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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


Market Drivers: High-Performance Business

IT Goal

Growthe

Business

Growthe

BusinessRunthe

Business

Runthe

Business

SimplificationReduces Costs

High-Performance

Network

Innovation Drives Growth

IT Requirement

3


Scott Kriens

4


� Market Drivers




� Resources

� Next steps

5


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

6


Service Revenue Opportunities� Consulting

� Design and implementation

� Installation

� Configuration “Pro Serv”

� Ongoing maintenance (spares, etc.)

� Training

� Ongoing support (Level 1 TAC)

� Managed Services

7


� Market Drivers




� Resources

� Next steps

8


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

9


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

10


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

11


JUNOS™ Software – Innovate Rather Than Operate

8.5 9.0 9.1

4Q07 1Q08 2Q08

Simpler

Predictable

Reliable

12


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%

13


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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� Market Drivers




� Resources

� Next steps

15


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

16


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

17


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

18


Customers Love JUNOS!

19


� Market Drivers




� Resources

� Next steps

20


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

21


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!

22


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

23


� Market Drivers




� Resources

� Next steps

24


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!

25


Back Up Slides

27


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!!

28


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

29


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

30


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

31


Legacy of the BLOB…

� Bulky Large OS Beware• Monolithic software architectures• Complex error-prone operations tasks• Multiple software release trains and

versions

OS BLOB

32


� 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

33


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

34


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

35

scott calzia solutions line manager · scott calzia solutions line manager. ... jncis-er...

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