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Axians Network – Allan Paton – Silver Peak – Ip Expo Manchester

Axians Network – Allan Paton – Silver Peak – Ip Expo Manchester

[00:00:21] Welcome back to the final part of our show here, IPEX both live in Manchester.

[00:00:28] I’m feeling a little bit sort of wobbly. Here is the conversation between between the two slots. It was about discectomy operations, sort shell shock.

[00:00:38] Yeah, that’s probably not for our third favourite guest, Alan Peyton from Silverbeet Direct with me and I guess North, because you’re used to the count being on-premise, right? It’s some of the Manchester, obviously, right? Yeah, we’re free. Yeah. Layers on. Not there.

[00:01:00] Allan, you’ve been a guest was the number of times now and every time we see you we say, gosh, hasn’t the market changed? So here we go again. What’s changed in the last six months?

[00:01:10] Market adoption levels, right? Yeah, I said it before the past year. The majority of the example, this is year to year. Same people came by when we’re now ready to move forward with this new one. Was a lot of education still growing the market today? But you have clients, you know, going to 52000 seats, and that’s UK wide nor international. So the growth is happening. So the analyst who spoke about it already spoke about it before. We are 80 percent of the way in transformation contracts next year will be SD-Wan.

[00:01:47] These are the ones we’ve seen that they will go to the UK we’re seeing now, or are they becoming sort of stretching out more into Europe?

[00:01:55] So the adoption outcomes are different, right, for each of the three major markets? We operate in the UK and you can’t be at all time so very different. Um, you see the the Nordic market is taken off as already. Um, cementation customers we’re working with today, again, they are tend to be early adoption. And the UK, you look at the mid-market, is well and truly we’ve already seen a big shift in public sector today as well, that you have top 100 customers are looking at this market space.

[00:02:27] And are you seeing, as we mentioned earlier, that some people who were very early adopters are now second time around. So maybe they made they made a choice. It hasn’t worked out for them. And now a second time around, they’re looking for another vendor. You coming across.

[00:02:39] So, yeah, that’s a really interesting comment. Right. So the market was there with three years ago. A lot of the customers and service providers today made that initial bet. Not I don’t know what you can share your views on the Kyocera product lines of our vendors have changed dramatically in that space of time. So, yeah, it’s part of that. Right, as SD-Wan should be a flexible platform for customer engagement and that you see that market share farmer because of that. We had that. Also some very interesting DDoS reports released the back end of last year that has an impact on the market as well, because that’s the first time the major violence organisations are reporting on SD-Wan as a single market assessment. If true, that helps with the adoption of because then you see more enquiries coming out from that and then your transactions are getting bigger and longer and larger and more international buyers that impact on the consumption of the product lines as well, because it’s happening very well in the company’s performance management infrastructure and because the very first time I’ve spoken to that had yet to be published.

[00:03:48] And now it has so well done on that. And one of the questions I was going to ask you is this is the conversation change now? You must sit in front of a lot of customers. So in terms of who you’re talking to and what they’re saying now, that must have changed to say give us a feel for the conversations.

[00:04:07] That’s important. I hosted a businesslike conversation because this is part it’s not just a network contract anymore. This is the three to five year Cloud adoption transformation project that I think in Iot these conversations go as well as a wider conversation and engagement level. You have to understand the installation as part of that composition of SD-Wan because it offers so many different capabilities to the customer. And I, I usually tell you mine should be the glue in the middle of the environment to connect to the Cloud, connect all the different services, change the we design the price environment and then change immediately the operator business, because you’re changing the strategy to the ROI applications, because what are your next generation SDMI platform to look at is the application is the price that should be the decision making criteria. And then you more DR from the ATO changes the whole operational support module self the business. There’s a huge transformation in that market is the question I was going to ask you around proof of concept.

[00:05:13] So SD-Wan is a new is a new technology. Today we work together on proof of concepts and you wonder what the. Going to get to the point where people start to trust the technology and we don’t need to do that.

[00:05:24] Yeah, we have seen that happening already.

[00:05:28] Right. I straight to the point. Absolutely. So we are seeing transaction sizes of their clients across the technology. So, again, how we engage is probably different from some of the rest of the market. We offer a lot of training at no cost. We have clients go access to a lab environment before we do any proof of concept. So we make a process there. And it’s software identity. Right. So you’re deploying stuff in a test environment. We built all of the network connectivity elements that we’d like to see. You can do all the testing for the client, for the remote. So I know there has to be a level of trust between the supplier and then client. And that’s the partner model comes into play because there’s a range of skills the other vendors need to do. You know, we are not doing the build or the transformation piece based where the relationship between the ecosystem and then quite massively important.

[00:06:25] Yeah, we did a couple of times during the show and I almost don’t want to say it again, but I will. Is the role of the systems integrator, the company like Axians, for example, how that has changed or that is changing now over the past 12 months. So you must have seen an ecosystem. That’s exactly what you’re saying.

[00:06:43] I guess you’re right with each other. It’s a huge change, right? Because traditionally on large network contracts that you buy for myself and group of companies get SARS separate and integrate baseball to change the SD-Wan. As of yet, you’re seeing clients moving to consume internally.

[00:07:03] So do you think that that’s the change that SD-Wan has driven? Yeah, that is that is the changes to market productivity.

[00:07:11] Georgia obviously in certain markets because of traditional NPL. And so today the Internet is exploited by the Delta are very different across different markets. But the messaging that we talk to claim to be visibility, control. Do you trust your view that you want to pass all your application traffic to be managed by a third party?

[00:07:33] You may not have the specialist knowledge and applications of connectivity very well to SD-Wan opens a different conversation. No, again, it’s obviously quite consuming, right? You’re seeing a lot of clients will say, I want to manage myself and are taking the money out of the productivity and host and from a bloated service with a B by the IEEE. Almost every bill for the immediate emplace. For some of the connexions you see, clients will take use of the Second Circuit with an LTE connexion rather than, you know, dial up broadband, which is more of less middleground where the company doesn’t necessarily want a fully managed service, but they don’t want to do it all themselves.

[00:08:08] They want something in between. They can still get their hands on the network in the design. If I think to got a partner that can monitor and managers look after it for the weekends overnight.

[00:08:18] So it’s not and you’re right now that’s part of that transformation, right? Because this is new technology to a lot of people. It’s a different way of building and managing there. What’s a different way of managing it? Applications. So definitely consuming quote, there’s a level of education. You know, we spend a lot of our time at events like those who say will continue on that education track because we believe that’s really important. So as part of, I guess with a clean slate, think a partner could help not quite move through all those challenges and consult with them and decide. Right. You know, they decide you want to go down SD-Wan, DDoS an education track. If you let’s look at your application stack. Let’s look at what your Cloud consumption looks like today with your day box or something. Are you moving away from a physical data centre to everything being in the cloud? What does that mean to you as a business within the security code to that? And as I said earlier, you’re building your operational management module to that as well. And that takes a big change for really big organisations to do. That’s what the the design, consultancy and architecture support is key to that conversation.

[00:09:23] You a question about the channel, because there was there was a two part roundtable in Computer Weekly and Michael brought to your company there. They were talking about the skills gap in the channel. What actually what they were saying is it’s not really a technology gap because you’ve got programmes that have been used to building wide acceleration solutions, have rolled out large router deployment. Also, from a technology perspective, it’s not a great leap to to move for 2012. What they said in the roundtable, essentially, they see the gap about sales and marketing capability. So really understanding the use cases for their customers. And that’s where they see the gap at the moment. So I don’t think you get what you saw.

[00:09:59] That’s an important point, which we are the go to market if your partners feel important. And that’s where the education track sharing is really important for everybody. Right. And again, it goes back to why we do these events.

[00:10:11] We do a lot of CIO conferences, but it’s still an education Tractable level. And that’s we are playing our part of the play as a skill. I think there’s also a capability aspect as well as part of the massive liability that at least if you look at some historical contracts out there five years ago, Kuwait, you see the wine country do a lot of thinking about agility, visibility, control of applications by the network. We’ll never forget the automation of services, of controlling elements.

[00:10:42] It’s a huge change that people are going through. What we’re seeing is well within within our service provider, customer base, they have been customers are pushing them for SD-Wan solutions because they’re acquiring businesses. They want agility. They want to connect to the to the Cloud. And so we launched the we launched the asset programme to help service providers launch services more quickly because service providers, customers have said to us, we want your help in bringing that service to market in three months or six months or nine months, not two years, because right now our customers are saying we want to from you, we’ve got a business case or a use case that we need to be addressed.

[00:11:17] And I think, you know, we work together in these service providers solutions, helping service providers stay in the market and stop the M.V.E coming from being a legacy supplier, because there’s been a fundamental shift. And I was going to bring up that. That’s a new programme from Axians, which is about to sort of deal with that.

[00:11:37] And so we’ve launched this programme in services to help our customers who are predominately mouthpiece and service providers to take new services to market more quickly. So accelerate the launch so they know the time to revenue is better, but also that they are addressing their customers needs. So when you look at the research, MSPs and telcos are telling us that actually one of the things they fear most is falling behind in their competition and falling behind in technology.

[00:12:03] So we looked at those requirements and we listen to what our customers are saying. And we’ve built a programme that helps people do that. And we’ve worked together on New That in with you on that in a particular customer. And what’s what’s been interesting over the last six or seven weeks, as we’ve seen a couple of tenders that have come out from service providers where it’s chunked in third and actually two thirds of it is the one third is technology, one third is operation. But a third of that is go to market marketing and sales and sales proposition. So we’re finding ourselves doing things like training salespeople and doing those enablement services that we know two or three years ago we just wouldn’t have been doing.

[00:12:42] A lot of the service employees have a traditional sale and just buying a new way of sending it to new contact.

[00:12:48] So it’s a whole different world. So that’s part of it. That’s the soft skills, isn’t it? The that it’s not the sense is not about the fact that the service providers don’t have the appetite or the desire or even the skill to take on new technologies, just as you well know. And it’s more about that accessibility to the soft skills. Bring that to market. You start to realise the value or the return on that investment they’re making.

[00:13:13] And I think it’s about having time as well, having time and the sheer availability of people to concentrate on launching new services. And then the reverse of that is actually service provider decides that they want to launch the new service themselves to they have a partner that can step in and help them run the legacy network or take away some of the day to day operation. So it’s opening up all sorts of different different conversations about what you said.

[00:13:33] Right. It’s a skill consideration because it’s a very different issue if you’re not selling productivity.

[00:13:40] And we’ve worked very well together as organisations. And I think that say to. The more opportunity that we’re seeing, it comes our way that the more we see that shortage or that desire to actually back fill in some of those skills gaps. Yeah. But it is, unfortunately, we’ve run over. So, Alan, final question. What’s the future?

[00:14:05] Well, it’s less likely to go right. I’m from. He said that he should have. Oh, I see.

[00:14:14] SD-Wan is the biggest clue to biggest market shift in 20 years. And therefore, you’re seeing a huge growth conversation for. I think the Iot interaction is key to that success as you see the number of assets being deployed in the field and automation is the biggest direction we’re making appropriately. And that’s a huge differential for clients. So, yeah. Thank you, Alan, it’s a pleasure, as always.

[00:14:40] Thank you for your time today and thank you for watching. Thanks to our guests, Chris Kenny, James Ampligen. Yeah, thank you, Spencer. And thank you, David. You’re welcome. And thank you for watching. This has been an Axians production on Disruptive Live here live at Manchester 2092.