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AGC I Juniper Together we build the best Date:25-Jul-2013 Bhavin Barbhaya Vice President- Sales- Network Infrastructure AGC Networks
AGC I Juniper
Together we build the best
Date:25-Jul-2013
Bhavin Barbhaya
Vice President- Sales- Network Infrastructure
AGC Networks
Agenda
•About AGC
•Business Vision
•The Journey 1 •Business Imperatives
•AGC’s role in achievement 2
•AGC Juniper relationship 3
•Key Customers 4
•Awards & Recognition 5
•Why AGC? 6
About AGC Networks
• A Global ICT Solutions Provider and
Integrator
• Delivering technology based
solutions, applications and services
• Serving a base of 4000+ customers
across verticals
• Partnering with approximately 70
Technology leaders
• 26 years of experience across
markets
• Presence spanning 12 regions
globally
• Operating through an extended
network of over 170 channel partners
in India
Delivering integrated value chain across client
business by enabling customized solutions through
a differentiated vertical approach
Push
Pull
The Journey So Far
Reputation Build-up
stage
Yr - 1986-2010
Belief & Expansion
phase
Yr 2010-2012 / 13
Blue Chip, Global
Solutions Integrator
(2015+)
$125 M $300 M $1 B
Started as a
Tata company
AT&T carves out
PBX business as
Lucent
Technologies.
Acquired by Aegis,
An Essar enterprise
103 Growth Strategy
Multi Solutions
Multi Alliances
Multi Geographies Lucent spins off
PBX div of as
Avaya. Avaya buys
out TT stake.
Company known as
Avaya Global
Connect
1986 2000
2009
2011
1996
Tata
Telecom
appointed as
AT&T’s SI
partner
1994
Our vision is to grow as a Global organization,
delivering enterprise innovation, unlocking value
and ultimately creating wealth for our customers
and stakeholders
AGC Global Business Vision
• Building a flexible, leading-edge, expert
organization in ICT solutions provisioning and
integration
• Extending AGC’s strengths and opportunities
from existing markets to the newer markets
globally
• ‘Enabling superior experience’ for customers
through world class technologies and service
offerings
AGC 103 Strategy
Create Value for Customers
Deliver Business Impact
Build in Relevance
With the Customer at the core, AGC focuses on ‘Enabling experience’ for its customers’
customer through customized technology based solutions and services offerings
Seamless Global Delivery
Global Strategic Partnerships Key Alliances
Alliances
Platinum
Elite
Gold
Platinum
Gold
Platinum
Platinum
Gold
Gold
Strong Partnership with leading Technology alliance partners
AGC’s Global Footprints
AGC’s expanding footprints span 4 Global Markets and 12 Regions
Credentials
• State of the art Customer Experience Centers
• ISO/IEC 27001:2005 certified processes
• Recognized as one of the ‘Highest growth companies in 2012’
• Ranked #3 in Best Employer IT Survey 2012
• 82% customers ranked AGC as a ‘Customer Responsive Organization’
**
***
** Dataquest DQ Top 20 survey, India I *** Dataquest CMR < 2000 employees, India I ^^ Independent survey by CSMM 2012
^^
Business Imperatives from a CXO lens
CFO Imperatives
CEO Imperatives
CIO Imperatives
• Revenue Growth
• Superior Customer
Service
• Business Efficiency
• Manage Risk &
Compliance
• Cost Reduction
• Cash flow Management
• Investment Protection
• Clear ROI on Technology
• Rapid & Flexible
Deployment
1. Profitable
Growth
2. Customer
Experience
3. Compliance
4. Operational
Efficiencies
Key Focus
Areas
Enabling ‘C’ level Business Imperatives
Superior Customer
Experience
Operational
Efficiencies
Profitable Growth
Improved Compliance
Unified Communications
Networking Infrastructure
Data Centre & Virtualization
Enterprise Applications
ICT Solutions
Enabling ‘C’ level Business Imperatives
Superior Customer
Experience through
effective customer care
apps, CC solutions &
PSO
Operational
Efficiencies using IP
communication, video,
virtualization
Profitable Growth
through better network
connectivity & flexible
deployment models
Improved Compliance
through surveillance,
security solutions &
GRC services
Unified Communications
Networking Infrastructure
Data Centre & Virtualization
Enterprise Applications
A CIO / CTO’s Enterprise
Enterprise Technology Landscape
FRONT END BACK END COMPLIANCE
Collaboration &
Mobility Integration
Organization
Imperatives
IT Framework
End objective
AGC Practices
& Solutions
• AV solutions
• IP
Communications
• Surveillance
• Physical security
• Applications
• Desktop Virtualization
• Enterprise Virtualization
• Networking
• Data Center build
• Managed Services /
Cloud Solutions
• Professional Services /
• Maintenance Services
• ISO Certification
• CSMM
Certification
• Security
• Risk and
Compliance
• Data Protection
Solutions Quadrant - Integrating value
Solutions
Industries
Services
BFSI | Mfg. Energy | Travel & Hospitality | Healthcare | IT/ITeS | Telecom
| Govt Sector & Defence | SMB Solutions
Managed
Services Maintenance
Services
Outcome
Services
Professional
Services
Unified Communications Networking Infrastructure Data Centre & Virtualization
Enterprise Applications
Solutions Quadrant - Integrating value
Solutions
Industries
Services
BFSI | Mfg. Energy | Travel & Hospitality | Healthcare | IT/ITeS | Telecom
| Govt Sector & Defence | SMB Solutions
Unified Communications Networking Infrastructure Data Centre & Virtualization Enterprise Applications
IP Communications
Contact Center
Video Collaboration & Presence
Audio Video Integration
Access Control & Surveillance
Switching
Routing
Passive
Wireless
Enterprise Security
Computing
Servers & Storage
Customer Experience
•IVR
•CTI
•CRM
Business Applications
• Oracle
Managed
Services Maintenance
Services
Outcome
Services
Professional
Services
AGC-JUNIPER PARTNERSHIP USPs
Juniper Partnership – ESP Elite & SPI Elite (India, Sri Lanka & Bangladesh)
(Premier partnership for complete range)
Juniper Advance Partner Services
(First & Only partner to sign for APS with Juniper)
J-Operate Specialist & Implement Specialist Partner (India, Sri Lanka & Bangladesh)
(Premier partnership on support credentials)
Juniper - APAC Commercial Partner Of the Year – 2011
IT Services Partner of the Year – 2012
Southern Region Partner of the year -2012
Expertise in building & maintaining large telecom networks
The core team of Juniper has an average experience of 8-10 years on Juniper
Direct access to JTAC by AGC experts
SNAPSHOT FROM JUNIPER SITE
JUNIPER CERTIFICATIONS
Juniper Skill 150+ Engineers
Juniper Certified 95 Engineers (240
Certifications)
PMOs 2 PMOs with 18+ years of
experience
Program Managers 5 Program Managers with
12+ years of experience
Project Managers 15 Project Managers with
10+ years of experience
FMS 200+ Resources
Complimentary Skills
Juniper certified engineers
(JNCIS-ER, JNCIS-M,JNCIS-FWV,JNCIA-E,JNCIA-
WX,JNCIA-EX,JNCIA-ER)
PMO with vast experience in handling national &
international projects of very large in nature
PMO team is PMP certified & having knowledge of
ITILv3
PMO process: Carefully designed to manage scope,
time, cost, quality, risk, communication in project
Expertise in implementing process framework such
as ISO 20000, ISO 27001, COBIT, ITSM
Corporate IT Governance, BCP/DRP, BS 25999,
Sarbanes Oxley Act Compliance- Sox, ESox ,PCI-
DSS, BASEL II HIPAA Compliance
Key Customers
BFSI IT\ITes
• A Leading Financial
Services organization.
• A very large Industrial
development bank.
• A Global leading Banking
Group
• An international JV
insurance company
• India’s Top 3 insurance
company
• A leading Insurance
Company
• A global financial services
organization
• Amongst Top 5 & most
trusted Indian Bank with
global presence
• Top 5 Indian Bank with
global presence
• Global Banking leader
• Large Insurance
Company
• Large Indian Insurance
Company
• A state-owned large
Indian Bank
• Global leading Banking
Group
• A large consulting
organization
• A big mobile phone
development company
• A global outsourcing
company for diplomatic
missions
• A global technology leader
for Network solutions
• Large E commerce website
• A Large telecom services
provider
• A upcoming telecom
services provider
• Top 5 global consulting firm
• A large broadband
company
• In the Top 3 Indian IT
services company
• Top 5 Indian Telecom
Player
• Top 5 IT services company
• Top 5 IT hardware
company
• Top 10 IT services
company
• A large Telecom Services
Provider
Key Customers
Manufacturing &
GPD Others
• Ministry of Defense for
developing economy.
•State-owned Rail Transport
•State-owned Electricity
Distribution company
•A state-owned electronics
development corporation
•A large state-owned steel
company
•A Govt. owned
infrastructure company
•Top 3 Indian Oil Company
•Large Electronic Appliances
company
• Global IT & BPO Leader
•Top 10 Indian BPO services
company
•Top 10 Indian BPO services
company
•A global Pharmaceutical
company
•Top 10 Indian BPO services
company
•Top 5 IT hardware company
•A global Pharmaceutical
company
Partner Recognitions
• APAC Partner of the Year - Verint
• IT/ITes Partner of the Year – Juniper
• South Region Partner of the Year - Juniper
• Strategic Win of the Year Enterprise sector- Juniper
• Growth Partner of the Year – Net-App
• APAC Commercial Partner of the Year – Juniper
• APAC Technical Excellence Partner of the Year – Avaya
• APAC Best Promising Partner – Christi
• APAC Best Service Partner – Polycom
• Best Performance BFSI, Enterprise - AMX
• Best Sales Partner BFSI , Enterprise – Samsung
• Best Partner – HARMANPRO
• Best Emerging Partner of the Year - Citrix
• Highest Growth Partner – Jabra
• Most Extreme Partner of the Year – Extreme
• Partner of the Year- India and SAARC - Polycom
• Partner of the Year – Aspect
• Top Performing Partner of the Year – Nice
Significant Case-Studies
23
A Leading Management school in Hyderabad
• Opportunity Background
– It is an leading Management Institution offering high quality learning
experience, in an adaptive environment, with a focus on relevance with
mission to develop ethically-grounded, professional managers who can
add value to the organizations and communities to which they belong.
– Currently they have thier campuses across Hyderabad ,Bangalore ,Pune
,Mumbai and Gurgaon with approximately 7000 network users across all
locations .
– Distributed WLAN deployment across the various campuses with
Centralized Management for providing the Internet Access to all the users
– Full Network Security along with AAA server Authentication for all the user
to control and avoid internet misuse
– WLAN across all campuses (Hyderabad ,Bangalore ,Pune ,Mumbai and
Gurgaon ) for about around 7000 students .
Overall Network Architecture
Schematic Network Architecture
Schematic Diagram across Sites Schematic Diagram for HO
at Hyderabad
Leading IT Services Company
Opportunity Background
Leading IT Services, Business Solutions and Outsourcing organization, ranked
among the top 10 technology firms in the world.
The customer wanted to build a state-of-the-art ODC with 99.99% uptime at
Kolkata for over 16,000 ports including routers & 2 stage firewalls, simplified
management. The ODCs are direct revenue generating business for TCS.
Challenges & Winning Strategy
Major Challenge: Simplify the network architecture for such a large set up and
always growing server farm, competition from Cisco being existing vendor.
Winning Strategy:
o Multiple KT sessions for the local IT team in Kolkata.
o ROI calculations to showcase reduced power consumption and heat dissipation.
o Uniqueness of Q-Fabric architecture over HP solution.
o Involvement of Juniper & AGC leadership team at the right time to convert the
opportunity into PO.
Proposed Solution
QFX3500
QFX3500
QFX3500
QFX3500
QFX3500
QFX3500
QFX 3600-I QFX 3600-I
40Gb 10Gb
HD RoW Solution MD RoW Solution
EX4200 / 4500-VC
Access Layer- EX4200 / EX3300
Core Layer
Distribution Layer
1Gb (Copper / Fiber)
WAN/FW Aggregation Switch
Distribution Layer
Proposed Solution
End to End Juniper solution including core, distribution, access & server farm
switches, firewalls and routers.
Proposed core was Juniper carrier grade MX960 in high availability for ensuring
99.9 % uptime and un-compromised performance.
Q-Fabric architecture for the DC.
3-Tier network architecture using MX-480 at distribution & EX3300 in Virtual
Chassis for access layers with 10Gig uplinks.
SRX branch and DC series for internal, DC & internet firewalls as well as routers.
Complete 10Gbps backbone with redundancy at each layer.
Reduced power consumption & heat dissipation by up to 35% resulting in savings
of up to 25% in power bills over a period of 4 years compared to Cisco solution.
A Large IT-ITeS Company
• Opportunity Background:
– Client was coming up with a new facility in Hyderabad. It was addition of a new
tower in existing facility and looking for complete new network setup.
– Upgrade the Data Center & Core infrastructure of the existing building.
• Requirement:
– 2 Tier network architecture based on Core and Access Layer. Access Layer will
consist of Gigabit stackable switches with 10Gig connectivity to Core.
– Separate network for Data & Voice.
– Cost effective solution to address the existing Core/Data Center network upgrade
as well as new building network.
– Providing a seamless & resilient connectivity between the existing network and
new building over 10 Gig.
A Large IT-ITeS Company
– AGC Networks proposed the solution based on Juniper’s MX and EX Series
Switching Platform.
– Highly resilient network to address the five 9s availability requirement
– High performance and highly virtualized network to address the network
performance as well as network isolation to provide the direct access to ODC
environment from end customer network without compromising the performance,
security and network uptime.
– Centralized and Simplified management
– Efficient & effective management of information security and network access control
across the network
– Future scalability at all layer and Core Switch can be used as full fledged MPLS
Router.
Data Network Architecture
MX 960 4x10Gig
MX 960
2x10Gi
g
MLAG
CAMPUS
CORE
EXISTING
BUILDING
2x10Gi
g
MLAG
Voice Core
2x1Gig
MLAG
EX 4200-
48T
EX 4200-
48T EX 4200-
48T
A Large Service Provider
Business Requirement
1. Provide Network Infrastructure for the HITS Services.
2. The proposed Network should host 1200 1G Servers, scalable to 1400 servers.
3. The proposed architecture should offer high performance & Availability
4. The design should be completely redundant & secure.
5. The proposed solution should offer centralized management.
6. Should have provision for Secure Remote Access Solution for various
infrastructure vendors hosting Telecom servers & devices.
7. The proposed architecture should offer the very less latency as minute delay
impacts end user TV viewing experience.
8. Also Build User Network for 150 users.
DC Network Architecture
Benefits of the Proposed Solution
1. Redundant Solution – The design is redundant. Device level Redundancy is built at
Network Core Switching and Security Layers. Power Supply redundancies planned in most of
the devices across the layers to provide no single point of failure.
2. High performance resiliency, superior Virtual Chassis & SRX Clustering technology, high
availability solution providing immediate convergence on failure of link/device.
3. Scalable - Solution based on Virtual Chassis Technology. Current solution can scale up to 1400
servers. With Juniper Virtual Chassis up to 10 EX 8216 switches can be connected in the
switch for future use.
4. Low Inter-Switching delay–Lowest switching delay for Server to Server communication.
5. Single Point of Management – With Juniper Virtual Chassis & clustering solution for Switching
& Firewalls & JUNOS Space Solution provide single point of management to the administrators.
6. Secure Architecture - In order to provide comprehensive security, IPS & Application Security
features are provisioned in the proposed solution
7. Power of JUNOS - Consistent OS across switching, and SRX Service Gateway for consistency
Why AGC?
•Expert level technology specialists
•Experienced & Certified Manpower
• 2500+ Customers including Fortune 500
• Consistently high customer satisfaction scores
• Single point to execute global deployment
• Understanding of global markets and business
models
Domain Knowledge
• Focus on business outcome, not just technology
• Hosted, OPEX and Managed services
Large Customer Base
Flexible Business Model
Global Footprint
