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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Why JUNOS is Critical to Success
Scott CalziaSolutions Line Manager
Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.netCopyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 2
� Market Drivers
� The opportunity is big…and growing
� JUNOS is strategic
� Opportunities in the Enterprise
� Resources
� Next steps
2
Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Market Drivers: High-Performance Business
IT Goal
Growthe
Business
Growthe
BusinessRunthe
Business
Runthe
Business
SimplificationReduces Costs
High-Performance
Network
Innovation Drives Growth
IT Requirement
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.netCopyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 5
� Market Drivers
� The opportunity is big…and growing
� JUNOS is strategic
� Opportunities in the Enterprise
� Resources
� Next steps
5
Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Why Broaden Your Juniper Portfolio?
- Based on 2007 actuals; 2008-09 forecastSource: Infonetics
Total Asia Pacific Market Opportunity
0
500
1,000
1,500
2,000
2,500
3,000
3,500
4,000
4,500
Secure
Routers
IPS FW/VPN SSL VPN Branch
Routers
WAN Opt High End
Routers
Enterprise
Switches
$M
CY2007
CY2008
CY2009
Juniper TAM
2007 - $1.8B
2008 - $5.9B
2009 - $6.3B
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Service Revenue Opportunities� Consulting
� Design and implementation
� Installation
� Configuration “Pro Serv”
� Ongoing maintenance (spares, etc.)
� Training
� Ongoing support (Level 1 TAC)
� Managed Services
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.netCopyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 8
� Market Drivers
� The opportunity is big…and growing
� JUNOS is strategic
� Opportunities in the Enterprise
� Resources
� Next steps
8
Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
JUNOS Software: Network Operating System of the High-Performance Business
� Deployed since 1998• First high-performance network operating system
� 10+ years of innovation and development• Routing, switching and security platforms
• Excels in high-performance operations
• 4 releases per year; thousands of features
� Serving the most demanding customers• Top 65 service providers
• High-performance enterprise and public sector accounts
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
One OS
One Release
One Architecture
Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 10
JUNOS Software: Differences that Deliver
Switches
Routers
2Q08
Module X API
9.1
1Q08
9.0
4Q07
8.5
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
What Makes JUNOS Software Different?� One OS
• Single code source
• Consistent implementation of features
• Easy to manage
� One Release• Single software release train
• Stable, predictable enhancement
• Easy to deploy
� One Architecture• Modular software with Memory protection
• Nimble enhancement through new modules
• Increased availability
Module X API
2Q08
9.1
1Q08
9.0
4Q07
8.5
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
JUNOS™ Software – Innovate Rather Than Operate
8.5 9.0 9.1
4Q07 1Q08 2Q08
Simpler
Predictable
Reliable
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Real Benefits
� Shorten time of planned events
� Reduce number and impact of system failures
� Minimize impact of human factors
Availability Efficiency Flexibility
NetworkAvailability
Metric*
AverageReported
Reduction*
Frequency Unplanned Events
24%
Duration Unplanned Events
30%
Continuous SystemsContinuous Systems Accelerated InnovationAccelerated InnovationAutomated OperationsAutomated Operations
* How Operating Systems Create Network EfficiencyLake Partners 2007 Survey report of 122 network operations team leader s
� Reduce configuration issues and errors
� Optimize day-to-day tasks to monitor, etc.
� Simplify software upgrade
NetworkEfficiency
Metric*
AverageTime
Saved*
Monitoring/ Optimizing 24%
Trouble-shooting & Unplanned Events
54%
Upgrading/Planned Events 28%
� Open to interoperate with other devices
� Open to control for policy and management
� Open to integration with management and support systems
NetworkFlexibility
Metric*
AverageTime
Saved*
AddingInfra-structure
29%
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
JUNOS is Strategic
� One, One, One Message appeals to customers• More available, more efficient, more flexible• Lowers OPEX
� Increased share of wallet• Access to more locations in the Enterprise• Cross selling opportunities
� Selling JUNOS sells a portfolio, not one box• First win sets you up for future deals• JUNOS makes any network better
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.netCopyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 15
� Market Drivers
� The opportunity is big…and growing
� JUNOS is strategic
� Opportunities in the Enterprise
� Resources
� Next steps
15
Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Selling JUNOSWin One Location, Leverage Across Enterprise
BusinessPartners
Mobile Workers
BranchOffices
RegionalOffices
DistributedDistributedDistributedDistributedEnterpriseEnterpriseEnterpriseEnterprise
ExtendedExtendedExtendedExtendedEnterpriseEnterpriseEnterpriseEnterprise
Internet/Private WAN
DataDataDataDataCentersCentersCentersCenters
HQ/Campus HQ/Campus HQ/Campus HQ/Campus SitesSitesSitesSites
M7i, M10i, MXM7i, M10i, MXM7i, M10i, MXM7i, M10i, MX----Series, Series, Series, Series,
EX 3200/4200EX 3200/4200EX 3200/4200EX 3200/4200
M7i, M10i, M7i, M10i, M7i, M10i, M7i, M10i, M120, M320, M120, M320, M120, M320, M120, M320,
MXMXMXMX----Series, EX Series, EX Series, EX Series, EX 4200420042004200
M7i, M10i, M7i, M10i, M7i, M10i, M7i, M10i, M120, M320, M120, M320, M120, M320, M120, M320,
MXMXMXMX----seriesseriesseriesseries
J2320, J2350, J2320, J2350, J2320, J2350, J2320, J2350, EX 3200/4200EX 3200/4200EX 3200/4200EX 3200/4200
J4350, J6350, J4350, J6350, J4350, J6350, J4350, J6350, EX 3200/4200EX 3200/4200EX 3200/4200EX 3200/4200
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Building a New Data Center
Juniper Collapsed Data Center Savings
Cisco Juniper Savings $$
Total List Price $4.2M $3.4M Up to 20% CAPEX
Power 15,816 W 10,200 W Up to 35% power
Rack Space 3 racks(6 devices)
1 rack(2 devices)
Up to 67% space
Operating System IOS JUNOS Up to 25% OPEX
• 1,800 servers
• Fully redundant design
• Dual 1G line-rate to servers
• 10G uplink from access
• 10G at the core
• Zero oversubscription
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
What’s Been Successful?Discussing the challenges to Continuous Systems
� Planned maintenance events • JUNOS eases hardware and software upgrades
� Unplanned system failures• JUNOS mitigates hardware failures and software defects
� Human Errors• JUNOS provides configuration advantages• JUNOS offers customizable Automation Scripts
• Reduce errors• Ensure 100% compliance to business policies and procedures• Proactive response to leading problem indicators• Accelerated response when problems occur
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Customers Love JUNOS!
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.netCopyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 20
� Market Drivers
� The opportunity is big…and growing
� JUNOS is strategic
� Opportunities in the Enterprise
� Resources
� Next steps
20
Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
JUNOS Selling Tools� ROI Tools:
• Flash Tool for Calculating Downtime Costs• Flash Tool for Comparing EX and Cisco• Flash Tool for Comparing JUNOS and IOS Costs
� White Papers: • Lake Partners white paper on how OS’s can create network efficiencies• Increasing network availability with automated scripting: white paper• How the network OS impacts the performance of enterprise networks
� Videos:• Inside Track on JUNOS software webcast• JUNOS™ in Enterprise Networks: Reducing Cost, Increasing Uptime, and
Opening the Door to Innovation
� JUNOS brochure
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
JUNOS Fast Track: A Great Tool To Get Into Accounts
� Seed your accounts with JUNOS evangelists
� Use to train your SEs
� Extended through year end 2008
Don’t miss out!� Over 20K participants and 6K new certs, still room for your SEs!
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
JUNOS Related TrainingCourse Description Target Audience URL
JSL JUNOS As a Second Language Networking professionals looking for a comparison of Cisco IOS to JUNOS software
http://www.juniper.net/training/elearning/jsl.html
OJRE
Operating Juniper Networks Routers in the Enterprise: Leads to JNCIA-ER associate level certification exam
End user and channel networking professionals
http://www.juniper.net/training/technical_education/courses/EDU-JUN-OJRE.html
AJRE
Advanced Juniper Networks Routers in the Enterprise: Leads to JNCIS-ER specialist-level certification exam
End user and channel networking professionals
http://www.juniper.net/training/technical_education/courses/EDU-JUN-AJRE.html
JUNOS Boot Camp/
Crash Course
1-2 face-to-face day classes Networking professionals unfamiliar with JUNOS
20 one and two day events in Q2: more info soon!
JNSA-EN Juniper Networks Sales Associate: product authorization
Juniper and Channel Salespeople
https://www.juniper.net/partners/partner_center/common/training/training_nam.jsp
JNSS-EN Juniper Networks Sales Specialist: product authorization Juniper and Channel SEs
https://www.juniper.net/partners/partner_center/common/training/training_nam.jsp
VLAB Virtual labs with Juniper equipment accessible online Juniper and Channel SEs
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.netCopyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 24
� Market Drivers
� The opportunity is big…and growing
� JUNOS is strategic
� Opportunities in the Enterprise
� Resources
� Next steps
24
Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Next Steps
� Leverage JUNOS to pull through sales
� Get Enterprise Networking Specialized
� Send SEs to Fast Track to get JUNOS certified
� Target customers and prospects for Fast Track
� Watch JUNOS Advantage video (only 9 minutes!)
� Submit a case study: earn a digital photo frame
� Love JUNOS!
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.netCopyright © 2007 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 2626
Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Back Up Slides
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Juniper Networks Certification Fast Track Program - Extended Through 2008!
� What Stays the same• All courseware remains at no charge
� What is changing• Vouchers for Prometric exams give 50% discount
• Only exception is Switching: vouchers = 100% discount until July 1,2008, then 50% discount
• New name: Juniper Networks Certification Fast Track Program• New participants: Any experienced networking professional is welcome
• New Fast Track Web Portal: new UI, additional security, pre-assessment exam tracking and more!
• New courses• Mid-March, Operating JUNOS Enhanced Services (Voyager) courseware and JNCIS-ES cert
• Late Q2/08, Operating Juniper Networks Switches in the Enterprise courseware and JNCIA-EX cert
� For details on all these changes, please access the Juniper Networks Certification Fast Track Program internal website.
� 20,000+ participants, over 6,000 new certifications since May 2007!!
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Immediate Opportunity Insertion Points
� Competitive End of Life� Dual Vendor Strategy� Open Platform for Network Access Control� IP Communications Stress The Network� Significant Branch refresh
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Discussion with Technical Decision-Makers� Running the network with JUNOS is much less stressf ul
• It stays up• It deals much better with adverse conditions
• It doesn’t degrade with performance• You can get into the CLI during Denial of Service attacks• Automation tools enable early, proactive response
• It catches your configuration mistakes• The CLI has many advanced ease of use features
• It makes upgrades routine
� CCIEs are bored with fixing the same problems over and over – value in being dual certified
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
JUNOS Training: Coming SoonCourse Description Target Audience URL
1 day Boot Camp in a
Box
Modularized, consistent 1 day intro to JUNOS course for SEs to deliver
Networking professionals who can’t wait for JUNOS Boot Camps
TBD: will be posted on
JUMP
JSL2
JUNOS As a Security Language: Available FRS+30 days of the JUNOS 9.0 release (JUNOS software with enhanced
services)
Networking pros looking for a comparison of ScreenOS to JUNOS
software with enhanced servicesTBD
JSL3JUNOS As a Switching Language:
Available FRS+30 days of the EX-series 3200/4200 release
Networking professionals looking for a comparison of Cisco IOS on Catalyst
switches to transition to using JUNOS on EX-series devices
TBD
OEJS
Operating Enhanced Services for JUNOS Software. Available FRS+30 days of the
JUNOS 9.0 release (JUNOS software with enhanced services)
Networking professionals: Leads to JNCIS-ES certification exam TBD
OJSE Operating Juniper Networks Switches in the Enterprise. Available FRS+30 days of
the EX-series 3200/4200
Networking professionals: Leads to JNCIA-EX certification exam TBD
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Legacy of the BLOB…
� Bulky Large OS Beware• Monolithic software architectures• Complex error-prone operations tasks• Multiple software release trains and
versions
OS BLOB
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
� Feature inconsistency• Varied implementations across platforms
• Features lost after upgrades
� Software instability• Susceptible to crashes, DDOS attacks, performance
degradation with features, and other issues
• Latest features are in most problematic, untested pre-GD releases
� Effort to operate• Squanders time on tedious and repetitive tasks
• Few fail-safe mechanisms to protect network and catch errors
� Risky and time-consuming fixes/upgrades• Extensive delays and additional problems with bug fixes
• Customers must undertake extensive validation testing on their own
Realities of the BLOB
OS BLOB
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Get Into Accounts at Many Levels
• CIO: taking control of the network and lower OPEX messages resonate
• IT Director – Has top-level view of all IT projects and high purchasing influence
• Network Manager/Network Administrator –May be aware of issues and projects that provide an opportunity
• Data Center Manager – Data replication, High availability server farms are a great fit
• Application Owners – Could be a strong ally within the organization
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
Summary
� JUNOS makes any network better• Easier to manage• Easier to upgrade• Easier to troubleshoot
� Market is large• 2008 TAM almost $6B
� Help exists now• Fast Track• Collateral
Lowers OPEX, Increases Uptime
Sell once, leverage and earn everywhere
You’re not alone
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