When it comes to some implementations that you've seen, are they making mistakes? And if so, where are they making mistakes?

A lot of the mistakes are around not trusting the technology and the security and privacy of the way we’ve deployed it. In our case, we took VeloCloud and we stuck it on the edge of our big, private WAN in the backbone, so really, it's an on-ramp onto a customer's MPLS network. So we even have a customer that orders 100 SD-WAN sites, but in the backbone, not that they really care, but they're getting our MPLS core with all the QoS and everything else involved. It's not DIA [dedicated Internet access], it's not site-to-site VPN. Sometimes where we have problems is that customers behind the scene are still trying to manage all these VPNs when they don’t need to, and that's where we sometimes have a lot of grief during turn-up, for example, you don’t need to build any more VPNs; we're doing it for you as one big private network.

Even though it's broadband and 4G at your site, we got you. It's taken care of. It's private. We're doing the IPsec and if you want us to do a pre-shared key with you, some other type of method for encrypting, we can do so. You don’t have to go manage all those individual VPNs for all your different applications because the VeloCloud itself is giving you all this great application information. And once you VPN it, we start to lose some of that benefit.