Aryaka Pitch Book_APAC(5)

Channel

Selling Aryaka:
Pitch Book

©2017 Aryaka Confidential and Proprietary. Do not reproduce or distribute without prior permission.

INTRODUCTION

SD-WAN has become the biggest trend in enterprise networking today. A recent blog by Gartner’s noted
analyst, Bjarne Munch, described the space as, “…on the brink of one of the most dramatic changes in
WAN services that we have seen in decades.”

Contents

Transforming IT ................................................. 3 Use Case Examples ....................................... 9

Current Connectivity Approaches ........................ 3 Global Locations ........................................................... 9
MPLS Replacement ...................................................... 9
Why Legacy Doesn’t Work ............................. 4 Video Conferencing with China ............................... 9
Our Value Proposition ...................................... 5
The Aryaka Solutions ...................................... 10
Elevator Pitch .............................................................. 5
Our Sweet Spot ............................................................ 5 SmartCONNECT .......................................................... 10
SmartCDN ..................................................................... 10
The Aryaka Solution ........................................... 6 SmartACCESS .......................................................... 10

How is Aryaka Different from Other SD-WAN Qualifying Questions ...................................... 11

Offerings? ...................................................................... 6 Aryaka SmartCONNECT ........................................ 11
Aryaka SmartCDN .................................................... 11
Selling Aryaka ...................................................... 7
MyAryaka Portal ............................................... 12
The Technology ........................................................... 7 FAQs ...................................................................... 13
Selling the Value Proposition ................................... 7 Customer Feedback ....................................... 14
Partnering with Aryaka ................................... 15
Business Solutions .......................................... 8

Cloud Acceleration .................................................. 8
Aryaka as an Add-On ............................................ 8

Quick Facts

• Aryaka is the only network that can replace MPLS networks with a single solution delivered as a
service

• Only solution that can provide Cloud and SaaS connectivity that is MPLS-grade

• Aryaka can also create backup networks for customers mid-contract

• Aryaka is the ONLY global SD-WAN provider that has a global private network that addresses
global connectivity

• The industry norm for SD-WAN is just edge-based technologies. Aryaka solves edge-based
issues AND the entire middle mile

• Aryaka’s primary target market is mid-size and enterprise businesses who have international
presence

• The ideal person within an organization to get in contact with is the CIO

Key Terms

SD-WAN: Software-Defined Wide Area Networks l WANOp: Wide Area Network Optimization
Hybrid WAN: Using 2 or more connection types, such as MPLS and Internet

QoS: Quality of Service l TCP: Transmission Control Protocol l SaaS: Software as a Service
ANAP: Aryaka Network Access Point

Aryaka Pitch Book l 2

TRANSFORMING IT

Disruptive Trends in IT

IT Globalization Cloud Mobility Legacy
Transformation Computing Networks

Data center density Organizations are Mission-critical Increasingly mobile MPLS/Internet is
ill-equipped to
or virtualization increasingly going enterprise apps are workforce support this new

taxing the network global moving to the cloud paradigm

Current Connectivity Approaches That Fall Short

Internet MPLS SD-WAN

Pros Pros Pros
Rapid deployment
Flexibility Reliable performance and Rapid deployment + cost
No capex consistent latencies savings

Cons Cons Great for regional
Lacks enterprise-grade deployments
performance (unreliable Expensive in remote
latencies, congestion geographies Cons
and packet loss)
Takes 2-4 months to deploy Inherits weaknesses of both
Aryaka Pitch Book l 3 Internet and MPLS
Increased complexity –
multiple vendors globally Does not address global
application performance
Needs WAN Optimization issues
for bandwidth savings
and improving application Lacks the network
performance component

WHY LEGACY DOESN’T WORK

Why MPLS Doesn’t Work

Few cloud/SaaS vendors have MPLS connectivity options
MPLS vendors do not own cloud/SaaS vendor infrastructure
Takes 2-4 months to deploy
MPLS plus Optimization is complex and expensive - up to 40% more
Enterprises are moving away from MPLS links

Why Internet Doesn’t Work

Relying on public Internet does not allow you to control latency or packet loss. The Internet is not a
suitable option for mission- or business-critical connectivity or global connectivity.

900 – 8,000 ms LATENCY ON INTERNET 15% TO 60% PACKET LOSS ON INTERNET

Where Does Aryaka Come in?

MPLS REPLACEMENT MPLS ALTERNATIVE MPLS BACKUP

Replace MPLS fully or partially, Deploy Aryaka at all global Use Aryaka in place of your
starting from sites suffering locations, instead of MPLS, MPLS backup link in case of
from high network complexity especially sites suffering from multi-provider link redundancy
and costs. application performance issues. at branch offices.

Capability MPLS Aryaka

Global Connectivity
Built in WAN Optimization
Built in SD-WAN
Built in Cloud/SaaS Connectivity
Real-Time End-to-End Network Visibility
Fast Deployment Time
Fully Managed Service with Support

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OUR VALUE PROPOSITION

Elevator Pitch

Aryaka is an global SD-WAN provider that replaces MPLS and can connect global locations with
speed and agility. Aryaka provides network connectivity (MPLS displacement) + WAN Op + SD-WAN
technology/functionality under a single, integrated and managed solution. Aryaka can deploy a
customer or new site in a matter of days, versus months.

CONNECT: Aryaka provides enterprise-grade connectivity for your headquarters, branch

offices, data centers, and cloud services.

NEW Remote

Worker

ACCELERATE: Aryaka delivers up to

40x faster application performance

to global, cloud-enabled enterprises. NEW Cloud

Businesses can use Aryaka to speed up Application

their global on-premises, cloud-based,

and SaaS applications.

Cloud Application Remote Worker
Data Center
SCALE: Services can be deployed
globally in days. New sites and
bandwidth can be added within
hours. All without the CapEx associated with
WAN appliances.

Our Sweet Spot

Business Size: Any business size. Aryaka has Budget: Not budget constrained, although

a scalable network model that allows for size typically with locations outside the US. Aryaka
of business to range from mid-range to large is one of the lowest cost solutions, especially
enterprises, especially those with global presence. compared to MPLS.

Industry: Manufacturing, Retail, Insurance, IT Staff: Aryaka is a fully managed service and

Technology, Logistics, Healthcare, and more. It can integrate with any size IT department.
mostly depends on number of locations of the
organization. Aryaka is agnostic to the industry. Business Growth: Adding new locations

Applications: Business-critical applications regularly, especially with the need to turn them
up quickly.
that are on-premises, cloud-based, or in data
centers. Anything that needs to be “connected Current Network Solution: MPLS
to,” including on-premises.

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THE ARYAKA SOLUTION

How is Aryaka Different from other SD-WAN Offerings?

Unlike other SD-WAN solutions that only provide regional connectivity, Aryaka’s solution is the only
platform that not just solves the issue of global connectivity, but also delivers a holistic solution to an
organization’s core network. Aryaka’s key differentiator is its global private network that includes 26
Points of Presence within 98% of the world’s enterprise locations with built in SD-WAN and WANOp.

• Aryaka replaces MPLS and piece-meal bandwidth-hungry applications
networks • Aryaka can deploy any site in a few days

• Aryaka provides the entire middle mile, around the world
connecting via the Internet to the customer • Aryaka can help with fewer router hops, router
location at the first and last mile only
convergences, less loss, FLAT latencies and a
• Aryaka uses proprietary, highly improved TCP much more stable service
proxies to provide customers with MAXIMUM • Built-in cloud and SaaS connectivity to every
performance. application and cloud platform

• Better/consistent throughput, especially for

Our Competitors Focus in a Silo

Global Private Network

Aryaka’s Advantage: Aryaka is a native, single provider SD-WAN, whereas Telcos need to leverage a
secondary vendor, eg. Silver Peak, to deliver the type of end-to-end solution Aryaka does.

Edge-Based (Regional) SD-WAN

Aryaka’s Advantage: Aryaka is the ONLY vendor with a reliable, global and regional core network.
Aryaka also gives businesses built-in WAN Op. Aryaka offers end-to-end management – which
regional-only edge providers can’t do because they don’t have their own middle-mile network.

WAN Optimization

Aryaka’s Advantage: Eliminating CapEx, no more equipment maintenance for boxes – Aryaka
configures and manages all their own devices, Aryaka has the ONLY reliable core network.

Aryaka Provides the ONLY All-in-One Solution

Global Private Network WAN Optimization Edge-Based SD-WAN Cloud Acceleration

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SELLING ARYAKA

Selling the Value Proposition

Pain Points Aryaka Solves Value Aryaka Provides

• MPLS Replacement - eliminate having many • Fully managed solution
MPLS contracts for a single organization • Connect and accelerate to cloud- and SaaS-

• Slow cloud- and SaaS-based application based applications and data centers
performance • Integrated WAN visibility through MyAryaka

• High latency portal
• Performance issues to China-based employees • Stable & jitter-free performance without
• Jitter and packet loss
• Poor VoIP quality packet losses.
• Lengthy deployment time and lengthy process • Better performance than MPLS
• Short deployment time, ease of scalability
for resource additions • Transparent, OpEx based pricing model
• No WAN visibility • Proactive monitoring and ISP management
• Expensive MPLS costs
capability

The Technology

Network Features

• Multi-segment TCP optimization over a Aryaka is the only SD-WAN with our own WAN
private, encrypted Layer2 network

• Proving a patented network segmentation
technology to deliver:
• End-to-end latency mitigation
• Packet loss mitigation
• Enhanced congestion management that
supercharges TCP applications for faster
delivery.

SD-WAN Features

• Optimal path selection Propose Aryaka if your Customer:
• Packet order correction
• Load balancing • Needs MPLS connectivity
• Link redundancy • MPLS contract about to expire
• Edge security • Requires global connectivity
• Has cloud and/or SaaS applications
WAN Optimization Features • Wants to leverage high bandwidth Layer 3 at the

• TCP Optimization edge
• Compression and de-duplication • Needs complete network visibility in real time
• QoS • Reduce cost of IT maintenance and equipment
• Application-specific optimization

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BUSINESS SOLUTIONS

Cloud and SaaS Acceleration

Packet loss, congestion, and latency over the internet are all things that can hamper cloud performance,
which has a direct impact on the productivity of the workforce, something that users of the public
Internet know all too well. Legacy networks like MPLS were designed for environments where the
majority of traffic was from client applications, and SaaS was the exception.

Aryaka Helps to Accelerate Applications

Up to 8x Faster Performance Up to 10x Faster Performance Up to 8x Faster Performance

Up to 40x Faster Performance Up to 7x Faster Performance Up to 55x Faster Performance

Aryaka as an Add-On

Aryaka can be sold as a standalone service, but one of the most powerful methods of selling the
solution is as an add-on to existing opportunities. Aryaka can help to provide connectivity to cloud
solutions, SaaS platforms, data centers, CRM and sales platforms, VoIP and video conferencing
Providers.

WebEx • Citrix Amazon • Microsoft DropBox • Box Salesforce • SAP Skype • Jive
BlueJeans • iMeet Google • Rackspace SharePoint • Citrix Netsuite • Oracle ShoreTel • Five9

8x8 • Vonage

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USE CASE EXAMPLES

Global Locations

Industry: Marketing & Communications significantly impacting employee productivity.
Key Applications: HTTP, HTTPS, CIFS The problem was even more pronounced in Asia-
Pacific, especially in Havas’s offices in China.
The Business Challenge: Havas employees
connected to the IBM SmartCloud via an IP-VPN, Benefits with Aryaka
but the performance of their legacy network was • Up to 7x faster application performance
suboptimal. Emails and file transfers were slow, globally
while voice and video quality suffered. Latency • Close to 0% Packet Loss
and packet loss over the Internet were huge • Up to 9 Mbps peak bandwidth savings
bottlenecks and application performance in offices • 6 % data reduction in remote geographies
outside Europe became 10 to 50 percent slower, like South-East Asia

MPLS Replacement

Industry: Electrical Manufacturing Benefits with Aryaka
Key Applications: HTTP, HTTPS, SMTP, CIFS • Up to 12X faster performance for cloud and
SaaS-based enterprise resources
The Business Challenge: With MPLS, Volex felt • Up to 98% data reduction across all
encumbered by the long deployment timelines when applications
adding new branch offices, lack of flexibility, and • Up to 32Mbps peak bandwidth savings
the need to additionally deploy WAN Optimization • Deployment in days vs. months with MPLS
Controllers to ensure satisfactory application
performance. Lack of support for cloud and SaaS
optimization, and high overall cost were also serious
concerns with the legacy connectivity technology.

Video Conferencing to China

Industry: - - Manufacturing Benefits with Aryaka
Key Applications: HTTP, HTTPS, CIFS • With its applications running on an
optimized, global private network, Bajaj
The Business Challenge:The company’s offices Electricals has witnessed the elimination
in Mumbai and China were connected via a of disconnects during VoIP calls and web-
legacy Internet-based WAN architecture which conferencing sessions
failed to meet quality expectations, resulting • Up to 2X faster connection setup times as
in frequent disconnects during VoIP and web- compared to MPLS which can take anything
conferencing sessions. High jitters and packet between 30 days to a couple of months to
loss in the connection was detrimental to the deploy
smooth functioning of real time traffic based data • Less than 2% packet loss for real-time traffic
like Voice-over-IP (VoIP) and web-conferencing • Industry-leading QoS capabilities
applications. • Able to connect new offices in days versus
months
Aryaka Pitch Book l 9

THE ARYAKA SOLUTIONS

SmartCONNECT

A GLOBAL CONNECTIVITY AND APPLICATION ACCELERATION SERVICE

Site-to-Site Connectivity Application Acceleration
Site-to-Cloud Connectivity • Accelerate on-premises and SaaS/web applications
Application Acceleration globally
• Enable faster access and performance for cloud
platforms

Branch Connectivity
• Get stable and fast branch office network connectivity
• Deploy branch office network connectivity in less than
48 hours

Network Management
• Reduce network management hassles
• Network and application visibility

SmartCDN

WEB APP ACCELERATION AND IP APP ACCELERATION

A CONTENT DELIVERY NETWORK FOR DYNAMIC IP APPLICATIONS

Benefits
• Up to 10x faster global delivery of centrally
hosted Web-based & IP-based applications
• Deployment in hours
• Up to 100% uptime
• End-to-end network and application visibility

SmartACCESS

for SALES TURBOCHARGE APPLICATIONS for DEVELOPERS

FOR YOUR MOBILE USERS WORLDWIDE

for IT

Increase productivity by Provide fast access to corporate Improve performance of
providing fast mobile access to IT resources without the extra applications and corporate
files and corporate applications cost and complexity of remote resources for your developers
worldwide. access concentrators. around the world.

Aryaka Pitch Book l 10

QUALIFYING QUESTIONS

Aryaka SmartCONNECT Yes No
0
1. Do you have two or more global business locations that need to be 2 0
connected by a WAN? 0
1 0
2. If yes, are any of these locations in China? 1

3. Are you facing performance issues with TCP applications (HTTP(S), FTP, 1
CIFS, etc.)?

4. Are you using or planning to migrate to cloud or SaaS based applications
(Office 365, Azure, AWS, Salesforce, etc.)?

SmartConnect Deployment Strategies

Regional Regional + Global Global

Aryaka SmartCDN Yes No
2 0
1. Are you a SaaS provider? 1 0

2. If no, are you an enterprise looking to accelerate a web resource 1 0
(websites, hosted applications, web-portals, mobile apps/sites, etc.)?
1 0
3. Are you facing performance issues with TCP applications (HTTP(S), FTP,
CIFS, etc.)?

4. Are you using or planning to migrate to cloud or SaaS based applications
(Office 365, Azure, AWS, Salesforce, etc.)?

0 or 1 Poor use case. Do not qualify.
2 or 3 Average use case. Qualify at your discretion.
4 or 5
Good use case. Definitely qualify.

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MYARYAKA PORTAL

MyAryaka is the web-based portal from Aryaka and is accessible from any browser around the world.
It enables users to track the performance and availability of their network and applications and
eliminates the need to purchase expensive upgrades, specialized appliances, or third-party monitoring
tools.

MyAryaka provides tailored dashboards to help CIOs and etwork Managers
to gain visibility into applications, service use, and performance. It includes
reporting on:

• LAN and WAN utilization per application
• TCP connections intercepted and bypassed
• Latency variation across segments of a link over time
• ARRTM compression savings across applications
• CIFS data traversing the Aryaka network
• QoS parameters set to prioritize traffic
• TCP health requests sent/received without data loss
• Network health reports percentage of TCP packets which are retransmitted over the WAN
• Customized reports per application, per branch, and per port to track performance
• Network customization to add or remove enterprise locations as and when required

MyAryaka also enables users to:

• Track changes in the
configuration of their network

• Troubleshoot and resolve
issues using detailed reports

• Generate periodic alerts and
fault management

• Subscribe to news feeds
• Regularly track SLA compliance
• Track customer support

progress and billing issues
• Obtain end-to-end control

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FAQS

How do you compare to Silver Peak or Riverbed? delivered as a service. Aryaka is the ONLY global
SD-WAN solution that solves connectivity for
Both of those appliance vendors started as WAN global enterprises.
Optimization appliances, and later added SD-
WAN functionality. Aryaka is a fully managed Do you have appliances?
cloud network with SD-WAN and WANOp
technologies built into the underlying network Aryaka does have appliances that extend the
architecture. Plus, Aryaka also provides a global network edge to your business location, called
private network and cloud connectivity and is ANAPs, which stands for Aryaka Network
delivered as a service. With those “build your Access Point. They’re optional, at no cost, and
own” appliances, you need to provide rack space, they extend some of the WANOp and SD-WAN
training, or maintenance for multiple products, features over the last mile.
plus the cost of the high end MPLS network
required to guarantee quality of service for your How do you handle connectivity to China?
applications.
By partnering with several service providers in
Velocloud does the same thing for a fraction of the China, Aryaka’s global SD-WAN can provide fast
cost. connectivity to many enterprises in and out of
China.
Velocloud is mostly a regional appliance solution
that relies on Internet and MPLS and lacks an I already have MPLS, and my contract doesn’t end
edge based global private WAN. The same until next year.
applies to other SD-WAN providers including
Viptela, Silver Peak, etc. Many customers brought Aryaka in to solve a
problem at their sites that MPLS couldn’t solve.
Is Aryaka SD-WAN? Aryaka can co-exist with a current network
topology to solve that “one-off” problem, and
SD-WAN is one of the features built into then roll in to other sites as MPLS contracts
the network, offered as part of a completely expire. Most proceed to completely replace all
managed solution. Aryaka’s SD-WAN is built on MPLS links. Some customers also use Aryaka as a
top of a global private network that includes backup connection to their MPLS network.
monitoring, cloud connectivity, and more - all
delivered as a service. Aryaka is the ONLY global How can you provide QoS over the edge Internet
SD-WAN solution that solves connectivity for connection?
global enterprises. The foundation was built
on a software defined network stack, which The misconception with QoS is that it only applies
incorporates SD-WAN features like redundancy, to tagging like DSCP markings, when in reality
high availability, Quality of Service, etc. QoS is ensuring quality bandwidth is allocated
to the specific application. Not only can Aryaka
Is Aryaka WANOp? provide a stable layer 2 network that has QoS
tagging available, but Aryaka can also leverage
Wan Optimization is one of the features built other features like our best path selection and
into the network, offered as part of a completely packet replication to accomplish the same goal of
managed, SD-WAN solution. WANOp is built on providing quality bandwidth over Internet at the
top of the global private network that includes edge.
monitoring, cloud connectivity, and more -

Aryaka Pitch Book l 13

550+ GLOBAL ENTERPRISES USE ARYAKA

Customer: BAJAJ ELECTRICALS | MANUFACTURING

“Our users in China were experiencing a lot of performance issues while using
Voice-over-IP (VoIP) and web-conferencing applications. We considered MPLS
but chose Aryaka as it demonstrated significantly better and more stable
performance during trials. Also, the fast deployment, top-notch customer
support, and overall cost-effectiveness was a huge sell for us!”

- G Sowmiyanarayanan,
General Manager of IT Infrastructure at Bajaj Electricals

Customer: HAVAS | MARKETING & COMMUNICATIONS

“We approached Aryaka to address application performance challenges we were
facing in Asia-Pacific. We ran a POC from Beijing and Shanghai to Amsterdam,
and were extremely happy with what we saw. We were up and running within a
week, and applications performed up to seven times faster. ”

- Ivan Glaser, Chief Information Officer – Asia-Pacific at Havas.

451 RESEARCH l INDUSTRY ANALYST

“Aryaka’s differentiators are its global private network, which meshes point-to-
point links using IS-IS, and the software that the company purpose-built for the
network .... The network offers a high-performance alternative, or complement,
to the MPLS services of established carriers.”

- Jennifer Pigg Clark, Vice President, Network Research at 451 Research

Customer Survey Results

FULLY MANAGED SERVICE DELIVERY 8.5
MYARYAKA VISIBILITY PORTAL 8.6
EASE OF USE 9.1

NETWORK/APP PERFORMANCE IMPROVEMENT 8.5
8.8
SPEED OF DEPLOYMENT
01 2 34 5 67 89

Aryaka Pitch Book l 14

PARTNERING WITH ARYAKA

Layers of Partner Support

Sales Partner

Layer 1

Solutions Architect Partner Sales Director Marketing & Enablement

Layer 2

Cloud Network Specialists Customer Success Managers

Layer 3

Customer Support Senior Network Engineers Support and Service Delivery Network Monitoring

Partner Resources

• Full hand-held sales support • Lead generation practices and resources
• Customer references and case studies • TCO calculators and sales tools
• Marketing and sales collateral • Training decks and learning systems
• Co-branded materials • Webinar and virtual trainings
• Email marketing campaigns and templates • Sponsored customer-facing events
• Web and landing page content • Customer billing support

Contact the Team

Feroz Zaveri Amit Prasad Nanda Kumar

VP of Customer Success, APAC Partner Sales Director Partner Sales Director

+65 8260 1058 +1 408 273 8420 x 2189 +1 408 73 8420 x 2111
[email protected] +91 970 277 8651 +91 988 660 2904

[email protected] [email protected]

Shehzad Karkhanwala Arindam Biswas Anusha J

Director - Marketing Channel Account Manager Channel Account Manager, EMEA

+1 408 273 8420 x 2064 +1 408 273 8420 x 2121 +1 408 273 8420 x 2165
+91 990 065 3990 +91 974 283 3246 +91 962 019 7417
[email protected] [email protected] [email protected]

Aryaka Pitch Book l 15

28 PoPs Globally

Aryaka.com