128 Technology's President On Breaking Away From The SD-WAN Pack

How do you and your partners navigate relationships with the big data center vendors, like Dell EMC and HPE?

We have some reference configurations in hardware that we've supported, but we find generally that customers have their preferred vendors, so we focus on the software being able to be enstantiated on a VM, on pretty much any hardware that has the requisite capacity. We try to make it easy for partners. If they don't have a preferred vendor, Kevin's team provides them an easy channel to either buy that hardware or our software on that hardware, like an appliance. If they have a preference, or the end customer has a preference, we can deal with the software and run it on any hardware that meets the spec.