This document tells a story of David vs. Goliath where an Israeli open source company, Cloudify, overcomes a large network vendor to help an Israeli operator launch a new cloud/edge network services platform. Cloudify had to address concerns around being free vs. open source, questions of maturity compared to the incumbent, and preferences for turnkey vs. do-it-yourself solutions. Ultimately, Cloudify developed a new model for network function virtualization that helped the operator launch its new service at lower cost and faster time to market, making Cloudify the victor in this industry battle.

1. David vs. Goliath
A Tale of Triumph
@natishalom
cloudify.co

2. The events depicted here took place in Herzliya, 2017.
Some names have been changed out of respect for the defeated.
All the rest is told exactly as it happened, in honor of the victors.
You want to hear this tale.
This is an epic story of courage in a time of turmoil, of one small open
source Israeli company overcoming an industry giant, in a fight to win the
heart of a hurting industry.
This is a tale of triumph, disruption and circumstance that will change the
face of networking as the world knows it.

3. Background
Network
virtualization (NFV)
is the most
important
transformation that
the network
industry has
undertaken in its
history
The Internet Age
Geared for performance
through custom hardware.
Physical Appliance
The Virtualization Age
Move to commodity HW
Virtual Appliance
Cloud Native Age
Open Source, Containers,
DevOps, SaaS, disrupt the
entire networking space
Network as a Service

4. The Scene
The networking
world, a closed
garden protected
by a guild with a
highly
conservative
regime

5. The Actors
BIG Network Vendor Leading Israeli Operator

6. The Opportunity - A New Kingdom:
The next generation
cloud / edge
network services
platform
$19.4B by 2023
Network connectivity can break
Devices need to assume a degree of
autonomous management
Unreliable Network
Fits low cost, small device
capacity
Minimal Footprint
Moving from thousands to
millions and billions of
managed devices
Extreme Scale
Managing devices across
multiple sites/devices
Highly Distributed
Thousand
Central Clouds
BillionsEdge Cloud
Multi Cloud
Millions

7. Winning over Goliath
BIG Network
Vendor

8. Breaking Down the Walls to the Kingdom
Win the developer's heart and mindDisrupt the Incumbent

9. Handling Counter Attacks
● Free vs. Open
● Maturity
● Turnkey vs. DIY

10. Free vs. Open
What is the business value of
being open?
How to compete with a free
alternative ?
Free OpenVS

11. The Maturity Argument
Maturity is the wrong metric for new innovation

12. Turnkey Solutions vs. DIY
Form a Coalition / Partnership to
Deliver an End-to-End Solution
There's always going to be
those who would want to build
their own custom solution
Integrate with other open products
to create an open alternative stack

13. Summary: The Results
Developed a New Breakthrough Model for
delivering NFV in a significantly lower cost
and shorter time to market.
Partner launched V-Net and is delivering
the service as a major differentiation
service to its customers

14. VICTORS!
Contact us:
@natishalom
cloudify.co

15. Thank You