What would you say to MSPs worried about SD-WAN eating into their profits?

Singer: I think SD-WAN can simplify the management that MSPs have to provide. They can still charge a fee for managing the network, and their work is made easier. They can get more visibility than they had before from a single interface. Many MSPs we talk to are very much in favor of getting work off their plates and retaining a significant amount of revenue.

Many [MSPs] are seeing value in SD-WAN, and while the one side is a little shy about jumping into it, they are exploring it. Selling that hardware is a one-time [sale], and when you're selling that service, you're going to get that revenue monthly for as long as it's in play with less work for the partner.