With SD-WAN, organizations can efficiently provide connectivity across locations. But connectivity isn’t all that SD-WAN offers. It’s also great for boosting cybersecurity.
In a recent SE Webinar, Bryan Nelson (National Security Specialist at Intelisys) described the value of the SASE-SD WAN approach. The idea? To marry connectivity with cybersecurity, providing simplicity and savings for your customers.
When polled, only 24% of Intelisys Sales Partners said they’d ever sold a SASE SD-WAN solution. It’s time for more Sales Partners to take advantage of this opportunity.
The first step is to learn more about SASE SD-WAN. We’ll cover the basics below.
What Is SD-WAN?
SD-WAN (Software-Defined Wide Area Network) is an optimized method for managing a network spread over multiple locations. It takes the concept of software-defined networking (SDN) and applies it to a Wide Area Network (WAN).
The Story of SD-WAN
The easiest way to understand SD-WAN is by reviewing how it evolved from traditional router networks.
A standard router network has 3 layers: an infrastructure layer, a control layer, and a management layer. But as organizations built out their internal networks, they faced the challenge of individually managing all of their network devices (routers, switches, firewalls, wireless access points, etc.) – a task that became untenable.
The solution was to separate the management and control layers from the infrastructure layer of the system. Then, manufacturers could create software for those combined management and control layers, which they often place in the cloud. This structure is called a software-defined network (SDN).
With SD-WAN, SDN technology allows organizations to control a large network from a single portal.
Value of SD-WAN for Customers
Organizations derive 2 main benefits from SD-WAN:
- Automated failover (which reduces downtime)
- Bandwidth optimization (which boosts performance)
SD-WAN also pairs nicely with UCaaS (Unified Communications as a Service). Thanks to the optimized network traffic that SD-WAN provides, a UCaaS solution supported by an SD-WAN solution has improved call quality and failover capacity.
The Growth of SD-WAN
SD-WAN has been growing steadily. According to IDC, the growth rate hit 50% in 2020 and 2022, before slowing to a still-impressive 44% in 2024.
What accounts for this growth? Initially, it was likely the pandemic and the rise of remote work – which produced changing customer needs.
But the continued growth might have a different cause: Organizations appreciate the cybersecurity solutions baked into SD-WAN.
Types of SD-WAN Solutions
There are 3 SD-WAN structures prevalent today:
- Edge/On-Premise Only. A cloud controller manages appliances at each branch.
- Gateway-Based. Providers place cloud gateways in their data centers, giving organizations greater visibility into network usage at the various branches.
- Point of Presence – Cloud Gateway + Backbone/Middle Mile Network. A “private backbone” between points of presence enables enhanced security.
Intelisys has suppliers offering all 3 types of SD-WAN, allowing you to meet the specific needs of a wide range of customers.
SASE SD-WAN: Offering Connectivity and Security
In SD-WAN, the cloud gateways and private backbones between points of presence allow for enhanced visibility and cybersecurity. You can fill those spaces with cybersecurity solutions – optimizing connectivity and security for your customers.
SASE (Secure Access Service Edge) is a framework (not a technology) for providing cybersecurity through SD-WAN infrastructure. In simple terms, it calls for the uniting of network optimization and cybersecurity solutions.
Cybersecurity solutions could include:
- VPN Modernization
- Firewall as a Service (FWaaS)
- Zero Trust Network Access
- Cloud Access Security Broker
- Web Content Filtering
- Remote Browser Isolation
And network optimization solutions could include:
- SD-WAN
- WAN Optimization
- Routing
- Dynamic Path Selection
- SaaS Acceleration
- Network as a Service (NaaS)
For organizations, SASE provides a simplified approach to enhancing network security. They can centralize their connectivity and security partnerships by working with a single vendor, and they’ll often optimize their budgets in the process.
Example of SASE: Firewall as a Service (FWaaS)
Firewall as a Service (FWaaS) is a popular SASE-style solution, and it represents an especially accessible opportunity for Intelisys Sales Partners.
Why is FWaaS so accessible?
Largely, it’s because so many Intelisys Sales partners sell connectivity, and a firewall conversation is a natural component of the discovery process whenever you’re helping a customer source an internet circuit. Every organization needs a firewall – and every organization knows they need a firewall. That means the FWaaS conversation addresses an issue that’s already salient to customers.
With FWaaS, an organization’s firewall is moved to the cloud – so they no longer need an additional firewall for every connection. This has several benefits for organizations:
- Scalability and flexibility
- Consistent enforcement (especially vital in the remote work era)
- Reduced expenses
Ready to sell SASE SD-WAN solutions to your customers? FWaaS is a great place to start.
Case Study: Word of Life Adopts SASE SD-WAN
Typically in the Intelisys ecosystem, Sales Partners lead with SD-WAN solutions and then offer SASE security solutions as the “cherry on top.” But from the customer’s perspective, these priorities are often reversed. Many organizations are primarily interested in enhancing their security, and the network optimization component is actually the additional “cherry.”
The non-profit Word of Life provides an example of this dynamic. The organization needed to update its VPN and firewall infrastructure – but when they went searching for a solution, they found an enhanced network would add even more value.
Moral of the story: For today’s SD-WAN customers, cybersecurity is often an even bigger concern than connectivity.
Discussing Connectivity With Customers? Try Leading With Security
In SASE SD-WAN, connectivity and security are intimately connected. So here’s a challenge: The next time you discuss connectivity with a customer, lead with the issue of cybersecurity.
Start by asking if they currently have SD-WAN. Whatever their answer, follow up with this: “Does network security concern you?”
From there, you can steer them towards a discussion of SASE and how it simplifies network security.
* Note – Take advantage of the educational resources that prepare you to start a conversation about SD-WAN solutions on Intelisys University’s SD-WAN Sales Journey page.
Learn More
For more insights into SASE SD-WAN, check out the complete SE Webinar.
Also, take our Cybersecurity 101 course on Intelisys University. (It includes a video dedicated to SASE/SSE.) We have a separate SD-WAN course as well!
Check out our SD-WAN: Modern Networking Solutions Campaign kit – a package of marketing materials you can deliver with your own branding!
And don’t forget to contact your regional SE with additional questions. They’re here for a single reason: to support you and your customers.
