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