Andrew Pryfogle: Alright guys, welcome to the studios in Petaluma. The gateway to the Northern California, wine country. Did you know that? Ya, very cool place. Hey guys we have our esteemed team from Aryaka here in the studios. You guys are our go to supplier for some really cool stuff that we are doing now with cloud based wide area networking. And where the future of wide area networking is going. And we wanted to bring you guys in to talk about some of the trends around this.
Because there is a lot driving this whole shift to the kind of next generation of networking. Dave, you and I have chatted about this man, we have talked a lot about it on panels, and different events, about why you guys are different. Before we go there, what are the industry trends that are really driving customers to look for alternatives to traditional WAN?
Dave: Right! Many like to start a conversation with us asking us how we are disrupting the market, and I like to think of what we are doing as answering the disruptions that are taking place in the market with, or without us. So, the proliferation of the cloud, SaaS, managed services and colo. And that, just as you like to put it, it’s not here that assets are distributed. End points to deliver are distributed on the enterprise WAN. And incumbent models for WAN too, simply weren’t built for that. They were designed for a different model 15 or 20 years ago, that doesn’t translate well today.
Andrew Pryfogle: Ashwath, you are one of the founders of this company, and you guys are relatively new to our community. Not a lot of people know who Aryaka is, but you guys have been around for a while now. You have been working on this technology. Talk to me about what prompted the founding of this company. Why did you guys decide that a company like Aryaka was necessary?
Ashwath: So, if you go back to the last 15 years, I think the biggest trend that we started seeing is software moving into the cloud, from your premises, from your capital hardware, into the cloud, and at some point the network needs to be as flexible. I mean, what does the Internet get us? Flexibility. That’s what drove the cloud. Now the traditional networks that accessed all these applications were rigid networks. They didn’t have the flexibility, so the Internet had to take that step. But quality was important, because, MPLS has been very successful, because it enabled good application performance to be very secure. So, we needed to build a new technology, that had the flexibility of the Internet, but the quality and capabilities of MPLS, and other optimization on top of that, to improve application performance. So, that’s really where we started.
Andrew Pryfogle: Very simply said. So, the application performance, the predictability, reliability of MPLS, but with the flexibility of the Internet. Love that. That’s powerful. Jig, you are the chief principal architect here at Aryaka now, and you have looked at, I am sure, a lot of different technologies. What excites you about what is different? Kind of this whole idea of SD-WAN, right? We have talked about this before, there seems to be lots of buzz about where software defined networking is going, and network as-a-service, and network function virtualization, all that kind of stuff. Speak to us about what excites you about the technology that’s at the core of the Aryaka story.
Jig: So, what Aryaka has done is, it’s not just an SDN, right? We have built the best of breed global network, and on top of that we have layered an SDN. So, actually, we just did not know what to call it back then. But, you know we have been building this and selling it since 2011. So, the core is, of course, that the private network on top of that is the best of breed SDN stack that allows us to deliver this patented, multi segmented optimization, patented deduplication, right? That is protocol and application agnostic. And then you back that up with 24×7 managed services. You know, you take a situation where applications have been Saas-ified. Or you take your TCO model, and every place we are just hitting it out of the park.
Andrew Pryfogle: Ya, ya very cool. Saas-ified, I used that term I think 4 or 5 years ago and people looked at me funny. But, that’s where it is going. That’s where software is going. That’s one of the biggest drivers of what we are doing, isn’t it? I mean this whole shift to an as-a-service model, how are you seeing that drive adoption for Aryaka now?
Gary: Actually, it’s increasing. And think about the three core trends, right? One is SaaS is becoming more prevalent in enterprises, and it’s not just sales applications, mission critical applications are going to SaaS. The second one is the cloud infrastructure. More and more companies/enterprises are starting to use Amazon, Microsoft, Google and other companies for relying for their infrastructure. And the third key part is globalization. Now the SaaS applications and cloud is not just for regional, but it is also for global. So, while SD-WAN today addresses a lot of simplicity, making things easier, where it fails is around addressing SaaS, addressing the cloud, and the ability to add the global element to that. So, where Aryaka adds a lot of value with our overall portfolio is we can deliver network-based services to solve those problems. For example, somebody mentioned recently that they had a problem connecting to their active directory in the Middle East. It takes them about 20 minutes to change a setting over the cloud. So, put it on Aryaka, and it will be like you are doing that over your LAN. That’s the power of Aryaka. That’s the power of SD-WAN Ultra, and the platform that we have built.
Andrew Pryfogle: Got it, very very cool!
Jig: And the key to just what he said is delivering all of that with the agility that we do – days, right? I mean it’s amazing that you go with an MPLS provider, or any other provider out there, it’s going to take you 6 months, and you can’t even try the solution.
Andrew Pryfogle: So, let’s speak about that, because that goes to the real kind of what I always dig for in these conversations. And that’s why, should our partners and their customers care about Aryaka? And you just touched on one of that, that’s a real game changer. I mean talk about disruption Dave. I mean the idea of being able to deliver this kind of a network. Talk to us about how long it takes to deliver your solution comparatively to other alternatives.
Dave: Sure, I mean incumbent models are unacceptable today. It is the agility that is required now for today’s CIO and the enterprise. It is just restricted by months long deployment, and really basing those deployments upon good faith of hopeful success at the end of the road.
Aryaka foundationally built this platform to be available on demand, and to be able to do things in real time that today’s economy requires. And not only to turn up new connectivity, but to scale in real-time as well. Take the crystal ball, or the guesses out of the equation of what you think you may need down the road, and scale to exactly what you need today. And then be empowered with the visibility and the knowledge of what’s happening in your network, to scale that in real-time. Our partners are encouraged by this because they can just sit across the table and have a conversation with a customer that is so far elevated from just a telco connectivity conversation. This really is all encompassing. Tell me all about your desired business outcomes, everything from a sketch and a napkin, to something that may be going to SaaS, to live active migrations that are taking place with the platform that has been developed. You have this hyper intelligent platform you can configure to your exact use case. And instead of cobbling together solutions that could take months to deploy, and mountains of CapEx. Now, instead, let’s turn this into a simple OpEx conversation that can be deployed in hours, in some cases.
Andrew Pryfogle: Amazing! The real thought of that, is this idea of a global foot print. You know the real pain that you are solving on a global network, is the idea of deploying us in 20 or 30 or 100 different locations around the globe. Gosh, that’s a nightmare, our partners do that all the time, they have to manage that nightmare all the time deploying global MPLS networks. How much simpler is this approach?
Ashwath: So, I mean if you look at large corporations today, I think one thing you will find is that, they have almost become service providers themselves, a lot of enterprises. You go and look, and they say we got MPLS from 3 vendors, the Internet from 25, it’s a mess. They have reached a point where they are just out of control. They are almost like self-fulfilling prophecies, everybody up there is just trying to fix the problem they created, and I think that’s got to change.
And I think our goal is really the company, the enterprise, does what it does best, which is not networking. We draw a demark, and say the rest of that should be available instantly. Instant, ok? Maybe a week to get everything up and running, and somebody else takes care of making sure that the lights stay on and the users when they call, they are actually calling to say things are good. That’s it. There should be no, we should be proactive, somebody needs to be telling the customer if there is an issue coming up, i.e., bandwidth utilization. Just get the whole network management out of the hands of that service provider entity inside this company.
Andrew Pryfogle: Ya, Fascinating! As our partners move up market, guys, this is a big, big deal. We are selling bigger and bigger customers that have the globalization that you mentioned. Gary, that is really spot on. We see a lot more demand for global networks. It’s a fascinating opportunity that the core of your product is kind of your main thrust as a company. It’s a product called SD-WAN Ultra. Did I get that right?
Jig: Ya. It’s part of the SMART CONNECT family. SD-WAN Ultra essentially is a solution that kind of goes beyond standard SD-WAN vendors out there, right? Who don’t have a private network. Who don’t have the optimization that we have built-in, being able to do little things like load balancing, or being able to do things like FEC, right? Having a global private core network behind it, and once again with a 24×7 support. So, I have seen you talk quite a bit you know, about the unpredictable in the world of IT, right? You want to get rid of them, Aryaka is the answer.
Gary: I think the key things to remember when you are selling SD-WAN as a partner, is that you’ve got to be careful. There are two-three key failures that the traditional SD-WAN can deliver. You know, one is around the SaaS applications right? Again, because it’s going over the public Internet, there is really no guarantee of performance. So, this is where the WAN optimization and global private network come in, and this is why it’s so important. Because having the global private network gives you certain guarantees on the performance. Having WAN optimization actually gives you much better speed for your SaaS applications, and you want to have that speed because people who rely on that for design or production, they don’t want to have the delays. They don’t want to be frustrated with their network provider that provided them the traditional SD-WAN services, and then they failed.
This is where our solution shines like nobody else’s. Because we use our global private network. Because of the WAN optimization and the cloud connectivity. And again the final point is globalization. So, with more companies/enterprises relying on SaaS, for example, mission critical or ERP applications, the performance around the globe becomes critical, becomes paramount. If as a reseller you cannot deliver that, that may turn into a failure. Let me give you an example. A global company in North America that has a design arm in France, that has production in China, and has R&D in India, they are using the same ERP system in the cloud. If there is a minute lag in production, how much money is the company going to lose? What does that mean in terms of business execution? Frustration. That’s a failed effort. That’s where it costs a company a lot of money. This is where you, as a reseller, can make a huge difference by not just delivering an SD-WAN that is over public Internet, that has no guarantees of performance. But delivering a truly global solution that starts with SD-WAN, that is built on our global private network, that you can add to our global service, like WAN optimization-as-a-Service, and provide them the guarantee of best performance, flexibility and scalability to go up and down, and to add new offices within days. That’s the power of Aryaka’s solution that nobody else has, and that will give you as a reseller, a competitive edge.
Ashwath: Really, as a managed service, we sought to distinguish ourselves from an appliance company, or somebody who gets 3 components, and gets them together, then gets a 3rd party to integrate that. We take care of the whole thing. We draw a line, this is the customer’s network. The network, all components of it, cloud access, Azure, you want to have Office 365. All of those should appear on that same network managed by one, visibility through one portal, managed by one entity, sold as one product.
Jig: I mean at the end of the day, you know, if I am a network engineer? By the way you know I joined Aryaka, where I was a customer for Aryaka before I joined, right?
Andrew Pryfogle: Fascinating!
Jig: So, I built a network, and I had MPLS guys selling me 6 months to setup a call center in Mumbai. With Aryaka, I did it in one week. And that’s when I realized the power and joined Aryaka in 2012. But, the main point here that I am going to make is that you take SD-WAN vendors out there, right, once again it’s a point solution, right? So, I go ahead and implement from my domestic offices, and now I go global, right? The world is flatter than before with Internet.
So, I want to be able to use talents, resources as a business owner around the globe. Now, if I go global, what is my answer with the SD-WAN vendors? How do I solve that? Do I have to rip that out and put something new in? Doesn’t really cut it, right? And that’s where Aryaka solves that. You’re domestic – SD-WAN Ultra, the best SD-WAN out there. Now you are going global – not a problem. We can take care of that for you because we have a solution for that as well. You don’t have to replace anything. You don’t have to rip anything out!
Dave: We have that migration path that would be able to evolve as your business evolves. Again, it is a scalability and the agility that, no matter where you go, you are never trapped. You never hit a dead end that you can’t resolve, and that type of flexibility, because with SDN, the target is really 3 key areas. It is simplicity in deploying sites, it is leveraging economies of scale that pertains to Internet, it is desirable. So, you have coast to coast Internet, and then agility and speed and deployment and how quickly you can move with the business. Those are the 3 pillars of SDN. Those are the things we have been delivering for over 6 years now, but then you layer-in all the additional capabilities and integrations into cloud and SaaS, and migrations into WAN optimization, dealing with global, and you really have this single platform that just delivers in all areas.
Andrew Pryfogle: I want to close with this thought. A company that decides, this multinational company, that decides to trust their mission critical applications to this kind of a network designed with Aryaka. What does it enable them to do a year from now, or three years from now? Where does this go next?
Ashwath: That’s, I think probably, that’s the most important point. Why did we design this as a platform? We could have taken Juniper boxes racked and stacked, and sold it. And today you want to get remote access to your office, what do you do? You go and tell your service providers, they will deliver some boxes, they will integrate into the network. We want to be, in three years’ time, the solutions provider. Let’s say you have a problem associated with networking, mobile users, security, all of these should be available on that software platform at the click of a button.
Really, I have 100 users who are going to be in London and they are actually going to be traveling around the world, but they need to be able to access productively all the applications inside the network. How do you do that? There is no solution for that today. That solution should be available at the click of a button. Our enterprise customer should say – “Hey, you know what I have. I need you to enable some software at all of these places around the world.” We shall VPN gateway, so that they can just connect directly and come on to our network and be productive. So, long term it’s about the platform, and what new functionality you can add. So far, we have added all the connectivity, WAN optimization, application visibility. Beyond that there is security, there is mobility and there is so much other that comes in, and that’s where we are going to be in the next three years.
Andrew Pryfogle: Gentlemen! Fascinating conversation and what a great story. I am excited to see what we can do together. This partner community I know is chomping at the bit to start selling a bunch of global SD-WAN Ultra solutions with Aryaka. There you go guys, next generation wide area networking around the globe. Think about the types of problems you can solve for your customers and the size of deals you can close while doing that. Good Selling!