How SD-WAN Presents a Huge Opportunity for MSSPs
… security, application SLAs and traffic management, and integrated network and security management tools need to be table-stakes for any solution under consideration. Additional considerations should include:
- What value-added services are prebuilt into this SD-WAN solution?
- Can it support third-party services through APIs or open standards?
- What are its onboarding and time-to-market complexities?
- Is centralized automation, management and reporting available, especially for large installments?
Security is an Essential SD-WAN Service
All SD-WAN research points to security as a top customer requirement for SD-WAN. And most SD-WAN solutions only provide a nominal level of security as part of the package. Of course, this may seem like an ideal opportunity to build in a security service. But the complexities of trying to install and manage security that has to be applied as a complete overlay solution can seriously impact the bottom line and average revenue per user.
Instead, an SD-WAN solution that integrates an effective and proven next-generation firewall (NGFW security) becomes an important and obvious requirement to immediately establish a value-added service. A preintegrated security service significantly reduces onboarding efforts, speeds time to market and enables a host of additional security opportunities – from monitoring and management to ongoing operating and optimization services.
Springboarding Beyond SD-WAN
At its core, SD-WAN is essentially a sophisticated connectivity service designed to provide application-aware prioritization between multiple sites and data and applications in the public cloud, software-as-a-service or data center. However, behind each of those connections is a local LAN that also needs additional services and support, and SD-WAN becomes the perfect conduit for delivering those.
Adding access control to local switches and wireless access points, combined with Network Access Control, enables SD-WAN to drive security services deep into the remote network. This creates another commercially viable services opportunity, referred to as SD-Branch. It enables you to provide SD-WAN, NGFW security, fixed and wireless access control and Internet of Things (IoT) and end-user device security to remote locations, whether branch offices, school satellite campuses or remote retail locations. From a customer point of view, the added value of such services is significant as they allow them to gain visibility and control over their entire branch environments from a single point of visibility, management, and reporting – all hosted and managed by the MSSP.
Getting SD-WAN Right on Day One Means Significant Opportunities Later
By leveraging SD-WAN as a services-delivery platform, rather than simply another service offering, MSSPs are opening the door to significant benefits for their customers and significant new revenue streams for themselves. SD-WAN can be much more than just a new connectivity service – it can redefine the depth and range of managed networking and security value-added services, extending beyond SD-WAN and all its opportunities and into the SD-Branch itself. However, this requires planning and preparation long before the first solution is deployed. It requires selecting the right service, with an eye toward how easily and cost-effectively you can add value.
Stephan Tallent, CISSP, is senior director, managed security service providers, at Fortinet. He brings more than 17 years of managed services and information security experience to Fortinet, having spent the last 13 years building managed security service practices within several different types of service provider businesses. He focuses on developing best-practice based MSSP programs that encompass architecture, product development, training, go-to-market strategies and sales operations. He founded Fortinet’s program for veterans and actively promotes veterans’ transition into the cybersecurity industry. Follow him on LinkedIn or @Fortinet on Twitter.
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