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Digital Readiness - R4 - 540p small

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Hi, I’m Steve Liput from the European marketing team. Today I’m going to give you a guide on how you can use the Digital Readiness presentation with your customers. This Digital Readiness presentation has been developed as sales messages for initial meetings with new enterprise customers. The presentation covers: -A brief description of relevant industry trends to show understanding of the customer situation. -An opportunity to discuss the specific challenges the IT teams are facing. -The challenges in ensuring a network has Digital Readiness. -How Juniper can deliver Digital Readiness around automation, security, openness and high performance. -Juniper services for a successful network migration. -And finally, quantified business benefits from choosing Juniper. There is also a separate version of this content to present using a whiteboard which may be more appropiate for a less formal setting with new customers. Everyone will have their own style of presenting and may want to change some slides according to a specific customer. This is a platform for the wider sales team to use as a consistent Juniper message into the market, which is aligned to the corporate vision around Digital Cohesion which Rami is articulating. Digital readiness is all about how you can show that your network is ready for the uncertain future facing all businesses. Technology is driving many changes faster than ever before. This is highlighted by the 2017 CEO survey from PWC. This found that the speed of technology change is a top concern for 70% of CEOs. So what we’d like to talk to you about today is why the network is so critical to all of these changes, the Network essentials for Digital Readiness and why Juniper is well positioned as a secure network technology partner. What does the network need to be ready for and what’s driving this change? I’d advise keeping this section brief as the main aim is to set the scene for the customer. Firstly, we have the millennial time bomb. People are looking to use technology in all aspects of their lives and it’s not just millennials, it’s everyone. If you look at the ways in which young people are using technology today, that gives us a glimpse into the future. Firstly, they have zero patience. They want it and they want it now, whether it’s on-demand TV, instant access to banking via their phone or ordering products and expecting it within hours. They want zero latency. If you can’t deliver it quickly and reliably, they’ll go and get it from somewhere else. And then there is zero loyalty. If you let them down, they’ll be quick to blast their experience all over social media which could cause brand damage. Then if we look at business models. Technology changes and consumer demand are creating new business models all around. Netflix, Uber, Airbnb, Amazon Prime… All are making traditional businesses change their business models to keep up with the competition. We all know about high-profile failures of Kodak who invented the digital camera, Blockbuster who turned down the opportunity to buy Netflix and Woolworth who are a legacy UK high street store that was in decline due to online shopping. But it’s interesting to see that more recently, Amazon also played a role in this disruption. In 2017, Amazon studios won three Oscars. Amazon have taken video distribution from regional and made it global. They give it away for free with Amazon Prime which is aimed at increasing the loyalty for selling goods for Amazon.com. Netflix have a similar approach but want to make money from content. Amazon and Netflix both use big data to find shows that their customers will like. Have you noticed that the scripts are based upon data? For example, how many episodes before the plot twist to maximise the viewing figures? There is a great quote from Jeff Bezos: “Your margin is my opportunity.” Wherever you are making money today, he can change the business model and rapidly disrupt you. The final area for Digital Readiness is in security. The fact is that we’re moving more of our lives online and connecting more things. Therefore, data has become more valuable than ever for you and the attackers. Data breaches and attacks are increasing rapidly whether it’s massive hacks such as Yahoo or smaller targeted attacks such as industrial espionage. Cybersecurity is likely to be the biggest challenge facing this industry in the coming years. Let’s now have a look at technology changes. Again keep this section brief as the main aim is to set the scene for your customer. As you know, technology innovation is all around us and this is an opportunity to talk to a customer about trends relevant to their industry. It is also key to recognise that the network is at the centre of many technologies and often ties together multiple trends. A few areas you might want to talk about are the Internet of Things (IoT), where everything is becoming connected. The use of IoT devices is rapidly increasing within our homes such as smart thermostats and light switches, etc. But businesses are also utilising IoT to become smarter and more cost and process efficient. Some key verticals for IoT are manufacturing, retail and health care. In all of these verticals there are opportunities to connect disparate devices to the cloud that can then deliver more insights into the business and make it more efficient. They can also be used to deliver a superior customer experience. Big data is also important. This is continuing to grow and it enables businesses to make smarter decisions, be more competitive and understand what the customer requires. This is often tied to IoT but not always. Then we’ve got machine learning, again quite often tied to big data and potentially IoT as well. Here are a few examples of how this is being used. First of all in transportation, where people are using it in video surveillance. You can’t rely on a human to analyse hours and hours of video data when an intelligent video system can look at video data of traffic, identify anomalies such as congestion, accidents or pedestrians on the road, and then automatically reroute traffic, or slow it down, etc. Or in healthcare, where robots and computers will never completely replace doctors and nurses. Still, machine learning will be able to transform the health care industry improving outcomes and changing the way doctors get information, enabling them to provide faster and more accurate diagnoses. Now moving onto mobile, mobile continues to drive application development and is the #1 platform to engage with your customers. You can now even pay with your mobile phone instead of your card. Looking at the Cloud, you’ve got hybrid Cloud and multi-Cloud and that’s becoming the new norm for IT. It can be a mixture of public cloud for ultimate scalability, testing of new services before they are rolled out, etc. Or private cloud, particularly for the mission-critical applications which have high performance or sensitive data. There are newer areas such as virtual augmented reality. These are obviously used in the entertainment and gaming industries, but also in areas such as retail. We are able to use virtual reality and augmented reality to showcase new products in the physical store environments, essentially bringing the online experience into the physical store. I can see these cases in manufacturing as well to help improve production processes and design new products. The point is the network is becoming so much more critical in today’s connected world and for business success in all industries. And the legacy network and its operations need to be transformed to be ready for rapid changes in both business models and technology, and the uncertainty that lies ahead. In the Appendix to the presentation there are more detailed examples of technology trends if you’d like to explore their relevance in different verticals and sources for additional reading as well. As we saw, change is all around us and this is putting immense pressure on the IT team and often from many different angles. This slide is a great opportunity to ask questions and have the customers start to discuss their challenges. So let’s look at where some of the pressures are coming from. Executives want to transform the business to stay ahead of the competition and be more profitable. Then we’ve got internal lines of business, for example sales, marketing, finance, manufacturing, etc. All of these need new technology to drive productivity and growth. If you don’t supply it, they will revert to using shadow IT and do it themselves. This leads to more security issues that are more difficult to manage for the IT team. We’ve got operational pressures within the IT organisation itself. We often see surveys that talk about 70 to 80% of time being spent keeping the lights on. That pressure doesn’t lead to a happy workforce. We’ve got regulatory pressures from data protection such as the new GDPR act in Europe. Then we’ve got external security threats coming from every angle and then internal security threats such as employees bringing their own devices, clicking malicious links, etc. So this is probably a good time to ask some questions to your customer. Are you facing similar challenges? Any specific areas where you are feeling the most pressure? Is this limiting your learning curve because you’re managing more than innovating towards Digital Readiness? Use external quotes to back it up along with customer references for each of them. So let’s look at the four areas. Traditionally today’s legacy networks are manual. Typically, IT spends around 76% of its time “keeping the lights on”. This leads to too many manual processes over disparate systems, meaning there’s not enough time for innovation to keep the IT organisation ahead of the game and ready to support the business objectives and strategies looking forward. Secondly, many networks are vulnerable. The biggest challenge in IT today is because of the increasing complexity from more devices, more policies adoption of IoT, which often have no built-in security, applications in multi-cloud environments. Threats can come from everywhere and there is open attack vectors all around us. How do you identify the vulnerabilities within your network in real-time to make sure that policy is enforced and you can prevent threats immediately? The third area is around the closed. There are too many independent silos in the network in the IT organisation. They are often difficult to manage, often due to different operating systems, limited flexibility and they’ve got difficulty building the services across different silos due to the use of closed or proprietary protocols. Finally, limited. There’s always a challenge to add new capacity and features. Is your network ready to cope with the next surge in capacity? Would you need to rip and replace parts of your network? Again, this is probably another good opportunity to ask some questions to your customer. Are these areas that you recognise as pain points within your network today? What are the main areas of concern for you specifically? Are these areas seen as possible limitations to the growth of your business? And how are you planning to approach these challenges? To overcome these challenges, Juniper have identified 4 network essentials for digital readiness. Firstly, more automation. Network automation is the biggest area of innovation. It enables reduced cost and increased productivity. It’s about innovation versus operation. Automation is not necessarily a job killer but a shift in focus and responsibilities. In complex environments, automation also reduces the risk of human error. Approved by Juniper’s expertise here is a recent blog by industry expert Ivan Pepelnjak. In his blog “8 must-have features for your automation RFP”, Juniper was the only vendor to provide all of those features. There are more details on this in the back-up slides. Finally, automation can also help to enable a faster time to market for new services. The second area is around security. With threats coming from everywhere in today’s complex technology environment, perimeter security is no longer sufficient. Security needs to be more pervasive, span the entire network and be far more granular in its approach with intent-based security policies. For example, Juniper Networks approach to security is to provide a secure network platform, utilising flexible, scalable and secure cloud-based services, allowing you to simplify the creation of security policies. These can be enforced by any device in the network, from campus access to the data centre, and not just on firewalls but also on switches and routers. This allows you to efficiently block threats in real-time at port level, massively reducing risk and improving compliance. The third network essential is openness. Avoiding any vendor lock in is key. If you’re locked into a single vendor, your business will rely on that vendor’s pace of innovation to provide you the exact technology you need to grow your businesses as it requires. By using open interfaces and standards, it gives you the ability to have interoperability between multiple systems and vendors, allowing you the freedom of choice and the broadest ecosystem of technologies to suit your exact needs at any time. For example Juniper’s MetaFabric reference network architecture covers the entire technology stack from silicon to orchestration. It interoperates with cloud orchestration solutions such as OpenStack and VMware, but also with numerous configuration tools such as Puppet, Chef, Ansible, etc. This allows you to select and change technology within the stack at any layer without having to replace the other layers or building blocks. The fourth and final network essential is high performance. Performance is key to every business. You need to be able to serve all of your customers and internal colleagues with 100% reliability. The network needs to enable growth when the need arises. At the same time, you need to be cost-efficient in doing so which will allow you to invest your limited IT budget in functionality rather than in unused and idle capacity. For example Juniper’s solutions have historically been built for service providers, where scalable performance, and a market leading price/performance ratio are key. These are the 4 key areas of focus to prepare the network for tomorrow’s requirements and it’s why Juniper is well positioned to help you in these areas. But it is not just Juniper who is saying these four areas are important for the future. If we look at these external quotes from Gartner, talking about automation, Google about the new way to look at network security, IDC around the value of openness and Telefonica about how high performance is important in their business, we can see that these are trends across the whole industry and these are four essentials you need to make sure that your business is digitally ready for the future. I can carry on talking about some examples of where Juniper customers have valued digital readiness in their network. We’ve got examples here aligned to each of the four network essentials but you may also want to talk about other examples that you know in more depth, maybe related to your geography or more specific verticals. First of all, eBay Classifieds. They chose Juniper as their main challenge was to efficiently spin up and manage multiple consumer-facing localised websites. By using Contrail they’ve been able to cut the time it takes them to deploy new services from months to minutes and they were also able to avoid sending operational staff to data centres as everything was configured and automated remotely via software. The London School of Economics chose Juniper to provide a secure network which provided connections between their campus, private data centre and the wider UK universities network, also called Janet. Security is paramount to protect the research data as well as the private data of their staff and students. Their network required security to be provided without impacting performance and within an open environment, so that the network operations were able to be automated. Orange Business Services chose the Juniper Contrail SDN Orchestration and Automation solution to support its next generation cloud-based VPN services. With Contrail being based upon open standards, this enabled them to use a single solution not only to manage Juniper virtual functions but also broader third-party virtual functions as their network required. UBS chose Juniper because they needed a new data centre infrastructure to replace their legacy environment and performance was key. They were no longer able to scale cost-efficiently with the legacy solution and they needed to reduce cost and increase performance. Those were the key objectives that Juniper delivered on in the project. UBS as you may also know use extensive amounts of automation and they were able to cut the time to deploy new data centres from years down to weeks. They were also able to automate the compliance with new security policies which reduced the overall risk in their business. Again this may be a good time to ask the customer some questions. What are your thoughts on these four key essentials for a future-ready network? Where are you in terms of transforming your network to meet these requirements? At this point in the presentation, you may wish to move over to use a whiteboard or a flipchart and have a discussion with the customer around how they rate themselves on these four areas of digital readiness. When you see the whiteboard guide, a lot of this will sound familiar and there are a lot more details on how to use this. The key thing here is to focus on the four areas: automation, security, openness and performance. Ask the customer where they rate themselves between one and ten on the scale there. With ten being a world-class leading score. It’s important to make sure you have a very high definition for a ten that sets the bar extremely high. So for example on automation we can say that ten is a fully autonomous and self-driving network. In security, you can say that a ten means that you’re protected against 100% of the known threats in the industry, 100% of the time, in 100% of your devices, and 100% of devices have the latest software on them. In open, a ten means all IT systems can directly interface with each other and you can easily swap out all functions to avoid silos. In performance, a ten means that all parts of the network are able to scale up to ten times at today’s capacity without forklift upgrades. Feel free to change these definitions but a 10/10 should be a world leading best in class score. For example, if you look a bit closer at a 10/10 in automation, it could be achieved by some cloud providers. Some of those have data centres which monitor capacity and automatically decide when to purchase additional servers, storage and networking. They automatically place a purchase order on suppliers and contractors. They generate automated wiring diagrams and once turned on, the equipment in the data centres then configures and tests itself. The data centre can expand without any direct involvement from the IT team. This is real today with some Juniper customers. Also ask the customers where they would like to be in two years from now in each of these areas. This will help to highlight gaps where Juniper can solve their challenges. So we can move on to “Where can Juniper help the customer”? We don’t want to talk about products or details but this slide is about steering the customer towards areas in which Juniper can help and the solutions we can provide at a high level. This is in preparation for a second meeting if there is interest. In the Appendix to this presentation there are also more details on services and solutions. Juniper offers solutions across routing, switching, security and software. There are three broad areas where we as a networking company currently focus and specialise. Firstly, open and automated cloud solutions. Utilising our entire suite of products to help you build the best possible network for your on-premises data centre as well as your hybrid and private clouds. Juniper supports all popular architectures across all our products, avoiding technology silos and allowing interoperability with multi-vendor technology environments. Secondly, secure networks from Juniper are not just about the perimeter’s firewall, as we mentioned earlier. Our solution is able to enforce policy not only on the firewall but across the routing and switching infrastructure as well. This offers greater protection against threats already inside your network. Our policy engines have been designed to be software-centric and have natural language policies which simplify the security management and operations. All of our physical and virtual solutions use the same software which is based on Junos providing a simple and consistent approach. Thirdly, the high performance agile WAN. Such solutions are built around our routing technologies and allow you to connect all of your sites such as offices, branches, production facilities and data centres. They are focused on performance and agility so you can deploy new services rapidly with a high degree of automation to reduce operational costs. Again at this point you may need to ask your customers some questions to open a dialogue. Are these areas which you have plans to further explore? Are these areas you’d like to further explore with Juniper? We recognise that change is hard and that sometimes our customers require expert assistance with the change. Juniper provides a full lifecycle of services built around these three phases. Firstly, plan. Pre-packaged assessments understand your current network and future needs, help with architectures and then detail network design. Secondly, build. We are able to conduct pilot projects to confirm the design, detailed implementation and testing to ensure a seamless transition. Thirdly, operate. We offer world-class technical support from centres around the world. For larger deployments, we have highly skilled resident engineers to pro-actively manage your network. Juniper also offers services in areas such as: Network automation expertise using both Juniper and open source tools so you can minimise the number of manual processes within your network. A range of training and accreditation programmes including courses such as “Junos as a second language” which allows easy conversion from Cisco to Junos. And other detailed courses to build deep expertise in domains such as routing, campus, data centres and security. This final slide is an opportunity to recap and cover these three key messages. Juniper is a secure network specialist. We support the four essentials for digital readiness and we deliver quantifiable business value to our customers. Looking at the first column, Juniper has been a pure play secure network specialist since 1996. We only focus on network solutions, covering routing, switching, security and software. And that leads to great expertise. We are consistently an innovation leader within our industry. For example, we were the first to separate control and forwarding plane in the M40 router. The first to build a DC fabric with centralised control pane with QFabric. The first carrier class vRouter with the vMX. The first containerised firewall with cSRX. Our pedigree is from a service provider background where uptime, scalability, performance and reliability are key as their business models depend on it. The second area is around technical advantage. There are four network essentials to digital readiness: automation, security, openness and high performance. All of our solutions are built on these principles. At this point you can recap some of the messages from earlier in the presentation. Define areas where we can deliver a quantifiable business value to our customers. IDC recently led a study with 9 Juniper customers and they found that some of the benefits enjoyed at Juniper service was first of all the productivity gain. IDC found there was a 40% average gain in productivity for IT. As I mentioned earlier it’s about more innovation and less operation. Another result from the IDC report was that by installing a Juniper network, you can enjoy an average of 1.47 million euros in annual savings that come from being more efficient in the IT department, faster time to market, less downtime and a much lower network Capex and Opex costs. This was based on a company with 10,000 IT users. By embracing the four essentials for digital readiness, businesses are able to reduce their risk. You can deliver business change that executives are demanding to ensure a long and successful future for your business. But it is not just about risk. By having digitally ready networks, you make them more agile and reduce the time to market for new services, driving higher revenues for your business. With Juniper Networks, you can create a network that is ready for the future. Thanks for taking the time to listen to this recording. We have now finished the main part of the presentation. As I said at the start, this content is aimed at new customer meetings and can be used to enable a discussion of the challenges facing customers and how Juniper can help them solve them. It is also a guide on how to deliver this content using a whiteboard which may be the best approach for an interactive discussion. There are also a few optional back-up slides which I’d like to now quickly introduce. In the back-up slides we have content there that is specific to each vertical. There are two optional slides for each of the verticals. Firstly, one is about relevant industry trends and secondly a “Why Juniper” slide with customer logos specific to that vertical. Please note that many of the verticals specific logos can only be used in a private one-to-one meeting and not in a public setting. As you cycle through the vertical specific slides, you can see that they cover relevant trends that have a networking angle to them. The verticals include finance, manufacturing, pharmaceuticals, professional services, retail, travel and transport and, finally, utilities. We’ve produced a slide that you can use with more details around the third-party block which endorse Juniper as being the only vendor to support these eight essential features for network automation. There is also a slide which you can use use to show the breadth and depth of the Juniper portfolio. I would not recommend talking about all the products in here but just using it as an aid to show the range of our products. You may also wish to use this slide which summarises a 2015 survey by LightReading of a 150 service providers, where they ranked Juniper as the most trusted vendor for the next generation infrastructure and services. There are full speaker notes available in the slide presentation. The latest version of the notes in the presentation along with the whiteboard guide are all available on the link on the right hand side. This content has been developed by myself, Steve Liput and Paul Grimwood from Sales in the UK. We have also had help from many others. You can see their names at the bottom of this slide. Please provide feedback on how this content has been received by customers directly to both myself and Paul Grimwood over e-mail. We will use it to improve this content over time. Thanks again for listening and I hope this is helpful with your new customer meetings.

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Posted by: zeitgeistuser1 on Mar 28, 2017

Digital Readiness - R4 - 540p small

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