Enterprise Switch Sales Strategies

Transcription

1 Student Guide education services courseware

2 NOTE: Please note this Student Guide has been developed from an audio narration. Therefore it will have conversational English. The purpose of this transcript is to help you follow the online presentation and may require reference to it. Slide 2 Enterprise Switch Sales Strategies Introduction 2010 Juniper Networks, Inc. All rights reserved. Proprietary and Confidential Welcome to Juniper Networks Enterprise Switch Sales Strategies elearning module. In this course we are going to talk about strategies for selling switches. In the first section, we'll talk about the change drivers creating opportunity. Then we ll cover the application areas where the Juniper Networks switches are the best fit, followed by a discussion on the competition. Finally, at the end of the course, we'll cover some points on how to close a deal. The course aims at providing the Juniper Networks sales force and channel partners with an understanding of enterprise switch sales strategies. Course Juniper Networks, Inc. 2

3 Slide 3 Course Objectives Upon completing this course, you will be able to: Identify soft spots in networks and potential customer pain points Differentiate between potential target and non-target applications Discuss the top weaknesses of competitor products Overcome objections and place orders for customers 4 Upon completing this course, you will be able to: Identify soft spots in networks and potential customer pain points Differentiate between potential target and non-target applications Discuss the top weaknesses of competitor products, and Overcome objections and place orders for customers Course Juniper Networks, Inc. 3

4 Slide 4 Agenda: Enterprise Switch Sales Strategies Change Drivers & Insertion Points Application of Juniper Networks Switches Competitive Overview Closing the Deal 5 This course consists of four sections. The four main sections are provided in sequential order and are titled as follows: Change Drivers & Insertion Points Application of Juniper Networks Switches Competitive Overview, and Closing the Deal Course Juniper Networks, Inc. 4

5 Slide 5 Enterprise Switch Sales Strategies Change Drivers & Insertion Points 2010 Juniper Networks, Inc. All rights reserved. Proprietary and Confidential Let s start by looking at the drivers of change and points in that change where you might insert yourself. Course Juniper Networks, Inc. 5

6 Slide 6 Section Objectives After completing this section, you will be able to describe: Challenges that can create business opportunities Categories of enterprise that may be first-adopters of the EX Series Target prospects Dual vendor strategy Replacement of EOL equipment Support for advanced features 7 In this section, we'll talk about identifying market opportunities for Juniper Networks switches. After completing this section, you will be able to describe: Challenges that can create business opportunities Categories of enterprise that may be first-adopters of the EX Series Target prospects Dual vendor strategy Replacement of EOL equipment Support for advanced features Course Juniper Networks, Inc. 6

7 Slide 7 Soft Spots Network Challenges to Lean On Operations complexity especially during software updates/upgrades Challenges Over 5000 different IOS images, each with a slightly different feature set Network Juniper stability Networks EX Series Ethernet switches, Too Significant susceptible effort to in infrastructure feature validation attacks and Network interoperability performance testing for every patch, update, or combined upgrade of each with device type the entire enterprise portfolio, Too prone to system crashes High cost and risk of enabling new network features Network IT organizations performance now finally have a compelling Sub-standard The performance option Reliability to of eliminate today's networks long is far lingering from predictable issues. Customers forced to purchase expensive, resource intensive platforms to achieve high Switching Vendor availability The thousands of different versions and images of Cisco's IOS software Voice Over IP Existing boxes lack predictability, particularly with advanced services activated 8 Within their current infrastructure, customers face multiple challenges that can create new opportunities for your business. While these challenges are present in most networks, many customers have become oblivious to the limitations because no attractive alternatives were available. With the new Juniper Networks EX Series Ethernet switches, combined with the entire enterprise portfolio, IT organizations now finally have a compelling option to eliminate long lingering issues. A first challenge is network stability. When asked about the stability of their network, many customers will agree it is less than ideal, too susceptible to infrastructure attacks, and too prone to system crashes. With security only as strong as the weakest link, the device-level vulnerabilities of Cisco switches to high volume traffic attacks undermine the entire network infrastructure. Further, the commingled architecture of Cisco's IOS operating system tends to propagate versus contain instability, thereby amplifying the impact of even minor issues. A second area where customers are looking for a change is in the performance of their networks. The performance of today's networks is far from predictable especially during unexpected traffic spikes. The lack of predictable performance becomes a critical show stopper when considering adoption of VOIP and other real-time applications. A third key area driving customers to consider a change in their switching vendor is the operations headaches created by the thousands of different versions and images of Cisco's IOS software, each with a slightly different feature set. Course Juniper Networks, Inc. 7

8 Selection is so complex that Cisco had to develop a special tool known as Feature Navigator to guide customers through the process. Customers are simply tired of the foresight and effort necessary to select software. Not only must they have a good guess on the performance and features they might need in the future, they must put significant resources into testing for every software patch, update, or upgrade of each device type. Course Juniper Networks, Inc. 8

9 Slide 8 Finding Pain and Compromise Operational Burden Enterprises spending large amounts simply keeping the network running Face a difficult upgrade process managing hundreds of OS versions from a single vendor that starves innovation Inconsistent feature behavior on platforms from the same vendor Reliability Minimizing change and thereby limiting business flexibility Providing expensive operations expertise as small glitches can bring down the entire network Infrastructure not providing reliability required for converged voice and data networking Sub-standard Performance Operating networks at low utilization vs. using prioritization features that lower throughput and cause congestion Delaying application rollout because of performance issues of individual devices 9 With only one choice in the marketplace, customers have become comfortable too comfortable with the status quo. Juniper Networks wants to show there is a better way. Channel partners can help to fight Cisco's message of mediocrity by pointing out the compromises that customers make in their current infrastructure and operations. Discussing the existing shortfalls helps customers to recognize that they are now accepting and managing around multiple limitations and compromises in their solutions. First, let's consider the examples of operational burdens. When it comes to reliability, customers minimize change as much as possible to deliver high network uptime. As a result, they are not as adaptive or responsive to their business needs. Businesses must also support large, expensive operations expertise because small glitches, such as a simple configuration error, can bring down the entire network. To prevent performance from being affected, customers often operate their network at low utilization (adding to the expense of network connectivity) rather than using prioritization features, because the activated switching services can unexpectedly lower throughput. Others find themselves delaying important projects, such as VOIP conversion, because of performance issues at specific sites. Regarding network intelligence, customers limit security and QoS filters to maintain fast throughput. Course Juniper Networks, Inc. 9

10 Furthermore, they restrict introduction of new features to avoid kicking off an upgrade treadmill with new images, new memory, new hardware, new testing, etc. Finally, considering the flexibility of the solution, customers must allocate time and resources for lengthy upgrades to evaluate and test many different images. They also commonly order more features and memory than needed to avoid future upgrades. Course Juniper Networks, Inc. 10

11 Slide 9 Attacking the Switch Market Requirements for Dual Vendor Global 500, Public Sector Differentiated Features at lower TCO Large and Medium Enterprise 7% Anything But Cisco Extreme, Foundry, Nortel, HP 3% Features / Scale Extreme (EAPS), Foundry (Speed/Density) 4% Inertia Nortel 14% Lowest Price 3COM, HP, Allied Telesyn, DLink, Linksys, Netgear First Adopters Elasticity with tco Non-target 10 There are two categories of enterprise that we see as potential first adopters of the EX-series platforms. The first class of customers includes those requiring a dual vendor strategy and, until now, have only had a single vendor who can offer an end-to-end portfolio. Secondly, there are customers who will only purchase anything but Cisco. These make up approximately 7% of the market. The next tier of customers are those who have more vendor elasticity when presented with a set of differentiated features with a lower total cost of ownership. Typically these customers are large and medium enterprise customers who have purchases Cisco, or those customers who have selected Extreme, Foundry and/or Nortel as a switching vendor. Non-targets for the EX-series should be those customers who are solely concerned about price. These customers may have purchased switches from 3COM, HP, Allied Telesyn, Dlink, Linksys or Netgear. These make up approximately 14% of the market. Another point worth noting concerns Cisco revenue approximately $6.5 billion is in the Fixed-Configuration and Virtual Chassis class platforms. Approximately the same amount is generated by the Chassis-based platforms. This presents a great opportunity for the EX Series platforms. Course Juniper Networks, Inc. 11

12 Slide 10 Target Prospects Dual-Vendor Network Servers, Storage, Circuits, and Computing are all D.V. Networking is high-risk single vendor Replace End-of-Life Products Catalyst 2950, 2948, 3500, 4000, 5000 Millions of Units in Use Evaluating IP Communications IP Telephony, Video Conferencing, Unified Messaging, Contact Center Over $5B Market growing >20%/Year Evaluating Network Access Control Historically purchase Anything but Cisco (ABC) Extreme, Foundry, Nortel 11 Enterprises usually purchase from multiple vendors in many areas of IT to spread risk. But this has not happened in the network with Cisco being the dominant vendor. The analyst community is promoting a dual-vendor network. Juniper wants to be that second vendor, and we are the only end-to-end vendor able to fill that role. Juniper has an opportunity to sell to customers when they replace their end-of-life products. There are plenty of EOL products out there. Juniper can provide the support for IP communications that legacy products lack. Network Access Control is Juniper s strong point with the Infranet Controller and Steel-Belted Radius. Customers who purchase anything but Cisco should be open to the possibility of putting Juniper products into their network. Course Juniper Networks, Inc. 12

13 Slide 11 Enterprise Dual Vendor Strategy Customer Drivers 25% CAPEX savings Complete redundancy strategy Risk mitigation and regulatory compliance Your Opportunity Opens half network infrastructure Exposure to other infrastructure opportunities being addressed simultaneously 12 Let s take a deeper look at why the dual vendor strategy is so important. This is a very important concept among analysts. Gartner introduced this idea and is recommending it to customers. And you ll find that many customers have already had that policy in place. When it comes to servers, storage, and circuits from a WAN perspective, customers are already working with multiple vendors. Even in compute environments such as desktops and laptops and servers, you ll typically find multiple vendors working with any single customer. But when it comes to the network, what you ll find is a single vendor environment. From the standpoint of redundancy, that s not the best strategy. It s very high risk. By redundancy we don t mean product redundancy or network redundancy; we mean business redundancy. Relying on a single vendor leaves a customer at the mercy of that single vendor. They re dependent upon that vendor for new features and functionality. They have no protection from outside issues, such as economic issues the vendor might have. A dual vendor strategy protects customers from that. This really opens the door for Juniper. If we re not the primary vendor, we re certainly positioned to be the second vendor. Course Juniper Networks, Inc. 13

14 Slide 12 Vendor Influence Curve 5 My vendor is my trusted adviser. Anything they suggest, I do to my network. I don t look at other alternatives for any network purchases. 4 I have a primary vendor partner and look to it as the major influencer for my network evolution I choose a strategic vendor for major Initiatives. I consider a number of tactical vendors when building a best-of-breed network architecture. Networking products are a commodity. I just look to a low cost supplier If your customer is reluctant to consider a new vendor, a strong selling point you can make is the importance of vendor leverage. The Gartner Group recently conducted a study that found large businesses making even a little effort to retain some roadmap and product selection independence from their networking vendor can save an additional 25% or more in capital costs. That's 25% capital savings just for considering alternate solutions versus following the default Cisco solution. These savings can be used to advance other projects in IT or applied directly to the bottom line to improve corporate finances. Gartner's perspective is very valuable and you need to convince enterprises to use the influence curve to their advantage. The first task is for enterprises to do a self-assessment. Businesses must realize where they fall on this curve. From Gartner's client discussions, at least 80 percent of the market would be classified as being at level 4 or 5 on the influence curve. At this point, enterprises are buying Cisco solutions by default. They often don't look at the details of their requirements, nor do they look for alternatives. By moving toward a more open and healthy vendor relationship, network managers will build a better network. In addition, this new relationship, when developed with procurement specialists, will result in capital costs savings of 25% or more. Course Juniper Networks, Inc. 14

15 Once you are able to convince the customer to look at Juniper Networks to learn about and test the many security, uptime, performance and operations advantages of JUNOS they'll soon be seriously considering a vendor change. The challenge is getting them to just pause for a moment before following the default upgrade path. The many advantages of increased vendor leverage can create that pause long enough for them to listen to the Juniper Networks story. Course Juniper Networks, Inc. 15

16 Slide 13 Competitive End of Life 14 There are millions of routers and switches that have been end-of-life d or soon will be. This is Cisco s strategy to churn their installed base. Customers are compelled to upgrade when a product is EOL, because no new feature development and/or security enhancements will be made to the product. This creates a compelling opportunity to position Juniper routers and switches as the better alternative. The best time for a customer to switch vendors is when they are considering a replacement of end-of-life devices. In a lot of cases, however, we don t even hear from these customers. It s a big opportunity for us to go and actually show customers that we have a valid solution that can actually save them money over a period of time. This is a critical strategy among some customers, given today s economic climate. To find the current Cisco EOL list, click the link on screen. Course Juniper Networks, Inc. 16

17 Slide 14 Many Cisco Switch Models at EOL 15 Currently, a significant portion of the Cisco switching portfolio is going through its end of life with customers consequently being forced to purchase new products to upgrade their infrastructure. If the models displayed in this table have been deployed at customer sites, it is a good indication of impending replacements within the next 12 to 24 months. The required change-out is a great opportunity to drive consideration of Juniper Networks switching platforms. Course Juniper Networks, Inc. 17

18 Slide 15 Cisco Modular Switch EOL Opportunity 16 Here you can see how Cisco migrates customers. The Catalyst 5000s get upgraded to Catalyst 6000s and the various supervisor modules also get upgraded over the years. Cisco is excellent at going back and mining these customers for additional revenue. You can see on an annual basis that a significant amount of money is spent on upgrading Cisco products and that equals a very high cost of ownership for customers that upgrade every several years, just to be able to support Cisco s latest release of code. The EX8200 and EX4200, and EX4500 fit within this space. It s a single product line that s very stable, with a predictable release infrastructure and built for long periods of time with long depreciation cycles. So, from a cost of ownership perspective, purchasing these products would be much more advantageous to customers than purchasing Catalyst switches. Course Juniper Networks, Inc. 18

19 Slide 16 Cisco Fixed Switch EOL Opportunity 17 The same is true on the lower end of the switch market. Here you can see the Catalyst 1900s become Catalyst 2900s, which become Catalyst 3750Es or other models. A lot of money $2.8 Billion worldwide is spent on Cisco EOL. How many of those opportunities is Juniper even hearing about? Even if we win only a small percentage of those deals, that is still a huge amount of revenue. Again, the opportunity here is for the EX2200, EX3200 and EX4200, which are ideal for this end of the market. Course Juniper Networks, Inc. 19

20 Slide 17 Voice and Video Convergence Demands Always- On Network 18 Classically, many enterprises have built multiple networks in parallel: data network, PBX/voice network, video conferencing network, video distribution network, facilities/building management network, etc. These networks have each had different levels of network availability with the data network typically having the lowest levels. As voice, video, and data networks converge onto a common network, however, the need for an always-on network becomes of critical importance. Voice and video convergence is an obvious driver for some customers to upgrade their existing infrastructures. Running data, voice and video over a single network requires Quality of Service (or QoS), Power over Ethernet (or PoE), resiliency, redundancy features, etc. Some of Cisco s older products don t have these capabilities and don t really work in a converged environment. So, this is another opportunity for Juniper to go in and sell Ethernet switch products. With our expertise and experience providing carrier-class networks, this is our sweet spot. Plus, Juniper provides total interoperability with all IP Telephony vendors on the EX Series switching line. Course Juniper Networks, Inc. 20

21 Slide 18 Open Platform for Network Access Control 19 With the need to support end-users who are increasingly working from more global locations away from corporate headquarters, as well as absorb contractors, consultants, and outsourcers into the corporate environment, Enterprise network managers are implementing network access control solutions. Juniper s Unified Access Control solution provides an end-to-end, standards-based solution for controlling access to both the network as well as application servers. Unlike Cisco s NAC solution, the Juniper UAC solution is completely based on the industry standard TNC. This drives many Enterprises to upgrade their network switches in the wiring closet, and it presents a compelling reason to present the Juniper switching portfolio. The EX portfolio interoperates with our UAC solution as an enforcement point. It s a standards-based, end-toend solution, providing customers with guest access control within this particular environment, and interoperates as coordinated threat control with other Juniper products, including firewall and IPS. Juniper s UAC solution interoperates with Microsoft s NAP solution, which is available in Windows Server 2008 and Windows Vista. Course Juniper Networks, Inc. 21

22 Slide 19 Section Summary In this section, you learned about identifying market opportunities for Juniper Networks switches. You are now able to describe: Challenges that can create business opportunities Categories of enterprise that may be first-adopters of the EX Series Target prospects Dual vendor strategy Replacement of EOL equipment Support for advanced features For more information and the latest technical specifications: In this section, you learned about identifying market opportunities for Juniper Networks switches. You are now able to describe: Challenges that can create business opportunities Categories of enterprise that may be first-adopters of the EX Series Target prospects Dual vendor strategy Replacement of EOL equipment Support for advanced features Course Juniper Networks, Inc. 22

23 Slide 20 Learning Activity 1: Question 1 Juniper currently has the opportunity in the enterprise switching market to do which three of the following? (Select all that apply.) A) Promote the use of proprietary security protocols B) Replace equipment EOL d by competitors C) Present strong end-to-end competitive choice to enterprise D) Support changing needs such as integrated security Submit Clear Clear 21 Answer the following questions to review what you ve learned in this section. Learning Activity 1: Question 1 Juniper currently has the opportunity in the enterprise switching market to do which three of the following? (Select all that apply.) Course Juniper Networks, Inc. 23

24 Slide 21 Learning Activity 1: Question 2 Which two types of enterprises might act as first-adopters of the EX Series platforms? (Select two.) A) Those that require a dual vendor strategy and currently have only a single vendor who can offer an end-to-end portfolio B) Those that are concerned solely about price C) Those that purchase anything but Cisco D) Those that need to maintain separate data, PBX/voice, video conferencing, and video distribution networks Submit Clear Clear 22 Learning Activity 1: Question 2 Which two types of enterprises might act as first-adopters of the EX Series platforms? (Select two.) Course Juniper Networks, Inc. 24

25 Slide 22 Learning Activity 1: Question 3 Most IT departments source their infrastructure from multiple vendors except for which category? A) Servers B) Storage C) Network D) Computing Submit Clear Clear 23 Learning Activity 1: Question 3 Most IT departments source their infrastructure from multiple vendors except for which category? Course Juniper Networks, Inc. 25

26 Slide 23 Learning Activity 1: Question 4 The three best times for a customer to switch vendors is when: A) They need to add support for next-generation features B) They consider replacing end-of-life devices C) They need to quickly expand infrastructure D) They need to reduce IT costs Submit Clear Clear 24 Learning Activity 1: Question 4 The three best times for a customer to switch vendors is when: Course Juniper Networks, Inc. 26

27 Slide 24 Enterprise Switch Sales Strategies Application of Juniper Networks Switches 2010 Juniper Networks, Inc. All rights reserved. Proprietary and Confidential Now we ll take a look at some applications for Juniper Networks Switches. Course Juniper Networks, Inc. 27

28 Slide 25 Section Objectives In this section, we'll talk about the different application areas in which the Juniper Networks switches can be deployed. After completing this section, you will be able to describe how the Juniper Networks switches fit in: Branch Offices Campus Environments Data Centers You will also understand how the EX/QFX Series and MX Series can be positioned in the data center, and you ll be able to identify networks in which Juniper Networks switches may not be a good fit In this section, we'll talk about the different application areas in which the Juniper Networks switches can be deployed. After completing this section, you will be able to describe how the Juniper Networks switches fit in: Branch Offices Campus Environments, and Data Centers You will also understand how the EX/QFX Series and MX Series can be positioned in the data center, and you ll be able to identify networks in which Juniper Networks switches may not be a good fit. Course Juniper Networks, Inc. 28

29 Slide 26 Branch Office Infrastructure 27 The Juniper EX2200, EX3200, and EX4200 Series switches are perfect platforms for deployment in branch offices. The EX2200 is ideal for any customer needing more ports than can be supported via the SRX platform (typically more than 6). The EX2200 is a fully featured, entry level Ethernet switch designed for enterprise branch offices and wiring closets at a price point customers typically associate with higher-end/higher cost platforms. The EX2200 offers security and quality of service features required by devices deployed at the network edge, as well as added value, including future-proofing 10/100/1000 interfaces, support for IEEE 802.3at Poe+ and base Layer 3 protocols, such as RIP and static routes all at a price point equivalent to or less than other vendor s 10/100 products. To complete the solution for the small branch office, the SRX Series platform can be used to provide WAN routing, MPLS (Multiprotocol Label Switching) and firewall/vpn services to the data center and other locations. The SRX Series also provides integrated Avaya voice gateways and integrated WXC WAN optimization. The entire branch is powered by the highly-available Junos software. Course Juniper Networks, Inc. 29

30 Slide 27 Product Positioning in Branch Offices 28 With multiple products to position in the branch office, from a single consolidated routing/security/switching platform, such as the SRX, to a line of Ethernet switches, what product should be recommended for customer deployments? Most customers would like a single-box solution for their branches, and the SRX offers routing and security within a single consolidated platform. The SRX100 and SRX210 also support fixed LAN ports and are capable of supporting a few users per branch. However, for branch locations requiring greater than 6 users or 4 PoE ports, an external switch is required. Which EX switch is best suited for a customer s branch locations? Lead with the EX2200, as it provides exceptional value at a price point better than competitive products (described on the previous slide). The EX3200 would be deployed if the customer requires ports and if some advanced dynamic routing protocols, like OSPF or BGP, are required. Additionally, position the EX3200 if they require 10 Gb uplinks, or if they want a switch with field replaceable power supplies or fan trays which are faster and simpler to repair. Fans and power supplies are the most common components to fail, and the EX3200 offers field-replaceable units for fan and power, making it easy to stock and replace the failed component with an untrained person very valuable for customers with large numbers of branch locations, since no IT truck roll is required. The EX4200 should be considered when power and cooling redundancy are required in the branch, or when the branch office is anticipated to grow beyond 48 ports or is comprised of Course Juniper Networks, Inc. 30

31 more than three wiring closets. The Virtual Chassis technology will allow the customer to scale the access layer while maintaining operational simplicity (see following slides for details). Course Juniper Networks, Inc. 31

32 Slide 28 Campus or Headquarters Infrastructure 29 The Juniper EX4200 and EX8200 Series switches are perfect platforms for deployment in campus environments. By campus we mean any collection of buildings or a single, large building with multiple floors that belong to a given institution, either academic or non-academic. This could be a corporate headquarters type of infrastructure and can be a single building, a single large building, or it can mean a true campus with multiple buildings. Access Layer The EX4200 switches provide VoIP enabling PoE and 802.1X for network access control. The EX4200 should be deployed in wiring closets as Virtual Chassis technology will allow the customer to scale the access layer across wiring closets while maintaining operational simplicity. It also allows for multiple wiring closets to be interconnected via 10GbE uplinks, reducing the number of managed devices, reducing the number of uplinks to the aggregation/core, and further enhancing streamlined operations. Aggregation Layer The EX4200 line platforms are suitable for deployment as aggregation devices for the wiring closet. The EX4200 Series supports wire-rate GbE SFP for fiber downlinks. The redundant power and cooling in the EX4200 also provides hardware resiliency for this key layer in the branch. LAN Core Course Juniper Networks, Inc. 32

33 To complete the solution for the campus, the EX8200 line platform can be used to provide core LAN services. Additionally, the EX4200 Virtual Chassis may be extended across buildings, potentially collapsing the aggregation and core into a single layer and simplifying the architecture. See the following slides for more detail. Junos Software To enable the highly-available campus, all network layers are powered by the carrier-class Junos software. Course Juniper Networks, Inc. 33

34 Slide 29 Problems with Legacy Campus LAN Architecture Oversubscribed interfaces requires additional links Each wiring closet and each aggregation core device must be managed 14 managed LAN devices 30 Let s take a look at legacy campus infrastructure. Here you can see the wiring closets, which are labeled as Closet A1, A2, B1, B2, and so forth. It quickly becomes obvious that legacy campus infrastructure becomes very wiring closet-centric. Users and devices are connected to devices in the wiring closet. The wiring closets themselves are connected back into the IDF, or Intermediate Distribution Frame, which can also be called the Aggregation or Distribution Layer. In turn, the aggregation devices are connected to the core devices, which are in turn connected to the WAN routers. In this particular environment, there are 14 LAN devices that need to be managed: The four wiring closet locations, the four aggregation devices, and the four core devices as well. It s also important to note that interfaces are typically oversubscribed. This number of links, especially from the wiring closet to aggregation or IDF, is going to require a large number of interfaces and, as a result, a large number of devices in that Aggregation Layer. This increases the cost from both a capital expense standpoint as well as an operational expense standpoint. Course Juniper Networks, Inc. 34

35 Slide 30 LAN Simplification #1: Access EX4200 Virtual Chassis across wiring closets Up to ½ fewer uplinks Fewer (10) managed LAN devices 31 Juniper simplifies the campus environment. Our typical deployment involves deploying the EX4200 in those wiring closets. We can also extend Virtual Chassis not only within a wiring closet but also across wiring closets. In this particular example, we can extend the Virtual Chassis across the A, B, C, and D series closets that s a single Virtual Chassis across two wiring closets. The density of wiring closets and some other factors, such as fiber plant cable layout, impact how far we can extend a Virtual Chassis. But if a customer has fewer than 48 ports within a wiring closet, typically we can run up to ten wiring closets with a single Virtual Chassis. With a Virtual Chassis spanning ten wiring closets, customers reduce the number of managed devices by a factor of ten to one. In this particular case, though, we ve gone from 14 managed devices to ten managed devices. We used fewer uplinks in order to distribute those wiring closet uplinks across the Virtual Chassis, as opposed to leaving it wiring closetcentric. We ve reduced the number of interfaces required in the Aggregation Layer, which will save the customer money, from that perspective. It says here Did you know that Virtual Chassis can save you up to 33% from a standard configuration? This is compared to the legacy configuration that was shown earlier, and again, that s from a capital expense as well as an operational expense standpoint. Course Juniper Networks, Inc. 35

36 Slide 31 LAN Simplification #2: Aggregation Fewer aggregation uplinks No blocked links, independent of Layer 2 8 managed LAN devices EX8200 for the LAN core 32 Now, we simplify the configuration even further, again using the EX4500 in the Distribution or Aggregation Layer, but deployed this time in the IDF, or Intermediate Distribution Frame. By deploying a single Virtual Chassis within the IDF, we ve now gone from 14 managed devices down to eight managed devices. Since this is all independent of Layer 2, we no longer have any blocked uplinks or Spanning Trees running this environment. That s another big advantage for customers fewer aggregation uplinks as well. Course Juniper Networks, Inc. 36

37 Slide 32 LAN Simplification #3: Core Simplified architecture Up to ten IDFs per VC Six managed devices Up to 45% TCO savings* Refer to Juniper TCO analysis 33 Now, let s take this example to the extreme by extending the Virtual Chassis from the IDF and actually making that Distribution Layer the new Core Layer again, by utilizing the EX4200 or EX4500 (here we used the EX F) and the Virtual Chassis. We always recommend two Virtual Chassis. While one is for redundancy, both are Active-Active at the same time. As you can see here, we ve removed the Core Layer and made the Virtual Chassis in the Aggregation Layer the new Core. So we ve gone from a three tier model before to a two tier model here. You can have up to ten Intermediate Distribution Frames or ten buildings with this type of model. So, in a sizeable campus, it scales very well. Plus, notice, we ve reduced the number of managed devices. Initially we had 14; we re now down to six. That translates into huge savings in operational cost up to 45% Total Cost of Ownership savings with this particular example. Course Juniper Networks, Inc. 37

38 Slide 33 Increase High Availability at No Additional Cost EX Series supports OSPF ECMP in the base license Increased availability with L3 to the access No blocked links *Refer to Juniper TCO analysis 34 Another benefit of this simplification is increasing availability within a customer s campus environment at no additional cost. Typically, customers will deploy Layer 2 protocols at the Access Layer and Layer 3 protocols at the Aggregation and Core Layers. They do this primarily for cost reasons it s assumed to be expensive to deploy and configure Layer 3 at the Access Layer. So, customers have pretty much had a demarcation line between the aggregation and access layers, using Layer 2 out towards users and Layer 3 in towards the core. Juniper simplifies this methodology by deploying Layer 3 end-to-end within a customer environment from the core all the way into the access layer. It costs nothing additional to do that. The EX4200 base license includes full Layer 3 protocols; there s no additional cost. So, we ve removed the issue of expense from the table. Some customers also think that configuring a device for Layer 3 capabilities is more difficult than configuring it for Layer 2 capabilities, but that s not true either. It s different to configure and requires customers to do some pre-planning of their IP addressing scheme. But, other than that, it s not any more difficult to configure a device for Layer 3 capabilities than it is to configure a device for Layer 2 capabilities. Now, also keep in mind that part of the EX4200 is the Virtual Chassis. As we ve seen, the Virtual Chassis is a single, logical device that customers can extend across wiring closets, reducing the number of managed devices by a factor of up to 10 to 1. So, really, you can argue that Juniper makes it even easier to configure than for Layer 2 properties. Course Juniper Networks, Inc. 38

39 What s the benefit of configuring Layer 3 at the access, though? The benefit is much smaller failure domains. Typically a Layer 3 failure domain is going to be in the range of tens of devices as opposed to a Layer 2 domain of hundreds to thousands of devices. So, any failure is going to impact far, far fewer users. Plus, if you do have a failure, Layer 3 protocols typically react and are able to correct a failure much faster than can a Layer 2 type of environment. Layer 2, with Spanning Tree, can take several minutes to correct. Layer 3 protocols can be corrected in about a second. So, that s several orders of magnitude less in a failover time. On screen, it says, Did you know that you can save up to 40% by enabling Layer 3 technology to the access? This is a direct comparison with Cisco. Since we don t charge anything extra for our Layer 3 license and Cisco does, if you try to deploy this environment using Cisco products, it will cost 40% more than with the Juniper solution. Course Juniper Networks, Inc. 39

40 Slide 34 Carrier-class, Open Standards Network for Unified Communications Carrier-class availability Redundant components JUNOS software Auto-sense IP phones LLDP, LLDP-MED 802.1X Access control Multiple supplicants per port Power over Ethernet Class 3 (15.4 W) Enhanced PoE (18.6 W) coming in Junos 11.1 release PoE+ (30W EX2200) Granular QoS 8 queues per port on all ports Strict priority queuing WP: Carrier Class Networking for Unified Communications 35 Carrier-class reliability is critical to enabling IP Telephony and Unified Communications. Juniper Networks EX Series provides a full set of features to support IP telephony in the campus and branch. Advantages of the Juniper Networks switching portfolio for VoIP transport are many, including auto sensing of IP phones with link layer detection protocol, support for multiple supplicants on each port for 802.1X access control, support for power over Ethernet, multiple queues per port on all ports, comprehensive QoS functions to classify, prioritize and schedule traffic without performance degradation, and consistent queue policing. Course Juniper Networks, Inc. 40

41 Slide 35 Unified Access Control (UAC) 1. Network protection 2. Guest access 3. Application and role access 4. Visibility and monitoring 5. Identity-based QoS WP: UAC and EX 36 Juniper offers a comprehensive, end-to-end unified access control solution with the EX Series, Infranet Controller and Steel-Belted Radius. Both the EX Series switches, enabled with IEEE 802.1X and SSG/ISG firewall products, can act as policy enforcement points policing admission to the network and access to key protected application resources. Using the UAC agent located on a PC, the Infranet Controller can push a predefined policy to the EX Series switches that can then be applied to the access port on the switch. Policies such as VLAN assignment, QoS scheduling and tagging policies, and access control lists can all be dynamically applied based on the user or device attaching to the network. This is a powerful end-to-end access control solution for customers, that is tested for complete interoperability. Course Juniper Networks, Inc. 41

42 Slide 36 Branch and Campus Summary Position EX2200, EX3200 or EX4200 for LAN Access 10/100/1000 with no oversubscription Base license includes Layer 3 protocols for link redundancy Redundant power where required Utilize Virtual Chassis (EX4200) capabilities for increased density Position EX4200 or EX4500 for LAN Aggregation EX F or EX4500 for GbE fiber or EX4500 or EX8200 for 10GbE interconnects Position EX8200 for LAN Core 10GbE interconnects Redundant control plane 37 The EX2200, EX3200, and EX4200 should be positioned for LAN access in the campus and branch. With no oversubscription, each port has dedicated bandwidth through the switch, preventing contention and enabling advanced applications. As the Layer 3 protocols are included in the base license, enterprises can cost effectively enable routing at the access layer without the extra CapEx burden. The EX2200 is a good fit specifically for branch or low density wiring closets. As we ve already discussed, moving up the value chain, the EX3200 comes with some field replaceable components, Layer 3 in the base license, and 10 Gig support. Even further up the value chain is the EX4200 with Virtual Chassis which allows customers to be able to interconnect multiple physical devices into a single, logical device. Both the EX4500 and EX8200 are positioned for LAN aggregation and, finally, the EX8200 is positioned for the LAN core. Course Juniper Networks, Inc. 42

43 Slide 37 Legacy Data Center Network Infrastructure 38 Here you will see a simplified diagram of a typical data center network. Most data center networks are similar to campus environments in that, while campus environments are wiring closet-centric, data centers are rack-centric, with servers connected by a switch or switches. In turn, those switches have at least a pair of connections back into the core of the environment. Because there are so many interfaces, though, an interim aggregation or distribution tier is necessary. Most data center networks are built with a top of rack (or TOR) access switch that connects two uplinks to an aggregation switch. Every rack has two uplinks connected to expensive aggregation ports. The aggregation tier is built out horizontally and aggregated to a core tier. Oftentimes, there may be multiple tiers of aggregation. Then the Core connects to the Campus or Branch locations through the WAN. Large Layer 2 domains using Spanning Tree, however, are inherently prone to failure and malfunction. End-of-row and aggregation switches were originally built for campus environments and there are several limitations in the building blocks the forwarding engine, route engine, switch fabric that result in oversubscription so that corner-cases are unpredictable and you can t provision a new application with confidence. Plus security is an afterthought. Customers usually end up with a band-aid of dozens of security blades across the aggregation layer, represented here by the brick walls, which Course Juniper Networks, Inc. 43

44 consume lots of power and space. Adding different operating systems in each layer makes it operationally even more expensive and cumbersome. Course Juniper Networks, Inc. 44

45 Slide 38 Juniper Simplifies the Data Center Network 39 How does Juniper simplify this environment? Starting with the access layer, as we saw earlier, EX4200s with Virtual Chassis technology allow up to 10 devices to be managed, operated, and maintained as if they are one. We extend the Virtual Chassis across racks or rows, or even data canters, in some environments. Typically, a customer would run two uplinks per rack. With Virtual Chassis technology, though, uplinks are shared across the entire Virtual Chassis. Customers can distribute uplinks across multiple racks to meet whatever performance needs they may have. If they need wire speed, they can do that. If they want some level of oversubscription, they can do that. So the Virtual Chassis cuts down the number of very expensive aggregation ports that eat up a lot of budget. Other vendors don t have that capability; they can t provide that solution. In the Core layer, because of flexibility of the Virtual Chassis at the access layer and the highdensity and high-performance of the EX8200s at the core, we re able to reduce the number of uplinks, so that effectively we ve removed that aggregation and distribution layer entirely from a customer s network. The very high-density, high-performance EX8200 platform provides wire-rate performance for all packet sizes so you can integrate large numbers of GigE or ten GigE interfaces and thus drive all 10GbE uplinks at full capacity at all times. We support up to 3000 servers on just two EX8208s in the core, and 6000 servers on just two EX8216s. So there are some fairly big data centers that can be built using this 2-tier architecture. Course Juniper Networks, Inc. 45

46 Beyond that, there s the virtualized security of the SRX platforms. In the legacy data center environment, typically customers deploy firewalls or IPS devices and distribute those multiple appliances all over that data center network. The SRX offers a very highly scalable, high-performance solution which effectively consolidates dozens of firewall, intrusion prevention, NAT, and QoS appliances into a single device. And adding firewall capacity is as simple as adding more processing power no extra devices, configurations, or OS s to manage Next is the WAN part of the data center, where you have MX or M Series products, which provide MPLS and VPLS capabilities so customers can share VLANs along with applications and users across multiple data center environments, essentially building Cloud-ready data centers. This virtualization technology replaces multiple overlay networks that are classically put in place to connect different facilities to each other. Finally, of course, the entire data center network runs on the single Junos operating platform, which makes operating this network much simpler. So, overall, what this means is customers get a simplified environment, lower latency, increased bandwidth or increased performance, and increased availability because they have fewer layers to manage and fewer devices to manage. With fewer devices, customers save money because they need less power and less space. And they get simplified management from a single management application for all layers switching access, switching core, security, as well as the LAN core with NSM, and the consolidated security of the SRX. Course Juniper Networks, Inc. 46

47 Slide 39 Data Center Summary Position EX4200 for DC top-of-rack or end-of-row Access Density of 10/100/1000 with no oversubscription Redundant power Utilize Virtual Chassis Technology Position EX8200 for DC Core High density, wire-speed10gbe interconnects Redundant control plane Position MX for DC Aggregation and/or Core when: High scaling of IP, IPMC, MAC or ACL required MPLS services required Collapsed data center architecture may be implemented EX8200 is not available for deployment, i.e. to 3Q08 Junos across all layers, including the WAN 40 Here s brief summary of how to position products in the Data Center. The EX4200 Series is ideal for the top of rack or end of row access as well as for data center aggregation. The EX8200 Series is perfect for the data center core. The MX Series is typically positioned for core data center environments under specific circumstances, such as when a customer requires very high levels of scaling of Layer 3 or Layer 2 characteristics MAC address, IP addresses, multicast, etc. or, if the customer is building a much broader environment data center to other data centers, or data center to other remote locations, using Layer 2 or Layer 3 VPNs, VPLS or MPLS-types of services. Course Juniper Networks, Inc. 47

48 Slide 40 QFX3500 AND EX Lets also review how EX4500 and the QFX3500 are going to co-exist in the network. - The QFX3500 is primary positioned as a 10GbE Access for Data Center that serves the purpose of Low Latency Switching - It provides (Fibre Channel over Ethernet) FCoE Transit and FCoE to (Fibre Channel) FC Gateway support. - The EX4500 is a perfect switch for a mix of GbE, 10GbE and leveraging Juniper s Virtual Chassis Technology. It spans between EX4200 and EX EX4500 is also suitable for Small Campus and Data center Aggregation and Core using Virtual Chassis Technology and feature rich L2/L3 feature sets. Course Juniper Networks, Inc. 48

49 Slide 41 Non-Targets Cisco NAC customer with Cisco Trusted Security planning Deep commitment to proprietary routing schemes (EIGRP/IGRP) Large deployments of legacy protocol technologies Token Ring, RSRB, Bi-Sync/SDLC Resolute single vendor bias 42 There are a number of potential scenarios where the EX Series may not be a good fit for certain customers. If a customer is dedicated to enabling a proprietary technology whether it be Cisco VoIP, NAC with Cisco trusted security planning or even commitment to proprietary routing protocols the EX Series will not be a good fit. Also, if there is a large deployment of legacy networking protocols, such as token ring, RSRB or bi-sync/sdlc, then the EX Series is not appropriate. Finally, if the customer is at the bottom of the vendor influence curve and they have a resolute bias to having a single vendor it will be difficult to position Juniper platforms. Course Juniper Networks, Inc. 49

50 Slide 42 Section Summary In this section, we ve talked about the different application areas in which the Juniper Networks switches can be deployed. You are now able to describe how the Juniper Networks switches fit in: Branch Offices Campus Environments Data Centers You also understand how the EX Series and MX Series can be positioned in the data center, and how to identify networks in which Juniper Networks switches may not be a good fit In this section, we ve talked about the different application areas in which the Juniper Networks switches can be deployed. You are now able to describe how the Juniper Networks switches fit in: Branch Offices Campus Environments, and Data Centers You also understand how the EX Series and MX Series can be positioned in the data center, and how to identify networks in which Juniper Networks switches may not be a good fit. Course Juniper Networks, Inc. 50

51 Slide 43 Learning Activity 2: Question 1 The EX3200 should be considered over the EX2200 when which two of the following features are required? A) 10GbE uplinks are required B) Field-replaceable power and fans for low mean-time-to-repair C) Power supply redundancy is required D) An entry-level price point is required Submit Clear Clear 44 Answer the following questions to review what you ve learned in this section. Learning Activity 2: Question 1 The EX3200 should be considered over the EX2200 when which two of the following features are required? Course Juniper Networks, Inc. 51

52 Slide 44 Learning Activity 2: Question 2 The EX4200 should be considered over the EX3200 when which three of the following features are required? A) Cooling redundancy B) Power redundancy C) PoE D) Continued branch office growth Submit Clear Clear 45 Learning Activity 2: Question 2 The EX4200 should be considered over the EX3200 when which three of the following features are required? Course Juniper Networks, Inc. 52

53 Slide 45 Learning Activity 2: Question 3 True or False: The EX Series switches can act as 802.1x enforcement points. A) True B) False Submit Clear Clear 46 Learning Activity 2: Question 3 True or False: The EX Series switches can act as 802.1x enforcement points. Course Juniper Networks, Inc. 53

54 Slide 46 Learning Activity 2: Question 4 Which two of the following platforms provide the solution for aggregating connectivity from the access layer? (Select two.) A) EX3200 B) EX4200 C) EX8200 D) M Series Submit Clear Clear 47 Learning Activity 2: Question 4 Which two of the following platforms provide the solution for aggregating connectivity from the access layer? (Select two.) Course Juniper Networks, Inc. 54

55 Slide 47 Enterprise Switch Sales Strategies Competitive Overview 2010 Juniper Networks, Inc. All rights reserved. Proprietary and Confidential Now we ll take a look at the competition in the enterprise switching market. Course Juniper Networks, Inc. 55

56 Slide 48 Section Objectives After completing this section, you will be able to: Describe the key comparative products between Juniper and Cisco, HP and Brocade List the competitor business and product vulnerabilities Explain how the EX Series competes with comparable competitor products from Cisco, HP and Brocade 49 After completing this section, you will be able to: Describe the key comparative products between Juniper and Cisco, HP and Brocade List the competitor business and product vulnerabilities, and Explain how the EX Series competes with comparable competitor products from Cisco, HP and Brocade Course Juniper Networks, Inc. 56

57 Slide 49 Top Cisco Vulnerability IOS Overextended software program Architected over 10 years ago No functional, modular elements Monolithic architecture Shared CPU with inherent processing conflicts Security vulnerability to locked console port Stability issues from intermingled processes Performance limitations Over 5000 images and subsets! Feature inconsistency across platforms Release note nightmare Line-by-line configuration Line-by-line entry No safety mechanisms 50 Juniper Networks software, the Junos operating system, is the most important distinction from Cisco's switching products and presents many opportunities. The modular and coherent design of the Junos operating system is fundamentally different from Cisco's outdated IOS operating system. IOS is an overextended program that was designed over ten years ago prior to the use of modern programming that s based on functional, modular elements. Without built-in modularity, the commingled architecture of IOS requires that all functions of the switch share the same CPU cycles. The intermingling of functions creates inherent processing conflicts, impacting the switch's security, stability, and performance. For example, during Distributed Denial of Service attacks, packet forwarding can consume all available processing capacity, leaving none for the console port, which locks up. Or, worse, with all processing being used for forwarding, the switch can lose its adjacencies, which are necessary to maintain network connectivity. Another example is IOS's inherent stability issues. Minor problems, such as an SNMP bug or upgrade glitch, can collapse other switch processes in IOS's complex, intertwined code string, leading to an extensive system crash. A fourth example of the deficiencies of the commingled architecture is performance limitations. In Cisco switches, advanced switching services such as QoS mechanisms, firewalls and other filters, accounting, diagnostics, SLA monitoring, etc., can rapidly degrade Course Juniper Networks, Inc. 57

58 throughput performance, severely limiting their practical utility and requiring configuration tradeoffs. Another fundamental weakness of the IOS software is its reliance on multiple trains and branches to deliver different functionality. Over 5,000 different IOS versions are available for Cisco's enterprise platforms with each specific selection dependent upon the particular model, existing code, and required features. So really, IOS is not a single operating system, but multiple operating systems each one of those with multiple releases and Cisco continues to build bug fix releases or feature types of releases that may or may not interoperate with other, previous releases. This is philosophically contrary to Junos, which is a single operating system that runs across multiple platforms switching, routing, and security platforms and has a very consistent release structure. The selection process is so complex that Cisco had to develop a multi-step tool known as Feature Navigator just to choose between all the different possibilities. With all those images, customers must undertake a lengthy selection, evaluation, and testing process to ensure stability and interoperability between each software image for every patch, update, or upgrade. The line-by-line CLI of IOS is another area to knock. Lacking safety mechanisms such as commit check and commit confirm, Cisco's line-by-line command entry offers minimal protection against simple configuration errors. Further, Cisco's CLI requires multiple steps to enter configurations, so one command in an unfinished sequence can cause an unexpected chain of events that opens security holes or result in outages. By running multiple functions on assigned processing resources, the modular Junos eliminates these issues and delivers high stability with the flexibility to enable advanced switching, QoS, security, and management policies with predictable performance. Course Juniper Networks, Inc. 58

59 Slide 50 Other Cisco Weaknesses Business Practices Upgrade treadmill Small default memory Compact flash Hardware upgrade Proprietary architectures Proprietary protocols Leaving customers solely dependent upon Cisco Innovation with little leverage over the vendor Influence exposure 51 Cisco business practices are another key area to exploit. Cisco's customers are becoming increasingly uncomfortable with common Cisco practices, including its renowned upgrade treadmills, preference for proprietary architectures, and heavy influence on customers' planning and purchasing. Many customers have already experienced the upgrade treadmill. Cisco generally ships its products with small default memory and compact flash, often requiring a hardware upgrade when new features are added. As Cisco extends its product line into new areas such as voice and storage, proprietary architectures are another challenge. In these newer products, Cisco is linking its devices through proprietary protocols. They ll oftentimes position this as a key advantage. But in a lot of cases, customers will buy Cisco products and they ll be locked into that Cisco architecture and dependent upon Cisco and its pace of innovation with little leverage over the vendor. A good example is Cisco IP phones and CDP (or Cisco Discovery Protocol). In order to be able to provide emergency 911 services, Cisco IP phone customers have to have Cisco call managers and Cisco switch products. So, essentially you ve got an end-to-end Cisco solution. Again, that doesn t really work well if you re following the analysts recommendation of a multi-vendor type of architecture. It doesn t give you the freedom and flexibility to choose network devices versus your Voice over IP devices. You re locked into Cisco. What if Cisco doesn t have a voice feature that you want, that maybe a ShoreTel or a MyTel does? You re not going to be able to use it in the Cisco network environment. Course Juniper Networks, Inc. 59

60 Juniper offers freedom and flexibility of choice. We use open standards types of architectures so that customers can choose their network infrastructure or their unified communications infrastructure or their wireless infrastructure. A final competitive point that we'll discuss is the value of maintaining decision-making independent from Cisco. As researched by the Gartner Group, enterprises that maintain final decision making over their own network plans, ultimately end up with a better architecture and the potential for 25% capital savings. Course Juniper Networks, Inc. 60

61 Slide 51 Juniper EX vs. Cisco Catalyst 52 The Juniper EX Series platforms are well positioned to compete with alternate Cisco solutions. The EX2200 competes with the Cisco Catalyst low-end switches such as the Catalyst 2960 and Cat 3560 products. The EX2200 offers Juniper quality, the Junos operating system and a fully-featured enterprise functionality that customers often associate with higher-end and more expensive products. The EX2200 offers more value at a price point equivalent or less than the Cat 2960/3560 lines. An example is 10/100/1000 interfaces at a price point equivalent to Cat 2960 s 10/100 interfaces. The EX3200 Series competes with the Cisco Catalyst 3560-E series switches. The EX3200 overcomes a number of limitations of the Cat 3560-E series by offering: A full or partial PoE option for more flexibility Greater energy efficiency Optional Modular uplinks with Gigabit Ethernet, as well as 10 Gigabit Ethernet options, and The modular, highly available Junos operating system The EX4200 can be positioned against the Cisco 3750 stackable switches. When compared to the 3750 the EX4200 series offers these key advantages: Full chassis-like resiliency and redundancy in hardware and software (e.g., multiple route engines) A 128Gbps backplane capacity compared to 64Gbps or 32 Gbps when legacy 3750 switches are included in the stack Dual, redundant power supplies Course Juniper Networks, Inc. 61

62 A fiber port configuration option, allowing high density fiber interconnectivity A partial PoE option when full PoE is not required Higher energy efficiency In the campus, the EX4200 competes in the access with the Cat 4500 and Cat 6500 by offering higher performance and greater density at a lower product cost, lower sparing cost, taking less space and drawing less power For data center access, the EX4500 can be positioned against the Cisco 4948 series switch. The EX4500 offers many advantages over the 4948 including: More flexibility at a lower cost with optional Gigabit Ethernet and standards-based 10 Gigabit Ethernet uplinks Virtual-chassis capability, providing a highly flexible pay-as-you-grow platform that reduces operational expense Higher port density Greater energy efficiencies The EX8200 terabit-chassis switches compete against the Catalyst 6509 for the data center aggregation and core layers. Course Juniper Networks, Inc. 62

63 Slide 52 EX4200 vs. Catalyst The Cisco Catalyst 3750-E has a long list of limitations, such as: No true virtual chassis-like resiliency or high availability in hardware or software: Having no dedicated standby route engine means the Catalyst 3750-E can t actively synch its forwarding databases and protocol states with the Master Route Engine (MRE). That means no support for graceful route engine switchover (GRES), non-stop routing (NSR) or non-stop forwarding (NSF). Finally, no redundant power supplies, no redundant fans and no in-service software upgrade (ISSU) make the Catalyst 3750-E a risky investment. Backplane Constraints: Catalyst 3750 and 3750G Series switches support 32 Gbps backplane connections, while Catalyst 3750-E Series switches support 64 Gbps backplanes. However, a stack that mixes 3750/3750G switches with 3750-E switches is constrained by the legacy products, limiting it to a 32 Gbps backplane. That restriction prevents the stack from supporting 10 GbE uplinks, since a minimum 40 Gbps backplane is required. With a 128 Gbps backplane, the Juniper virtual-chassis switches have no such restriction. Layer 3 Functionality Costs Extra: Catalyst 3750 customers must pay for an extra license (EMI or IP Services) to get the same Layer 3 functionality available with the base Juniper virtual-chassis switches. Single Point of Failure: A single process failure in the monolithic IOS would result in a catastrophic reboot of the entire system it s no match for the highly modular, highly resilient JUNOS software. Catastrophic Failures: The failure of any member switch in a Catalyst 3750 stack reduces stacking throughput by 50 percent. Conversely, the failure of any member switch in a Juniper virtual-chassis configuration reduces throughput by as little as 10 percent. Course Juniper Networks, Inc. 63

64 No Partial PoE: Catalyst 3750-E customers are forced to pay for full PoE even when it s not required, resulting in much higher CAPEX costs. Juniper offers both full and partial PoE options. Ineffective NAC: Minimal ACL resources make meaningful Network Admission Control (NAC) enforcement impossible, leaving the network vulnerable. That s not a problem with Juniper s Unified Access Control (UAC) system. Poor Virtualization: The Catalyst 3750-E Series network virtualization story is weak, thanks to a lack of MPLS and IP tunneling capabilities. QoS Shortcomings: With half the number of queues per port and 75 percent fewer traffic policers and rate limiters, the Catalyst 3750-E is far less equipped than the Juniper virtualchassis switches to provide fine-grained QoS for voice and video applications or to effectively handle temporary oversubscription situations. Higher Energy Costs: The Catalyst 3750-E consumes up to 24 percent more power than the Juniper virtual-chassis switches. That translates into an extra $200 per switch per year for power, not to mention the extra costs required to cool the additional heat generated. Higher Costs; Less Flexibility: The Catalyst 3750-E comes hard-wired with 10GbE ports whether customers need them or not; the Juniper virtual-chassis switches allow users to buy for their needs today, with the option to upgrade to 10GbE when needed. Course Juniper Networks, Inc. 64

65 Slide 53 Gigabit Access for Less than the Price of Fast Ethernet and Under Two Watts per Port 54 Let s take a deeper look at how the newest EX platform, the EX2200, stacks up against Cisco. Here you can see that the EX2200 competes directly with the Catalyst 2960 and 2960G. You can also see how the EX2200 has a starting price point that is offering 10/100/1000 ports at a price that s lower than Cisco s offering for 10/100 ports. Plus, the EX2200 offers less power per port and has fixed Gig uplinks and, as a result, it has a much higher performance level and is capable of Layer 3. So, not only is the EX2200 less expensive, it also outperforms the equivalent Catalyst Course Juniper Networks, Inc. 65

66 Slide 54 Campus Competitive vs. Cisco Prices shown in US$ List/port 55 Let s take a step back and look at how Juniper and Cisco each approach a typical campus environment. Here s a good overview of the various opportunities. From the Juniper standpoint, it s very simple. We put EX4200s in the wiring closet, EX4200s in the aggregation and EX8200s in the core. Cisco, though, has a variety of products, depending on densities required. And you can see that in all cases Juniper is going to come out at a lower price per port in each of these locations for both Layer 2 as well as Layer 3. A lot of times, customers will ask for price per port, so it s important to know we have a competitive advantage in each one of these locations, no matter what the competition s proposed. Course Juniper Networks, Inc. 66

67 Slide 55 HP GbE Product Positioning LAN 56 The EX2200 competes with the HP ProCurve low-end switches such as the 2800 and 2900 products. The EX2200 offers Juniper quality, the Junos operating system and a fully-featured enterprise functionality that customers often associate with higher-end and more expensive products. The EX2200 offers more value at a price point equivalent to or less than the ProCurve 2800/2900 lines. An example is 10/100/1000 interfaces at a price point equivalent to 2810s 10/100 interfaces. The EX3200 adds additional value such as: A full or partial Power over Ethernet option for more flexibility Greater energy efficiency Optional Modular uplinks with Gigabit Ethernet, as well as 10 Gigabit Ethernet options, and The modular, highly available Junos operating system The EX4200 can be positioned against the ProCurve stackable and modular switches. The EX4200 series offers these key advantages: Full chassis-like resiliency and redundancy in hardware and software (e.g., multiple route engines) A 128Gbps backplane capacity compared to 64Gbps or 32 Gbps when legacy 3750 switches are included in the stack Dual, redundant power supplies A fiber port configuration option, allowing high density fiber interconnectivity A partial PoE option when full PoE is not required Higher energy efficiency Course Juniper Networks, Inc. 67

68 HP does not have a modular platform that scales to campus and data center core applications. Typically, the EX4200 competes directly with HP ProCurve modular platforms such as the 5400zl. With HP s acquisition of 3COM, HP has the 3Com S12500 modular switch (not shown). The S12500 competes directly with Juniper s EX8200, but is more expensive and lacks the density and performance of the EX8200. Course Juniper Networks, Inc. 68

69 Slide 56 EX vs. HP ProCurve High Level Portfolio Mapping 57 Here is a detailed look at the EX product lines compared with HP ProCurve. In all cases, the EX offers the additional value of features and functionality required by enterprise customers such as a single operating system and management application Layer 3 protocols at no additional cost or license, field-replaceable or redundant components, and wire-rate performance. Course Juniper Networks, Inc. 69

70 Slide 57 Juniper Competitive Strategy vs. Brocade Attack Brocade at its vulnerabilities: Deny Brocade business outside the data center Lead with our architectural advantages in the data center Lead with Juniper s complete portfolio of routing, security and switching Position the one JUNOS vs. the 2+ Brocade O/Ss Highlight Brocade s financial challenges and recent unsuccessful attempts to sell the company 58 Brocade purchased Foundry Networks in Foundry brings Ethernet switching to Brocade s primarily storage offerings. Brocade focuses primarily on the data center as well as government solutions. Brocade s Ethernet switches are getting a bit old, with some switches more than 10 years old. Outside the DC, Brocade has a relatively weak story due to these obsolete products, as they take up more space, consume more power and lack the density, performance and security features required in contemporary wiring closets. Within the DC, lead with Juniper s ability to simplify the architecture and collapse layers via Virtual Chassis technology. Also discuss Juniper s single operating system across switching, routing and security products. Brocade has multiple operating systems across their switches and lacks routing and security devices. Also highlight Brocade s financial difficulties the purchase of Foundry has made it difficult for Brocade to sustain development efforts and they have publically stated their willingness to sell the company to a larger entity. Course Juniper Networks, Inc. 70

71 Slide 58 Juniper vs. Brocade Switch Portfolio Comparison 59 This matrix provides a quick view of which Brocade switch is typically positioned for enterprise environments. Foundry has a large number of switch offerings, many of them obsolete but still positioned for lack of newer platforms. In most cases, you will find the EX and QFX provides superior performance and availability over the Brocade switch platforms. Course Juniper Networks, Inc. 71

72 Slide 59 Brocade BigIron RX vs. EX8200 Overview - RX4-4 ½-slot line cards, 240Mpps - RX8-8 ½-slot line cards, 480Mpps - RX16-16 ½ slot line cards, 960Mpps - RX32-32 ½ slot line cards, 1.92Bpps BigIron RX - Up to GbE per system - Up to 1,536 GbE per system (using RJ21) - Redudant CPU, fabric, power and fans - NetIron operating system EX EX line cards, 960Mpps - EX line cars, 1.92Bpps - Up to 128 line-rate 10GbE ports per system - Up to 768 line-rate GbE ports per system - Fully redundant routing engines with N+1 fabrics - Redundant, load-sharing AC and DC power supplies - Junos operating system For more details, see the hot sheet - 33% greater 10GbE density, up to 256 line-rate 10GbE per rack - Line-rate, redundant performance at all packet sizes - Higher MAC scaling for data center applications - 8x link aggregation groups- required for data center and campus core deployments - Eight hardware-based queues for prioritizing business-critical traffic - Future-proofed for emerging 100GbE Ethernet standards - Consistent Junos software across switching, routing and security platforms 60 For campus and DC core, Brocade will position the BigIron RX. Note it is rumored the RX32 has been discontinued as of Dec, The EX8200 competes closely with the BI RX. However, the EX8200 provides greater density per rack with superior performance and availability. Lastly, the EX8200 uses Junos, which is the same OS as EX2200, 3200 and Brocade has multiple operating systems between their modular core and access switches. Course Juniper Networks, Inc. 72

73 Slide 60 Brocade FastIron CX vs. EX4200 Overview - 24/48 10/100/1000 ports - 4 SFP dual-personality ports - 2 modular 10GbE uplinks - Hot-swappable, redundant power - PoE and PoE+ models - 64Gbps stacking, up to 8 devices - Stack extension via 10GbE uplinks - L3 as part of base software FastIron CX - Wiring closet and data - center deployments EX /48 10/100/1000 ports - 24-port SFP option - Modular GbE and 10GbE uplinks - Hot-swappable, redundant power - Full and partial PoE - 128Gbps Virtual Chassis Technology - L3 as part of base - software - Wiring closet and data - center deployments - 24/48 10/100/1000 PLUS 4 SFP - uplinks no loss of ports for SFP uplinks - Partial PoE models offer 8 PoE ports, ideal for wireless APs, cameras, etc - Flexible, optional GbE and 10GbE modular uplinks x 10/100/1000 ports in a single Virtual Chassis - Chassis-like availability- ideal for multiwiring closet as well as data center top of-rack and end-of-row deployments - High-performance 128Gbps virtual Chassis backplane - DC power supply option - End-to-End UAC and 802.1x Supplicant/ Client Offering - LCD Device Management Interface for ease of use - Hardened, highly available JUNOS software - Consistent Junos software across switching, routing and security platforms 61 The FastIron CX is the newest Brocade switch offering, and it likely supersedes all previous standalone and stackable switches, including the FastIron LS and GS series. The EX4200 competes most directly with the FI CX. The EX4200 offers a level of value beyond the CX s stacking capabilities including a higher density, multiple routing engines and flexible uplink options. Of great importance is the EX integration with Juniper s Unified Access Control. Brocade lacks a basic access control solution, which is important for LAN edge deployments. Again, Juniper supports Junos as a consistent operating system across all LAN layers, unlike Brocade s multiple operating systems. Course Juniper Networks, Inc. 73

74 Slide 61 Brocade FastIron CX vs. EX4200 Overview - 24/48 10/100/1000 ports - 4 SFP dual-personality ports - 2 modular 10GbE uplinks - Hot-swappable, redundant power supply (GS only) - PoE models - Static routing only - Wiring closet and data center deployments - Standalone, fixed configuration - 24/48 10/100/1000 ports - Modular GbE and 10GbE uplinks - Field-replaceable power - Full and partial PoE - L3 as part of base software - Wiring closet and branch deployments - Standalone, fixed configuration - 24/48 10/100/1000 ports - 4 SFP uplinks - PoE options - L3 RIP as part of base software - Wiring closet and branch deployments - Compact, one Rack unit height - Flexible, modular GbE and 10GbE uplink options (EX3200) - Partial PoE models offer 8 PoE ports, ideal for wireless APs, cameras, etc (EX3200) - Low mean-time-to-repair with field replaceable power and fans (EX3200) - End-to-End UAC and 802.1x Supplicant/ Client Offering - Layer 3 included with base software (EX3200) - LCD Device Management Interface for ease of use (EX3200) - Hardened, highly available JUNOS software - Consistent Junos software across switching, routing and security platforms - If 10GbE uplinks not required, position EX2200 For more details, see the hot sheet 62 The FastIron GS and LS products may still be sold for smaller density environments as a lower cost alternative to the FI CX. In this case, position EX200 against the GS and LS. The EX2200 offers an enterprise features set, Juniper quality, the Junos OS at a price point lower than GS and LS. GS and LS support redundant power and the option for 10GbE uplinks. If a customer requires these options, the EX3200 is best positioned to meet the customer requirements. Course Juniper Networks, Inc. 74

75 Slide 62 Section Summary In this section, we discussed three competitors in the enterprise switching market. You should now be able to: Describe the key comparative products between Juniper and Cisco, HP and Brocade List the competitor business and product vulnerabilities Explain how the EX Series competes with comparable competitor products from Cisco, HP and Brocade 63 You should now be able to: Describe the key comparative products between Juniper and Cisco, HP and Brocade List the competitor business and product vulnerabilities, and Explain how the EX Series competes with comparable competitor products from Cisco, HP and Brocade Course Juniper Networks, Inc. 75

76 Slide 63 Learning Activity 3: Question 1 Which three of the following are deficiencies of Cisco s IOS? A) Feature inconsistency across platforms B) Stability issues from intermingled processes C) Lack of modularity D) Line-by-line configuration overburdened by safety mechanisms Submit Clear Clear 64 Answer the following questions to review what you ve learned in this section. Learning Activity 3: Question 1 Which three of the following are deficiencies of Cisco s IOS? Course Juniper Networks, Inc. 76

77 Slide 64 Learning Activity 3: Question 2 Which two of the following are Brocade s vulnerabilities? A) Lack of strength outside the data center B) Lack of end-to-end switching, routing, and security C) Lack of IPv6 support Submit Clear Clear 65 Learning Activity 3: Question 2 Which two of the following are Brocade s vulnerabilities? Course Juniper Networks, Inc. 77

78 Slide 65 Learning Activity 3: Question 3 Which is the top HP ProCurve vulnerability? A) Lack of a modular core/aggregation platform B) No 48-port PoE option Submit Clear Clear 66 Learning Activity 3: Question 3 Which is the top HP ProCurve vulnerability? Course Juniper Networks, Inc. 78

79 Slide 66 Enterprise Switch Sales Strategies Closing the Deal 2011 Juniper Networks, Inc. All rights reserved. Proprietary and Confidential Let s wrap up this course with a discussion of Closing the Deal. Course Juniper Networks, Inc. 79

80 Slide 67 Section Objectives Various aspects of closing the deal! After completing this section, you will be able to: Promote key selling points of the Juniper Networks platforms Respond to objections 201 Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 68 In this section, we'll discuss the various aspects of closing a deal. After completing this section, you will be able to: Promote key selling points of the Juniper Networks platforms, and Respond to objections Course Juniper Networks, Inc. 80

81 Slide 68 Key Selling Points Carrier-class reliability Enterprise price point Ensure services continuity for users Integrated security DDOS protection UAC solution Virtualization enabled Virtual Chassis technology Virtual routing GRE tunneling Reduced TCO with JUNOS and Unified Management One OS, One Architecture, One Release Train High security, uptime, performance and operations simplicity Application control Application Visibility Quality of Service Remote Performance Monitoring 201 Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 69 The Juniper EX Series Platforms offer five fundamental areas off differentiation in the Ethernet switching market. These differentiators are: Industry leading carrier-class reliability through carrier-proven hardware and software Integrated security with threat containment and integration with Juniper s unified access control solution Virtualization capability delivered through Virtual Chassis technology, Virtual Routing and GRE Tunneling for remote mirroring The lowest TCO in the industry with the Junos network operating system, unified management with the Juniper NSM application, and platform energy efficiencies Granular application control through wire-speed application reporting and granular quality of service features Let s take a look at each of these differentiators in more detail. Course Juniper Networks, Inc. 81

82 Slide 69 Juniper Networks EX Series Advancing the Economics of Networking 201 Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 70 Juniper solves these complexities with a new class of Ethernet switching platforms. The EX Series Ethernet switching platforms are advancing the economics of networking by: Providing carrier-class reliability to meet the needs of high-performance enterprises Integrating key service features & consolidating redundant network layers Redefining operational simplicity in the corporate network, which allows you to innovate rather than just operate your network Supporting these are 5 key technology innovations, including Junos software, which for many years has met the high-performance demands of the world s largest networks. Course Juniper Networks, Inc. 82

83 Slide 70 What is a Virtual Chassis? Two or more EX series switches interconnected via virtual-chassis backplane cables or extended via GbE and 10GbE uplinks operating as a single Juniper chassis system Simplified Management: Single management interface, single JUNOS software version, single copy of configuration, and chassis-like slot/module/port numbering scheme Simplified Network Design: Single network entity, single control plane, link aggregation across VC members Superior Resiliency: Redundant master and backup Route Engines (REs), redundant switch backplane and power/fan modules Flexibility: Add more VC elements as port density grows, add more 10GbE uplinks, mix and match switch types Superior Performance at a lower entry price point: Simplified distributed forwarding switch architecture, low power consumption, compact form factor 201 Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 71 What is a virtual chassis? Two or more supported EX series switches interconnected via virtual-chassis backplane cables or 1 Gigabit Ethernet and 10 Gigabit Ethernet uplink VCPs (virtual chassis ports) that operate exactly like a single Juniper chassis system. The benefits are: Simplified Management: Single management interface, single Junos software version, single copy of configuration, and chassis-like slot/module/port numbering scheme Simplified Network Design: Single network entity, single control plane, link aggregation across VC members Superior Resiliency: Redundant master and backup Route Engines (REs), redundant switch backplane and power/fan modules Flexibility: Add more VC elements as port density grows, add more 10GbE uplinks, mix and match switch types Superior Performance at a lower entry price point: Simplified distributed forwarding switch architecture, low power consumption, compact form factor Course Juniper Networks, Inc. 83

84 Slide 71 Virtual Chassis Technology Comparison with Stackables 201 Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 72 One of the comments we frequently get from customers when we talk about virtual chassis is that it sounds like a stackable. We talk about the virtual chassis as having all the benefits of a traditional modular chassis, all the key availability and resiliency benefits, plus the added benefit of not being bound by the sheet metal of the traditional chassis. Here we re talking specifically about how it compares to a typical stackable. For performance, typical stackables usually offer less than the 128 gigs offered by the virtual chassis. Most stackables are in the range of 10 to 80 Gbps, although some are approaching that 128 Gbps figure. Right now, the virtual chassis has a higher backplane capacity. The virtual chassis has configuration flexibility in the modular uplinks; you ll find with typical stackables, in many cases the units are fixed as far as their uplinks. The virtual chassis also has the ability to extend itself via 10-gig or 1-gig, so you can extend it across great distances up to 70 km. There are no stackables in the market today that can do that. It has the high availability aspect of a traditional modular chassis, master/standby routing engines, graceful routing engine switchover, nonstop routing, etc. It has operational simplicity and a single license per route engine as opposed to a single license per switch in a typical stack environment. It uses chassis module numbering in configuration, so it follows a format very similar to what you ll find in the EX8200 series, MX Series products, and M Series products. It has all these features: higher backplane capacity, configuration flexibility, chassis-like high availability, and operational simplicity. But it doesn t cost more than a typical stackable. In fact, in many cases, compared to Cisco s 3750, it s actually less expensive. Course Juniper Networks, Inc. 84

85 Slide 72 Modular Chassis and Virtual Chassis Technology Benefits of a Modular Chassis High Availability Redundant RE Redundant switch fabric Redundant power Redundant cooling Easy to Manage Single image Single configuration file One management IP address Performance and Scale Modular configuration High-capacity backplane Additionally, Virtual Chassis offers: Physical placement flexibility Pay-as-you-grow expansion Lower power consumption Decreased heat generation Less consumed space 201 Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 73 This slide shows a virtual chassis as it relates to the modular chassis. Again, the virtual chassis has the benefits of a modular chassis: high availability, easy to manage, performance and scale. But it also offers physical placement flexibility, pay-as-you-grow expansion, lower power consumption, decreased heat generation meaning lower cooling costs and it consumes less space. This slide pulls out to different components control plane/forwarding plane components within a modular chassis, line cards for a modular chassis puts it together into physical devices and interconnects them to a 128-gig backplane through 10-gig or 1-gig interconnects for the virtual chassis. Course Juniper Networks, Inc. 85

86 Slide 73 Virtual Chassis Technology Cost Benefits 201 Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 74 It s very easy to sell a virtual chassis instead of a traditional modular chassis. We want to position the virtual chassis as an option for customers. Where they would deploy a traditional chassis, they should be aware it would take up a large amount of space, draw a large amount of power, require large amounts of cooling, cost a lot, and sparing would be expensive. In consideration of all that, a virtual chassis is clearly an excellent option. However, since we have a modular chassis, we have to be a bit careful in how we present this. Both alternatives should be shown to customers. The virtual chassis was designed as an option for those who need to reduce their overall cost of ownership, without giving up key features of a modular chassis, but instead enhance them a bit more. There are two reasons you would want a modular chassis: the first, and probably the most common, involves some emotion. Customers have felt that modular chassis are more reliable and more available than a virtual chassis. You can see in the previous slide that we spend a lot of time talking about the high availability aspect of the virtual chassis to try to dissuade customers from that perception. That stems from the time stackables were first introduced. Back then, they were somewhat lacking in that they didn t have a redundant stacking capability. So, customers would only buy and deploy them at the access layer. They wouldn t want to deploy them where they d typically deploy a traditional chassis. But there are a lot of cases now where you could convince a customer otherwise because of cost points. You re going to get as many interfaces as you get with a modular chassis, take up less space, draw less power, require less cooling and spend less to deploy. So why wouldn t you want to deploy a virtual chassis in that environment now? Course Juniper Networks, Inc. 86

87 The other, more tangible reason is power cords, believe it or not. In a traditional chassis, depending on the chassis and the vendor, you can range anywhere from two power supplies to eight power supplies. That would require you to have eight power cords. In a virtual chassis with the dual power option, you have two power cords per unit. If you have a virtual chassis with ten units, that s twenty power cords. Some customers will say, Well, my circuits can t handle that additional power. But that s nonsense. The virtual chassis doesn t draw any additional amperage over a traditional chassis. However, a customer may simply not have the necessary number of outlets in their wiring closet. You can get around that through things such as power strips, but there may be some type of environmental or fire code that could be exceeded. So, some customers will still prefer the traditional chassis. That s the reason we have an EX8200. Course Juniper Networks, Inc. 87

88 Slide 74 Sales Tools Quantify the Cost Savings to Your Customer Cost of Down-time Calculator Shows your customers the financial impact of having their network go down and the importance of a stable OS like Junos. Junos Savings Calculator Quantifies cost savings of Junos-based products vs. Cisco s IOS based-products for your customers Financial Analysis Tools Designed to show customers the capital and operation expense savings they may experience when deploying a Juniper infrastructure and their data center, campus, and branch environments. _tools.jsp 201 Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 75 Here are two tools to help you quantify cost savings for your customer. Use the Cost of Down-time Calculator to show your customers the financial impact of having their network go down and the importance of having a stable OS like Junos. The Junos Savings Calculator helps you quantify for your customers the cost savings of Junos -based products compared to Cisco s IOS-based products. Course Juniper Networks, Inc. 88

89 Slide 75 Overcoming Financial Objections Objection: My company has invested a great deal in our legacy equipment and doesn t have the budget to upgrade. Response: Refer them to Juniper s Trade-in Program, which will give your customer rebates towards the purchase of new Juniper equipment. Details at: Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 76 When you encounter an objection such as, My company has invested a great deal in our legacy equipment and doesn t have the budget to upgrade, refer them to Juniper s Trade-in Program, which provides customer rebates towards the purchase of new Juniper equipment. Details are provided at: Course Juniper Networks, Inc. 89

90 Slide 76 Overcoming Training Objections Objection: My whole IT staff only knows IOS and this will be difficult for them to switch. Response: Junos CLI is easy to learn by design, and Juniper has a number of tools and training to support you. 201 Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 77 If you encounter the objection: My whole IT staff only knows IOS and this will be difficult for them to switch. Your response should be: Junos CLI is easy to learn by design, and Juniper has a number of tools and training to support you. Course Juniper Networks, Inc. 90

91 Slide 77 Junos Training and Tools: End User or Partner Junos As a Second Language (JSL) IOS to Junos 90 minute on-line training for engineers I2J Tool Translates 90% of Cisco s IOS commands into Junos Commands: Other Post-Sales Enterprise Switching Courses and Exams: Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 78 Help your customer transition from IOS at CATOS to Junos with these tools and available training. Course Juniper Networks, Inc. 91

92 Slide 78 Overcoming Interoperability Objections Objection: Will you interoperate with my Cisco network? Response: Junos operates side by side with other vendors today in over 1000 corporate, government, and research and education networks Supports the top 25 service provider networks in the world Carries 90% of the Internet s traffic in transit Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 79 Whether you are a service provider offering services to others or an IT group offering services to others, the key issue right now is delivering a high-performance experience across a wide spectrum of users and applications. Juniper Networks is developing the advanced platforms required to meet the on-demand needs of fast moving businesses for high-performance networks. Interoperability concerns are one area that you can quickly address. Assure customers that Juniper Networks switches work side-by-side with Cisco equipment all around the world including over 1000 corporate, government, and research/education networks, as well as the largest 25 service provider networks in the world. Today, over 90% of the Internet s traffic passes through Juniper Networks switches while in transit, interoperating with Cisco equipment at millions of premises and in thousands of networks. Another key area where prospects are likely to have many questions is migration, particularly training and support. Customers using Juniper Networks switches for the first time will find many tools and support services for managing the introduction of new equipment to the network and to operations teams. The structured, hierarchical Junos CLI is intuitive for any experienced network manager to learn in a few hours with many integrated help commands and tools. Course Juniper Networks, Inc. 92

93 Slide 79 EX Series Support Options 201 Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 80 Juniper s world-class service organization provides hardware, software, and technical support for the EX Series Ethernet Switches. Each of Juniper s six offerings includes 24x7 access to the Juniper Networks Technical Assistance Center (or JTAC), access to software updates and upgrades and authorization for the Web-based Customer Support Center (or CSC). JTAC provides a single point of contact for all support needs with skilled engineers and automatic escalation alerts to senior management. The CSC provides instant, secure access to critical information including the Juniper Networks Knowledge Base, frequently asked questions, proactive technical bulletins, problem reports, technical notes, release notes and product documentation. Customers can choose the basic Core package or select Core Plus to add return to factory with a 10-day turnaround. Next Day, Next Day Onsite, Same Day and Same Day Onsite are additional available options. Course Juniper Networks, Inc. 93

94 Slide 80 Section Summary Various aspects of closing the deal You have learned how to: Promote key selling points of the Juniper Networks platforms Respond to objections For more information and the latest technical specifications: Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 81 This section has presented the various aspects of closing the deal. You have learned how to: Promote key selling points of the Juniper Networks platforms, and Respond to objections Course Juniper Networks, Inc. 94

95 Slide 81 Learning Activity 4: Question 1 If a potential customer says that his company has invested a great deal in legacy equipment and doesn t have the budget to upgrade, how do you respond? A) An investment in Juniper equipment will save you money in the long run B) Juniper has the highest TCO in the industry C) Juniper has a trade-in program D) Juniper has a financing program Submit Clear Clear 201 Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 82 Answer the following questions to review what you ve learned in this section. Learning Activity 4: Question 1 If a potential customer says that his company has invested a great deal in legacy equipment and doesn t have the budget to upgrade, how do you respond? Course Juniper Networks, Inc. 95

96 Slide 82 Learning Activity 4: Question 2 If a potential customer says that his IT staff only knows IOS and would have difficulty switching, how do you respond? (Select all that apply.) A) Junos CLI is easy to learn by design B) Juniper has tools to support you C) Juniper has training to support you Submit Clear Clear 201 Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 83 Learning Activity 4: Question 2 If a potential customer says that his IT staff only knows IOS and would have difficulty switching, how do you respond? (Select all that apply.) Course Juniper Networks, Inc. 96

97 Slide 83 Key Takeaways: EX Series Ethernet Switches Advancing the Economics of Networking Resetting OPEX expectations with a single network OS Junos Consistent features & functions across the net reduces complexity Resonates with both Enterprise customers and Service Providers Increasing operational efficiencies Fewer boxes to manage, consistent features across the portfolio We can collapse network layers Both points resonate with both Enterprise customers and Service Providers Leveraging Juniper carrier-class reliability and experience to build the best as in scalable, reliable, intelligent, secure, and cost effective switching products This addresses new Enterprise challenges in scale and security; video & voice For more information and the latest technical specifications: Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 84 In summary, the Juniper EX Series advances the economics of networking by: Resetting operational expense expectations with a single network OS Junos Consistent features & functions across the net reduces complexity Resonates with both Enterprise customers and Service Providers Increasing operational efficiencies Fewer boxes to manage, consistent features across the portfolio We can collapse network layers Both points resonate with both Enterprise customers and Service Providers Leveraging Juniper carrier-class reliability and experience to build the best as in scalable, reliable, intelligent, secure, and cost effective switching products This addresses new Enterprise challenges in scale and security; video & voice Course Juniper Networks, Inc. 97

98 Slide 84 Course Summary Having completed this course, you should now be able to: Identify soft spots in networks and potential customer pain points Differentiate between potential target and non-target applications Discuss the top weaknesses of competitor products Overcome objections and place orders for customers 201 Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 85 Having completed this course, you should now be able to: Identify soft spots in networks and potential customer pain points Differentiate between potential target and non-target applications Discuss the top weaknesses of competitor products, and Overcome objections and place orders for customers Course Juniper Networks, Inc. 98

99 Slide 85 Additional Resources Juniper Networks Education Services Curriculum Juniper Networks Technical Certification Program Juniper Networks Virtual Labs To submit errata or for general questions 201 Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 86 For additional resources or to contact the Juniper Networks elearning team, click the links on the screen. Course Juniper Networks, Inc. 99

100 Slide 86 Evaluation and Survey You have reached the end of this Juniper Networks elearning module You should now return to your Juniper Learning Center to take the Practice Test and the Student Survey The test will allow you to gauge your knowledge of the material covered in this course The survey will allow you to give feedback on the quality and usefulness of the course 201 Juniper Networks, Inc. All rights reserved. CONFIDENTIAL 87 You have reached the end of this Juniper elearning module. You should now return to your Juniper Learning Center to take the Practice Test and the Student Survey. The test will allow you to gauge your knowledge of the material covered in this course. The survey will allow you to give feedback on the quality and usefulness of the course. Course Juniper Networks, Inc. 100

101 Slide Juniper Networks, Inc. Juniper Networks, Inc. All rights reserved. Juniper Networks, the Juniper Networks logo, Junos, NetScreen and ScreenOS are registered trademarks of Juniper Networks, Inc. in the United States and other countries. JunosE is a trademark of Juniper Networks, Inc. All other trademarks, service marks, registered trademarks or registered service marks are the property of their respective owners. Juniper Networks reserves the right to change, modify, transfer or otherwise revise this publication without notice Juniper Networks, Inc. All rights reserved. Juniper Networks, the Juniper Networks logo, Junos, NetScreen and ScreenOS are registered trademarks of Juniper Networks, Inc. in the United States and other countries. JunosE is a trademark of Juniper Networks, Inc. All other trademarks, service marks, registered trademarks or registered service marks are the property of their respective owners. Juniper Networks reserves the right to change, modify, transfer or otherwise revise this publication without notice. Course Juniper Networks, Inc. 101