Mode Cast

Talari, the Originator of "Failsafe SD WANs"

"From Mode's point of view, when we partner with a tier one SD-WAN provider and cloud access partner like Talari, we can extend their expertise at the edge which includes the security and the performance through the core."

— Doug Case, VP Sales at Mode

Featuring:

Andrew Gottlieb,
VP, SD-WAN Solutions, Oracle Communications

Description:

There's no doubt SD-WAN is cool, but Talari Networks claims to have been doing SD-WAN since before it was cool. In this episode Mode's Doug Case and Jo McDougald speak with Talari Co-founder and CMO Andrew Gottlieb about his firm's history with the technology, including its origination of "failsafe" SD-WAN technology, which even in today's exploding market remains a rarity.

Listen on SoundCloud [Or read the transcript below]

Transcript:

JoAnne McDougald:
Hello, everyone, and welcome back to another addition of Talking Tech with Jo. I am here at the SD-WAN Expo in beautiful Fort Lauderdale, Florida. It is February 1, 2019, and I’m standing here with Doug Case from Mode and Andy Gottlieb, the CMO of Talari Networks. The two of them were on a panel this morning at the expo entitled "What's next with SD-WAN?" I think so many people are interested about it.

It's definitely a technology that is in its prime. Five years ago people came to the show and were like, "What's SD-WAN?" Nobody knew, and everyone is talking about it. At the show I think I've counted at least 30 vendors that are selling SD-WAN. And so let's ask that question, and first I'll pass it off to Andy Gottlieb from Talari Networks. What do you think is next?

Andy Gottlieb:
Thanks. Well, we were recently acquired by Oracle. SD-WAN has become much more important for enterprises now. So we were doing SD-WAN before SD-WAN was cool. We were doing SD-WAN before it was called SD-WAN. We were doing SD-WAN before SDN was a thing, but my co-founder was just brilliant. Did a centralized orchestration, did the centralized configuration model before, again, anyone was even talking about SD-WAN. So they said it takes a long time to become an overnight success. It's definitely been the case for us.

Jo:
I love it. I love it, and Andy tell me a little bit about Talari and what you do there.

Andy:
Sure. So Talari was the first one to do what we call failsafe SD-WANs. And all these years later and all these number of people have gone into the SD-WAN business, there are really only a couple of vendors out there that would even come close to doing failsafe SD-WAN. So when I say failsafe SD-WANs, I mean delivering the same or better MPLS class high availability and predictable application performance, the buzzword today is QOE, that enterprises have come to expect from their MPLS LANs. Most of the competing SD-WAN vendors will only just try to sell to carriers. Carriers are interested in locking companies into their MPLS networks, but most of the rest of them are doing SD-WAN's as a fancy management system.

And there's no doubt SD-WAN reduces the cost of managing, and operating, configuring a wide area network, and that's important. But it's probably only 15 to 20 percent of the issue, and as we're in an internet world and a cloud world. If you want to take advantage of internet economics and argument or replace your expensive MPLS connections with internet connections you've got to deliver that same kind of reliability and predictability that enterprises have gotten from their MPLS. I’ve been in the networking industry for over 30 years now. I've yet to meet a customer that says, "Yeah, I want to take two steps forward and one step back." But that's fundamentally what most of the guys out there are promoting.

Jo:
You just made Doug Case smile at that last comment. So I've got to have him hop in here. So Doug, before you do chime in on that, just tell our audience who you are and what you do for Mode.

Doug Case:
My name is Doug Case, and I'm the VP of sales for Mode based out of San Francisco, the San Francisco office. And I was smiling because we're working with folks like Talari to enable core control with their SD-WAN solution, and that really helps the operations and infrastructure guys get a little bit more sleep at night. Because now they can extend their solution, and with a better technology and having a no-worry network. That goes along with the failsafe tagline that Talari's doing.

Jo:
It's so nice to see that all of these companies that are here are not only trying to sell to each other, but they are also trying to partner, and this is an awesome a wonderful time and opportunity for companies like Talari and Mode obviously, to form go to market strategies that help clients in the end. And I think that together — what does the Talari and Mode solution look like around some of the things that you've talked about Doug with the no-worry network in this multi-cloud world? What does it look like for your two solutions?

Doug:
Well, from Mode's point of view, when we partner with a tier one SD-WAN provider and cloud access partner like Talari, we can extend their expertise at the edge which includes the security and the performance through the core. And we get there not by encrypting or optimizing in the core. We just forward that layer to what they've already done, and they've done very well. As Andy said, they've come from a background of early contributor and technology contributor to this market. So we would like to take advantage of that. We don't really need to replace it.

Jo:
Before SD-WAN was cool, that's where you live Andy. I understand.

Andy:
Well, we are particularly excited about our partnership with Mode. We usually introduce some technology we called Cloud Connect. And so you basically have a cloud hub that sits at a service provider's data center point of presence. And so with Mode, with a global network of points of presence and our technology there, we can enable our Oracle to our SD-WAN customers to get the same reliability and predictability and multilink, visibility and QOS that we've been able to deliver for years for site to site. To do this now for site to cloud that's easier for the enterprises to manage. They don't have to stand up and manage infrastructure in the cloud.

Mode is going to do that for them, but they can have the same level of control, and visibility, and QOS not just for outbound, which everybody's been able to do in router business for 30 years, but also for inbound traffic, and that's what is critical if you're going to want to run that in real time traffic, or even highly interactive interactive traffic like virtual desktop technology, or just highly interactive web-based applications and access them in the cloud. So most of the VP/IT infrastructure guys, the WAN guys, they're trying to figure out how can I make it easy for my apps guys and the CIO?

How can I be a hero to them by enabling them to migrate applications to the cloud? And with our partnership, to me, it's a classic one plus one equals three. Together Oracle, plus Mode can do something that neither of us can do separately. And so with the combined solution you can have reliable multilink, high bandwidth, low cost, easy to manage wide area network that you can get the same reliability and predictability accessing not just one cloud service. Some competitors have a cloud gateway that can only go one at a time, and we're actually working with Mode to support that as well. But the really exciting thing, the next generation of enterprise of SD-WAN is together you now have the same level of reliability and predictability accessing all the cloud services you want to access.

As you mentioned, we're living in a multi-cloud world, but also all the software services you want to access, and even just the internet connectivity. And you can do that, again, with reliability and predictability. But when you as an enterprise are in control of what's important and you can say, "Gee. If YouTube should only be one percent of my traffic under contention then we can do that in a way that pretty much no one else can." So we're real excited.

Doug:
Yeah, so simplifying new technology enhancements helps with a no-worry network, and these operator of these operations and infrastructure guys love it. We're getting a lot of positive feedback from prospects we're out there talking to together.

Jo:
I love it. So my key takeaways from this little chat that we've had today. Thanks so much for joining us. We heard that obviously you guys are the one plus one equals three, the Mode and Talari solution together, and you guys are the people to go to to identify what's next for SD-WAN. Not just where it's been when it was brand new.

Andy:
Before it was cool.

Jo:
Before it was cool.

Andy:
I thought you were going to say that.

Jo:
I was going to, but then I just let it go. WAN, before it was cool. My editor can fix that. Thank you so much for joining us for another edition of Talking Tech with Joe. That was Andy Gottlieb and Doug Case from Talari and Mode. Thank you so much.

Andy:
Thank you.

Jo:
Thank you.

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