Refining Carrier’s SD-WAN approach

Client profile

National operator in Western Europe, number 2 access network in country.

Key stakeholders
  • Product Line Manager

  • Engineering and Architects

  • Account team management (particularly solutions architects)

  • Marketing team

The challenge

The client had recently launched an SD-WAN managed service and it was not gaining the desired traction.

Client needs

Refining the positioning of the service and aligning commercial and technical teams.

Our responsibilities

  • Reviewing current material and approach (commercial and technical)

  • Recommending areas to change in contractual terms, testing and feature release philosophy, emphasis on cloud strategy, and marketing messages.

  • Moderating a strategy workshop across the core team to build consensus

  • Documenting output of the workshop.

Results achieved

Tighter alignment of team and positioning more on Cloud themes rather than VPN replacement led to substantially improved sales and implementation within a year.


International networks designed




Languages supported


Students trained


Years in business


SDWAN / SASE sites deployed

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