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Our February 6th Telarus Tuesday Call welcomed Telarus co-founder Patrick Oborn for part four of our annual “State of the Union” series with Telarus Director of Sales Engineering, Bob Greenough. Bob shared best practices and gave a look at what’s to come in the world of network in 2024.

Click here to access the full recording to learn more: https://lms.telarusuniversity.com/forums/topic/31582

Welcome everyone. This is the Telarus. Tuesday. Call for February sixth, 2024. I’m Doug Miller, Director of Order experience at Telarus. Had the voice of Telarus. Thanks for joining us today.

Doug Miller: It’s been a couple of weeks since we were here, because of the sales kick off last week internally, but on our last Tuesday call we completed the third of a multi week Power House series of calls that we call the State of the Union.

Doug Miller: Examining our changing industry and marketplace, and diving into each of the Telarus advanced solutions categories. These presentations are hosted by Telarus Co. Founder, Patrick Oborn, and feature. Each category’s Associated Telarus experts

Doug Miller: last time the Spotlight was on CX. Solutions with Featured Guest, Samantha Nelson. We learned about the market size, the trends, the standout successes achieved in 2023 by our Telarus advisors.

Doug Miller: the tools, the resources, and the Telarus certified engineering personnel ready to assist with your opportunities.

Doug Miller: We also talked about the Associated suppliers and their solutions available to you through the Telarus portfolio. So thanks Sam and Patrick for a fantastic presentation. We always get the question. Yes, that call and all of our Telarus Tuesday calls, including today’s, can be accessed at Telarus university.com. Make sure that you’re registered

Doug Miller: on today’s call. Patrick returns to day presenting the definitive guide to winning with advanced networking opportunities and solutions. Here in 2024, we have with us today Telarus, director of sales engineering, Bob Greenow.

Doug Miller: There has never been more opportunity than right now to achieve outstanding results from your sales, marketing and business building efforts. These are the best attended Tuesday calls of the year, and for good reason.

Doug Miller: Patrick and Bob will join us. Live in just minutes for the fourth. In this year’s series

Doug Miller: a few reminders of upcoming events. Before we begin today. We hope you’ve had a chance to view the 2023 Telarus year in review blog. This was recently posted on Linkedin. It’s also available on our Telarus website.

Doug Miller: Telarus, CEO and cofounder, Adam Edwards recapped Telarus partners, stellar successes. In 2023. We previewed what Telarus has planned to help our technology advisers win again in 2024,

Doug Miller: Adam expressed his. And all of our gratitude for your trust in helping us scale your business and succeed in this new digital era, be sure to check it out. It’s the 2023 year in review guide posted on Linkedin and on the telleras.com website

Doug Miller: now coming up this month on Tuesday, February 20 ninth. That, of course, is Leap Day, that extra bonus day that only comes around once every 4 years.

Doug Miller: and it’s your chance to beat the winter, Blas and get away to Dallas, Texas. Go ahead, wear the boots, wear the hat, call people JR. For no damn good reason and join us for the first ever. Telarus A. I summit. It’ll be at the Thompson Dallas Hotel, part of Hyatt, the Telarus, A. I summit is a transformative all day event that will delve into the cutting edge landscape of a I

Doug Miller: and help you understand and benefit from AI’s impact on key technology domains, including cyber security, IoT, Cx and cloud hyperscaler technologies as more details coming up later in this call. But consider joining us in Dallas this leap day, February 20. Ninth.

Doug Miller: for the Telarus AI summit.

Doug Miller: Here’s an event that’s coming right up. It’s time for the IT expo in Fort Lauderdale, Florida, next Tuesday to Thursday, February thirteenth, through Fifteenth

Doug Miller: Telarus will, of course, be there. In fact, our own chief revenue officer, Dan Foster, will be one of IT. Expo’s featured speakers, and we’ve got special sessions that will feature Telarus, chief commercial officer, Richard Murray, chief marketing and Experience officer, Gen. Dimas S. Vp. Of sales, Tim Bossa, Vp. Of mobility, and IoT. Graham Scott, who’s here with us today

Doug Miller: and Solution Architect Jason Lowe. We’ve got everybody we own this event, drop by the Convention centre at Booth, 717, and you’ll be able to spend some time with us there, and

Doug Miller: don’t miss the exclusive Telarus reception. You can change that slide. Tuesday, the fifteenth. I’m sorry. Thursday, the fifteenth from 5 until 8 PM. At the breathtaking Bahia Mar Fort Lauderdale Beach.

Doug Miller: and remember your passes are available when you register just by using the Code Telarus, and we’ll see you next week at the IT Expo.

Doug Miller: And one more to make certain you’ve reserved is the biggest Telarus event of the year. It’s our Telarus partner Summit, set for August sixth, through the eighth in Nashville at the Gaylord opry lemon resort.

Doug Miller: It will be Telarus, biggest and best partner Summit. Yet we anticipate more than 1,500 attendees this year from the technology advisor and supplier communities.

Doug Miller: Telarus will bring together the experts in all of the hottest technologies with the best education, tech demonstrations and activities all designed to help our technology advisers go beyond in 2024 details and registration are coming soon. But plan now to join us in August, in Nashville for the Telarus Partners Summit.

Doug Miller: and with that it’s time to begin the fourth of our series. In the biggest Tuesday calls of the year, the State of the Union. The playbook to help Telarus advisors go beyond. In 2024.

Bob Greenow joins us today. Bob’s a genuine all-star in the engineering world

Doug Miller: with more than 20 years experience in technology and engineering. Bob understands clients, complex needs and can design a perfect solution to meet those needs making Telarus technology advisors look amazing in the process. Today we’re discussing the phenomenal opportunities and solutions around advanced networking. Bob Greenow will share his expertise today

Doug Miller: and Telarus Co. Founder, Patrick Oborne is here hosting this year’s series of advanced solution calls Patrick. Of course, one of the driving forces behind all Telarus product solutions he knows advanced networking solutions from the ground up, why, they’re needed, what they do, how they’re provisioned, and how to use them as critical components of a telecom practice.

Doug Miller: Patwork knows networks so well that Comcast’s executive director, indirect channel, Albert Cripesk, named Patrick

Doug Miller: Dr. Fiber.

Doug Miller: This led to a six-month run on the Dr. Obourne white lab coats at most technology supply stores. You can only get them on special order. Now help me welcome back to the Tuesday. Call Dr. Fibre himself. It’s Telarus cofounder, Patrick Oborn. Welcome, Patrick.

Patrick Oborn: Oh, Doug, the introductions! II really appreciate it, you know, and I thought you might be referring to like my, my, my lack of being able to go to the bathroom as Dr. Fiber. Maybe my age might have something factor in there something. Oh, I hadn’t thought about that, but I’m gonna have to rewrite a few things. Now you’re not there yet.

Patrick Oborn: Just just so, you know. I’m so not so old. But like some time has passed since my Cisco Ccna certification that I’m now officially expired. I did not renew it. That’s why we hired Bob and the rest of the sales engineering team to join us. These guys are current in their certifications.

Patrick Oborn: and they, are, are the next generation of of Dr. Fiber. So the great news is is, we’re we’re beyond fiber now. We we went beyond and copper, and then we moved into fiber. And now we’re moving. Now we’re into wireless, which is why, we also have Graham Scott.

Patrick Oborn: Who’s our Vp of mobility? And it he’s on the call as well. He’s gonna take a couple of sections. So in case you’re you know, looking same, why is Brand here? Wasn’t he here last week? Yeah. Global connectivity. And this is, you know, not to spoil our future state of the industry slides. But it does have something to do with wireless as a little teasers. So I’m gonna start out with Bob. First of all, Bob, welcome to the call, my friend. Thanks for being here with us

Bob Greenough: always a pleasure, Buddy, looking forward to it always a pleasure talking to Dr. Fiber right?

Patrick Oborn: Oh, my gosh, Doug, what have you done? He’s created a monster Bob, as we kick off the beginning, just to give everyone just a little bit of a back story. Telarus has been in connectivity since day. One connectivity is the reason we started this company connectivity is the backbone upon which we and the foundation in which we built all the other advanced solutions. In fact, we were connectivity exclusively connectivity. For the first 10 years of our company.

Patrick Oborn: I don’t think we went the first 10 years before we even sold an Mpls circuit. The funny thing is, is, we kind of became branded by our competitors and known as the connectivity guys. We had Geo quote first and only ones to ever do that. 2 patents. We could get things back in real time. Automated paperwork. Gen. We were just cruising, cruising, cruising through the connectivity. And then one day a partner out there said, What about Mpls? And we said.

Patrick Oborn: Does anyone here know what an Mpls is? And that was the day our sales engineering team was born, because things got more complicated. Things got more advanced customers needed to do more with their networks. Then all of a sudden, they needed redundancy. They needed special things in their network. They just didn’t need a dumb pipe to the Internet. Talk to us a little bit about the status of industry today. I mean, II we know that it connectivity was a big thing in the past.

Patrick Oborn: But is it gonna be a big thing in the future? What what do you guys see when you when you put on your when you look into your crystal ball.

Bob Greenough: short answer is, yes, but I mean stepping back just really quickly defining advanced networking. What it means. You mentioned it earlier, you know. Mpls.

Bob Greenough: if you would ask somebody like me who kind of came up in this industry, sitting in front of a router and switch and banging out commands on the Cisco Ios.

Bob Greenough: You asked me that question. What’s advanced networking? It’d be like, Oh, yeah. Mpls, easy. Right? All these global sites, you know, as large mesh network and all the routers and manage all of it.

Bob Greenough: But the fact is that it’s now almost too broad of a term for its own good. It’s almost ambiguous just saying advanced networking because of all of these other nerd knobs and gizmos and

Bob Greenough: solutions. That kind of holistically run up underneath it, and we’ll talk about holistic failing later.

Bob Greenough: But actually.

Bob Greenough: Graham, if you could give us a little bit of color commentary. Why, now, these sort of I don’t know for full core press and evangelizing the advanced network inside of things, because

Bob Greenough: traditionally, we haven’t been

Bob Greenough: evangelizing it like you might have seen with security and contact center and the like.

Graeme Scott: Yeah, no. Obviously. So if anybody’s been following, you know, obviously, Telarus, over the last couple of years, we’ve really put a big focus on advanced solutions, right? We put practices together around cloud cyber security contact center, and you cast, and of course, mobility and IoT, which is what I have been responsible for the last little bit. Well, as we’ve been looking at these things. I mean, it was very important to put

Graeme Scott: a lens on all those technologies because of how quickly they’re evolving and how quickly. They’re becoming an integral part of what companies are doing today. However, it all comes back to network, it always comes back to network. And when we were really digging into the mobility and IoT we started to see, you know, as I talked about in our city union, there’s been a real convergence there

Graeme Scott: between what’s going on in the mobility space and what’s going on in traditional network. And all those things are continuing to evolve. So as a result of that effective. February first, my practice is changing to be advanced, networking and mobility. So going forward we’re putting a real focus on advanced networking as part of the advanced solutions portfolio. So

Graeme Scott: coming up, you’re gonna see dedicated ascend events that are dedicated to advanced networking and mobility and just putting a real focus on this and helping our tech advisors stay on top of how this space is constantly evolving.

Patrick Oborn: That’s awesome. So so let’s talk a little bit about what we see like in Graham. You did a really good job of describing. You know what’s hilarious doing in preparation, right? Because we’re not the people that react to the market. We’re the people that see where the markets going, and we make our bets early. So by the time the market gets there, we’re staffed up. We’ve got the right expertise in house. We’ve got the right tools.

Patrick Oborn: Is, is is connectivity growing because it’s kind of like Moore’s law, right where the the cost of everything keeps going down and the speed of everything keeps going up like, are are we still spending more on network, or are we just getting more network for our dollar?

Bob Greenough: So I’m a visual guy. A great question, Patrick. On the next slide we’ll see that

Bob Greenough: just some sort of metrics here. The the short answer is, yes, we’re gonna see a lot more spending the current market size is estimated, as you see, are about 457 billion dollars, that that is a ton of money. If you put that in contact, the

Bob Greenough: I think the entire Dod budget for the military is something is double. That. So I mean, it gives you kind of a context

Bob Greenough: over the next.

Bob Greenough: But till 2,030 or so. They’re expecting that to nearly double the 417 billion on top of what we have.

Bob Greenough: I’d say that’s conservative. It wouldn’t surprise me with the rise of some of the things that Gram will talk about later on the mobility side. Kind of driving this. Ii think we’re going to be at or near, maybe even eclipsing a trillion by 23, I mean, that’s just that’s a ton of zeros. So short. Answer. Yes, there’s a lot of spending still gonna happen

Bob Greenough: as we talk about the growth momentum, though it’s

Bob Greenough: it’s steady. It’s not necessarily the rocket ship or the kind of the big dips and valleys you might see in some of the other services over time.

Bob Greenough: If I’m looking at this from like a stock portfolio perspective. I look at this, kinda this, this graph here. And I’m like, Well, that’s nice. That’s that’s an easy, sustainable year over your growth. I can actually hitch my wagon to this and and rely on this income. Know that the spending is going to be there. So as I’m selling these things, obviously, I’m gonna have my eyes on advanced networking as just the core of that that makes sense. So you’re saying, it’s like the Google stock, not like the Tesla stock. It’s kind of all over.

Bob Greenough: or it’s not. It’s definitely not Bitcoin. We’ll say that. Yeah.

Patrick Oborn: I love Bitcoin. By the way it does, it does have its fluctuations. But if you average it out over time totally different topic. But just just before we we get off of this slide,

Patrick Oborn: this is the growth of the overall market. But but here’s the real catch for us advisors, right? Like how much percentage of that was sourced through an advisor like single digits. Maybe, like, really, we, we could double our market share by just biting into these deals as people refresh their network, they bring in Sd. When they bring in more connectivity they bring them back up, they bring in mobile backup. They bring in all these things. If they do that through the channel.

Patrick Oborn: It’s not really gonna move the needle on this graph. But it’s gonna move the needle on our graph correct.

Bob Greenough: absolutely. And we’ve already seen some pretty sizable I think it was high double dues, and we talk about a little bit later. But it I mean, it’s

Bob Greenough: on art from our side. It is the rocket ship, absolutely

Patrick Oborn: awesome. Well, let’s talk a little bit about the things that you’re gonna see next year, because it’s important. People are dialing in today because they’re like, What’s the state of the Union like? What what should I be thinking about now? Is it just the same old, same old. Are there new things that I need to consider new things I can bring up with my customers as we do talk about their network needs.

Bob Greenough: Yeah, next slide will show us some of that as we kinda

Bob Greenough: maybe there we go. Oh, it builds out, I see. So there’s 5 big ones that we’re gonna see here, the the first one. First and foremost we talked about those Mpls networks. This isn’t a new thing, but I do see it, probably an accelerated adoption moving away from Mpls to more of a

Bob Greenough: I don’t know. Connection, agnostic type of a network where you have Sdn aggregating multiple types of circuits. You’re not relying on that one provider, that one type of circuit, or maybe even 2, if you’re lucky and Mpls.

Patrick Oborn: So so let me let me pause you there. II remember when Sdn first came on. There’s a ton of people that jumped on it, but there’s even more people that hit the brakes going. I’m never leaving Mpls. I love my my, my Ipsec.

Patrick Oborn: Private connections. II you know, and I was like dude. You’re you’re paying a lot of money for that 2 Meg connection man you could put, like, you know, 100 Meg connection like 50 X to speed and just have your Sd. Man appliance, manage the security requirements and everything else. No, no. Sd. Mpls in some. So in in some people like, if it ain’t broke, don’t fix it. Kind of thing. What do you think would drive someone to actually rip the Mpls app Mpls out and go? Okay, fine. Let’s do. Sd. Man.

Bob Greenough: So a couple of things Mpls can be a bear to manage. Let’s be honest as somebody who’s been in charge of some of those networks before. It takes like a Ccnp level or higher, even to truly manage that, and the bigger it gets, the more routes you build to and from certain locations, the more complex it gets. It’s just it’s becomes a bear to manage.

Bob Greenough: So I don’t want to say Sdn is an easy button, but it’s certainly a lot easier. It’s kind of set and forget it. Once you kind of set the policies and you let the device figure out what it needs to do to enforce you don’t have to concern yourself with the bits and bytes and all that crap any market. Yeah, and it’s not always cheaper. But you’re gonna have a much more resilient network.

Bob Greenough: That’s a lot easier to manage. So maybe even in the human capital, you don’t need that Ccie anymore to manage these solutions? Right? So maybe that’s where you see some of the savings friends. Don’t let friends use static routes. Just know that. Okay.

Bob Greenough: that’s my love language. I love it.

Bob Greenough: Alright.

Bob Greenough: man. Over the past 2 years especially. I can’t tell you how many requests we’ve gotten for Starlink specifically not just satellite communication. But starlink?

Patrick Oborn: Why, why do people care about Starlink? What about via sat? What about you know, Hughes net? What about what is it about, Starlink, that people love

Bob Greenough: so starlink, especially the kind of own, the low, the Leo game, the low Earth orbit satellites? And that is, they’re only about 342 miles above the earth’s surface. So basically, what that means is, you got much lower latency. And when it first came out. I was one of the doubters I was like. There is no way you were getting sub 30 ms. Not a satellite connection. It does not happen? Never.

Bob Greenough: I was wrong.

Bob Greenough: The entire industry was wrong. We’re seeing third third party

Bob Greenough: testers come out and say that. Yeah, this is not just marketing. This is a real thing. and they do that by instead of using, you know.

Bob Greenough: the geostationary satellite that, as far as you know, past 1,200 miles.

Bob Greenough: bringing it in closer, really cuts that round trip time down. And also it gives you you’re able to put more bandwidth over.

Bob Greenough: You know, the starlings system, meaning, if you look at like a the beam from a flashlight. Okay. as you get close, that beam narrows right. It’s really strong, really bright, but it’s really narrow. As you back off you get more coverage.

Bob Greenough: But what happens to the light

Bob Greenough: in geek terms we call it attenuation. What it does, though, is it kind of gets less, you know, less bright and

Bob Greenough: as far as signals concerns get slower, takes longer to get there. So that’s why that’s really the big differentiator with starlink

Patrick Oborn: quick question we’re gonna save Q&A to the end. But, Starling, what’s the what’s the latency?

Graeme Scott: Leo’s Geos and Meos oh, my like what is the difference between all these things and when to use what so satellite is definitely a big part of the network conversation as there are still a ton of places where that’s all there is right, you know, that’s all you can get, even as either a primary or even as a backup. Maybe you can get, you know, a single provider there, but you need something as a backup. So

Graeme Scott: satellite is still a big part of the conversation both Starlink, obviously, and via sat, and Hughes as well in the portfolio. So what to use when when to talk about them? We’ve got some other ones. Now that hit was originally scheduled for the twenty-seventh.

Graeme Scott: It’s going to be moved, but it is coming up. The content is ready. So stay tuned for publication of when that hit hit hit series will be

Bob Greenough: fantastic, Bob, I’m gonna flip it back over to you for number 3. What’s what’s actually so we’re gonna go right back to Graham. So Cban. Access for mobility providers. This is a brand in your presentation. Do kudos to you for working that in that was not scripted. That was for you, Buddy.

Graeme Scott: Yeah. C. Band was a great band in the eighties, I think absolutely. But for those of you who follow the news. This was recently approved, and I touched on this in our state of the Union for mobility and IoT. But this is really big news. The Federal Government. The Faa finally blessed C band. Frequency for wireless providers

Graeme Scott: at at late 2023. And what this does is just tremendously increases capacity, and and the bandwidth that these wireless providers can provide. So you know, a big increase. There is what is, gonna you know, move a lot of the traditional wireless connections that we’re really only looked up as backups or as a redundancy connection

Graeme Scott: into the main stage, where they can now be primary connections. And again, this is part of some of the trends that we’re seeing in advanced networking is that more and more businesses are going wireless first, or at least including wireless in the networking conversation. So when you start to look at some of these things, it becomes obvious why mobility and IoT is moving to advanced networks and mobility.

Graeme Scott: Graham just real fast, which providers got access to like the majority of that spec. So this is going to be. All your main carriers have have C band right for Eisen at T and T. Mobile. All have C band access. So it’s going to be primarily seen in the Nfl cities. The one disadvantage to see band is it doesn’t have a lot of range, right? It doesn’t go very far, but it is a phenomenal

Graeme Scott: technology. And then you also do see it with some of the satellite providers are starting to get into C band as well. So.

Bob Greenough: oh, very cool, very cool, bobless. Number 4, number 4 we’re going to talk about, and we’ll hit on this more about collapsing the edge to sassy. This is something we’re seeing as part of the network conversation. Obviously, when you talk about the network, you’re talking about the edge at some point. So I’m the acronym police.

Patrick Oborn: Sassy, help us out.

Bob Greenough: Oh, secure access service edge. My bad sorry.

Bob Greenough: No, no worries. So the security element of the of the

Bob Greenough: yeah. So we’re collapsing this edge. We’re seeing a lot of, and what I mean by that is kind of consolidating all these individual services. The you know, the cradle point fourg lte modem, the firewall, the Sdn appliance, the border route, or all that kind of thing, collapsing it down into a single solution, single appliance, single device that’s awesome.

Bob Greenough: And then number one. The fifth one is manage wi-fi manage LAN.

Bob Greenough: I look, here’s the thing running cable. I’m gonna say it stinks. I apologize. Anybody here that loves doing that. I think it’s a horrible existence. I did more of it than I could remember in my career.

Bob Greenough: Glad I’m not doing it anymore. But

Bob Greenough: it’s a pain to get cables into certain areas. So what we’re seeing is an explosion of wireless adoption in these places. And what that means is just running a single cable to an access point or a set of access points and letting the Ap’s handle the endpoint connectivity from there. Right? The problem there, I should say

Bob Greenough: the thing that needs to be solved for is that as it gets larger and more complex, or if there’s maybe it’s a really Wi-fi dent environment like a mixed use Mdu type situation

Bob Greenough: that can become a bear to manage

Bob Greenough: so overlapping Aps channel saturation, interference, all of that can make lives miserable, and we’re starting to see an out of tight

Bob Greenough: adoption of

Bob Greenough: Bring in a third party to manage that for you, as these environments kind of take off and explode

Patrick Oborn: awesome. So we’ll we’ll get into the providers that can provide some of these services here in a second. But real fast. Let’s talk about Solaris like us in advanced, networking talk a little bit about what happened here last year in advanced networking and and what we’re what what changes we’re making to our advanced networking practice.

Bob Greenough: So obviously the the most obvious one was one of Graham mentioned. You know, he’s going to be taking over that practice and really evangelizing and advanced network. It’s always been there like you said early on. It’s what we cut our teeth on. There’s still a

Bob Greenough: kind of spend happening, and we only have a small portion of that.

Bob Greenough: But now we’re actually really evangelizing that as the

Bob Greenough: it has its own thing, right. We’re going hard in the paint there to that end us and the engineering team. What we’re doing is we’re kind of attacking some of these. Some of these certifications especially got Jason Kaufman going after the mobility and IoT side of those certifications, the AI that comes along with it. We have people going back to the Cisco stuff and brushing up on that, redoing their Ccna Ccnps so huge on the education fees.

Bob Greenough: Of course there’s going to be events. We’ll cover that at the end. But from an engineering perspective, that’s kind of what we’re seeing.

Bob Greenough: The biggest difference is, I think, in my opinion, correct me if I’m wrong. But from the engineering side, the focus that we’re putting on defense networking and really explaining how all of these services come up underneath it.

Patrick Oborn: Yeah. In fact, on the next slide we’ll actually see some of those key areas. That we’re we’re focused on talk to us a little bit about.

Patrick Oborn: If you’re listening on the call today, like, what are some of the

Patrick Oborn: questions that people should probably be asking me in? Don’t give them like 10. Give them like 2 like or one like what’s what’s

Patrick Oborn: you know? Let’s talk about your networking strategy. Let’s talk about how to how to get you more through. Put more productivity, better performance on your apps.

Patrick Oborn: How to get you, you know, closer to the edge of your app, how to kind of shorten the distance between your apps and your users like, like, what? What are the big talking points?

Bob Greenough: Yeah. And I was gonna cover this on the next slide. But we can do this now. But

Bob Greenough: talking about holistic selling, right? So what we mean is, we’re literally looking at the entire picture

Bob Greenough: specific to selling technology, whether it’s you know, leading with network or ending up there as part of the conversation, the conversations happen almost organically, and I’ll give you an example. Let’s say.

Bob Greenough: let’s say we’re talking about you cads, you know, unified communication. As it’s a risk.

Bob Greenough: You have a customer that’s finally going from that old dusty boat anchor PBX, and migrating to a cloud based solution. Yes, finally made them see the light right?

Bob Greenough: What’s the very first question that we should be asking of that customer

Bob Greenough: way before the features of functionality, what kind of devices they want? How’s your Internet connectivity

Bob Greenough: kind of support, the extra bandwidth requirements, our packet loss, latency, and Jeter all acceptable. If it is great, we move on.

Bob Greenough: If it’s not, we can help them with that. But you’re talking to my 11 year old son, who’s playing Rocket league or fortnite the bandwidth in the in the ping, and the delay is not acceptable. So unacceptable.

Patrick Oborn: like those video games literally show you your username, your score. And next to that, they show you your ping time compared to the other players. Ping time. So you know, if you’re slow or not. So it’s like, seriously, they’d advertise that your Internet sucks right in your face. It’s so crazy

Bob Greenough: ping time shaming. I never knew that was a thing.

Bob Greenough: But yeah, I mean, you see, though, how we at least had to address a network right? Just by asking the question, but you know, there’s other times you could start with the network if we’re talking about

Bob Greenough: connectivity and location. What else we have to address, especially if there’s multiple circuits involved.

Bob Greenough: we’re talking about the network edge. So what’s at the edge of that network firewalls? Maybe some satellite or cellular failover with Sdn. Or, again, going back to.

Bob Greenough: are we talking about that single source as you play where all this functionality can go into a single box? But the point is

Bob Greenough: just asking a couple questions.

Bob Greenough: Whichever way you went, starting with network or ending up there, you’ve taken

Bob Greenough: circuit conversation, which was but I don’t know 100, maybe 300 bucks a month if you’re talking, Dia. And now we just blew it up

Bob Greenough: into what a couple of grand a month! So that’s I’m talking orders of magnitude.

Patrick Oborn: Let’s move to the next slide. So we could actually see visually how everything in the advanced networking

Patrick Oborn: practice kind of fits together. I mean, I mean, you’re right. I mean, you got the primary connectivity. You got the the security element around that. Whether it’s VPN. Firewall. Whatever else. You have the redundancy. So that one connection goes down, you can use the other one, or you can just optimize by applications so that your primary applications get always get the priority access to the fastest path

Patrick Oborn: to to Internet. But there’s another element, too, and that’s connecting to the cloud. Talk to us a little bit about what it means to connect in a in an optimal fashion, to aws or connect to Microsoft azure and where their stuff is located. Because obviously, if you can’t co-locate with them, the next best access is to basically

Patrick Oborn: get to a local data center that has a has a a mesh fabric on ramp so that you can almost kind of direct connect through the data centers. Right? So you don’t need an necessarily connect all the way to like Atlanta, where where the nearest aws pop is. You can connect to your local, you know, place in

Patrick Oborn: Louisiana, and then go through that. So talk so so cloud connectivity is kind of a different discussion. But it’s kind of not. It’s it’s it’s squarely in the middle of of of optimizing your your connectivity environment to to get better performance out of your applications.

Bob Greenough: Yeah, you nailed it. So it is a smaller piece, but it is a critical piece. And really, II think, stepping back a little bit, we gotta think about connectivity in general as not a commodity, but the critical infrastructure that it is I mean even just that fourg lte router that is somebody’s life blood, some businesses lifeblood. So even though it is, this part is a smaller piece, it’s still pretty critical.

Bob Greenough: Back in the day when the hyperscalers were spinning up. Aws, you know, Microsoft, it was all the rage. The only way to really take advantage of that and get to them reliably was the express routes, the direct press route or direct connect. Yeah, and that’s still very much a thing. They’re still highly reliable, very, very fast. You see, those from maybe like somebody’s main

Bob Greenough: colo facility connecting up to them. But it’s not the only way to do it anymore.

Bob Greenough: What they’ve realized now is that, hey? Here’s this Ed going back to the sd, WAN conversation right? Here’s this new technologies sew and stuff. What if we

Bob Greenough: aws marketplace? What if we said, you know we work with a cloud or Palo Alto or somebody, and said, Hey, if we can get a virtualized instance

Bob Greenough: of

Bob Greenough: you were appliance in our aws stack, you know, just at Marketplace you flip, set it up, fire it up. Good to go.

Bob Greenough: Do we even need to do this express route stuff anymore, this direct connect? And the answer is really not, really. There’s some caveouts there, but generally the answer is, you can use Sd. When virtualized instances in the Aws stack or the azure stack, and do these point to point connections with secure VPN. Tunnels and get pretty

Bob Greenough: pretty comparable performance. I don’t want to see exactly the same as a direct connect.

Bob Greenough: but it’s it’s it’s pretty comparable.

Patrick Oborn: awesome. Let’s talk a little bit further about the changes that we’ve made here at Telaris, and some of those changes, and of course, in any practice area include the providers that make up that portfolio. You probably are thinking with with all the the providers Telarus has, with all the providers Tcg. Had, and the marriage a couple of years ago. Of all those we probably have, every network provider known to man that is worth having.

Patrick Oborn: But you would be wrong on the next slide. You’ll see we actually did add a lot of new providers. Whether they have fiber in a specific geography we wanted access to, or they had a specific, even like in Jenna’s case, like a type of orchestration for Sd WAN, that was very unique. Talk to us a little bit about these suppliers, Bob, and and why we added them, and then Graham will toss it over to you for the mobility. Now, T, square.

Bob Greenough: yeah, like anything. You think we have all 4 corners of the earth covered? That’s just not the case. Every once in a while we realize we have a need. Sometimes it’s one we identify, other times. It’s a supplier that comes in that we really didn’t know about. Really. Sometimes it’s the it’s the advisors on this call to call us and say absolutely big deal. But I need this supplier. I, wanna you know, use Telarus as my as my Tsd. Can you help me out? And we do take a look at those

Patrick Oborn: yep all the time.

Bob Greenough: and the one here on that. I want to highlight on the bottom left Vodafone. They’re huge, huge in the international space. They’ve been around forever.

Bob Greenough: We didn’t have access to them since last year, and it wasn’t until we had people just kind of screaming like, you know, our tea is coming to us, saying we have this opportunity, and we don’t have a viable solution overseas in Europe and elsewhere.

Bob Greenough: And that’s pretty much how that happened. That was the genesis of it, like you said. And now we got them. Yeah. Vodafone

Bob Greenough: but I mean same story with like Sdn adaptive networks.

Bob Greenough: They have been around forever. They’ve been doing this a very long time, and they’re now more of a sassy play. Kind of a plug and play sassy play. You can turn up individual services on demand. They’re not

Bob Greenough: but again brand new to our portfolio. It was, I think, came to us, a similar way. There was a ta that was asking about them, and at the time we really didn’t know much, and

Bob Greenough: once we got to know them they submitted their application. We dug into the the solution. We’re like goodness. This is a very cost. This is an affordable, true sd, one solution with next generation firewall capabilities built into it. So that’s how they ended up with us. They filled that niche for us, and they’re doing a great job. So far we’re all certified. All the engineers are certified on their platform.

Patrick Oborn: That’s fantastic. And II personally met with graphene networks before they even join the Tilers portfolio, and they showed me all the different. They literally divided Sdn into 10 different product categories of I was like, Oh, my gosh! And then they had the Logos of the Oems that they supported in each of those areas. And they really

Patrick Oborn: II kind of consider them, and I hate to drop names, but kind of like a qos 2 point o in a lot of ways where it’s their sole focus. They’re the Swiss army knife. They can bring in everyone but Velo, ironically. There’s a million options for Bella. They’re like, yeah, we don’t develop but they’ve got a ton of industry experience a a lot of times you find enterprise reps

Patrick Oborn: at some really high level security companies and stuff splitting out and starting their own companies and being channel focused. It’s like they saw the light. One day they saw that their boss wasn’t listening to them. Their company’s not listening to them. There’s a market need that’s not being fulfilled. And, man, they just they step up and put their entrepreneur hats on and get it done same thing with. Then, Jenna, I met with them. And their back office website that allows network administrators literally this beautiful like apple like interface to like, spin up new connections.

Patrick Oborn: just click a button, add some security to that connection, click a button, add redundancy. It’s like I’ve never. I don’t know. It’s really really cool just on the software side, right of what it what it enables people to do, Bobby any last comments on the Sd. Man box, and then we’ll turn over to Graham for mobility.

Bob Greenough: No, and just like you said we. We learn new things to when we talk to these suppliers. We think we’re pretty good at what we do, you know, keeping abreast of the industry and what’s out there. But like you said great how they broke down sew, and like a 10 different kind of segments, I saw that. And I was like, alright.

Patrick Oborn: exactly.

Graeme Scott: Yeah, obviously, we talked about some of these new providers in our previous state of the Union call. So again, Doug put the link in there. I saw. Thanks, Doug. So if anybody wants to check out some of those previous episodes, you can go do that. I do want to give a shout out to Vodafone that Bob mentioned. I mean again.

Graeme Scott: big player in the international scene, and we are very excited to have them in the portfolio now. Lots of opportunity there. So anything international. They are a tremendous player for, and they do a lot of IoT

Graeme Scott: here domestically as well. I talked about abundant IoT on the last one. But I think they bare mentioned again. Just got some really cool technology, especially in the power space. When we look at that solar and a lot of the Esg stuff that we’re seeing going on in the industry right now, a lot of trends there. So ways for us to respond to that there couple of new ones here that you didn’t see on the last one. So first, I want to talk about impact solution

Graeme Scott: pro good friends with Patrick, and I’ve got a little puck here. I don’t know if you can see it, but they really specialize in in mobile connection. So hotspots, but some really cool, really highly performing devices. There’s this one which is their latest, and then a little puck that you can take with you, and it’s just great connection on the go. It’s got an Esm that picks up the the best connection based on where you are. So

for any traveling sales, teams or traveling professionals. Really good stuff.

Graeme Scott: And then Starkin technology. Some of you guys will know them as a clearing that up a great provider of smart hands resources for those of you in the past, but also big in the access control and surveillance area. So that’s a new area for them where they’re getting in, and we’re

Graeme Scott: excited to have them as part of that that offering on the IoT side. And then millennium is a great Thames Provider so manage mobility and all those things, but they also do utilities management, which is again, you know, as I discussed with them. But IoT an area where we’re starting to see a lot of opportunities bubble up in a lot of growth.

Graeme Scott: so that IoT space is is very, very cool with utilities and energy and abundant and millennium. Both have some products there that we’re excited about.

Patrick Oborn: And and just last weekend in Phoenix, just in full disclosure, I met with the Zeo guys. And they said, We want to make it clear that we bought a qos, and we still run Qos. And most people. Just think about us. For just, you know, data center to data center, big pipes and stuff like that, because there, we have amazing footprint. We love. Sdn manage all day log. Anyhow, I had to say that because I did mention qos. Let’s look at our existing portfolio, which is still super

Patrick Oborn: super awesome. That we still got the aggregators sdram ability like we could probably even carve out another one for for cable, even though cable doesn’t even look like cable so much anymore. Talk to us a little bit about the bundling of cable, and also cable providers like Comcast.

Patrick Oborn: By virtue of acquiring may surg, and and also

Patrick Oborn: spectrum. I mean, these guys are fiber aggregators. They are massive network operators like they’re so much more than your dumb pipes, even though they were happy to get into the dumb pipe business. When we first started working with them, they look more like construction companies than they did networking companies. But now that that slate has been completely changed talk us a little bit about their migration and evolution.

Bob Greenough: Yeah. So they saw the writing on a wall, probably before anybody. Right? That, hey? We’re we’ve got the network. We’ve got the edge. Let’s where do we go from? There kind of the same conversation we had earlier right how these conversations happen organically, they had those internally and then you saw people like you know they’re not on the slide, but, like Lumen, for instance, they were like man. 70 of the world’s traffic comes across one of our one of our routers at some point. So

Bob Greenough: what do we do with that? Well, let’s PIN up a security practice. Let’s spin up, you know. Let’s have our own Sdn platforms. Virtualization, all that kind of thing. Command link is just I mean, like an everything shop, for instance, especially on the heavy on the knock side. If you have

Bob Greenough: and they’re not a by the way, all size, or, you know, kind of all in all out

Bob Greenough: if you wanted to, you know, maybe you got 20 locations, and you’re really struggling with monitoring what’s going on. The network disparate circuits, all that kind of thing you can bring in command, link, or somebody like them, and say, Hey, can you just be our knock? We don’t. I know you do all this other stuff. But right now we just need you to make some sense out of our network. Please help us so we can go home at night.

Bob Greenough: and they can come in and do that for you.

Bob Greenough: similar with like, say, granted, they have a similar platform. Ppx as well. And and all different entry points as well. You know it’s not a one. Size fits all with every carriers.

Patrick Oborn: Yeah. And some of these guys can bring in. Manage Starlink. Some of these guys can bring in. Manage Mvo like a metel. They could put your network in your cell and everything all on one bill like, so a a lot of amazing value there and then. But building an it like each one of these people. They’re not necessarily provider, like, you know your advantage and ready wireless. Some of these other people are really good at Tem. I mean, they’re they’re in that box because they touch

Patrick Oborn: the the area, even though they may not certain necessarily be a provider. They may be an optimizer or some type of other value. Add so a lot of interesting things. If I’m looking at this slide, Bob and Graham. And I’m like I’m kind of confused, is a lot of options is kind of brain damage. What are the best resources I need to turn to on the next slide.

Bob Greenough: This is this is a trick question. Hats on boys and girls. It would be really cool if we had, like a whole sales engineering solution, architecture team that could kind of come in and blow these deals up for. Oh, look at that! I’ll I’ll be darned there it is mercy.

Bob Greenough: So yeah, this is this is us. And no, I don’t mean the TV show.

Bob Greenough: But if so, Patrick, you were the beginning of this. You were to see the planet at all going way back. You were the first sales engineer. Obviously, you. And just you wouldn’t scale with business, so we kind of had to build that up a little bit.

Patrick Oborn: But if we went back 5 years, one thing that I did learn as a sales engineer, I probably went on, I don’t know. 1020 appointments, couple of dozen appointments with partners to talk to end users right?

Patrick Oborn: About 90 something percent of the time. We weren’t whiteboarding network diagrams on the board. We were literally talking about the capability of providers and what they could and couldn’t do, and and and also asking the customers if they thought about things in a little different ways, because back in my day everyone’s married to the Resty Wayne

Patrick Oborn: right, and and it was like, Well, are you sure, Sdn or not? Sdn? Excuse me, Mpls. and they’re in their direct. Their their point to points. Does not wanna like maybe consider maybe something a little newer, a little more elegant. Talk to us a little bit about some of the things that you guys have seen. When you guys are brought in on deals.

Bob Greenough: there’s I think what you were getting at is there’s a lot of noise you have to sort through to get to the signal alright. And what the the problem you’re trying to solve essentially. And that’s our secret sauce. As a matter of fact, there is a an incredible podcast Josh is next up is this podcast

Bob Greenough: but with Josh, hazel, horse, he’s our guy in the Southwest in Arizona.

Bob Greenough: But I think it’s episode 25. But he walks through how he came into an opportunity that they thought was going to be one thing, and, Graham, you actually probably have the numbers on this.

Bob Greenough: But they thought it was going to be one thing, and it was pretty small, but just Josh approaching it holistically and talking with the customers like Hang hang on a second. Let’s think about this differently.

Bob Greenough: He wasn’t Rip, you know, lift ripping and replacing anything, but just really thinking about things a different way. Think about them holistically long story short, just asking some point of questions and having some conversations that went from what they thought was thing a at. Maybe I don’t know

Bob Greenough: a a thousand dollars a month, and he ended up blowing this thing up to about 100. Was it, Gram? Do you remember what it was? It was? Well, and I mean, it’s started about an 18 K. Deal and blew up to 125 or so. And I think

Graeme Scott: you know to your point, Bob, it just really shows that the the power of bringing in that agnostic advisor. And we’ve seen this story a lot time and time again, where you know, engaging the engineering team has resulted in

Graeme Scott: tremendous value to the you know the end product. And I think so. You know, as a as a as a tech advisor, even if you think you know what you want to do, even if you think you have a really good idea of what is needed. Just have a quick conversation with our sales engineering team, just engage them. And just.

Graeme Scott: you know, hey, this is kind of what we’re thinking. What do you guys think?

Graeme Scott: And just having that extra set eyes that comes in there and takes a look. Ask a few questions. Maybe you didn’t think about ask the Co. You know, and then putting them in front of the customer as that sort of third party really creates tremendous amount of value and open so many doors that maybe we’re weren’t open before.

Patrick Oborn: I think a lot of the difference between when when you guys are in front of a customer and when our our engineering team branch and she, our engineering team, has seen it. They’re educated. They got the search so they’re not afraid to ask the Y question.

Patrick Oborn: because I put the link in the chat. That’s that’s one of my favorite episodes. He’s over a hundred episodes. Now. Episode 25 is one of my favorites. I actually listened to it 2 or 3 times. I’m like, wait, what did you say?

Patrick Oborn: The the story that Josh tells? Granted you’re gonna know how he actually got into the business, which is a crazy story in and itself.

Patrick Oborn: But but Josh Hazel horses are a sales engineer down in in the Phoenix area. When he got brought in, the customer had a very clear picture of what they wanted to do, and how many people have talked to a customer that they’re like dude. Don’t, don’t advise me. I know you’re a tech a technology advisor, but I don’t need advising. I just need you to go get this stuff for me like I. They want to use you as a procurement arm, a quote arm, a, a, a project management arm. They don’t necessarily want your advice.

Patrick Oborn: As soon as Josh got there. He’s like, look, we could do it your way, and we’re happy to help you do it your way like that. This is not a bad thing.

Patrick Oborn: But have you considered

Patrick Oborn: like redoing it with with newer, more sophisticated technology? And they

Patrick Oborn: kind of they kind of push back a little bit. Say, do we know what we’re doing. Tell us what the duties like. No, no, no, I’m just. I’m just thinking.

Patrick Oborn: Here are the pros and cons to doing it your way. Here are the pros and cons to doing it this new way. And they set back. And they they thought, you know what. And it wasn’t necessarily a technical decision, and that’s the real key here.

Patrick Oborn: It was a political decision, because the guy they were talking to was in charge of, like the firewall and security. They weren’t talking to the network guy and a lot of companies. They have these guys politically, S, you know, in their own swim lanes, and they can’t intersect. And he’s like, Hey, what if you guys could get together on this? And we could put it all into one solution? And I know that kind of messes up the politics a little bit. But, man, you’re gonna save money. You’re gonna save.

Patrick Oborn: you know, hundreds of thousands of dollars, and your stuff’s gonna be faster, better and more secure. So so let’s let’s figure out how to make this work. And so it was, it was a tiny, you know, 20% technical sale, 80% like coaching them through. Maybe maybe the way you guys have your swim lanes is is maybe antiquated. Maybe we need to reimagine how you guys do your own it. Department. So it was really really cool story. And again, the the size of the Mrc.

Patrick Oborn: Ii suffice it to say the advisor that was the head brought Josh in was like dude. You just fivex my chat dude this is, and and the customer was thinking up for it. So episode 25. Listen to it. What are some other resources? They our our advisors have, Bob. They wanna learn more about advanced networking and what what we can do. And but, most importantly, some case studies, because when I hear about when

Patrick Oborn: that teaches me what a win looks like what the characteristics of what the customer want like. It teaches me how to recognize that out in the wild right?

Bob Greenough: So there’s there’s a few different ways to go through this. There’s obviously our Lms, which is constantly being improved and built out. A lot of that content is provided from from us. Universitycom. Also. Well, I think there’s a slide right at the end about all the events. I can’t stress enough

Bob Greenough: if you’re just kind of

Bob Greenough: feel like you’re drowning or floundering, and all the information. You gotta attend one of these events, man, they’re so well run, they’re so pointed, and we’ve got them down to a science. I learn things when I go to these events sometimes, and I listen to people speak

Bob Greenough: also us as engineers. We love the education thing. Man we are. Look, we’re geeks. If we didn’t enjoy talking about this stuff we wouldn’t be here doing it. We’d be doing something else. So

Bob Greenough: engage your engineer, just reach out to them and say, Hey, you know what’s what’s new? What’s going on? We’ve even gone so far as to, you know, send engineers on site and just kind of educate their customers

Bob Greenough: on on what to do. What’s exciting, what they should be keeping an eye out for

Graeme Scott: yeah. Don’t forget to add this. This Tuesday call this very Tuesday call is going to become

Graeme Scott: we’re gonna be the focus of our hit series starting 2 weeks from now next week, I think, Jason Stein, right so check that out. If you wanna hear what’s going on with security. It’s gonna be real exciting. But after that we start a hit series and it’s gonna be the back half of this call. It’s going to be a half an hour and hit stands for high intensity tech training. And we’re gonna pick a topic like I mentioned satellite. And we’re gonna highlight it for 30 min deep dive we’re gonna bring.

Graeme Scott: Bring on providers in some cases, or just talk internally and just with our engineers, and and just sort of run through what’s going on in that space. So this Tuesday call is become very, very valuable for those of you who want to deep dive into the technology.

Patrick Oborn: Yeah. And then, last, but not least, Nashville, Tennessee, our our global partner Summit. I guarantee your advanced networking will be there. I guarantee you our networking suppliers will be there with boost.

Patrick Oborn: I guarantee that you’re gonna get a whole lot of value when you go to that. And then, last, but not least the next level. We referenced it. Episode 25. But all the episodes there’s if you, if you look at I’m I’m just looking at my my spotify right now.

Patrick Oborn: advanced solution Sd, ray and everything it it it can constitute over 8 episodes of there. So a each episode’s about half hour. So you literally have 4 h of training. And again, the the podcast. Can be consumed

Patrick Oborn: on your phone while you’re running while you’re cycling while you’re driving to work like podcasts don’t need to be like, let’s sit down and let’s focus like that’s just something you can listen to in the background. So so maximize your time. You only have 24 h in a day the people that succeed and do the most in life are the ones that that figure out ways to maximize even even that downtime. And and for me, when I’m running, I get to the end of a run. I’m like, Oh, the podcast is over already, like literally goes by fast because it’s just

Patrick Oborn: you’re you’re listening to 2 very smart people talk about things in in technology. But they they tell they tell the story right like I talked to the customer like, I don’t know about you guys. I can never hear too many customer engagement stories like those there are like candy. II love hearing about them. I love. I love

Patrick Oborn: most importantly what I can learn. What nuggets can I take away from that experience, so that I can have lots of nuggets of experience without having, you know, to go through all of those, all of those at that. So

Patrick Oborn: so yeah, just real fast, Graham. Bob, thank thank you for being here. Networking again. It’s it’s it’s it’s part of our core. For the first time ever in hilarious. In 2023 it was not over 50% of our sales which is kind of a goal. It’s not that we wanted networking to go down. It’s just we wanted the advanced services to to to increase, and they did.

Patrick Oborn: So so it is. It is now less than 50. But it’s like 48 or 49%. It’s not much but again, it’s still the foundation of everything that we we talk about. We really appreciate what you’ve done, Graham, as you’ve moved into this role.

Patrick Oborn: and Bob, for the many years of of awesomest love seeing you at the at the top of that org chart there, and your and your current role. So congratulations on all the excellent work that you’ve done for Solaris and Doug.

Patrick Oborn: you know. What? What can I say? You know any anybody who can can give me the doctorate title, the honorary doctor, I mean. I gotta. I gotta bow down to that and and say, Thank you. And and again remind people that this is not your day job, even though you do take great pride in it, and you come every week prepared as ever, sometimes too prepared. But we we appreciate all you do. Last but not least tune in next week. We will be talking

Patrick Oborn: to Jason Stein, and we’ve referred to a little bit today on the the state of our security practice. If there’s one area. We just had our sko last week.

Patrick Oborn: Jason Stein, and that practice got the award for the fastest growth of all advanced security or the advanced solutions practices we have. So if you wanna find out what’s taken off like a rocket ship, and how you can hook your wag into that tune in next week, so go ahead. Let’s turn it back over to you for some questions and answers.

Doug Miller: Thank you, Patrick, for the kind words. It’s always my pleasure to be here, and we’re thrilled to do these State of the Union calls every year. They have become, of course, the biggest Tuesday calls that we do all year very excited for the high intensity technology training that’s coming up later this month as well as well. So good stuff coming.

Doug Miller: hey? We do have some good questions that have come up great presentation today. Wanna thank everybody here. One of the biggest questions that’s coming in different directions. I’m gonna let Trevor Hunt articulate it here from the QA. Window, he’s saying, tell us why advanced networking is still relevant when many of our clients are now going native in azure or aws. Let’s talk about the relationship between these for just a second and help partners understand why networking itself is still so huge.

Bob Greenough: It’s I don’t want to say it’s a simple answer, but the obvious one is sure you put everything in the cloud. How do you get there?

Bob Greenough: The road to get there? The road you have the public Internet, Bob, the public Internet dude Starbucks. What’s yeah? Just go to yeah, some Katy. Wi-fi, awesome. Yeah.

Bob Greenough: But all the things we discussed right? We briefly touched on a direct connect the express routes. Vsd-want, you know, site to site connectivity, all that kind of thing, all of that advanced network is part of this. And that’s how you get to those cloud applications.

Bob Greenough: If you got everything up there, and you can’t access it. It’s doing nobody any good.

Doug Miller: Graham. I wanted to touch base on one of the comments that you made earlier. We got into a very brief discussion about latency issues comparing different types of especially wireless connectivity. But for the benefit of our partners who are dealing with primarily business clients.

Doug Miller: Unless you’re a gamer, or unless you’re doing something in, I don’t wanna call it an outlying area, but maybe not a primary business application. How important these days truly, are, the differences in latency between the various types of connectivity?

Graeme Scott: Yeah, I think it’s it’s still very important. And it’s really driven by the application. I think you really have to get a good sense of what the application I remember when we were at via sat, you know Bob talked about. Via sat very high latency, but voice would still work on. Via sat right. So, even though there was a little bit, you guys came to partner somewhat and gave free phone call, Demos. And you put it up right outside our our conference area. And he said.

Graeme Scott: Try it out, man it. It was awesome, absolutely. And and so, even though it would still work, you know there was a little bit of a delay there, right it was it? You did see that sort of little half a second.

Graeme Scott: I think. You know, it really is application driven. So when you’re looking at latency, I think it’s it’s you do. Wanna try to avoid making sort of broad statements about this will never work or this will work because of latency. You really wanna sort of dive in on that application and say, Okay, how sensitive is it? And our engineering team is excellent at kind of, you know, they’ve seen a lot of this, and so they’re a great resource to bring in.

Graeme Scott: You’re looking at that. And another reason why we want to dive in to see, hey, what are we using the connection for?

Graeme Scott: And is what we have today going to meet the demands of that application from both. A latency standpoint, a reliability standpoint, packet loss, jitter, all of these criteria. So I think,

Graeme Scott: you know, to answer the question. It depends right? Like it’s kind of a I know that’s kind of a non answer answer. But it’s hard, you know, again, to make blanket statements about. This is what you always need to see, or this is what you always not need to see. So so, Graham, I want to raise my hand and ask a question like, I’m in the audience. So we mentioned Starlink.

Patrick Oborn: Just full disclosure. We do not have a relationship with Starlink itself. They deal with resellers right? Some of some of the suppliers in our portfolio resell starlink.

Patrick Oborn: call it manage starlink as a service right?

Patrick Oborn: which ones in our portfolio would you recommend, or like ready for primetime today. I know a lot of them kind of have it. Which ones would you say? Do they have it dialed in right now, like we have to call them today, and you wouldn’t have to to to fear. So I think that’s an important distinction that you brought up there, Patrick, because what we are offering through the portfolio is manage Starlink. Okay? So if you buy starling direct from Starlink, they’re gonna

Graeme Scott: drop ship, you a terminal that you set up on your own, and you’re kind of just out there putting it together. What what our providers are offering is a managed solution for starling. So again

Graeme Scott: falls into that advanced networking category. It’s something that you know we’re putting some applications over top of, or they are and managing for you. So right now, Metel has a official relationship. They are an official starling reseller. We have a number of others that are on the cusp of getting on that list, I believe. I don’t wanna let the cat out of the bag. Maybe I shouldn’t say that, but I know we’ve got at least one or 2

Graeme Scott: that are very, very close to being on that list as well. And then we have another couple of providers that offer it, but are not official resellers. So 0 outages integrated are are working on that. So we have a number of ways. You can access it. And again, you wanna engage our team. We can help you navigate those waters. And so in some cases, look, Starlink may not be the best fit as well.

Graeme Scott: We’ve also got via sat, and Hughes net in the portfolio that you can bring to the table for those types of scenarios

Doug Miller: regarding the car analogy that we brought up earlier on a lot of our advisors seem to have hit on that

Doug Miller: just like cars. There’s every type and size and color and cost associated with various connectivity options. Are you finding, Graham and Bob, that those options tend to stay in place longer than some of the more advanced solutions that may tend to go after a year or 2, as technology changes and upgrades. What’s the longevity of connectivity options these days?

Bob Greenough: So I’ll I’ll say from the wire line side when I see. You’re at. You’re spot on. I mean, these are typically connections that are just there forever and ever and ever. This is constantly renewed. What we do see is a lot of circuit upgrades. So maybe they were you know.

Bob Greenough: 50 by 50 dia, and they’re they’ve grown in size, and they’re like man. We just can’t. We gotta up this. So they up into 100 or 200. But generally those circuits remain net new circuits. We see as part of the disaster, avoidance and business continuity conversation, and they add on another dia or a cable broadband, or a fourg lte satellite type thing. But Graham, what do you see from the wireless side?

Graeme Scott: Yeah, I think it all really comes back to, you know the use case right to use the car analogy. If we just gave somebody a set of wheels

Graeme Scott: that doesn’t really do much good, right? Like we really need to know what the car is, what what are they trying to do with it, you know. And I think if you right size the network and the event, you know the solution to what is going on under the hood. I think a lot. You’re gonna have a lot more longevity. Now, obviously, as those applications become more intensive. And we’ve seen this with applications like salesforce.

Graeme Scott: where they continue to need more and more resources. You you often will see upgrades like you, said Bob, but I think, if you right, size the network to the applications out of the gate, you have much more longevity, and you have much more resiliency with those connections and the solution. You put in place

Doug Miller: great comments from several partners about their success in using the Telarus engineering team. We have talked many times on this series of calls, as well as other Tuesday calls about the sheer number of certifications and the depth of expertise that this engineering team has in our industry

Doug Miller: and comments about Patrick’s suggestion to bring these engineers in front of clients and say, look I, as your advisor will pay for this engagement, so that you can have the information that you need, and partners are seeing a lot of success with that from each of your perspectives. What is the best way that our partners should be using the Telarus engineering resources. Today.

Bob Greenough: we we used to say, and I know, Patrick, we still had the slogan built for you for Telarus. Yeah, it’s been a time forever. It’s it’s literal. So we really mean we are built for you. Use us how you see fit. What I will say is there are no barriers to entry. There’s nothing too small, nothing too big.

Bob Greenough: We don’t always have to be in front of your customer, although we definitely like to be, but it could be something as simple as just a quick sanity check. Hey? I’m thinking this for you, Kaz, is that is that good? And you’re off your underway. Other times it could be engaging with your engineer directly and saying, Look.

Bob Greenough: I’m completely out of my element here. You gotta take this and run with it, and we’ll stay with it all the way through almost just about the implementation, especially if this project management fault. So, Doug, I love. I love the presentation sometimes. It’s not how the food tastes. It’s it’s the presentation, it’s the. It’s the. It’s the table, it’s the settings, it’s the plates, it’s the colors, it’s the music, it’s the smell.

Patrick Oborn: It’s the whole presentation. And when and when an advisor goes to a to a customer and says there’s a very expensive resource. I would like to bring him in on my dime to talk to you guys like, or you could say, there’s some company name to lawyers on. Bring in some engineer. We’re gonna talk, and we’re gonna make money on the back end. And like, like the presentation is so different and so so focus. And if you ever go to Kobe to send events, he spends the majority of the time on the 52% of the sales process. That’s you.

Patrick Oborn: It’s not the product. It’s not the pricing, it’s not, it’s you and how you explain things to people. So if you can explain it, as there’s a very expensive resource, they’re very, very good. I would love to bring them in to talk to you. I’ll take care of it, because I want to add value to what you’re doing. Would you accept that appointment like? That is a very, very

Patrick Oborn: good way, very smooth way to to get these guys in front of your customers because they’re expensive. They’re smart.

Patrick Oborn: And the best thing is is that you do. You do pay for it like you, you unless you’re on 100%, pass through with us. You are not like telling a little. It’s a hundred percent truth like we are partner together like a Tsd. And you. We hitch our wagons together, we we each take care of our own expenses. We go on a we go on a date kind of Dutch style, so to speak.

Patrick Oborn: But but unless you’re getting 100% of the commission from us, you you you do pay for that resource, so so bring them in. Be proud that you paid for it. Make sure your customer knows that you paid for it, but don’t, don’t overdo it like right? There’s there’s there’s balance. But the the art form of how you present these resources to your clients matters almost as much as as the value that Bob and his team will actually bring in that. The second thing I wanna say.

Patrick Oborn: is, their bedside manner is extremely, extremely, extremely sensitive.

Patrick Oborn: They do not go into your account.

Patrick Oborn: And and there are some engineers out there right? They wanna make sure they wanna make it known. They are the smartest person in this room right now. Okay, all you guys, I’m here.

Patrick Oborn: you know Zachary brought me here so I could teach you guys how to do your job like they do not. They do not flex. They they go in there, and and they’re very complimentary to to the client. And this is a great solution. You guys have come up with, you guys have put a lot of thought in this congratulate like, you guys are so far ahead of most companies, like, like. Oftentimes, before they actually give their advice.

Patrick Oborn: they’ve they’ve built up the customer so great. They’re just like man. I like this guy, Bob, you should bring me more often like, seriously, they’re they’re really really good. Their bedside manner matters, and and we don’t hire engineers a lot of engineers out there. Telarus doesn’t hire engineers that are gonna go flex on your customers, because for us it’s just as important that they have their their culture fit, and they have really good presentation skills and bedside manner in front of your customers as they do technical knowledge. Now.

Patrick Oborn: technical knowledge they’ve got in spades, but but it’s important for us to to have those 2 married together. So again, the way you present it, and the and the way our engineers present when those same 2 things come together

Patrick Oborn: close rates like, close to a hundred percent.

Graeme Scott: Yeah. And just to build on that, I think you know, really, what we’re talking about is that selling experience the experience that customer has when they’re going through it. And that’s what’s gonna keep them coming back to you as their tech advisor over and over and over again is because you’ve provided them with a good experience, and Kobe talks a ton about this Kobe Phillips, our Vp. Of cloud

Graeme Scott: in all of his ascends. And you’re gonna see that content permeate through all these sends this year. But the selling experience is really what we’re trying to add value with and tech advisors that do that. Well, we’ll get repeat business from those customers over and over and over again.

Doug Miller: Last question, as we’re way over time today, but I just don’t want to stop the discussion. Next week we’re going to be talking about security with the real deal, Jason Stein. He’ll be here, but as a

Doug Miller: as a complementary kind of a sale to advanced networking. What issues are you seeing in the security world that you want to address upfront with customers who are evaluating how to meet their current connectivity needs. What role does security play? And how can that help our partners to increase the value of their sale, or just get a conversation started about connectivity.

Patrick Oborn: Well, Duggan, the security practice is made up of 3 pillars. It’s protect your data, protect your people and protect your network.

Patrick Oborn: So protecting your network is is 33% of the entire security discussion. Keep the bad guys out of your network right? And how do you do that? So I’ll go ahead and let Graham or Bob talk a little bit about the the technologies that that keep that from happening, but from a high level. You only need to know 3 things about security and people data and network network being one of the major major pillars.

Bob Greenough: I gotta say, probably the only thing bigger than actually physically securing the network or logically securing it is what we call layer, 8 of the Usi model or the human element.

Bob Greenough: All of these big hacks you’re hearing about these big compromises. I shouldn’t say all a large number of them are happening to somebody click something. They shouldn’t. Simple as that. So the user education piece locking down what they have access to at the desktop or whatever device you’re using. That’s

Bob Greenough: that’s probably gonna filter out. I’m still throw a number out there, maybe 75 80 of incident. If you can get that part locked in.

Bob Greenough: Yeah. Layer 8 is the big, the big one that’s the target, the social engineering aspect of it.

Graeme Scott: Yeah. And I think just to finalize that like you’re seeing so much convergence of all of this stuff coming together right? I mean, I talked about in my state of the Union

Graeme Scott: physical security, creating risks for cyber security and network security. So I think you know, it’s such a big part of the discussion. And a lot of these areas with Sd. Wynn and all that security is a massive component of that. So again, you’re gonna see a lot of content in our sense as they come up where Jason and I are gonna be both working. You know those rooms and giving you guys information together

Graeme Scott: because we want you to think about it holistically, as that slide showed earlier in the presentation.

Doug Miller: Great way. To sum it up, you guys, everything that you’ve heard this week is going to dovetail very well with our presentation next week. You want to be here for Jason Stein, as we extend this discussion into the world of security, and how that can help grow your business as well.