Inside the Win: How Graphiant Turned 1 Circuit into 600 Connections

Welcome to Inside the Win. We’ll break down real world wins, showing you exactly how strategic partnership with our experts empowers you to tackle your most ambitious opportunities with confidence. Let’s jump in.

Hey, everybody. Graeme Scott here, vice president of network and mobility with Telarus for another episode of Inside the Joining me today is the one and only Justin Lyle-Purdy or JLP for those of us who know and love him. Justin is with Graphiant. Justin, welcome to Inside the Wind. How are doing?

Doing exceptional. And, Graeme, thanks for having me. It’s so good to work with you again.

Yeah. Awesome, man. Really appreciate you being here. Graphiant is one of the newer suppliers we’ve got in the portfolio, and I’ve been talking a lot over the last couple of months about network as a service or NAS. And, obviously, that’s an area where you guys are living, eating, and breathing, and in fact, in excelling. So I talk a lot about NAS as a change in the way customers are buying. So, Justin, talk a little bit about that and how you guys play into that NAS space.

Absolutely. I really appreciate it, Graeme, and thanks for the question. I mean, really, we’re of the opinion that in the next thirty six months, literally every service provider in your portfolio in the Telarus portfolio will be using a network as a service provider. It’s really for us, in the wide area network, cloud, and AI, you know, really think of us as a secure network fabric. Really, what we’re doing is we’re connecting sites. We’re connecting customers to SaaS apps and AI applications and connecting customers to cloud, AWS, Azure, Google, Oracle, you know, clouds, g GPUs. So, really, that’s what’s really changing is is connectivity and really how we connect customers and applications together.

Yeah. Love it. And I think we’ve got a really good example of that that, that happened very recently. Right? A great win. This one started as a request for a single circuit for a customer that had two locations, something our advisers have a ton of, right, and turned into six hundred connections. So how did that happen?

That’s Graeme, I appreciate it. And, like, even though we’re winning, you know, Fortune fifteen companies, service providers, the federal government, we also are an exceptional fit for the small, medium business. And, really, to your point, really, our play is we had a an adviser that wasn’t familiar with the NAS story, and their their customer was trying to connect their headquarters. They’re a two location medical manufacturer.

So, really, what they’re trying to do is connect. They’re take, connecting to they’re looking for an express route to Azure. They have two Internet connections at corporate headquarters, one with the lack, one with the cable operator. And the challenge they were really having is both of those carriers were oversubscribed, meaning they were getting a ninety to a hundred and ten day lead time to set up an express route or really think of a a point to point connection Yeah.

From their corporate headquarters, to to their Azure environment. And that was really untenable because they were doing a deployment, like, literally this week. So how we got the opportunity and really what was great for us is they previously, that advisory tried to also they have a their manufacturing facility is in the Caribbean. Yeah.

Just like with these customers, they outsource manufacturing overseas and getting a point to point from the Caribbean to DC to an Azure environment, super, super expensive. So they actually weren’t even gonna do it. They’re just gonna VPN that traffic back to their corporate headquarters, but, yeah, they couldn’t even do that because they couldn’t get an express router point to point. So for us, what when we talk about network as a service, you know, secure network fabric, we’re pretty plumbed into every hyperscaler, so AWS, Azure, Google, and Oracle.

So we’re a same day connection from using that customer’s public Internet connecting directly into their Azure environment. So rather than waiting ninety to a hundred and ten days, we’re a same day solution for that customer And make making that partner a hero where they’d already recommended two vendors, both of them failed. And then as a trusted adviser, they could solve their customer’s problem, but even faster than they had previously committed.

Yeah. That’s awesome and a great story. I think, you know, we run into obstacles in that regard a lot. Right?

Things that need to be delivered on a really tight time frame, and, customers just like, hey. We we, you know, we don’t have the lead time to wait for this. So how do we get to six hundred connections, though? Right?

That that’s kind of an interesting part of the story as well. So, you know, we started with this this you know, we’re looking for an express route, and now all of a sudden, we’ve got six hundred. What happened there? How do we get to that?

Sure. That’s a great question. I appreciate you asking it. And just to simplify network as a service because it’s so like, it’s a new like, this is the first change in networking since twenty fifteen when SASE was invented. Right. You know, you think, like, frame to MPLS, MPLS to SD WAN and SASE. This is the first revolution.

So there’s a lot of advisers that this is a new concept, and I I think that’s probably why we’re having the conversation plus the win Definitely.

Upgrading wins. But think about, like, if you’ve ever used Facebook Facebook or Instagram. Right? You’re using your public Internet, and you’re hitting their backbone service, and that’s how you connect your application.

That’s what a network as a service provider truly is. For us, we’re a secure network fabric. So customers using their public Internet, they have fiber based Internet in their Caribbean location too. So we’re able to instantiate both of those express routes same day or near same day for them.

All they have to do is have a virtual or physical edge, so a box or a server. Super, super easy. How does that become six hundred locations? And I’m of the opinion if I look at eighty percent of the billing revenue inside of Telarus from trusted advisers, there’s this thing called business to business VPN.

We all it also goes as, like, terms, like business to business data exchange. And, really, the thing with business to business data exchange, that’s a business partner securely connecting to either a SaaS app, could be another business, or it could be a cloud provider. So this medical manufacturer, they’re connecting to six hundred different doctor’s offices across the United States. So they’re paying over twenty thousand dollars a month to a managed service provider to literally connect VPNs into their Azure environment.

Wow.

So for us, that same network as a service, right, that same fabric, that same day, we have the ability to replace the licensing and the management literally connecting every single one of those doctor’s offices into their Azure tenant professional when we say network as a service, that means the professional services, the stand up, the config, that is all inclusive just like setting up their express route.

So for this advisory, they were really trying to solve a problem. Two sites, they could only solve for one, and then those two sites failed. So they were able to fix that.

But what was great about that discovery because we’re a sell within a sell for organization, we just asked really who they’re connecting to, and they started talking about their pain. Their pain was act the biggest pain point wasn’t the failed install because they figured eventually we’ll get this up and running, but it’s incredibly expensive and cumbersome to connect those six hundred different customers of theirs. Every one of your business customers that works with another business or has to connect an ERP or SaaS app, they have BusinessVPN.

And to me, that’s the multibillion dollar addressable market because that’s the same market that’s connecting to AI workloads, SaaS apps, clouds, and other business partners. And that’s really what a secure network fabric does.

That’s really what NAS does and why every service provider will incorporate network as a service as part of their go to market.

Yeah. No. I love it, Justin. I think that really helps kinda break down where the opportunity is for NAS. And I think like you, I am very excited about where we’re going and believe that this represents a massive change in the way customers buy network. So, Justin, thank you so much for the time today. I think this was a great example that we can share with our advisers, a great win to share.

Thanks so much, man. We’ll see you, we’ll see you out on the road soon.

We we look forward to it, and thanks for winning together.

You got it. Take care.