Andrew Pryfogle: OK guys, back here in the studio with a smart guy here. Jig, who is the Principal architect at Aryaka. Welcome man!
Jig: Thank you, Thank you. Andrew, how are you?
Andrew Pryfogle: I am great man, I am great. Hey listen, I think I am sort of technical, but definitely a visual guy and I know a lot of partners who are visual guys. We start to look at how people connect to the Aryaka network, and what are all the different ways that the solution can be delivered at the edge to the customer. I thought it would be helpful to have you draw some pictures, do you mind?
Andrew Pryfogle: Alright, very cool. Here you go man, I will give you this.
Jig: Thank you so much.
Andrew Pryfogle: Give us an idea of how customers at the edge ultimately connect to the Aryaka platform.
Jig: Absolutely. So, but before I do that, I do want to talk a little bit more about the product. So you know, Aryaka has an SDN platform. It’s called the SMART SDN platform. Within that SMART SDN platform, we have an orchestration layer, we have application acceleration, optimization, 24×7 support, all of it built on a global best of the breed network around the world, redundant private network. That then allows us to deliver SMART CDN, SMART CONNECT and within the SMART CONNECT part of the family is WAN Optimization-as-a-service, which is what we are going to talk about. Our WAN Optimization-as-a-service is a solution that delivers WAN-as-a-service for enterprises; big enterprises, that are global. Big offices. A lot of data centers. A lot of cloud and SaaS. So what we are going to talk about today is how you leverage Aryaka’s WAN optimization-as-a-service to your advantage. And how easy it is for you to turn up and start using our services. So what we are going to talk about is three different insertions. By the way, we have close to 9 or 10 different insertions.
So we have got an insertion on every need, or on every customer demand out there. So if you have an insertion, talk to us, we will figure it out. These are the simpler insertions that most of the customers use out there. The first insertion is basically using your own firewall. So very simply, you have your Internet connection. That Internet comes into your firewall, and all you have to do is build a VPN tunnel, from your firewall into the Aryaka POP, and that’s it!
Off you go and we can get this up for you within hours. Of course our standard time we publish is 24 hours, but literally, really if you have that dire of a need, let us know. I remember, back in my early days of selling at Aryaka in 2013, I had a customer that came to us, and they said, “look – I have got a problem. I need to communicate from Israel to Boston, and I need to do it now.” Right? And we had them up within 3 hours and they just loved it, and they have been our customer since.
Andrew Pryfogle: Great, but even 24 hours is impressive. In the world of global MPLS, to measure anything in hours is ridiculous.
Jig: I know, right? We used to compete. The SE’s would compete and say – “Hey! Who can turn up faster?” It’s so amazing. So, this is one of the simplest ways to connect. This gives you pretty much optimized network, global network, all of those services that you need, except for compression and deduplication. Because, of course, you need on-site horse power and CPU for that. So we are going to talk about that next.
So, we are going to talk about now connecting to our network using Aryaka’s device. It’s called an Aryaka Network Access Point (ANAP). It’s a 1 RU depth device that can sit on a two post or a four post rack, and basically this is how it works. You have your Internet connection, and by the way, you can have multiples of these, in any of these scenarios, and we will support both of them. We can aggregate them, we can also make them active and passive. So you have your Internet pipe coming into your firewall, and the simplest kind of an insertion would be where the ANAP sits one arm off your firewall. That’s it. And when the traffic hits from your LAN to your firewall, it basically goes to our ANAP, because it knows it’s traffic destined for a remote site, or a cloud. And this is something that it can know by static routing. Or the routes can be dynamically updated from our ANAP into the firewall, so that the firewall knows where to send the traffic.
The ANAP will then take that traffic, compress it, deduplicate it, optimize it, QoS it. If you’re doing voice, video or telepresence, it will send it back out to the same interface to our POP, and that’s how you connect. This takes about 4-5 business days. In the US, it takes us less than 2-3 days, because the shipments are very quick. But if you are somewhere in China or India. By the way, we have shipping depots all over. But if you are in these remote places, then it may take 5 days. And some places we really have bad customs, you know?
Andrew Pryfogle: So now it’s just a matter of the time it takes to install. Is that the long haul, the tenure, how long it takes to ship that box to the customer location?
Jig: Oh yes. It should be a matter of days, and you know what, a lot of customers, what they choose to do is turn up their firewall, get the ANAP shipped out, so they are not down. They are getting optimized connectivity. Their performance and productivity is going, and when the ANAP comes in, they insert the ANAP and boom! That’s it!
Andrew Pryfogle: Perfect, how easy is it to install the ANAP?
Jig: Oh very easy. It takes less than an hour. In fact, some customers do it on their own. They don’t even call us anymore. So we have customers that will just order the ANAP. They will get it configured, turn it up, and they will email Aryaka support – “hey guys, I have turned it up, can you confirm?” Aryaka says – confirmed! Boom! That’s how simple it is.
Andrew Pryfogle: In that design, you talk about disparate Internet connections. How many different Internet connections? Is there any sort of speed limitation, or types of Internet connections that it’s limited to?
Jig: No. You can have any sort of Internet links. You can have a gig Internet link. You can have a 2 gigs, 3 gigs. I haven’t seen them but you know it doesn’t matter. You can have any sort of Internet links, and we can aggregate up to two Internet links that you have. And be able to use in either active-passive fashion, or we can use them in an active-active fashion.
Andrew Pryfogle: Got it, so the interface to your ANAP is probably Ethernet?
Andrew Pryfogle: And you can send that traffic over disparate Internet connections. Ultimately at the nearest Aryaka POP.
Jig: That is correct. And a single tunnel. If you have two actives, then two actives tunnels take care of everything.
Andrew Pryfogle: Ya, got it!
Jig: You need to contact your data center, not a problem. You want to contact Azure, which we are a partner of, or Amazon which we are a partner of; you have a VPC; you have got an Azure instance, the same tunnel allows you to do that. You have voice, telepresence? It doesn’t matter. And all of it is QoS-ed. So traffic management, and those headaches that you are thinking you have to do, you don’t have to. Predefine them, so you know that it is predictable. We will manage it for you, and we will take care of it for you.
Andrew Pryfogle: Fantastic, there is a third way to connect to you guys.
Jig: Absolutely. This is least used by our customers. Why? Because you know it’s basically a private link to our POP. The way it essentially works is, you got your LAN. The customer has their firewall, and instead of Internet, they use a service provider to pull in a P-to-P link into our POP, and there you go! That’s how you connect into it. You can once again, have an ANAP if you want, or you can choose not to have an ANAP. And just use that straight private link to our POP. Less than 1% of our customers use this.
Andrew Pryfogle: In what application would somebody want to use this?
Jig: It’s usually, I am a customer, I’ve got 500 call center agents, right? I just do not want to do the Internet. Even though I know it works with Aryaka. You know, it’s kind of a safety net kind of psychology, what I feel. Technically, I used to run a call center on Aryaka, and I had no problems. And I got customers doing call center and Voice over IP over us, telepresence over us. They just rave about our solution and service.
Andrew Pryfogle: Got it, Fantastic, Very cool! So that’s how you connect to this amazing dynamic platform that we are talking about, this SMART SDN WAN optimization solution that Aryaka provides.
Jig: That is correct. So what we talked about today, the one that covers all of our solutions, in one as far as SMART CONNECT family of products are concerned, is the most premium solution most of our customers use, because it really works for them, right. We call it premium, but it’s really not.
Andrew Pryfogle: Alright, so that’s fascinating. So, just review really quick. I can connect over the public Internet without any sort of device at the edge. And I can do that literally in hours. I can have an ANAP shipped to me, right? And have that connected via my firewall, and with the connection back to your PoP, again over the public Internet. The third, which is very uncommon, is that I could have a direct point-to-point connectivity to your network from my ANAP at my location, or without a ANAP. But a point-to-point connection to your nearest POP. You also have a fourth way to do it, which is a way that is kind of taking off right now. Because it gives you even more flexibility, even more control over your network. Talk about how that works.
Jig: Absolutely! It’s the newest feature. So what we talked about was the standard stuff that we have been doing. Now, what we have, is what we call a SMART EDGE. Smart Edge now takes the need for having a firewall, a router, or any of that at the site, away.
You can take that ANAP, and directly put it on the Internet. So, let me kind of quickly show you what it looks like. So, you have your ANAP here, and it can now accept multiple Internet links with Ethernet hand offs into it, and then it can connect into your LAN, and it will manage the traffic flow, from your LAN to the Internet. It will rate limit the traffic to the Internet, as well as Aryaka. So, from a customer’s perspective, bandwidth management is no longer a headache, because Aryaka is doing it for me. So, if I have a new site, I get a couple of Internet links. I throw an ANAP out there. I predefine what I want from my quality of service and my application flow. How much I want for the Internet. I got 10 megs Internet. So, 6 to the Internet, 4 to Aryaka. Off you go! You are done.
So within 5 days you got a site up and working. Private network that can do cloud, SaaS, Voice, Video, data all optimized, managing your productivity.
Andrew Pryfogle: Very cool, with the ANAP, at the customers prem now, making those real-time decisions about all the traffic, and to do that, and a certain amount of balance for certain applications or certain connectivity. That’s perfect. Awesome!
Jig: It’s all taken care of at that point. And then it also has a basic firewalling capability. So, it can give you port forwarding, it can do NATing for you, if you want to do that. So, it’s all up to the customer as to how they want to configure that site.
Andrew Pryfogle: So I am assuming that ANAP can integrate with an existing on-site firewall, or also sounds like it can also serve as the firewall.
Jig: Absolutely, it’s a very good point that you bring up. So, I was discussing this with one of my customers, this solution. And essentially what they said was – Hey Jig, I know you have a firewall. I know you have your ANAP that can sit on the Internet. But, you know that we have a policy with our company. Where I want to use a certain security setup, and I want to use a certain security firewall, no problem. All you do is put, for example, this customer had a Palo Alto firewall. And we talked about it, and I said, “you can put your firewall in a transparent mode, because absolutely it does my app id. All of the identification capability that Palo Alto provides it can do.” So, what they are thinking of, is they are going to do the same thing. And they are going to put the Palo Alto in-line in transparent mode as the traffic is heading to the ANAP, so that they can maintain the security the way they want it, and leverage the full suite of Aryaka service.
Andrew Pryfogle: Got it, very cool. I love the amount of flexible solution you guys have.
Jig: Ya, I haven’t even scratched the surface. You can control your traffic flows. You can load share them between the two links. You can replicate them. You can also do FEC – forward error correction. And on top of that, you can also do selection of path for your traffic. So, you have full flexibility on what you want to do with your traffic flow, and you are done.
Andrew Pryfogle: Very cool.
Jig: Your WAN is taken care of.
Andrew Pryfogle: Very cool, Ok guys that answers a lot of questions. Pictures are worth a thousand words. And Jig, I really appreciate that man, that’s good stuff. Guys, I hope it’s helpful. Check out the learning center here for Aryaka, and go deep there and learn about how they are delivering this stuff, and the problems that you can solve with this next generation networking solution. Good Selling!