Fireside Chat: The Urgent Need for WAN Modernization

0:00 welcome everyone I am Julius Francis

0:02 head of product marketing for the van

0:03 business here at jiper networks today we

0:06 are diving into a critical topic for

0:08 businesses worldwide the urgent need for

0:11 Van modernization the reality is clear

0:14 the demands on Enterprise networks are

0:16 expanding at an unprecedented rate this

0:18 brings us to a critical question why is

0:21 modernizing Van infrastructure so

0:23 essential right now we are here to

0:26 explore this question in detail with our

0:28 own AE the ex vice president and general

0:31 manager leading our van business welcome

0:34 a a how are current market dynamics

Current Market Dynamics

0:38 shaping the demand for advanced

0:40 networking Solutions particularly in the

0:42 context of the AI error and increasing

0:45 data traffic uh it's very interesting

0:48 because um when we first started with

0:51 networks um there was always a human

0:54 appetite for more and more bandwidth and

0:56 more and more increase and as

0:58 applications and things grew uh whether

1:01 it was video and uh other applications

1:03 they started increasing it but recently

1:06 with the Advent of AI uh learning and

1:09 training where huge amounts of data is

1:12 being actually trained on models the

1:15 network requirements of them have

1:16 suddenly skyrocketed to a much higher

1:19 level than what it usually used to be

1:22 and it requires a network that is

1:25 completely completely non-blocking so

1:28 that this can actually have the AI

1:31 training and the AI learning and the

1:33 inferences go through so smoothly that

1:36 it is necessary for us to look at that

1:38 the second aspect of it is when you

1:41 build on

1:42 AI all of the gpus that you use in AI

1:46 are power hungry once they are power

1:48 hungry more and more power has to go

1:51 into all of the systems that you build

1:53 so everybody has to be conscious of how

1:57 you build sustainable

2:00 architectures and Network Solutions that

2:03 can actually be used all over the world

2:06 and also be cognizant of the CO2

2:10 emissions and the ability for us to

2:12 actually have science-based targets to

2:14 really reduce and make it more and more

2:17 green as we move forward because

2:19 otherwise we'll just be consuming a lot

2:21 more power and it's also very expensive

2:24 that actually brings us to the third

2:26 most important Point economic

2:28 considerations when you build these

2:30 things they're getting more and more

2:31 expensive they're not just getting

2:34 expensive in terms of the Capital

2:36 Equipment that you buy but also

2:38 expensive in terms of operating it so we

2:41 need to look at the total cost of

2:43 ownership of building the network and

2:47 operating it and make it lot more coste

2:49 effective across both a capex and an

2:52 Opex model in

2:53 total a your insides bring us to a d

WAN Challenges

2:57 Point van modernization is not merely

3:00 beneficial it is

3:02 essential so what are some of the key

3:05 challenges that enterpris are facing

3:07 with competitive Solutions especially

3:09 regarding their van infrastructure yeah

3:12 there are several things that actually

3:13 happen when um they have these Solutions

3:17 first and foremost uh if you have to

3:19 upgrade your network more frequently

3:23 because there is changing and growing

3:25 needs and many of those Solutions which

3:28 are not necessarily future proofed or

3:30 architectures are changing to adapt to

3:33 the newer uh environment and the changes

3:36 that causes a huge pain because you have

3:39 to actually bring down tear down

3:41 networks or build Shadow networks switch

3:44 over all of these things cause

3:46 disruptions in service and solutions and

3:48 in this case we've actually seen some of

3:51 the competitive equipment starting from

3:53 2018 change about four five times where

3:56 they had to switch architectures and

3:58 build new things second when you do

4:01 these kind of changes which are more

4:03 intrusive and you have to rip and

4:04 replays or you have to build a Shadow

4:06 make before break kind of things you're

4:08 going to introduce operational risks and

4:11 costs when you switch over something

4:13 you're going to disrupt service you're

4:14 going to build a lot of unhappy

4:16 customers you're going to have

4:18 backlashes and some of these things also

4:20 cost a lot of money because you might

4:23 actually have to have a double bubble to

4:25 do many of these things right many

4:28 vendors also give give you a single

4:31 silicon strategy so they basically say

4:33 one size fits all and when they do that

4:36 what happens is when there is different

4:39 use cases and different needs you're

4:41 trying to actually take a round Peg and

4:44 put it in a square hole or vice versa

4:46 like that and it doesn't necessarily fit

4:48 you just shoe on it and that creates a

4:51 lot of problems and it also gives them

4:53 lack of flexibility and ability to

4:56 actually adapt to the growing and

4:58 changing needs

Juniper Strategy

5:00 that's wonderful wonderful but what you

5:02 have described underscores that

5:04 modernizing van goes beyond just simply

5:06 keeping up with traffic demands

5:08 selecting the right vendor for the

5:10 transformational journey is crucial for

5:12 the long-term operational success for

5:14 the Enterprises so let's get into the

5:16 next question on Juniper strategy and

5:18 how we can help so how do Juniper

5:21 Solutions based on Modern platform and

5:24 silicon differentiate themselves and

5:27 what value do they bring to the

5:28 customers so first and foremost the

5:31 biggest value which we talked about is

5:34 Longevity if you really look at some of

5:36 our customers who bought an MX router

5:40 Way Way Back 10 12 years 15 years have

5:43 been reusing it and adding new line

5:45 cards and increasing the capacity that

5:48 way they have longevity of the system

5:51 the second part of it is every time we

5:54 build a new line car we actually put a

5:57 lot of thought into sustainability and

6:00 power optimization the newer line cards

6:03 in an MX for example would use 75% or

6:07 74% lower power than the previous

6:10 Incarnation so as you upgrade to these

6:12 new technologies without changing the

6:14 chassis or any of those cards right

6:16 there you're going to get a benefit of

6:18 sustainability and you're also going to

6:20 have longevity the second part of it is

6:24 the Silicon strategy what we do is we

6:27 actually build our own silicon

6:30 and we also use Merchant silicon for

6:32 certain use cases the reason why we

6:35 build our own silicon is our silicon is

6:38 highly programmable and manages the

6:41 scale and performance that needs for

6:43 growing and changing demands the

6:45 programmability is so important the

6:48 classic example is when segment routing

6:50 came into place none of the competitive

6:53 npus could actually handle segment

6:56 routing our Trio which is built 3 four

6:59 years before even segment routing was

7:01 conceived was the most scalable npu that

7:05 could handle segment routing as a clear

7:07 example of how our our silicon is custom

7:11 built and custom usable across all of

7:13 the use cases of the growing needs and

7:16 we future proof it as we build it last

7:19 but not the least is Automation and

7:22 stability we automate because it saves

7:26 Opex it saves and makes things a lot

7:29 more easier we give lot of apis which

7:33 are not bound customers can actually

7:35 build tools automation tools we have our

7:38 own automation story with Paragon that

7:40 actually helps customers onboard devices

7:44 configure devices and collect Telemetry

7:47 and observability and build AI Ops to

7:50 actually manage and operate their

7:51 networks in the most efficient manner I

Customer Value

7:55 like the way you you outlined the

7:57 strategy our strategy is clearly

7:58 anchored on three pillars performance

8:01 sustainability and automation thanks for

8:03 connecting the dots on how these

8:05 distinct values are crucial to

8:08 addressing customer pains we talked

8:09 about earlier so let's get to the next

8:12 question on why customers are switching

8:14 to Juniper Solutions and what value they

8:18 experienced it is uh it is interesting

8:21 the I'll give you an example one of the

8:23 service providers when I actually met

8:25 him he said I love your MX the reason

8:29 why he said he loves the MX is if I had

8:32 an this is a true example he said if I

8:35 had an MX in the closet and I had to

8:38 dust it off and bring it back 5 years

8:41 from now plug it in and it powers on and

8:43 it works and I have a new application

8:46 I'm very confident it'll work what it

8:48 means is we build future proofing

8:51 long-term stability and reduce the

8:53 disruption when they use juniper

8:56 Solutions and products so that that is

8:59 an important aspect of why as people and

9:04 customers who use us over the years and

9:07 some of them have been using these

9:09 devices for 18 years right it's amazing

9:12 what they do second when you have this

9:15 longevity and you're able to reuse all

9:17 of these things it actually preserves

9:20 your

9:21 investment it is important because it

9:24 saves you from disrupting the network

9:28 creating outages which is also business

9:31 critical for you and you don't need to

9:34 spend as much money as you move forward

9:37 to meet the growing and changing

9:39 demands last but not the least we

9:42 constantly focus on

9:45 sustainability this is where we bring in

9:48 the edge where we are not just socially

9:51 responsible to reduce carbon emissions

9:54 and use less power but the fact it also

9:58 pays back because power costs have been

10:01 going up the roof in the recent years

10:04 energy costs in particular geographies

10:06 like Europe and other places have gone

10:09 up like multiple hundred times over the

10:12 years and this is a great way for them

10:15 to actually be cost effective in what

10:17 they do so customers really love to use

10:19 this there's a great example of a high

10:23 security government use case that we

10:26 recently won they took our best selling

10:29 in MX recent product the

10:31 mx34 they loved the performance they

10:34 loved the sustainability and they were

10:36 able to actually build the Security

10:37 Solutions and connect their van with the

10:40 van 2x solutions that we have actually

10:42 brought in it's a great program for us

10:45 to actually win this customer and win it

Van2X

10:48 big thank you a I think you mentioned

10:50 van 2x let's get to that um because it's

10:53 great to see customers are experiencing

10:55 tangible results and that we are gaining

10:57 significant momentum on that front

11:00 before we conclude one major concern for

11:02 Enterprises transitioning from an

11:05 outdated competitive solution to Modern

11:07 Network infrastructure is a potential

11:09 complexity cost and risk associated with

11:12 the migration how does joury PR

11:14 mitigates these challenges and smooth

11:16 the transion process it's it's it's very

11:19 important that we actually handle this

11:21 well because the customers have a

11:23 network that is running and it's

11:25 providing Services the biggest challenge

11:28 that they have in their mind is when I

11:30 switch from this to a more modern system

11:34 how quickly can I make it go up how

11:36 quickly can I migrate my services how

11:38 quickly can I get my customers onboarded

11:41 onto this new network that I have with

11:43 all of these things what we do is we

11:47 provide you a van 2x program where this

11:49 migration is a lot more smoother easy

11:52 and seamless first things first you get

11:55 the paragan automation for free which

11:57 gives you capabilities to to onboard our

12:00 devices configure our devices and build

12:03 out the network in a free costeffective

12:06 manner for your operating cost the

12:08 second part of it that we do is config

12:12 convers uh conversions you take a

12:14 competitive uh config and we have

12:17 capabilities with tools Automation and

12:21 in fact we've even recently introduced

12:23 the llm connector which actually has AI

12:25 capabilities to convert configs with

12:28 parameterization that makes it a lot

12:30 easier for us to change from somebody

12:33 else's config to a juniper configuration

12:36 that provides the same feature

12:38 functionality that they would need to

12:41 build their service this makes it a lot

12:44 more seamless and lot more easier for

12:46 them last but not the least we also give

12:49 them flexible service credits this is

12:51 equivalent to 20% of their purchase

12:53 order that they can actually use for

12:56 training purposes for Professional

12:58 Services and other Advanced Training and

13:00 other things that they can leverage this

13:03 benefit from them this is gaining a lot

13:05 of momentum since we launched we're

13:07 seeing a lot of interest and a lot of

13:09 customers coming to us to make this

13:11 happen and we've actually had a few

13:15 migrations that proves to ourself that

13:18 we can actually do it a lot more

13:19 seamlessly for the customers that is a

13:21 big win thank you AE our conversation

Conclusion

13:25 today underscores a clear truth V

13:27 modernization is not just advantages it

13:29 is essential Enterprises that do not

13:32 modernize their van infrastructure with

13:34 the right vendor will find it difficult

13:37 to match the speed of innovation

13:38 stability scalability and performance

13:41 demanded today's digital landscape at

13:44 Juniper we recognize these challenges

13:47 and we are dedicated to facilitating

13:48 seamless and straightforward transition

13:51 we have crafted a comprehensive

13:52 migration strategy away from aging

13:55 competitive solutions that eliminates

13:58 the typical ction points associated with

14:00 such a transition thank you a for such a

14:03 fabulous discussion and for sharing your

14:05 insights and thank you for everyone for

14:07 watching for additional information

14:09 check out the links

14:12 [Music]