 Welcome back to JSA TV live the newsroom for telecom and data centers We are coming back to you live from the showroom floor at the beautiful Venetian here at the channel partners expo Having a wonderful time and joining me now here on JSA TV live. We've got Daniel Lonstein He is the president and CRO of airspring. Thank you so much for joining us here Thanks for having me here. Have you had a successful day so far here at channel partners It's actually one of the better shows I have to say we've been in a while a lot of meetings the show floor really busy So looks like the industry is doing really well, and we're happy to be part of that Absolutely. Yes. So tell us about airspring and how you are involved here in the industry and how you serve the industry well, of course, so we are a Managed communication services provider you could say in the old days. We used to say aggregator or reseller So there's always new and exciting terms, but essentially we resale services from Multiple carriers both in the US and abroad we are 100% channel focused. So that means we do not have a direct sales force We sell exclusively through the channel. We have been doing that for 22 years and therefore we are very attuned and closely tied to the success of the channel You are you are very well known as well for providing some global connectivity, of course through your SD WAN, can you tell us a little bit about how how you're able to do that and how that works? Yes well, thanks for asking so Number of years ago, we started expanding from our domestic focus to more of an international focus So there's two things we're doing internationally The first is we're providing global connectivity We now have in addition to all the agreements We have with US based providers everyone from AT&T Verizon to practically every MSO cable company and many many smaller in between We now have direct agreements with I think coming on close to a hundred international providers Direct contracts to provide global connectivity and that's been a huge part of our success over the past couple years as we grow into that space so many times We are selling to a US based or US headquartered company But they let's say I don't know maybe they've got 300 locations domestic US But they have another 40 or 50 globally and our ability to provide that under a single umbrella has really helped us to win and Service those deals. So that's the first part. The second part is our global SD WAN which divides again into two segments we offer our Velo cloud VM where global SD WAN product where we offer those units which we can ship and deliver globally through certain partners and We also have a private backbone for global SD WAN, which is really good Primarily for MPLS replacement. So one of the challenges when you're trying to replace a legacy MPLS network And we don't think about selling MPLS that much anymore But we also forget how many of those networks are still out there today And when you're trying to replace them with SD WAN, the biggest problem you have is when you deal with Transcontinental Internet it does not have the same quality as domestic in terms of jitter latency packet loss, etc So what we do is we have our own global private backbone on a layer to backbone that allows the traffic to Egress the US public network go on to our private backbone globally and then go back to public in the foreign location So for example, if you were doing US to China where we do have the ability to go into China We are able to then take that traffic on a private backbone across the Pacific and then go back into China And therefore that private backbone Reduces and eliminates many of the problems you generally have in global SD WAN Yeah, so long answer to a short question, but I hope that makes sense for most people It does and that's really great to have all of that detail and by the way, I should mention when you say global You really mean global. I mean six continents. So well, I don't know that we've done Antarctica yet Which maybe is the seventh continent, but yes, we've done everything Australia Asia Africa South America. We have partners, etc Yeah, so it's great work that you're doing and you're not stopping you had a recently a really big announcement in March Talking about your managed manage wireless WAN and introducing that to the market. So congrats. Well, thank you Yes, so we've we've had a wireless WAN solution out there, but we've expanded that significantly By adding additional partners, so we basically have all the major wires carry us as well as some of the Unlimited flat rate plans that are now available on some of those partners. So as opposed to historically wireless band WAN being Exclusively as a backup or failover it's now becoming a primary solution for certain customers where Unlimited data plans and they don't have to worry about, you know, getting a huge bill for overage So as that becomes more and more prevalent in the marketplace, particularly where 5g is available I think that's going to continue to grow in the channel Although I think as exciting as it is we all need to be cognizant that 5g is still a small Footprint compared to the total wireless footprint out there. So it is something to keep in mind. It's going to keep growing All the carriers are aggressively deploying their 5g footprint But most places are still going to be far more on 4g than 5g. Yeah, absolutely Well, what can you tell us that might be coming up in the next two? Two years or or however, however far out you wish to predict in the future for you in the channel partner program. Well, I think You know, we have no plans to change our hundred percent channel focus. I think my biggest focus As someone who's been in this industry more years and I'd like to disclose I think as an industry and something we're very focused on and at airspring is What do we need to do as an industry to change from a culture of customer acquisition to a culture of customer success and I think that is really key to the industry. Unfortunately, everybody wants to generate new business new logos Sell new customers, but our focus really now where we're putting our investment and while we talk about these products Sure, there's investment the vast majority of our investment is into our service support delivery provisioning and how we create a Culture of customer success with an airspring, which I think really needs to be replicated throughout the industry. So I think that's the key that's gonna Allow our industry and the channel to continue to grow exponentially is we all need to focus on that rather than just You know acquisition and and so that's I'd say the majority of our focus as a company We are family-run business. That's myself. My brothers were privately owned We don't have any outside investors. So that allows us to do what we feel is right for our partners and our customers We don't have any quarterly earnings estimates or profits to deliver to anybody And so I think that allows us to always do what we think is the right thing for our customers and our partners And we just continue reinvesting in that culture. Yeah, absolutely And where can we go to learn more just to keep track with what you have going on? So there's a lot of information on the airspring LinkedIn page and LinkedIn channel That's probably the most up-to-date of course. There's our website But I'd say LinkedIn these days has more detail on every event. We're Participating in what's going on promotions, etc. All right fabulous. Well, thank you so much for your time and for sharing all of The wonderful things that you have going on at airspring. We appreciate it. Thanks for having me again and to our viewers Thank you for tuning in today. Stay TV live. Happy networking