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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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.netCopyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 6
� Solution Selling
� Expand Your Portfolio
� Solutions for the Data Center & Branch Offices
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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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
Simplified management for
security and infrastructure
Simplified management for
security and infrastructure
Simplified management for
security and infrastructure
Entry point integrated with J series, single OS
Single OS-JUNOS, simplified
operation
Enforcement point for UAC
Simplified management for
security and infrastructure
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
Simplified management for
security and infrastructure
SSG with threat management as
access enforcement point
Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.netCopyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 10
� Solution Selling
� Expand Your Portfolio
� Solutions for the Data Center & Branch Offices
10
Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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
•• WAN connectivityWAN connectivity
WX/WXCWX/WXC
•• WAN optimizationWAN optimizationEX Series Ethernet EX Series Ethernet
SwitchSwitch
•• Access connectivityAccess connectivity
•• AggregationAggregation
J Series w/ WXJ Series w/ WX
•• WAN connectivityWAN connectivity
•• 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
Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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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Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.netCopyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net 2121
Copyright © 2008 Juniper Networks, Inc. Proprietary and Confidential www.juniper.net
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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