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Whiteboard 29 Mar small

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Hi, I’m Steve Liput from the European Marketing team at Juniper Networks. I’m here today to show you how you can use the Digital Readiness presentation using a whiteboard to speak to your new customers in an early stage meeting about who Juniper are, how we build networks, and the benefits that we can deliver to them. Digital Readiness is about making sure that enterprises are ready for the future. There’s a huge amount of change going on in the world today driven by technology. And that leads to uncertainty. Businesses need to make sure they’ve got a solid foundation so they’re ready for the future and reduce the risks on their businesses. In the 2017 CEO survey by PWC, the 20th in the series, they found that 70% of CEOs stated that the speed of technological change was a top concern for them. It shows that technology is a priority in the boardroom of businesses from the CEO through the CIO but also the CIA, CFO etc. All of them are worried about how their business can cope with the changes of technology. Technology is changing customer requirements, customer expectations and business models. We’ve all heard about Airbnb, Uber, Netflix, Amazon, etc. Businesses are having to become digital first. And it’s impacting the trust and privacy around data security as well, that is a top concern in every boardroom. Of course, nobody wants to be the headlines in this space. But IT departments often aren’t able to deliver on this change as rapidly as they want. In a recent White Paper by IDC looking at enterprises, they found that 76% of time within an IT department was used to keep the lights on. And that means there’s effectively an innovation gap. Businesses cannot find the time or budget to invest in the new things they need to deliver to make sure the business is ready for the future and starts dealing with today’s problems of keeping the lights on. However, I want to talk to you about how Juniper can help solve that problem. In the same paper, they looked at the benefits of moving to Juniper and they saw that there was a 40% saving in the IT department around that operational efficiency for keeping the lights on. That means you can reduce the time spent keeping the lights on and focus upon innovation instead. This paper outlines other benefits as well. For example, they looked at the benefits to more productivity in other lines of business, also the benefits of faster deployment of new services, and that means revenue, and the network cost savings. As you will see, for a business of around 10,000 users, IDC found that businesses could benefit from around 1.47 million euros every year by moving to a transport network from Juniper. And so this is the foundation of the message around Digital Readiness that I’m going to talk about. So if we look at businesses today, there are a number of concerns that they often have. I think it’s useful to look at two particular axes to think about their challenges. On the horizontal axis, we’ve got the amount of pressure that network and IT teams are under to deliver change to their business. Now, if you speak to CIOs, they’re not worried about giving extra capacity or feature in the network. The challenges they face are at a much higher level. At this point, I ask the audience and typically CIOs around the room, what are the challenges that they face. It’s likely that they’re very business orientated around driving innovation in the business and delivering new services and technologies. When speaking with CIOs, one of the most common challenges is about doing everything faster. Businesses need to innovate at a much faster rate than ever before. And this cuts right across the IT department that needs to deliver change quicker. And then there is what we call “the 80/20 trap”. This ties back to 76% of the time keeping your lights on but also the budget. Businesses are spending too long on today’s technology and problems and not enough in innovating. That’s the challenge of CIOs to re-architect their whole organisation. But then if we start looking at the sort of things that you need to deliver to help the business, one of the biggest topics in technology today is machine learning. This is using algorithms and data to drive insights on a scale and complexity that’s not been possible before. Machine learning is used in different areas, whether it is to diagnose cancer and look at thousand of cells, and so using a machine can now be almost as efficient as a human being. Google have used it to reduce power consumption in their data centres. Machine learning can be used to recognise faces, for example in CCTV systems or in traffic monitoring. There are lots of uses for these technologies. Another hot topic within technology and networking is the Internet of Things (IoT). And this is how you can get a lot of data out of your business into these analytics engines, but also feed it back to control your business. Whether it’s things such as smart lights and thermostats or in industrial machinery, etc. All of these are important trends. CIOs are obviously going to be concerned about digital security. This is one topic that CIOs may own but it’s actually discussed right at the boardroom and it’s a challenge for the whole business, both technologically and in terms of culture. But then the other big trend that we need to be aware of is the migration to the cloud and the benefits that it brings. All of these challenges are going to be central for CIOs. And through this conversation later, you will see how these can map to some of the essentials that we think are right for the future. So if we look at all these challenges, all of these are putting pressure upon the IT department and the network to deliver change. But, what is the network ability to support this change? Many businesses have challenges, whether it is lots of manual processes or security vulnerabilities, having silos, etc. Many of these are challenges the business face. And so it may be the case that the business doesn’t really have the ability to deliver as much as they would like but there’s a very high amount of pressure. If you ask them where they think they are on this sort of chart and maybe they’re somewhere over here. And, of course, everybody wants to reduce the pressure on them and to increase the network ability to cope with change. So we want to be moving in this direction. And that’s what Juniper focusses on when helping the customers. How do we do this? Well, we’ve identified four things which we think are the network essentials for Digital Readiness. So we’ve got four network essentials. I’m going to run through each of these in a second. As I said, there are four things that we believe a business needs to be ready for the future. Firstl, the network needs to be automated. Secondly, the network needs to be open. Then it obviously needs to be secure. Finally, perhaps table stakes, it needs to be high-performance. So I want to talk about each of these four areas, and also how Juniper can help customers and some of the ways that we are differentiated. So we can start by looking at how the customer performs in these areas compared to world class. First, automation. Automation is at the centre of most innovations in networking today. Perhaps the biggest shift is to SDN and virtualisation and all of that is about becoming more software orientated, centralising control and automating the way we do things. At Juniper, we have a vision around self-driving networks. The future is around a network that is able to take all of the inputs itself and be completely autonomous, react to external changes, traffic growth and network failures. It can fix itself and then it can eventually grow itself. We see some networks today within the Cloud providers that automatically spot they’re running out of capacity, order new hardware, including routing, switching, security, compute, storage, have all of these installed by contractors, have them configure, deploy, test themselves and go live. All of this happens in the background with the IT team just being sent a notification that it’s happened. So this is the sort of vision that businesses need to get to deliver this agility that they require, but most businesses aren’t there yet today. And so if we set out a vision, and a very high vision, for what is really world class in an automated network around a completely autonomous self-driving network. We ask the customer where do you think you are on this journey, how many bits of your network still use CLI? Is it still manually planned? Are the challenges around day to day operations? It’s likely that this is actually quite low down in the scale, but they’ll have an ambition to get better. Hence this question: where do you think it’s realistic to get your network within two or three years? What are the challenges to get there? Which areas are you going to focus on first and where can Juniper help you in that? The customer wants to move across there. Some of the ways that Juniper do this are by using tools such as NorthStar and Contrail but also support for open protocols and standards such as NETCONF and YANG. And there’s many proof points that Juniper is a world leader in automation. For example, the blogger and industry expert Ivan Pepelnjak looked across all of the vendors around the features that he believed you need for network automation. And he came up with eight key things. You’ll find these in the backup slides. And Juniper was the only person to score 100% in these. That shows that Juniper are world leaders here in this area, and I’m sure you can talk to your technical experts to find out more about us in this space. The second thing that we think is important is openness. Openness is really about giving customers choice and flexibility. No one vendor can supply all of the customers’ requirements forever. So a multi-vendor approach is inevitable and the mix of vendors will change over time. At Juniper, we recognise this and embrace it. That’s why we build our networks using open standards and protocols. That makes it easier to work in a multi-vendor environment, and not just in networking but also in the application way. That means it’s easier to deploy automation but also easier to have a multi -vendor network where you continually choose the best-of-breed vendors. And so setting out what a ten out of ten means in terms of open network, it will be that all of the interfaces of that system are using open standards and protocols, that all of the parts on the network are easy to swap out for one another, that it’s designed in a modular way rather than a big vertically integrated silo. That’s what customers need to have the choice, flexibility and freedom and ultimately agility of low risk within their network. And so we ask the customer where are you on this scale of having an open architecture? Maybe somewhere not quite as low as automation. And they’ll have the desire probably to go higher. Which are the pain points that they face? Where are the key bits they want to tackle next, etc. You can have a conversation with your customer around these areas. Secure. It’s essential that all businesses are secure. New regulations such as GDPR are increasing financial pressure on businesses to ensure that they are protecting customer data. They need to make sure the data is protected 100% of the time in all parts of the network against all known threats. And that they can enforce all policies all of the time and keep it updated in real time, but also ensure that the network is enforcing all of the existing policies and that none of them have lapsed or gone wrong. How do you do this? It’s a real challenge for businesses to do both operationally and technically. All businesses will have areas where they know they have minor or larger vulnerabilities. And Juniper can help them with that through a different approach to security. We don’t just look at the perimeter, we look at the whole network and take a software-first approach embracing both automation and openness. This way, we can do the security in a different and better way. Again, we ask the customer “Where are you on this journey and where do you want to get to? Where are the challenges that you’re facing?” The final area is high performance. It’s one of those things that have been at Juniper’s heart and pedigree since we began. Our very first products were around step change and routing performance in the internet. Many businesses have a need of performance for today. They need to keep the customers happy and the business running. But, do they suffer from downtime? Can they grow for the future? Is the network easily able to scale to the next mega service that their CEO might want to launch? If there is a rush in demand, can the business cope? How many businesses’ websites go down when there’s a big sale such as on Black Friday? So what is a world-class readiness in terms of performance? Well I think you need to have the 10X readiness, you need to be able to cope for 10 times the traffic today within your network. This may sound like a lot, but it’s not really, with traffic growing at 40/50% a year for a sort of standard steady state business. What if you launch a new service? Have you got ambitions to grow and do new things? If so, you’re going to see huge amounts of extra traffic. Now this doesn’t mean that you build a network today which is only 10% full, but it means you must have a platform that’s able to scale for the future easily by just adding in new cards or new switches. The whole platform needs to be able to scale as required. Is the business able to deliver this without forklifts and a complete re-architecting? Again, you can ask the customer how ready they are, where they will get to in a certain timeframe, and where the pain points are. After talking about these different areas and how we see the network, we can then talk about how they map to the challenges that CIOs face. So let’s pick up “doing everything faster”, and you can do this for each of the areas. If a business is to do things faster, well automation is obviously going to be critical. Automation is fundamentally about doing things more efficiently and quicker. So that’s got to be the heart of it and so network automation is going to be important. Or openness, if the network is open, that means you can deploy new features sooner, whether it’s bringing in a different supplier for a new part of the technology stack or whether you need to change it completely. Secure, if you’re going to be launching new services or updates faster, you need to make sure you have unbroken and secure network. You need to be enforcing security everywhere, spotting for all threats at a very realistic level. And many security breaches are due to increasing complexity of launching more services and having unforeseen consequences. So that’s where we need to take a holistic and better approach to security that takes all of this speed into account. Now, high performance. As we launch more services, they’re probably going to see faster growth in the business and more traffic on the network. And they need to cope with that growth and be ready for it. If they don’t have a platform that’s ready to scale to 10X readiness today, how can they be launching these new services quickly? They’ll need to re-architect the whole network and that takes time. We can run through the same sort of mapping, linking the challenges to each of these essentials. We’ll see that probably three or maybe four of them are important in each of these areas. This is a way of showing how what we focus on as Juniper within the network has direct relevance to the issues that the CIOs face. Now at this point of the conversation, we might start talking about what we sell to the customer. And so we have a second part of the presentation which you could do on another whiteboard at the side. But in this one, I’m going to instead remove the top half I’ll keep the bottom half because there’s all the good value there. You can use this to narrow the conversation to the solutions that we offer the customer. So now we’re going to move the conversation onto where Juniper can help our customers. I’m going to start looking at a number of different parts of the network which exist in the customer’s business and where we could help them. First of all, many businesses, as you know, are moving to the Cloud. And as part of that, they’re likely to have a private Cloud, that is a Cloud which is deployed on site on their own premises. And many businesses won’t just have one site for this, they may have three, five or even ten sites. Ask them: “How many sites do you have?” Maybe they have seven. What are the challenges they face in that area? How do they need to apply each of these four essentials to their private Cloud? Many businesses may actually have more than one type of private Cloud. We can acknowledge that in the diagram and we can say, “Okay, maybe you’ve got one cloud for one type of application, another for one specific region, etc. Some environments may also result from an acquisition. And there may be different solutions that you need to offer in different environments. Maybe one of them is focussed upon automation, maybe one’s a legacy data centre where it’s more just about security. Businesses obviously have large campuses and headquarters where they’ll have solutions. Maybe it’s security, a high speed WAN, etc. What are the challenges that they face and how can we help them in that environment? And then we can move on to talk about the branch environment. Many businesses will have multiple branches and maybe they’ve got 700 in this case. A good point is to ask them what’s the profile of the branches? Where are they in the globe? There may be different challenges in certain regions compared to others. Have they got needs to deploy new services there rapidly? They may be able to take advantage of solutions such as Cloud CPE. Or maybe it’s a security conversation. And finally, many businesses have to think about networking not only in terms of private Cloud but also in terms of public Cloud. And within that arena, I would include Software as a Service, so the businesses may be buying services from Amazon or Microsoft Azure, or applications such as or Office 365, etc. Those have security and connectivity requirements, there’s a role there for Juniper to help. But, of course, none of these parts of the network or IT stack live in isolation. All of them will be connected together by some sort of wide area networking, which requires security and performance and automation and that will have some breakout to the internet inevitably. And so by using this structure we can start to map the Juniper solutions in each of these areas with the customer challenges that we see over here. We can also see the principles we have to build our networks and how they deliver benefits in each of those areas. Hopefully by the time you deliver this to the customer, we’ll have a very interactive discussion and you’ll be able to identify where the challenges and opportunities are for Juniper to help them in the journey. And hopefully you’ve then set up a good foundation for future selling to the customer. There are many resources on the website to help you deliver this presentation including a speaker guide, and we also have some handy aide-memoires which will help you deliver this confidently and easily to your customers. Thank you for listening and I hope you have success with this. Please provide any feedback directly to us so we can keep improving this content, thank you.

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Duration: 22 minutes and 52 seconds
Language: English
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Posted by: zeitgeistuser1 on Apr 4, 2017

Whiteboard 29 Mar small

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