrid WAN replacement Service Chaining for enhanced services such as Security 3 Cloud gateways extending SD-WAN to public cloud 4 2 MPLS replacement or augmentation to use all available bandwidth Ensure voice and video performance over internet WAN links 5 Coevolve Pty Limited Copyright

6 Applicability across all markets developed and emerging Our experience in enhancing Internet circuit performance spans markets with abundant, robust bandwidth and emerging markets where we mitigate poor infrastructure and thin bandwidth. Our managed services incorporate MPLS and 3/4G services as transport options to provide a pool of available capacity for each application type What we ve seen: SD-WAN plus dual broadband is a compelling alternative to MPLS in many APAC markets Logistics activities need to be carefully planned and managed in emerging markets Some clients have removed WAN Optimization appliances during rollout due to significant increase in bandwidth SD-WAN deployments in 30+ countries on 6 continents Coevolve Pty Limited Copyright

7 Real-world SD-WAN experience: overcoming poor Internet performance Some of the greatest benefits we have achieved using SD-WAN in the field relate to mitigating poor Internet circuit performance. Most of our managed service clients connect 2 or more links to the SD-WAN edge (including 4G services) to allow the solution to deliver a reliable connectivity path using the available capacity After: Before: Site with dual broadband connections, each exhibiting periods of extremely poor performance What we ve seen: Even with a single circuit, measureable improvements in real-time and transactional application quality With 2 or more links, greater benefits can be seen Opens up the possibility of deliberately selecting extremely low cost providers, even knowing that an individual circuit may perform poorly at times significant TCO benefits In many markets MPLS isn t a commercially viable offering so we are delivering good-quality connectivity to offices for the first time Coevolve Pty Limited Copyright

8 Real-world SD-WAN experience: application visibility out of the box Within minutes of deploying an SD-WAN edge at a client site we can show real-time reports of the applications and devices in use on the network. We provide self-service access to this reporting data to our clients, who then use it as a troubleshooting and analysis tool in their service desk. No customer-specific configuration is required What we ve seen: Portal-based reporting is a real strength of the new breed of SD-WAN vendors Application-level visibility that is at least comparable to a well-configured Netflow system (better in many cases) All reporting data is collected using deep packet inspection and application fingerprinting on the edge devices, then collated at the orchestrator Easy to view top talkers, source / destinations for specific application flows, trends over time Potential to further extend this set of capabilities using API calls to extract and interpret data Coevolve Pty Limited Copyright

9 Six Lessons learned what should enterprises be aware of? Although our SD-WAN experience to date has been very positive, there are aspects of the solutions that enterprises should focus on to ensure success. This ranges from choosing the right vendor and architecture up front, to working with ISPs to resolve unexpected transport issues and adapting operational processes 1. There is considerable difference in what is meant by SD-WAN some vendors are re-branding existing network solutions as SD-WAN without any real change 2. Even within some true SD-WAN solutions there is a real gap in feature availability between marketing slideware and experience in the field enterprises often only find this out during Proof of Concepts 3. Enterprises should pay attention to solution architecture don t be feature led. Focus on how the solution would apply to your specific application mix and traffic engineering requirements 4. Some ISPs are not ready for this technology unusual behavior seen in the field including UDP rate limiting, accidental overlay tunnel traffic blocking and persistent packet loss issues 5. Global logistics cannot be taken for granted there is still a lot of hardware involved! Enterprises will need to participate in the process and have a real awareness of how equipment is going to get to their remote sites 6. A change in operational tools, processes and mindsets is often required for a successful adoption. Some enterprises find it difficult to move away from local CLIs and device-level configurations Coevolve Pty Limited Copyright

10 How to build the business case for the adoption of this technology While it varies by SD-WAN vendor, substantial savings on bandwidth, equipment and people can be realized, even during a pilot or partial deployment. Cost savings range from 30-50% vs. existing WAN spend. When required upgraded requirements are accounted for, savings in the range of 50-80% vs. upgraded WAN spend can be seen 1 Circuit infrastructure savings 2 Equipment CAPEX and maintenance savings 3 Operational resource savings 2-100x bandwidth increase - with savings Reduce or remove MPLS spend No more Active : Passive and (largely) wasted circuits No one time or leased CPE cost No ongoing maintenance fees Often no longer need WANOp devices (& maintenance) No truck roll required Less engineering resources at every stage design, configure, test, install, manage, report DIY Moves & Changes no MAC fees from managed provider Extra Vendor Management overhead: Great number of relevant technology vendors Increased number of circuit vendors in scope Coevolve Pty Limited Copyright

11 Seven things we will we see next with SD-WAN? The rapid SD-WAN market development requires an agile approach to adopting and iterating solutions. Rapid macro-level changes as well as iteration at a product level should be expected. With benefits spanning technical, commercial and operational areas we see this moving from hype to productive deployments very quickly 1. Awareness is rising and demand from end users is growing exponentially, driving momentum as enterprises focus on understanding, gaining experience and obtaining reference points 2. Simple or discrete use cases prevailed early, but we will see more adoption for increasingly sophisticated deployments as the technology matures and vendor product completeness grows 3. There will be greater use of internet bandwidth in each market, and a corresponding decrease in MPLS 4. More vendors will announce SD-WAN capabilities within their portfolio and emerge with the skills and resources in the ecosystem for resale, global delivery, and managed services 5. Inevitably the increasingly crowded SD-WAN space will see some vendor consolidation 6. More adoption by larger enterprises will lead to better integration with existing operational systems 7. More Service Providers will launch genuine SD-WAN services augmenting their geographic reach, adding lower cost options and increasing service offerings Coevolve Pty Limited Copyright

12 Conclusion: longer term perspective We will see even greater change and disruption in this market in the coming years. Most industry analysts project SD-WAN displacing up to 30% of MPLS spend by 2019, as enterprises continue their move to the public cloud. The SD-WAN market is projected to grow to a $6-7Bn industry in the next four years, with much of this growth derived from displacing MPLS spend Enterprises continue to look for well-structured mechanisms to adopt the technology, aligned with measurable business benefits Increasing adoption of public cloud services in the enterprise will add to the pressure to move away from traditional network solutions, which will frequently be seen as not fit for purpose Vendor consolidation is likely as the offerings mature and startups look at options to achieve the level of global scale that enterprises require Coevolve Pty Limited Copyright

13 Thank you Read Coevolve CTO Ciaran Roche s Network World blog: networkworld.com/author/ciaran-roche FOR MORE INFORMATION: coevolve