Copyright © 2014 Juniper Networks, Inc. 1 Winning with Service Providers Edge Sales Play Rick Remes...
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Transcript of Copyright © 2014 Juniper Networks, Inc. 1 Winning with Service Providers Edge Sales Play Rick Remes...
Copyright © 2014 Juniper Networks, Inc. 1
Winning with Service Providers Edge Sales Play
Rick Remes
April 29, 2015
Copyright © 2014 Juniper Networks, Inc. 2
Network the Fabric of Modern LifePeople are Increasingly Dependent on the Network
Causing a Reliance on the Service Provider More Than Ever Before
Subscriber’s Ability to Customize is Key to Success
ANY CONTENT ANY PLACE ANY TIME ANY DEVICE/THING
Copyright © 2014 Juniper Networks, Inc. 3
Increase Revenues Per User
Differentiation can increase ARPU.
Create New Business Models
Content partners value subscriber intimacy. Targeted demographics,
smart content delivery, resale channels possible.
Improve Customer Satisfaction
People are more loyal to brands offering personalized service
experience
Competitive Advantage OpportunityCustomization: A Key To Network Monetization For Service Providers
Copyright © 2014 Juniper Networks, Inc. 4
SERVICESCREATE
Intelligence and Programmability
INFRASTRUCTURESSCALE
Performance and Efficiency
OPERATIONSAUTOMATE
Simplicity and Agility
Customize Your Customer’s ExperienceEmpowering New Opportunities With Service Provider Networks
Copyright © 2014 Juniper Networks, Inc. 5
The Pursuit of Profitable Growth
BOOST TOP LINE REDUCE COST
AGILE SERVICE CREATION, DEPLOYMENT AND
MONETIZATION
OPERATION EFFICIENCYPROCUREMENT FLEXIBILITYREDUCE CUSTOMER CHURN
Businesses need to boost their top line and reduce cost to achieve profitable growth
Copyright © 2014 Juniper Networks, Inc. 6
Rural telcos continue to deploy high-speed broadband to meet rising demand FTTx roll-outs Triple Play and Organic
Increased competition and downward price pressure from Tier 1 SPs, Google Fiber, MSOs, Electrical Utilities, & Satellite
Financing plays an important role Government (Loans & Grants) Opportunity for JFS
Will replicate other rural telcos successful network deployments
Trust, reliability very important Tight knit group nationally
Cannot afford change every 2 years Consultants highly influential
Rely on them for recommended architecture
Have limited technical engineers
Current Environment Decision Process
Overview-Rural Telcos
Copyright © 2014 Juniper Networks, Inc. 7
Market Opportunity
Source: 2500 accounts profiled with NAICS codes
Wired58%
Comm Services19%
Wireless14%
Managed Apps & Services
9%
Cable0%
Juniper Industry TAM$275M
• Rural telcos continue to deploy high-speed broadband to meet rising demand & increased competition
• SP networks are over provisioned and inefficient to role out new services and offerings.
• Funding will play a big role in the build-out of networks
• The JNPR TAM is over $275M
Summary
Copyright © 2014 Juniper Networks, Inc. 8
PHYSICAL OR VIRTUAL?
Copyright © 2014 Juniper Networks, Inc. 9
The decision to purchase a physical or virtual appliance depends on many factors. You have to examine them all to make the right recommendation for customers
• Can the scale and performance expectations be met?
• Do feature gaps exist in the virtual offering or physical?
Physical or Virtual? It Depends:
Software-defined networking (SDN)• Allows network administrators to manage
network services through abstraction of lower-level functionality
NFV – Network Functions Virtualization• Combination of Hardware and Software-
Router Centric deployment model for edge based services
Contrail - A Centralized deployment model • Provides seamless service integration at Scale• Gear towards Cloud or DataCenter model
Definitions
The Destination Remains The Same But…
Copyright © 2014 Juniper Networks, Inc. 10
2014 2015 2016 2017 2018
$25$28
$30 $32 $33
Large Medium Small Micro
Enterprise will continue to migrate workloads to the cloud to manage costs and gain flexibility. With dedicated cloud budgets growing, particularly in SMB, SPs looked poised to win over the next
5 years. Comfort with the cloud model could help drive rapid adoption of Network-as-a-Service.
Enterprise Cloud Services Revenue1
$Billions, WW
Sourcing 1) Analysis Mason, Enterprise Cloud Svcs WW Forecast, 2013 2) SearchSDN, SDN could make NaaS a Reality, 2013 3) 451 Research, InfoPro Wave 5 Cloud Computing Study, Sept 2013 3)
6%
10%
9%
CAGR
9%
“SPs account for 15% of all enterprise cloud services revenue today stealing share from vendors and partners to reach 19% in 2018”
“38% of enterprises surveyed break out cloud budgets.”
“Mean enterprise cloud budgets $8.2M; median $675K; max $125M.”- 451 Research, InfoPro Wave 5 Cloud Computing Study, Sept 2013
“Buyers are already sold on Infrastructure-as-a-Service, Platform-as-a-Service, and Software-as-a-Service, but what about Network-as-a-Service? Network-as-a-Service is not only real, but it is likely to become universal, however, it may take SDN [to make that happen]”
The Opportunity is EnormousEnterprise Cloud Growing at 8% CAGR to $33B in 2018
Dedicated Enterprise Cloud Budgets Grow3
Communication Service Providers Steal Share1
What comes after SaaS, PaaS, and IaaS?2
7.5%CAGR
Copyright © 2014 Juniper Networks, Inc. 11
*Gartner, June 2013, “Public Cloud Forecast 2011-2017** Gartner, Sept 2013, “Private Cloud Matures, Hybrid cloud is Next”
My on-premisesdata center
VM
VM
VM
Virtual Physical
VM
VM
VM
My hostedservice provider
My managedservice provider
Physical PhysicalVirtual
VM
VM
VM
Virtual
VM
VM
VM
72%Only 11% no plans to deploy private cloud**
PRIVATE CLOUD APPS IN THE CLOUD
$54.5B
19% CAGR*
$131B
17% CAGR**
PUBLIC CLOUD
My cloudservice provider
Virtual
VM
VM
VM
VM
VM
VM
Business IT Service-Elasticity Hybrid cloud models are the norm
Copyright © 2014 Juniper Networks, Inc. 12 Copyright © 2014 Juniper Networks, Inc. 12
WIN WITH THE MX SERIES
Copyright © 2014 Juniper Networks, Inc. 13
MX Series 3D versatility gives you the widest range of sales opportunities
Supporting multiple applications with same platform, OS and EMS reduces OpEx for customer, increases differentiation for you
• vCPE• MetroE aggregation• Residential edge: BNG • Business edge: PE and vPE• Converged edge (biz + rez)• Data-Center Edge / Interconnect• Mobile Services Core• Service Control Gateway• Collapsed Edge/Core and Core
• Single OS with consistent features; one software release train & upgrade process
• Single EMS for management & provisioning reduces risk and speeds service delivery
• One maintenance contract, one PoC for troubleshooting, less sparing cost / complexity
• Integration with Edge Service, less appliances• Lower training costs: learn once / apply many• Right size without compromise, task optimized
platforms with consistent feature set
MX Series Applications MX Series Benefits
Many Applications, Many Benefits
Copyright © 2014 Juniper Networks, Inc. 14
Consistent OS across portfolio
Efficient Scale Out / Scale Up
SDN/NFV: physical and virtual options
Enterprise, Cloud, Carrier, SP, Cable apps
The MX 3D Series Portfolio
RIGHT SIZE WITHOUT COMPROMISE: PHYSICAL OR VIRTUAL, SAME FEATURES & OPS
100Mbps to 80Gbps
Up to 80Tbps
MX80
MX40
MX10
MX5
vMX
MX104
MX960
MX240
MX80
MX40
MX10
MX5
MX2020MX2010
Copyright © 2014 Juniper Networks, Inc. 15
• The SDN-ready MX Series 3D Universal Edge Routers are task optimized physical and virtual platforms that scale from 100Mbps through an industry leading 80Tbps
• One OS, set of Line Cards and EMS for operational simplicity• Programmable Junos Trio and rich-service portfolio for service innovation• Contrail and SDN/NFV for service agility
One Platform, Many ApplicationsUniversal Edge Solution
VA
LUE
PR
OP
OS
ITIO
NV
ALU
E P
RO
PO
SIT
ION
Residential EdgeBusiness Edge
Virtual CPE
Metro Ethernet Aggregation
Edge
Access &Aggregation Core
Junos Space
MX core
DC
Data Center Edge
MX collapsed edge/core
MX edge
MX DC edge
MX aggregation
Service Control GW
Core
Contrail Cloud
Copyright © 2014 Juniper Networks, Inc. 16
Service Enabled EdgeThe SDN-ready MX Series 3D Universal Edge Router transforms economics at the network edge by reducing capital costs, increasing operational excellence and providing a platform for service innovation and monetization.
Operational Efficiency
• Consolidate multiple edge networks into a Universal Edge
• Reduce number of appliances, OS, EMS
• Scale and performance for investment protection and ROI
• One platform for Edge/Core/DC
Service Creation
• Open platform for service and new business model innovation
• Cost effective extension to new markets & sales opportunity
• NFV/SD ready
Service Agility
• Routing, switching, security and L4-7 services on MX platform with one Junos, one EMS (Space)
• One OS, virtual and physical
• Increased automation and network intelligence
VA
LUE
PR
OP
OS
ITIO
N
Copyright © 2014 Juniper Networks, Inc. 17
References
• Ohio Onecommunity
• State of Maryland
• Washington State K-20 Network
• Ireland E-Learning Network
• 10 more recent wins in reference process
Copyright © 2014 Juniper Networks, Inc. 18
Reference Onecommunity
• OneCommunity is a regional network provider in Ohio that brings affordable high-speed connectivity to schools, hospitals, government offices, and public safety facilities.
• OneCommunity uses MX960s in the network core, MX80s at the edge, EX Series switches for edge aggregation and QFX switches in their data-centers, which support hosted healthcare applications.
OneCommunity provides residents of Northern Ohio with access to healthcare providers; helps schools create a 21st
century learning environment; and supports dozens of local governments.
“We did our due diligence, and Juniper beat everyone. The MX Series changed how we do business. We can offer carrier-class high speed services…we can tell customers ‘yes, we can’ instead of offering imitations.”
Chuck Girt, VP of engineering and operations, OneCommunity
Copyright © 2014 Juniper Networks, Inc. 19
Reference State of Maryland• networkMaryland provides high-speed access
to >1,000 government facilities and community institutions in the state of Maryland, USA.
• networkMaryland replaced SONET equipment in the network core with MX480’s and placed MX80’s at the network edge. MPLS segments traffic and low-latency IP multicast efficiently distributes HD video to schools and agencies.
“As a service provider for the State of Maryland, we see a lot of new applications on the network. Video from public safety and intelligent transportation apps have been a major traffic driver, and we needed a network that could support high bandwidth real-time traffic.”
Greg Urban, deputy CIO, State of Maryland Dept of Information Technology
networkMaryland enhances educational, public safety, and health resources for 5.8M residents in Maryland.
Copyright © 2014 Juniper Networks, Inc. 20
Reference the K-20 Education Network
• ‘K-20’ provides broadband services to 498 school districts, colleges, universities, and telemedicine sites across Washington, USA.
• With >40% annual traffic growth, driven by HD video and medical apps, K-20 selected the MX480 for its next-gen backbone.
• The MX480 provides MPLS traffic segmentation, ultra-low latency multicast, and QoS to ensure the quality delivery of time sensitive apps.
The K-20 Educational Network services 307 school districts, 127 community colleges and universities, 26 libraries, 20 telemedicine sites, 13 education centers
and 3 correctional facilities.
“If you think about the Pacific states, they are big geographies with mountain ranges. There aren’t a lot of options if a circuit goes down, which makes having a highly reliable switching and routing infrastructure crucial.”
Tom Carroll, service manager, K-20 Education Network
Copyright © 2014 Juniper Networks, Inc. 21
Reference HEAnet’s E-Learning• HEAnet, an infrastructure provider to
the Irish education system, worked with Juniper partner Agile Networks to extend services to K-12 schools and select universities.
• The network consists of MX480 routers as PE and vCPE that are part of a complete Juniper routing (MX), switching (EX), firewall (SRX), and management (Junos Space) solution.
“Our evaluation included technical, support, management, and cost factors. We tested to validate performance and throughput levels under a variety of scenarios. Because of the number of schools, management was key for us, as configuration changes needed to be pushed to schools regularly and transparently.
Ronan Byrne, CTO, HEAnet
HEAnet’s e-Infrastructure services underpin academic research and education activity in Ireland with ~1M students & staff relying on the HEAnet network each
day.
Copyright © 2014 Juniper Networks, Inc. 22
Partner Service Enablement Workshops
Plan
Assessment
Design
Build
Deployment/On-boarding
Migration
Operate
Maintenance
Optimization
SE
RV
ICE
S
Copyright © 2014 Juniper Networks, Inc. 23
For PPS Partners
• Foundational enablement on assessments – • 1-day “workshop” on how to conduct an assessment in the context of a SP
environment.
• SP solution based workshops• 2-day workshops that (a) enable partners to design and implement specific
SP solutions by leveraging the methodologies, tools and best practices from• BNG workshop• MBH workshop• CGNAT workshop• PTX Insertion & Core Modernization workshop• E2MX Design Workshop
2 levels of assessments/enablement
SE
RV
ICE
S
Copyright © 2014 Juniper Networks, Inc. 24
Promotions and Incentives
• MX 104 Bundle Promotion - 60Gbs of system capacity for the same price as a 40Gbs system capacity
• New MX104 Bundles help you accelerate sales and bridge the gap between the Universal Edge and Universal Access• Bundles include:
• MX104-40G-AC-BNDL• MX104-40G-DC-BNDL• MX104-40G-80G-UPG-ADV
Customer
PR
OM
OT
ION
S &
INC
EN
TIV
ES
• Compact, Redundant & Future proof
• Trio based PFE – 80G • 17.5 inches (W) x 3.5RU (H) x 9.5
inches (D) • ETSI-300 compliant• Dual redundant hot-pluggable REs
for Control Plane redundancy• Dual redundant 1RU 600 Watt
PSUs; AC and DC inputs variants• Wide operating temp range -40C to
+65C
MX104
Copyright © 2014 Juniper Networks, Inc. 25
• Performance – Reliable high-performance, high capacity BNG with smooth IPv6 transition providing performance, scale and reliability
• Services – vMX, vCPE and Network Edge services offer service agility and new service revenue potential while reducing costs, management and speeding time to market
• Simplicity - Junos provides a modular and single line of code across routing, switching and security to ensure feature inter-operability, resiliency and easy of provisioning. No other vendor is able to provide this today.
• Support - Comprehensive and flexible portfolio of technical support, professional services, and educational programs will help you maximize the value of your investment.
• Proof Points-Capacity to scale for investment protection, appliance consolidation reduces time to deploy and add services, 7/10 largest SPs use Juniper for IPv6 transition
Juniper Key Differentiators
Service Enabled Edge Solution
Customer Proof Points
ColtCase Study: Colt Technology Services
State of Marylandhttps://juniper.gosavo.com/Document/Document.aspx?id=33437835&view=&srlid=32232526&srisprm=False&sritidx=0&srpgidx=0&srpgsz=13
Fluidatahttps://juniper.gosavo.com/Document/Document.aspx?id
=33436873&view=&srlid=32232933&srisprm=False&sritidx=5&srpgidx=1&srpgsz=0V
ALU
E P
RO
PO
SIT
ION
Copyright © 2014 Juniper Networks, Inc. 26
Partner Resources
• MX104 Bundle Promotion:• http://partners.juniper.net/partnercenter/programs-promotions/
programs/mx104-bundle-pricing/index.page• MX Unsolicited Bid Template• https://www.juniper.net/partners/partner_center/assets/other/mx-
series-unsolicited-proposal.doc• MX104 Bundle Offer PAM & Partner Activation Kit• https://www.juniper.net/partners/partner_center/assets/ppt/
mx104-bundles-tad-pam-activation-kit.pptx• MX104 Bundle Promo Flyer• https://www.juniper.net/partners/partner_center/assets/other/
mx104-bundle-promo-flyer.pdf
Negotiate/Purchase
• Demand Generation Campaign on JMC Grid• 3-Touch Email Nurture Campaign with Microsite• https://launcher.elasticgrid.com/campaign/details/578
Partner Marketing Resources
TO
OLS
AN
D R
ES
OU
RC
ES
Copyright © 2014 Juniper Networks, Inc. 27
Universal Edge Resources
• Juniper Authorized Design Specialist-Service Provider Edge• https://jpartnertraining.juniper.net/course/view/id/1023
• Edge Whiteboard video (internal)• https://juniper.gosavo.com/Document/Document.aspx?
id=32277989&view=&srlid=29930735&srisprm=False&sritidx=0&srpgidx=0&srpgsz=3• Service Enabled Edge Partner Activation Kit - Feb 2015
• https://www.juniper.net/partners/partner_center/assets/ppt/service-enablededge-activationkit.pptx
• Edge Battle Card• https://www.juniper.net/partners/partner_center/assets/bat/pcpvbat-en_edge.pdf
Enablement
TO
OLS
AN
D R
ES
OU
RC
ES
Copyright © 2014 Juniper Networks, Inc. 28
Universal Edge Resources
• Fluidata:• http://www.juniper.net/assets/us/en/local/pdf/case-studies/3520473-en.pdf
• Colt Technology Service:• http://www.juniper.net/assets/us/en/local/pdf/case-studies/3520486-en.pdf
• State of Maryland:• http://www.juniper.net/assets/us/en/local/pdf/case-studies/3520414-en.pdf
Case Study
• NFV Service Edge Solution Brief• http://www.juniper.net/assets/us/en/local/pdf/solutionbriefs/3510520-en.pdf
• Reinventing the Broadband Edge Solution• http://www.juniper.net/techpubs/en_US/release-independent/solutions/information-products/pathway-pages/
solutions/3510379-en.pdf
Solution Brief
• Customize the Customer Experience• https://www.juniper.net/partners/partner_center/assets/other/customizing-customer-experience.pdf
White Papers
TO
OLS
AN
D R
ES
OU
RC
ES
Copyright © 2014 Juniper Networks, Inc. 29
Universal Edge Resources
• 3-Touch Email Nurture Campaign with Microsite• https://launcher.elasticgrid.com/campaign/details/578
• Collateral• Transforming the Network Edge: MX Series Overview - BDM Presentation
• https://www.juniper.net/partners/partner_center/assets/ppt/transforming-network-edge-mx-series-overview-bdm.pptx
• MX Series - TDM Presentation• https://www.juniper.net/partners/partner_center/assets/ppt/mx-series-tdm.pptx
• The High-IQ Network Edge - BDM Presentation • https://www.juniper.net/partners/partner_center/assets/ppt/high-iq-network-edge-bdm.pptx
• New MX104 Bundles Create New Sales Opportunities • https://www.juniper.net/partners/partner_center/assets/ppt/mx104-promotion-bundle.pptm
Demand Generation on JMC Grid
TO
OLS
AN
D R
ES
OU
RC
ES
Juniper Networks Restricted & Confidential30
Next Steps• Review and provide
feedback on materials (proposal/script, etc)
• Review program with your partner
• Get partner buy-in, set agreed upon goal
• Partner with TAMs for customer outreach
• Report back on partner buy-in/progress by 5/15
• Report on partner financial progress by 5/15
SERVICE ENABLED EDGE PARTNER ACTIONSJuniper Delivers Partner Actions
Customer Targets
At least 10 High-value SP Commercial targets based on trigger data
At least 5 new targets Set 2H 2015 Pipe/SA goal
Training Provide SP 101 training resources
Review latest MX trainings as needed
Solution/Value Prop
Universal Edge Solution, including Unsolicited Proposal
Customize solution to fit customer needs
Customize Unsolicited Proposal
Tools & Resources
Sales, Technical and Marketing resources
Review materials, provide feedback
Selling Motion
Commercial sales partnership
Joint selling with Commercial TAM
Tracking Bi-weekly reporting Bi-weekly reporting
Thank You