Andrew Pryfogle: Ok guys, we have been talking a lot about Aryaka, and super excited to have you guys in the portfolio. You are doing some very very cool things. Frankly, disruptive things, when it comes to wide area networks, and I am sitting here with Dave Nuti. Dave is the Head of Sales for the Americas for Aryaka. You and I have had lots of conversations about this. It occurs to me that it will be helpful to draw a picture. You see I am a visual guy, lot of our partners are.
We have been in the MPLS game a long time, and trying to understand visually, how your solution is different from a traditional MPLS deployment. I think it will be a real help. So, let me give you a picture of a simple MPLS network, that we sell, our partners sell every single day. Right? Its multi-location. They have 2, 3, 20, 80, 100 sites connected together on a private MPLS network to transfer all their mission critical applications back and forth. They are also at these remote locations where they also have connections to the Internet at each location.
David Nuti: Typically, a back-up of some kind?
Andrew Pryfogle: Ya, absolutely. That becomes a real important part of the equation, they all have Internet connectivity. So, from a management perspective, I’ve got to deploy all this, I have to manage all of it, I have to have visibility on all of it. I make sure that my applications are performing the right way, the security elements, all of that. And as I grow my business I have to figure out how do I take new locations and integrate them into this infrastructure? But, you know we have done a bunch of these man, it works! What’s wrong with this?
David Nuti: Right, it’s a great question. There are baseline characteristics to that model that are critically important to application performance. The stability, the stable latency across these private links, as well as guaranteed bandwidth that you are not sharing with another user. These characteristics are incredibly important, especially when you are talking real time voice, video traffic. So, there is absolute value in this model. Where it has a disconnect with what’s happening in the enterprise world today is that applications just simply aren’t in the data centers any longer, they are moving out in record speeds. This is the fastest technology transition the WAN has ever seen in adoption to external resources. And not only that. It carries with it such a long deployment cycle entailed, too. Dependence upon private layer 2 links at the edge that can take months to deploy. But, the agility isn’t there that the enterprise has to have today. There has to be a better way.
Andrew Pryfogle: So, your goal then is to design a network that is more flexible, that is more agile, and that you can kind of build off of, and frankly take advantage of the huge trend of applications moving over to the public Internet.
David Nuti: Right, without abandoning any of the characteristics that enterprise continues to require today.
Andrew Pryfogle: Alright man! You know I am not from Missouri, but I am a big believer in show me. So, let’s do this. I am going to have you draw the picture of how this would look from an Aryaka perspective. Go for it.
David Nuti: Let’s give it a shot. So, first thing is we are going to retain the layer 2 core in the middle only, we are going to replace that MPLS with Aryaka.
Andrew Pryfogle: Still layer 2, still a private IP network.
David Nuti: Still layer 2, still a private IP. Actually, not part of this shared MPLS network infrastructure. It’s more resilient; it’s carrier redundant. There are no single points of failure at any point within this network. We are actually providing the equivalent of multiple MPLS backbones to our enterprise customers. We just pre- built it for them, and then infused it with the intelligence to make it multi-tenant.
Andrew Pryfogle: Got it, love it, alright. Ok!
David Nuti: At the edge there are still locations that exist, and I am going to come to this in just a moment. They’re still at the edge, and they still have their Internet connection sitting there and a lot of what is happening around SDN, Software-defined WAN today, asks the questions of, how do I leverage these high bandwidth connections? It’s so much more accessible now, today.
Buildings are being lit up every single day with high bandwidth Internet, and for Aryaka, we want to leverage those circuits, take advantage of those. We want to multipurpose them. The biggest shift in applications for the enterprises today is they move to HTTP and HTTPs traffic. What that means is that the applications aren’t in the data centers any longer. They are in SaaS, Cloud, Azure, Office 365, AWS, wherever they happen to be.
The Aryaka platform is designed to acknowledge all of them. For these connections, we are going to leverage Internet to on-ramp to a nearby Aryaka Point of Presence, to enter our core network and provide the same characteristics as an MPLS link – stable latency, guaranteed bandwidth, but with more resiliency. Actually a higher SLA than you get on a single provider. As a result, we just don’t use one. We use multiple at every POP and create that bridge. In addition, at the edge of the footprint can be AWS, OK. We can be salesforce.com.
We are agnostic to any and every edge point on your WAN, being able to integrate that into the core of our network. Now, the real key here is what’s in this network. It’s been a shallow characteristic of Aryaka’s, describing us as a company, just put a bunch of MPLS together, and now we are slicing off pieces of it. It couldn’t be further from accurate. At the baseline core of this network is our SDN platform, and within that platform is that orchestration engine that is patented, built from the ground up, and manages multi-tenancy per customer. That means that no customers share routing, they don’t share traffic, separate encryption. We don’t have a business until we do that. And we have customers in the fortune 100, and we are not doing business with them if we are putting them in an open environment. It’s completely secure.
Also embedded within these points of presence is where we have our application acceleration stack, TCP optimization, de-duplication, compression, managed firewall services, link aggregation capabilities. Now you have a single platform that is displacing a whole slew of independent solutions that the enterprise was forced to cobble together through long deployment schedules, CapEx, management and just pain that our partners don’t like to deal with any more than they do. So, with Aryaka, now you have a platform that you can turn up in hours, instead of months, and get immediate gratification. At the end of the day, every single customer comes onboard with a chance to test it, validate it themselves, before they are committed to anything long-term.
Andrew Pryfogle: That’s a pretty smart network.
David Nuti: It’s an extremely smart network. It’s evolving what we like to call dumb tunnel technology into truly intelligent networking. It’s a CIO’s network that he can configure to his exact use case, rather than having to piecemeal together solutions to hopefully arrive at something close enough to get to that desired business outcome he is trying to achieve.
Andrew Pryfogle: That was really helpful for me, hopefully it was helpful for all of you guys. Really paints the before and after here of that network we have always sold, and network that we’re going to make a killing on, going forward. Thank you man, very clear stuff, appreciate it. Alright guys, David Nuti, he is the Head of sales for the Americas for Aryaka, and one of our go-to suppliers for next generation smart networking. Check them out guys, get smart about them, you can make big money selling SD-WAN services with Aryaka. Good selling