Cloud Readiness - Whiteboard - 2017-06-21 - 720p

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.