Solving Security Chaos with Single-Vendor SASE | Globalgig + Telarus
In this episode of Telarus ‘Biz Tech Unboxed’, Globalgig’s Chief Channel Officer Greg Rowe sits down with Josh Lupresto to unpack how Globalgig is solving the enterprise security challenge with a streamlined, single-vendor SASE approach. Learn how this strategy simplifies network complexity and drives scalable outcomes for customers.
Josh: Hey everybody, welcome to another episode of Biz Tech Unboxed. I’m your host, Josh Lupresto, SVP of Sales Engineering at Telarus. Today, I’m joined in the studio by a man who’s been in the channel a long time, Mr. Gregg Rowe, Chief Channel Officer of Globalgig. Gregg, welcome!
Gregg: Josh, it is great to be here. Telarus is an absolutely critical partner to us, and this is a lot of fun.
Josh: We’ve got some secret stuff here in the box. But before we open it up, talk us through a little bit about Globalgig. For anyone unfamiliar, who is Globalgig? Give us the high level.
Gregg: Globalgig launched in the channel in 2018. The vast majority of our business comes through this channel. Simplistically, we are a platform-based managed network and security services provider. We build solutions on three core platforms: Palo Alto, Cisco, and Fortinet for our enterprise customers.
Josh: Love it. You’ve got some good stuff here, man. People want to know what’s in the box, so walk us through it. I hear there’s a story involved. What’s going on?
Why Single-Vendor SASE Matters (1:12)
Gregg: Absolutely. We’re going to talk a little bit about managed single-vendor SASE. In the box here, I have components that exist in every enterprise’s network and security stack. But let me start with a story—about Marcus. Marcus is the CISO for a medical device manufacturer. The company started small and grew organically through acquisitions. They now have roughly 10 sites across the U.S., a bit in Europe, and some in Asia. Marcus is dealing with chaos, so let’s unbox that chaos.
Josh: Sounds like a pretty average customer our partners work with. I think a lot of people can relate to that.
Gregg: Very typical. Let’s pull out some of the components Marcus has—as well as every customer. Next-generation firewalls: Marcus has three different platforms—Palo Alto, Cisco, and Fortinet. Equipment sprawl? Never happens, right? DLP: Marcus uses Broadcom. Sandboxing: he has functionality across four platforms. Zero Trust: that’s how we got talking. Marcus was interested in transitioning to a Zero Trust environment.
Marcus has about 1,000 employees—some in offices, some remote, and some traveling. They access through Zscaler. SD-WAN: Marcus ended up with two platforms. This often happens through growth and acquisitions. IT folks hesitate to take things down if they’re not broken. Marcus has Cisco and another vendor.
Marcus has one. For a manufacturer, IoT security is critical. They have IoT systems and require another platform for that. Connectivity: Of course. Monitoring: Marcus struggles with this significantly. He’s managing multiple platforms and has no hair left—he shaved it all off! Management: Marcus has three managed service providers. He also has some DIY in the mix.
All laid out, it’s chaos. Setting policy for security across all these point solutions—over seven platforms—is overwhelming. This started as a Zero Trust conversation but evolved into something bigger.
Globalgig’s Approach with Palo Alto (5:10)
Gregg: We introduced Marcus to single-vendor SASE. It’s a way to consolidate everything into one clean stack.
Josh: These are wedge products, right? Wedge opportunities for advisors.
Gregg: Exactly. We build on Palo Alto, Cisco, and Fortinet. But for SASE, we use Palo Alto. Why? Because in Gartner’s Magic Quadrant for Single-Vendor SASE—a fairly new category—you’ll find Palo Alto in the premier position.
It’s the only platform in the Magic Quadrant for SASE, SSE (Secure Service Edge), and SD-WAN. That makes it a massive opportunity—worth $25 billion—because it addresses the full stack. And as you mentioned, the point of entry can be any one of these blocks.
Josh: Customers sometimes ask us about vendors in these quadrants. And you’ve got optionality too. Walk us through what this looks like from a customer perspective.
Gregg: Let’s visualize this. We start with SD-WAN and Next-Gen Firewall—these are the only two that have hardware. They form the base. Then we add remote access, CASB, Secure Web Gateway, Zero Trust, IoT security, sandboxing, and DLP.
Digitally, this entire stack is managed through Palo Alto Strata Cloud Manager—one pane of glass for the full stack. Instead of seven places to set security policy, it’s one. We pull budget from every one of these, and security is the biggest line item.
Now let’s add Globalgig. We provide global connectivity—fiber, wireless, satellite, you name it. Or we can manage the customer’s existing connectivity. We also add monitoring and management. It’s modular, it’s scalable, and it meets customers where they are.
Customer Use Cases (10:30)
Josh: Can you give us a real-world example?
Gregg: Sure. A recent six-site SD-WAN deal came in at $8,000 per month. When we expanded to a full-stack deal—including Zero Trust and full monitoring/security—it hit $43,000 per month. We don’t forklift in everything at once. We built a 13-month roadmap with Marcus.
Josh: Why is this so important to customers?
Gregg: Security. A breach is far costlier than an outage. Breaches happen when policies are spread across 10 different places. Hackers exploit complexity. We remove that risk and simplify management. We can deploy this stack in 42 days—versus years if deploying each point solution.
Gartner projects this opportunity to be five to eight times larger than the SD-WAN wave. Every enterprise customer you talk to is a prospect. Entry points vary—Zero Trust, CASB, you name it.
Josh: Any final thoughts?
Partnering for Better Security Outcomes
Gregg: Yes. It’s an enterprise-level stack. Customers get co-manageable access via the Palo Alto orchestration portal. And here’s the kicker: consumption models. Most customers bought their firewalls as CapEx through VARs. Networks are usually OpEx. We can deliver this full solution as MRR, CapEx, or hybrid—whatever the customer needs. And our partners get paid either way.
Josh: Awesome stuff, Gregg. Love the visual approach. Partners, we hope this episode helps spark new conversations around connectivity, security, and strategy. Thanks again to Gregg Rowe, Chief Channel Officer at Globalgig. Until next time!