Last month, Microsoft announced Aryaka as one of its first seven Azure Networking Managed Services Provider (MSP) partners; and the only SD-WAN player.
The networking vendor's worldwide channel boss, Olen Scott (pictured), told CPI that, as a result, Aryaka partners will benefit from being able to sell an accelerated and simplified connection to Microsoft Azure.
"I think it's really relevant that one of the largest enterprise cloud compute platforms on the planet acknowledge that a virtual private WAN is necessary….And we're already seeing that some of our more successful sales partners are already Microsoft integration partners," he said.
"You are taking your most critical business applications and putting them in the cloud. And without a cloud-optimised delivery, architecture or service, you're not going to have an ideal customer experience.
"The benefit to partners who are moving customers through this cloud journey is that when we're part of that experience it ends up being much more positive. And the result is they do it much quicker, and partners monetise it a lot faster."
Scott added that the new partnership marks an inflection point in the vendor's identity.
"So far, we've grown the business with network-centric partners - and that is important - but where we're headed next, and have been over the last five months, is working with the cloud-centric or cloud service provider channel. We've invested a lot of [energy] in them," he said.
According to London-based market analyst IHS Markit, Aryaka is behind Cisco and VMware for market share dominance of the SD-WAN market.
However, as Scott sees Aryaka's future increasingly built on managed services, he spies an opportunity to "go and take market share".
The channel chief said he's focusing on recruiting new managed services partners across the EMEA region, claiming that the market has reached "fever pitch".
"We're hands down the largest managed service SD-WAN company in the world - and now we're the only SD-WAN provider managing that network [Azure]," he said.
"I think the reason for that is most other SD-WAN providers don't have the managed service experience.
"We're not cutting our teeth. A lot of our competitors are still figuring it out. They sell software and a box, whereas we sell a fully managed service... And our partners benefit from the fact that we've already got more than 8,000 customer locations deployed."
Scott has led the vendor's channel strategy pivot towards MSPs for the last five and a half months.
Weeks after he stepped into the role, he told sister site CRN that the UK was integral to its EMEA strategy.
Almost six months on, although Aryaka is operational in several EMEA markets. Its "rest of the world" business is run entirely from the UK.
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