How to sell wan optimization - a quick guides for resellers, channel partners, MSPs, and VARs - Sangfor Technologies

1. www.sangfor.net
Installing Sangfor’s WAN Optimization Controller (WOC) takes less than twenty minutes. Depending on your
client's needs, you will want to install one WOC at HQ and another at either a branch office or data center.
Once the WOC is in-line at both locations, it can begin analyzing and accelerating traffic. It will take a few days
to fully optimize the customer's WAN data. Do not enable optimization until speaking with the client in Step 2.
Step 1: Install at two sites
Step 3: Turn Off Optimization
Step 2: Explain WAN Optimization
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Santa Clara CA, 95054
Sangfor Technologies
www.sangfor.net (408) 520-7898
How to Sell WAN Optimization
After two weeks of optimization, explain that you have finished the POC and will turn off the appliance within
the next 24 hours. This will make the client more sensitive to the sudden drop in application speeds that will
occur when removing the Sangfor WOC. When their employees begin to complain about internet and
application issues, your client will be ready for the sale.
24 hours after installing the WOC you'll want to generate a Traffic Analysis Report to go over with your
client. Here you can explain to them what WAN Optimization is, show them the major bandwidth hogs in
their network, and set some expectations for what will improve.
Tell them how much they can expect the device to cost them if they like the improvements. If the client
says they could not afford the appliance regardless, then stop the test here. If they are still interested,
enable WAN Optimizatation.
After running optimization for a week, schedule another meeting with your client and generate both a
Traffic Analysis Report and a Data Reduction Report. Use the information to demonstrate how successful
the WOC was at reducing their WAN traffic and speeding up their applications.