Copyright © 2014 Juniper Networks, Inc. 1 Winning with Service Providers Edge Sales Play Rick Remes April 29, 2015

Copyright © 2014 Juniper Networks, Inc. 1

Winning with Service Providers Edge Sales Play

Rick Remes

April 29, 2015


Network the Fabric of Modern LifePeople are Increasingly Dependent on the Network

Causing a Reliance on the Service Provider More Than Ever Before

Subscriber’s Ability to Customize is Key to Success

ANY CONTENT ANY PLACE ANY TIME ANY DEVICE/THING


Increase Revenues Per User

Differentiation can increase ARPU.

Create New Business Models

Content partners value subscriber intimacy. Targeted demographics,

smart content delivery, resale channels possible.

Improve Customer Satisfaction

People are more loyal to brands offering personalized service

experience

Competitive Advantage OpportunityCustomization: A Key To Network Monetization For Service Providers


SERVICESCREATE

Intelligence and Programmability

INFRASTRUCTURESSCALE

Performance and Efficiency

OPERATIONSAUTOMATE

Simplicity and Agility

Customize Your Customer’s ExperienceEmpowering New Opportunities With Service Provider Networks


The Pursuit of Profitable Growth

BOOST TOP LINE REDUCE COST

AGILE SERVICE CREATION, DEPLOYMENT AND

MONETIZATION

OPERATION EFFICIENCYPROCUREMENT FLEXIBILITYREDUCE CUSTOMER CHURN

Businesses need to boost their top line and reduce cost to achieve profitable growth


Rural telcos continue to deploy high-speed broadband to meet rising demand FTTx roll-outs Triple Play and Organic

Increased competition and downward price pressure from Tier 1 SPs, Google Fiber, MSOs, Electrical Utilities, & Satellite

Financing plays an important role Government (Loans & Grants) Opportunity for JFS

Will replicate other rural telcos successful network deployments

Trust, reliability very important Tight knit group nationally

Cannot afford change every 2 years Consultants highly influential

Rely on them for recommended architecture

Have limited technical engineers

Current Environment Decision Process

Overview-Rural Telcos


Market Opportunity

Source: 2500 accounts profiled with NAICS codes

Wired58%

Comm Services19%

Wireless14%

Managed Apps & Services

9%

Cable0%

Juniper Industry TAM$275M

• Rural telcos continue to deploy high-speed broadband to meet rising demand & increased competition

• SP networks are over provisioned and inefficient to role out new services and offerings.

• Funding will play a big role in the build-out of networks

• The JNPR TAM is over $275M

Summary


PHYSICAL OR VIRTUAL?


The decision to purchase a physical or virtual appliance depends on many factors. You have to examine them all to make the right recommendation for customers

• Can the scale and performance expectations be met?

• Do feature gaps exist in the virtual offering or physical?

Physical or Virtual? It Depends:

Software-defined networking (SDN)• Allows network administrators to manage

network services through abstraction of lower-level functionality

NFV – Network Functions Virtualization• Combination of Hardware and Software-

Router Centric deployment model for edge based services

Contrail - A Centralized deployment model • Provides seamless service integration at Scale• Gear towards Cloud or DataCenter model

Definitions

The Destination Remains The Same But…


2014 2015 2016 2017 2018

$25$28

$30 $32 $33

Large Medium Small Micro

Enterprise will continue to migrate workloads to the cloud to manage costs and gain flexibility. With dedicated cloud budgets growing, particularly in SMB, SPs looked poised to win over the next

5 years. Comfort with the cloud model could help drive rapid adoption of Network-as-a-Service.

Enterprise Cloud Services Revenue1

$Billions, WW

Sourcing 1) Analysis Mason, Enterprise Cloud Svcs WW Forecast, 2013 2) SearchSDN, SDN could make NaaS a Reality, 2013 3) 451 Research, InfoPro Wave 5 Cloud Computing Study, Sept 2013 3)

6%

10%

9%

CAGR

9%

“SPs account for 15% of all enterprise cloud services revenue today stealing share from vendors and partners to reach 19% in 2018”

“38% of enterprises surveyed break out cloud budgets.”

“Mean enterprise cloud budgets $8.2M; median $675K; max $125M.”- 451 Research, InfoPro Wave 5 Cloud Computing Study, Sept 2013

“Buyers are already sold on Infrastructure-as-a-Service, Platform-as-a-Service, and Software-as-a-Service, but what about Network-as-a-Service? Network-as-a-Service is not only real, but it is likely to become universal, however, it may take SDN [to make that happen]”

The Opportunity is EnormousEnterprise Cloud Growing at 8% CAGR to $33B in 2018

Dedicated Enterprise Cloud Budgets Grow3

Communication Service Providers Steal Share1

What comes after SaaS, PaaS, and IaaS?2

7.5%CAGR


*Gartner, June 2013, “Public Cloud Forecast 2011-2017** Gartner, Sept 2013, “Private Cloud Matures, Hybrid cloud is Next”

My on-premisesdata center

VM

VM

VM

Virtual Physical

VM

VM

VM

My hostedservice provider

My managedservice provider

Physical PhysicalVirtual

VM

VM

VM

Virtual

VM

VM

VM

72%Only 11% no plans to deploy private cloud**

PRIVATE CLOUD APPS IN THE CLOUD

$54.5B

19% CAGR*

$131B

17% CAGR**

PUBLIC CLOUD

My cloudservice provider

Virtual

VM

VM

VM

VM

VM

VM

Business IT Service-Elasticity Hybrid cloud models are the norm

Copyright © 2014 Juniper Networks, Inc. 12 Copyright © 2014 Juniper Networks, Inc. 12

WIN WITH THE MX SERIES


MX Series 3D versatility gives you the widest range of sales opportunities

Supporting multiple applications with same platform, OS and EMS reduces OpEx for customer, increases differentiation for you

• vCPE• MetroE aggregation• Residential edge: BNG • Business edge: PE and vPE• Converged edge (biz + rez)• Data-Center Edge / Interconnect• Mobile Services Core• Service Control Gateway• Collapsed Edge/Core and Core

• Single OS with consistent features; one software release train & upgrade process

• Single EMS for management & provisioning reduces risk and speeds service delivery

• One maintenance contract, one PoC for troubleshooting, less sparing cost / complexity

• Integration with Edge Service, less appliances• Lower training costs: learn once / apply many• Right size without compromise, task optimized

platforms with consistent feature set

MX Series Applications MX Series Benefits

Many Applications, Many Benefits


Consistent OS across portfolio

Efficient Scale Out / Scale Up

SDN/NFV: physical and virtual options

Enterprise, Cloud, Carrier, SP, Cable apps

The MX 3D Series Portfolio

RIGHT SIZE WITHOUT COMPROMISE: PHYSICAL OR VIRTUAL, SAME FEATURES & OPS

100Mbps to 80Gbps

Up to 80Tbps

MX80

MX40

MX10

MX5

vMX

MX104

MX960

MX240

MX80

MX40

MX10

MX5

MX2020MX2010


• The SDN-ready MX Series 3D Universal Edge Routers are task optimized physical and virtual platforms that scale from 100Mbps through an industry leading 80Tbps

• One OS, set of Line Cards and EMS for operational simplicity• Programmable Junos Trio and rich-service portfolio for service innovation• Contrail and SDN/NFV for service agility

One Platform, Many ApplicationsUniversal Edge Solution

VA

LUE

PR

OP

OS

ITIO

NV

ALU

E P

RO

PO

SIT

ION

Residential EdgeBusiness Edge

Virtual CPE

Metro Ethernet Aggregation

Edge

Access &Aggregation Core

Junos Space

MX core

DC

Data Center Edge

MX collapsed edge/core

MX edge

MX DC edge

MX aggregation

Service Control GW

Core

Contrail Cloud


Service Enabled EdgeThe SDN-ready MX Series 3D Universal Edge Router transforms economics at the network edge by reducing capital costs, increasing operational excellence and providing a platform for service innovation and monetization.

Operational Efficiency

• Consolidate multiple edge networks into a Universal Edge

• Reduce number of appliances, OS, EMS

• Scale and performance for investment protection and ROI

• One platform for Edge/Core/DC

Service Creation

• Open platform for service and new business model innovation

• Cost effective extension to new markets & sales opportunity

• NFV/SD ready

Service Agility

• Routing, switching, security and L4-7 services on MX platform with one Junos, one EMS (Space)

• One OS, virtual and physical

• Increased automation and network intelligence

VA

LUE

PR

OP

OS

ITIO

N


References

• Ohio Onecommunity

• State of Maryland

• Washington State K-20 Network

• Ireland E-Learning Network

• 10 more recent wins in reference process


Reference Onecommunity

• OneCommunity is a regional network provider in Ohio that brings affordable high-speed connectivity to schools, hospitals, government offices, and public safety facilities.

• OneCommunity uses MX960s in the network core, MX80s at the edge, EX Series switches for edge aggregation and QFX switches in their data-centers, which support hosted healthcare applications.

OneCommunity provides residents of Northern Ohio with access to healthcare providers; helps schools create a 21st

century learning environment; and supports dozens of local governments.

“We did our due diligence, and Juniper beat everyone. The MX Series changed how we do business. We can offer carrier-class high speed services…we can tell customers ‘yes, we can’ instead of offering imitations.”

Chuck Girt, VP of engineering and operations, OneCommunity


Reference State of Maryland• networkMaryland provides high-speed access

to >1,000 government facilities and community institutions in the state of Maryland, USA.

• networkMaryland replaced SONET equipment in the network core with MX480’s and placed MX80’s at the network edge. MPLS segments traffic and low-latency IP multicast efficiently distributes HD video to schools and agencies.

“As a service provider for the State of Maryland, we see a lot of new applications on the network. Video from public safety and intelligent transportation apps have been a major traffic driver, and we needed a network that could support high bandwidth real-time traffic.”

Greg Urban, deputy CIO, State of Maryland Dept of Information Technology

networkMaryland enhances educational, public safety, and health resources for 5.8M residents in Maryland.


Reference the K-20 Education Network

• ‘K-20’ provides broadband services to 498 school districts, colleges, universities, and telemedicine sites across Washington, USA.

• With >40% annual traffic growth, driven by HD video and medical apps, K-20 selected the MX480 for its next-gen backbone.

• The MX480 provides MPLS traffic segmentation, ultra-low latency multicast, and QoS to ensure the quality delivery of time sensitive apps.

The K-20 Educational Network services 307 school districts, 127 community colleges and universities, 26 libraries, 20 telemedicine sites, 13 education centers

and 3 correctional facilities.

“If you think about the Pacific states, they are big geographies with mountain ranges. There aren’t a lot of options if a circuit goes down, which makes having a highly reliable switching and routing infrastructure crucial.”

Tom Carroll, service manager, K-20 Education Network


Reference HEAnet’s E-Learning• HEAnet, an infrastructure provider to

the Irish education system, worked with Juniper partner Agile Networks to extend services to K-12 schools and select universities.

• The network consists of MX480 routers as PE and vCPE that are part of a complete Juniper routing (MX), switching (EX), firewall (SRX), and management (Junos Space) solution.

“Our evaluation included technical, support, management, and cost factors. We tested to validate performance and throughput levels under a variety of scenarios. Because of the number of schools, management was key for us, as configuration changes needed to be pushed to schools regularly and transparently.

Ronan Byrne, CTO, HEAnet

HEAnet’s e-Infrastructure services underpin academic research and education activity in Ireland with ~1M students & staff relying on the HEAnet network each

day.


Partner Service Enablement Workshops

Plan

Assessment

Design

Build

Deployment/On-boarding

Migration

Operate

Maintenance

Optimization

SE

RV

ICE

S


For PPS Partners

• Foundational enablement on assessments – • 1-day “workshop” on how to conduct an assessment in the context of a SP

environment.

• SP solution based workshops• 2-day workshops that (a) enable partners to design and implement specific

SP solutions by leveraging the methodologies, tools and best practices from• BNG workshop• MBH workshop• CGNAT workshop• PTX Insertion & Core Modernization workshop• E2MX Design Workshop

2 levels of assessments/enablement

SE

RV

ICE

S

https://www.juniper.net/partners/partner_center/common/customer_service/downloads/pdf/ps-enablement-workshop-guide.pdf




Promotions and Incentives

• MX 104 Bundle Promotion - 60Gbs of system capacity for the same price as a 40Gbs system capacity

• New MX104 Bundles help you accelerate sales and bridge the gap between the Universal Edge and Universal Access• Bundles include:

• MX104-40G-AC-BNDL• MX104-40G-DC-BNDL• MX104-40G-80G-UPG-ADV

Customer

PR

OM

OT

ION

S &

INC

EN

TIV

ES

• Compact, Redundant & Future proof

• Trio based PFE – 80G • 17.5 inches (W) x 3.5RU (H) x 9.5

inches (D) • ETSI-300 compliant• Dual redundant hot-pluggable REs

for Control Plane redundancy• Dual redundant 1RU 600 Watt

PSUs; AC and DC inputs variants• Wide operating temp range -40C to

+65C

MX104


• Performance – Reliable high-performance, high capacity BNG with smooth IPv6 transition providing performance, scale and reliability

• Services – vMX, vCPE and Network Edge services offer service agility and new service revenue potential while reducing costs, management and speeding time to market

• Simplicity - Junos provides a modular and single line of code across routing, switching and security to ensure feature inter-operability, resiliency and easy of provisioning. No other vendor is able to provide this today.

• Support - Comprehensive and flexible portfolio of technical support, professional services, and educational programs will help you maximize the value of your investment.

• Proof Points-Capacity to scale for investment protection, appliance consolidation reduces time to deploy and add services, 7/10 largest SPs use Juniper for IPv6 transition

Juniper Key Differentiators

Service Enabled Edge Solution

Customer Proof Points

ColtCase Study: Colt Technology Services

State of Marylandhttps://juniper.gosavo.com/Document/Document.aspx?id=33437835&view=&srlid=32232526&srisprm=False&sritidx=0&srpgidx=0&srpgsz=13

Fluidatahttps://juniper.gosavo.com/Document/Document.aspx?id

=33436873&view=&srlid=32232933&srisprm=False&sritidx=5&srpgidx=1&srpgsz=0V

ALU

E P

RO

PO

SIT

ION

https://jmc.juniper.net/Orgs/GetResource.aspx?iid=1356&resid=192b0b02-c00b-4619-adb1-e14bdd0e7846

https://juniper.gosavo.com/Document/Document.aspx?id=33437835&view=&srlid=32232526&srisprm=False&sritidx=0&srpgidx=0&srpgsz=13













Partner Resources

• MX104 Bundle Promotion:• http://partners.juniper.net/partnercenter/programs-promotions/

programs/mx104-bundle-pricing/index.page• MX Unsolicited Bid Template• https://www.juniper.net/partners/partner_center/assets/other/mx-

series-unsolicited-proposal.doc• MX104 Bundle Offer PAM & Partner Activation Kit• https://www.juniper.net/partners/partner_center/assets/ppt/

mx104-bundles-tad-pam-activation-kit.pptx• MX104 Bundle Promo Flyer• https://www.juniper.net/partners/partner_center/assets/other/

mx104-bundle-promo-flyer.pdf

Negotiate/Purchase

• Demand Generation Campaign on JMC Grid• 3-Touch Email Nurture Campaign with Microsite• https://launcher.elasticgrid.com/campaign/details/578

Partner Marketing Resources

TO

OLS

AN

D R

ES

OU

RC

ES


Universal Edge Resources

• Juniper Authorized Design Specialist-Service Provider Edge• https://jpartnertraining.juniper.net/course/view/id/1023

• Edge Whiteboard video (internal)• https://juniper.gosavo.com/Document/Document.aspx?

id=32277989&view=&srlid=29930735&srisprm=False&sritidx=0&srpgidx=0&srpgsz=3• Service Enabled Edge Partner Activation Kit - Feb 2015

• https://www.juniper.net/partners/partner_center/assets/ppt/service-enablededge-activationkit.pptx

• Edge Battle Card• https://www.juniper.net/partners/partner_center/assets/bat/pcpvbat-en_edge.pdf

Enablement

TO

OLS

AN

D R

ES

OU

RC

ES



• Fluidata:• http://www.juniper.net/assets/us/en/local/pdf/case-studies/3520473-en.pdf

• Colt Technology Service:• http://www.juniper.net/assets/us/en/local/pdf/case-studies/3520486-en.pdf

• State of Maryland:• http://www.juniper.net/assets/us/en/local/pdf/case-studies/3520414-en.pdf

Case Study

• NFV Service Edge Solution Brief• http://www.juniper.net/assets/us/en/local/pdf/solutionbriefs/3510520-en.pdf

• Reinventing the Broadband Edge Solution• http://www.juniper.net/techpubs/en_US/release-independent/solutions/information-products/pathway-pages/

solutions/3510379-en.pdf

Solution Brief

• Customize the Customer Experience• https://www.juniper.net/partners/partner_center/assets/other/customizing-customer-experience.pdf

White Papers

TO

OLS

AN

D R

ES

OU

RC

ES



• 3-Touch Email Nurture Campaign with Microsite• https://launcher.elasticgrid.com/campaign/details/578

• Collateral• Transforming the Network Edge: MX Series Overview - BDM Presentation

• https://www.juniper.net/partners/partner_center/assets/ppt/transforming-network-edge-mx-series-overview-bdm.pptx

• MX Series - TDM Presentation• https://www.juniper.net/partners/partner_center/assets/ppt/mx-series-tdm.pptx

• The High-IQ Network Edge - BDM Presentation • https://www.juniper.net/partners/partner_center/assets/ppt/high-iq-network-edge-bdm.pptx

• New MX104 Bundles Create New Sales Opportunities • https://www.juniper.net/partners/partner_center/assets/ppt/mx104-promotion-bundle.pptm

Demand Generation on JMC Grid

TO

OLS

AN

D R

ES

OU

RC

ES

Juniper Networks Restricted & Confidential30

Next Steps• Review and provide

feedback on materials (proposal/script, etc)

• Review program with your partner

• Get partner buy-in, set agreed upon goal

• Partner with TAMs for customer outreach

• Report back on partner buy-in/progress by 5/15

• Report on partner financial progress by 5/15

SERVICE ENABLED EDGE PARTNER ACTIONSJuniper Delivers Partner Actions

Customer Targets

At least 10 High-value SP Commercial targets based on trigger data

At least 5 new targets Set 2H 2015 Pipe/SA goal

Training Provide SP 101 training resources

Review latest MX trainings as needed

Solution/Value Prop

Universal Edge Solution, including Unsolicited Proposal

Customize solution to fit customer needs

Customize Unsolicited Proposal

Tools & Resources

Sales, Technical and Marketing resources

Review materials, provide feedback

Selling Motion

Commercial sales partnership

Joint selling with Commercial TAM

Tracking Bi-weekly reporting Bi-weekly reporting

Thank You

Documents

Copyright © 2014 Juniper Networks, Inc. 1 Winning with Service Providers Edge Sales Play Rick Remes April 29, 2015