How well do end-user businesses know about SD-WAN, IoT and unified communications?

Not pretty well overall. SD-WAN itself has a problem because there are so many different entities out there pitching their own version of it, so it's no wonder that the consumer can't be completely confused. A lot of what we do in the sales process is just really educating the end user and the agents and whoever we're talking to … and it's that way for SD-WAN as well as IoT. I think the lightbulb finally goes on when you say "IoT is machine to machine, just made differently." That's a quick way for us to cut through the clutter on IoT at least. But SD-WAN is a complete re-education of what they may or may not have heard from other carriers.

For us, SD-WAN is the guys who are out there creating over-the-top, point-to-point networking solutions.