expanding your enterprise footprint with juniper solutions · cooling, “green” mx and ex series...

Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net

Expanding Your Enterprise Footprint

with Juniper Solutions

Scott CalziaSolutions Marketing

Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.netCopyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 2

� Solution Selling

� Expand Your Portfolio

� Solutions for the Data Center & Branch Offices

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Juniper Solution Strategy� High-Performance Businesses

• IT is strategic to the business• Aggressive adopters of

technology to drive a competitive advantage

• Drive business speed, flexibility and mitigate risks

� High-Performance Networks• Support revenue and profitability

goals• Expedite workforce productivity• Trusted and responsive

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Solution Selling

Tactical Benefit� Position yourself to solve

business problems� More product revenue per

deal – sell the portfolio� Shorter sales cycles –

accelerate systems engineer velocity

Strategic Benefit� Look for the big issues-

call high and develop the relationship

� Broader services offering-additional revenue opportunities

� Position yourself as a strategic integrated solutions vendor

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Solution Selling Strategy

Call HighCall High

Position Value Position Value and Credibilityand Credibility

Identify the Identify the entry pointentry point

Add ValueAdd Value

Identify the Prospect

• High performance

• Proven reliability

• Open systems

• Single OS

• Integrated solutions vendor

• Partnerships

Avoid “level lock”

• Consulting

• Installation

• Configuration

• Training

• Support

Avoid the “block”

Identify big projects, faster

Broad solutions offering

sustained revenue

opportunity

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Total Asia Pacific Market Opportunity

0

500

1,000

1,500

2,000

2,500

3,000

3,500

4,000

4,500

Secure

Routers

IPS FW/VPN SSL VPN Branch

Routers

WAN Opt High End

Routers

Enterprise

Switches

$M

CY2007

CY2008

CY2009

Expand Your Portfolio

- Based on 2007 actuals; 2008-09 forecastSource: Infonetics

Juniper TAM

2007 - $1.8B

2008 - $5.9B

2009 - $6.3B

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Cross-Selling Security and InfrastructureCross Sell/

HaveSecure Access

Intrusion Detection

Firewall WAN Optimization Router Ethernet

SwitchAccess Control

Integrated Threat Mgmt

Secure Access

Identify access source and set

policy

Leverage relationship with security group

Improved performance to

centralized access

Improved WAN performance to

centralized access

Common policies

Intrusion Detection

Identify access source and set

policy

ISG- complement FW performance with network and

app security

Simplified management for

security and infrastructure

Leverage access control, firewall

and integration of IDP

FirewallLeverage

relationship with security group

ISG- complement FW performance with network and

app security

Deployment at branch or data

center for increased user

productivity

Simplified management,

support of converged services

Simplified management,

support of converged services

Set access policy at firewall

WAN Optimization

Improved performance to

centralized access

Need to improve user experience and productivity for centralized

apps

J-Series with integrated WAN

optimization

RouterImproved WAN performance to

centralized access

SSG- integrated routing and

security

SSG- integrated routing and

security

J-Series with integrated WAN

optimization

Single OS-JUNOS, simplified

operation

Enforcement point for UAC, set

access policy

SSG- integrated routing and threat

management

Ethernet Switch







Entry point integrated with J series, single OS

Single OS-JUNOS, simplified

operation

Enforcement point for UAC



Access Control

Common policies

Leverage access control, firewall

and integration of IDP

Set access policy at firewall

Enforcement point for UAC, set

access policy

Enforcement point for UAC

SSG with threat management as

access enforcement point

Integrated Threat Mgmt

SSG- integrated routing and threat

management



SSG with threat management as

access enforcement point


Changing Requirements

Firewall/VPNFirewall/VPN

Threat Threat ManagementManagement

Access ControlAccess Control

NetworkNetwork

AppsApps

UsersUsers

Where are you on the spectrum?

Router, SwitchRouter, Switch

Secure RouterSecure Router

ServicesServices

Operating SystemOperating System

Management and PolicyManagement and Policy

Security Infrastructure

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Top of Mind IT Trends in 2008� Globalization� Focus on the Data Center

• Consolidation• Virtualization• “Green”

� Streamlining business processes• Increasing productivity and efficiency• Boosting network bandwidth

� Risk Management• Improving security policies and technology• Improving business continuity/disaster recovery

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Data Center Trends� Data Center Consolidation

• 57% of customers will consolidate data centers within the next 12 months

• 90% of employees work outside headquarters offices

� Compliance• 91% of companies under compliance constraints

� Growth• Servers growing 11% per year on average

• Rapid growth causing strain (HVAC, power density)

� Operational Efficiency• Data center as an application delivery service, not as a

physical container

� Availability• 50% of leading-edge organizations say they require “extreme

availability” (zero downtime)

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Data Center OpportunitiesFWFW

InfrastructureInfrastructure UACUAC

IPSIPS

NS Series FirewallNS Series Firewall

•• Perimeter SecurityPerimeter Security

•• Internet, Server, VPNInternet, Server, VPN

Intrusion DetectionIntrusion Detection --PreventionPrevention

•• Protect from worms, viruses, etcProtect from worms, viruses, etc

•• Visibility into application trafficVisibility into application traffic

Integrated Services GatewayIntegrated Services Gateway

•• Integrated Firewall and IDPIntegrated Firewall and IDP

•• High performance, secure High performance, secure connectivityconnectivity

SSL VPN

• Secure remote access

• End point integrity & coordinated threat control

UAC

• Dynamic Access Control through L2 authentication and L3 enforcement

NSM

• Centralized management

EX Series Ethernet EX Series Ethernet SwitchSwitch

•• Server connectivityServer connectivity

•• Simplified, flexible Simplified, flexible architecturearchitecture

MX SeriesMX Series

•• High performance, highly High performance, highly scalablescalable

•• Simplified architecture for Simplified architecture for reduced SWaPreduced SWaP

WX/WXCWX/WXC

•• WAN optimizationWAN optimization

M Series RouterM Series Router

•• WAN connectivityWAN connectivity

•• Highly availableHighly available

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Data Center Revenue Opportunities Opportunities Solution Offering

Data Center Consolidation

� High performance ISG/IDP for data center gateways� UAC for access control of critical servers and appl ications� MX and EX for core and access build-outs

Disaster Recovery Site

� High performance ISG/IDP for data center gateways� M and MX series for virtualized data center infrast ructures� MX and EX for core and access build-outs

Server Virtualization

� High performance security with ISG/IDP� High performance M series routers� High performance EX series Ethernet Switches

Compliance� SSL VPN with partner extranet and Single Sign On ap plication for access to applications� UAC for access control and single sign on to applic ations from office locations� FW/VPN devices (ISGs, NS, SSGs) as enforcement poin ts

Power and Cooling, “Green”

� MX and EX series for simplified architecture� Fewer, integrated devices for lower space, weight a nd power

Legacy WAN Migration

� High performance, highly available M series routers for WAN� High performance ISG/IDP for gateways� WX to improve branch/remote user experience

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Branch Office Trends� Increasing distribution and mobility

of workforce• 89% of employees work away from

headquarters (Nemertes, 2006)• Many are mission critical, customer

facing, revenue generating

� Globalization • More organizations are increasing

number of branch offices to meet geographic needs of the business

• Average growth in branch office locations is 11% (Nemertes)

� Leveraging the network to increase productivity• Criticality of the network becoming more

important to accelerate business growth and innovation

• Boosting performance of the network enhances business productivity (InformationWeek)

� Data center consolidation and server centralization• Reduction of data center infrastructure &

operational expenses• Simplifies management, ability to meet

compliance regulations

� Continued rollout of new applications• Increased productivity by extending more

applications to remote users and business partners

• Converged IP telephony applications being rolled out to reduce costs and enable new services

� Upgrading security environment• More direct connectivity to the Internet

from branch offices creates security concerns

• Increased productivity at lower costs requires safely allowing unmanaged devices and users (partners, guests) onto network

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Branch Office OpportunitiesFWFW

InfrastructureInfrastructure

UACUAC

Access Control Agent• Authentication• Endpoint compliance• Remediation

Access Control Enforcement• Head-end policy manager • LAN enforcement• Firewall enforcement

J Series Branch J Series Branch RouterRouter


WX/WXCWX/WXC

•• WAN optimizationWAN optimizationEX Series Ethernet EX Series Ethernet

SwitchSwitch

•• Access connectivityAccess connectivity

•• AggregationAggregation

J Series w/ WXJ Series w/ WX


•• Integrated WAN Integrated WAN optimizationoptimization

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SSG SSG –– FW/VPN (behind router)FW/VPN (behind router)•• Protect the edgeProtect the edge•• Full UTM for the branch Full UTM for the branch

Secure RouterSecure Router•• WAN connectivityWAN connectivity•• FW/VPNFW/VPN•• UTMUTM


Branch Revenue Opportunities CIO

Initiatives Solution Offering

Globalization� High performance security with J-Series and SSG � UAC for access control of critical servers and appl ications at datacenters

Mobility and Remote Access

� SSL VPN access for remote users and road warriors� UAC for access control of unmanaged endpoints and g uests and wireless security� FW/VPN devices (SSG) and Ethernet Switches (EX) as enforcement points

Data Center Consolidation

� WX for application acceleration and increased user productivity� SSG with unified threat management (UTM)

Legacy WAN migration

� J-Series with JUNOS or SSG with unified threat mana gement� “Split-tunneling” for Internet access

VoIP (Unified Communications)

� High performance ISG/IDP to VoIP traffic and protec t VoIP Servers and apps� SSL VPN for remote access to IP telephony applicati ons via Softphones� SSG with UTM at branch offices� Avaya Voice Gateway integrated in J-Series Branch R outers

Compliance� SSL VPN with partner extranet and Single Sign On ap plication for access to applications� UAC for access control and single sign on to applic ations from office locations� FW/VPN devices (NS, SSGs) as enforcement points

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One OS

One Release

One Architecture

Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 18

JUNOS Software: Differences that Deliver

Switches

Routers

2Q08

Module X API

9.1

1Q08

9.0

4Q07

8.5

The Network Operating System is critical in enabling the high-performance business to

scale, compete, and innovate

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Simplified Operations/ Centralized Management

Performance

Management

Diagnostics

Logs/Event

Management

Application Flow

Management

Fault

Management

XML/SOAP

Provisioning

Dynamic Service Management- Policy & Control -

Users Applications

Device Management Interface (DMI)

Web UICommon Device Management Platform

Security Management

Switching Management

XML/SOAP

Routing Management

App Acceleration Management

Services

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Call To Action!

Show value and credibility, become strategic and sustain revenue

Broaden your portfolio- get trained and certified

Sell solutions, focus on the data center and branch

Leverage JUNOS

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Data Center Opportunities

Servers and Apps

IP Storage Network

Internal Servers External Servers

Infrastructure Servers

Expand Into the Access

• Connectivity (EX)

• App specific IDP

Core Services

Intrusion Detection & Prevention

Core Firewall

Secure Access

UAC

Core Network

Core Aggregation

Routers

Expand Into the Core

• Core connectivity (MX)

• Virtualization (FW/IDP)

• Threat Mitigation (FW/IDP)

• Identity-based access (UAC)

Edge Services

VPN Termination

Gateway

Internet Access

Gateway

Server Security Gateway

WAN Acceleration

Juniper strength

• Connectivity & Accessibility

• Perimeter Security

• WAN Optimization

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expanding your enterprise footprint with juniper solutions · cooling, “green” mx and ex series...

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