“We aren’t the large bandwidth supplier that didn’t play effectively with the channel anymore. We’re an edge-focused, midmarket-driven progress group that’s centered on the channel for progress,’ Frank Cittadino, senior vice chairman of edge companies, tells CRN.
Zayo Group needs to shift away from its knowledge middle connectivity roots and into strategic companies to higher serve midmarket corporations which can be transferring towards multi-cloud and hybrid IT environments.
The corporate Wednesday launched a brand new portfolio of community edge choices that demonstrates Zayo is making good on its technique to maneuver into safe edge networking companies, not simply providing up bandwidth, in accordance with Frank Cittadino, senior vice chairman of edge companies for Zayo.
The communications infrastructure firm in January bought SD-WAN-focused MSP QOS Networks in a transfer it hoped would place itself as an edge networking supplier. Cittadino, previously the CEO of QOS Networks, joined Boulder, Colo.-based Zayo when the acquisition closed earlier this yr.
“We’re not the large bandwidth firm that didn’t play effectively with the channel as we have been earlier than. We’re an edge-focused, midmarket-driven progress group that’s centered on the channel for progress,” Cittadino advised CRN.
The brand new portfolio consists of circuit aggregation, SD-WAN, managed companies, voice, Unified Communications as a Service (UCaaS), cloud connectivity and safety, all with a giant deal with distant person connectivity. The midmarket needs bundled options and channel companions are struggling to search out stable community efficiency tied along with robust visibility and best-of-breed safety, Cittadino stated.
Zayo stands out from the competitors by providing related bundles due to its world spine, Cittadino stated. Many companions and finish prospects are “piece-mealing” edge options collectively, he added.
“There’s probably not anyone on the market who’s acquired a prime 10 world community tied along with a sturdy edge technique. It actually doesn’t exist,” he stated. “Our complete technique is to get folks on to our actually high-performing community spine and drive efficiency the place the CLEC [competitive local exchange carrier] simply has no probability.”
First up within the Zayo network edge portfolio is an SD-WAN and Safe Entry Service Edge (SASE) providing that’s primarily based on QOS expertise gained by Zayo. The expertise will enhance software efficiency by connecting customers and the cloud with a unified safety posture and community expertise no matter location or expertise. The second providing is a UCaaS platform that integrates voice, chat, conferences and video. Third is a set of safety choices to fortify a multi-cloud atmosphere, together with zero belief, cloud entry safety dealer, community firewall and distributed denial of service safety.
Subsequent, the corporate is addressing Distant-Entry-as-a-Service through a brand new providing that may enhance safety, efficiency and responsiveness of enterprise purposes no matter the place they’re being hosted. The final set of choices consists of managed circuit aggregation, which is able to let corporations entry a wide range of connectivity choices to service areas, together with LTE and to 400G optimized for variety and price, all on one invoice and one community operations middle, or NOC, the corporate stated.
Zayo is providing companions and prospects all these options via a singular digital expertise, Cittadino stated. “Edge is simply super-hot proper now … and we’ve tied every little thing into our entrance finish, the place prospects can use AIops to make modifications to their networks,” he stated.
Zayo is critical about its midmarket focus, Cittadino stated. Zayo and Ontario-based enterprise communications supplier Allstream joined forces in 2017, however the two corporations have largely operated independently since then. Zayo in July stated that it might deliver a few of Allstream’s merchandise beneath the Zayo umbrella to additional broaden voice and connectivity options to midsize prospects throughout North America. Earlier this yr, the corporate additionally acquired Training Networks of America (ENA) for its SLED focus.
The channel is driving about 70 p.c of Zayo’s midmarket enterprise, in accordance with Cittadino. “Due to that, we’ve to construct a really aggressive bundle for the midmarket that they’ll undertake shortly that’s primarily based on best-of-breed options on a game-changing community, and we really feel like we’ve accomplished that.”