Cloud Readiness - Whiteboard - 2017-06-21 - 720p
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Hi. I’m Steve Liput from the European Marketing team
and I’m here to show you
a Cloud Readiness Whiteboard.
You may have seen a similar
Digital Readiness Whiteboard
for new customer meetings.
The Cloud Readiness Whiteboard is intended either as a follow-on,
or for new meetings where you know
that the cloud is going to be
the topic of the conversation.
So let’s start.
Cloud Readiness is
about having a cloud
that is ready to meet
your business requirements.
But what’s shaping those?
There are four numbers
that help to tell the story.
First of all:
the annual study
of CEOs by PWC
found that 70% stated that
the speed of technology change
was a top concern
for their business.
Within that, cloud
is really important
in how they deliver services
internally and to their customers.
So cloud is central
to the concerns of a CEO,
but how can the IT team deliver
upon the pressure they’ve got
to deliver new services
both to internal stakeholders
and to external customers?
They have got a real challenge here.
A study by IDC found that
in a typical business today,
the IT team spends 76% of its time
keeping the lights on.
That’s too high.
It means they can’t focus on delivering the new services,
the cloud migration,
the cost savings
and the business agility
they need to deliver.
But Juniper can help change that.
We can make the IT team
40% more efficient.
That’s through using things
such as automation.
That means that your business
can now focus on delivering
new services in an agile,
cloud-first way
that meets the requirements
of the overall business
and of all its stakeholders.
What is the financial
outcome of this?
Well, the same study found
that a typical business
with 10,000 users
would get €1.47 million
of annual benefits.
Where do these come from?
The first area is around
that operational efficiency
for keeping the lights on.
The second is making all of the business more productive
so all of the users of IT within an organisation can get more done.
The next area is around agility,
launching services to market sooner.
This is about more revenue
and top line growth.
And the last and smallest area
is around network cost savings.
Businesses were able
to have a 33% reduction
in cost savings in the network,
but that was actually the
smallest of all the benefits.
So how do we deliver these
benefits within the cloud?
Well I want to use an analogy
to tell this story.
We’ve seen today
that many businesses have made
the transition to virtual applications.
Compute and storage
are often virtualised
but the network
isn’t quite there.
Businesses need to think
about and worry about
how do I get my applications together
securely in a dynamic way.
Using the analogy
of a “train network”,
they need to build a network map
of
all the different applications,firewalls and endpoints.
Maybe they have got a
database here, some X86
and a firewall, and then
going out to the internet.
That’s what businesses
need to think about,
the chain of services and
how they can go together.
And maybe a typical business has multiple offices obviously.
So maybe they have got
another set of applications over here
which use some of the same X86.
Then maybe there’s
a separate one where
we use the same database
but have a different set
of firewalls and compute,
and going out to different locations.
Maybe this one uses Office 365
and has some Azure here
within the network.
You can draw a picture that meets
your customers’ requirements
and customise it if needed.
I would then like to add a final example just to show
how it can get a little more complex.
So maybe there is a third service
that goes across here
that has some intersections
with all of these sections.
As I said before: the IT team,
what they care about is this interconnectedness.
They need to be thinking and
worrying about
“How do I put my applications together
and in a secure way?”.
But actually they are spending
more time worrying about
more physical things.
Going back to the train analogy:
probably today they are worrying about things such as
tracks,
power,
trains,
signals,
junctions, etc.
In networking these are
things such as
CLI, operating systems, different versions of hardware.
None of these things actually
matter to the business.
You need to be worrying about the interconnectedness of the network
and not how it’s delivered.
To simplify, this is
really about moving
from a hardware centric approach
to a software centric approach.
That’s the transition
we need to make.
If you were to ask
your customers today:
where does this effort split
between these two?
You’d see the majority of them spend more time on the hardware.
Maybe 70%.
Maybe only 30% over here.
That’s something at Juniper
we can help to change
and that’s the transition
we need to make.
How do we do that?
Well, there are four essentials
in how we build networks
that we can talk about to customers.
The first two are really around the keys to success.
The first of these is: the network needs to be automated.
Only by using automation can the outside IT systems
such as the compute, the applications or the data
request what is required of the network
in terms of connectivity, security and scale.
And then ask the network
to provision it itself
and the network worries about
all of this without human intervention.
That is the vision of
an automated network.
But in doing this the network
also needs to be open.
There isn’t just one technology supplying the network.
So we need to be looking at a multi-vendor network environment.
Also there is lots of technology
for us in the IT stack.
All of this needs to work together
in an open way.
It’s not just open source,
it’s also open standards.
So both of these are the keys to success and they are going to help us
move away from keeping the lights on to focusing on agility.
Right, it’s not just those two.
There’s also two others which
we categorise as must-haves.
The cloud is where data is stored.
And data is valuable,
whether that is personal information
or company confidential information.
There are many people trying
to steal this and get into it.
So security is a must have.
Most people won’t get a pat on the back and a bonus by saying:
“Hey, my data is secure”.
But they will get grief if it is insecure and has problems.
That’s why it’s a must have.
The second one is performance.
Without performance,
the network won’t meet
the end requirements of
both internal and external users.
Either the quality of the
experience will be bad
or you will just have
a network downtime.
Both of which lead to lost revenue,
and hit the top line and the
bottom line of the business,
and that is unacceptable.
These are two are essentials that
you must have in your network,
while these two are also essential.
But these are the keys
to success, growth,
innovation and making
your customers rock stars.
Hopefully you can see how to use
this message with your customers,
how to explain the
Juniper vision for the cloud,
and how we’re moving to a more software-orientated approach
using these network essentials:
automation, openness,
security and high-performance.
Thank you for listening.