Connecting the Vision with Real Results

0:00 my job is now to connect the vision and

0:03 technology that cj talked about with

0:06 results for you

0:07 and i want to give you an opportunity to

0:10 do a reality check on me

0:12 and there's also a networking event

0:14 immediately following this if i could

0:16 ask

0:17 if you have deployed this technology in

0:20 production customer or partner raise

0:22 your hand so the other people can see

0:24 you

0:25 because then i'm going to ask you to

0:27 keep me straight tonight and see if

0:29 you've got these results so you can hear

0:31 it from the horse's mouth

0:34 i also want to acknowledge my colleague

0:36 gordon mcintosh who runs our channel

0:38 program gordon wherever you are

0:40 holler out because i want to make sure

0:42 our partners know you're here with us

0:45 um

0:46 let me start

0:47 with what i think is so fundamental

0:50 your company's digital transformation

0:52 begins with a network full stop

0:55 our job is to do three things for you

0:57 better than any technology in the market

1:00 we can help you deploy a network faster

1:03 with fewer mistakes

1:04 at lower cost than any other technology

1:07 in the market full stop

1:10 you're going to hear from amazon today

1:11 about how they do it

1:13 fortune one deploys as many as two to

1:15 three thousand of our access points

1:17 every night

1:19 dartmouth college depart deployed 2 000

1:22 in a weekend

1:24 it's an incredibly efficient and

1:26 effective way to deploy networks and get

1:29 results faster

1:30 the second thing and i think probably

1:32 even more important from a connectivity

1:35 standpoint is you're going to live with

1:37 this network for the next five to ten

1:39 years

1:40 and if you're like most people your day

1:42 starts with firefighting and ends with

1:44 firefighting

1:46 what we're going to talk about is how we

1:48 can almost eliminate network trouble

1:50 tickets that is what you'll hear from

1:52 the cio is servicenow in the race to

1:55 xero we wanted zero from the network

1:58 then when you do have one we want to

2:00 help you find and fix that problem

2:03 90 faster than you do today

2:06 what would that mean for your business

2:08 if you were able to do that

2:10 and then the last thing i want to talk

2:11 about is really how do we drive outcomes

2:14 your company is transforming to deliver

2:16 better business results

2:18 we're working with the largest

2:20 healthcare provider in the world they

2:22 operate over 2 000 very large hospitals

2:25 and yes they bought us for connectivity

2:28 and yes wi-fi is critical in a hospital

2:30 but what is driving adoption is changing

2:33 the patient experience

2:35 they wrote an app using our open apis

2:38 that is basically uber for a wheelchair

2:41 save doctors and patients a lot of time

2:43 and and and money

2:45 uh they wrote an app that did google

2:48 maps indoors to help the patient

2:50 navigate the corridors of the hospital

2:52 try doing that with just wi-fi it won't

2:54 work

2:56 they actually change patient care for

2:59 people with alzheimer's that previously

3:01 were locked into a part of the building

3:03 difficult for patients their families

3:05 and staff we change that completely

3:08 think about the problem that brick and

3:10 mortar retailers have they have all the

3:12 expense of the store

3:14 and all of us go to electronics retailer

3:17 we walk to the back of the store we look

3:18 at all the tv screens and what do we do

3:21 while we're looking we pull out our

3:22 phone

3:23 and we engage with an e-commerce

3:25 retailer how do you compete with that if

3:28 you're a retailer

3:29 we provide that capability their app

3:32 will know who you are and where you are

3:34 just like the e-commerce company does

3:36 and allow them to compete

3:39 but it's happening everywhere

3:41 we're working with the number one

3:43 university in the world the most

3:45 prestigious in the world they have the

3:47 same concern that every other university

3:50 has and that is how do they retain

3:52 people and graduate them

3:53 how can the network deliver a better

3:55 experience for the student

3:57 how could they take class attendance how

3:59 could they know whether a student was

4:01 engaged and if they weren't help them

4:03 out

4:04 this technology can do that and we'll

4:06 talk about how so it really is about

4:08 delivering better outcomes

4:10 not just better connectivity

4:13 and to understand the perspective that

4:15 suje shared with you i think you need to

4:17 know a little bit about the story of

4:19 mist and why the magic with juniper has

4:22 been so intense

4:23 so juniper acquired mist

4:25 just over three years ago

4:27 but if you want to understand the story

4:29 we've got to go back 20 years and i'm

4:32 going to ask bob friday over here to

4:33 stand up bob stand up and wave so

4:35 everybody knows you

4:37 bob friday

4:42 is su j's co-founder but 20 years ago he

4:45 founded a company called airspace and if

4:47 you go back this far with jeff and i and

4:49 bob

4:50 you'll know back then there were really

4:52 three companies there was trapeze aruba

4:55 and airspace

4:56 and jeff who runs marketing and i saw an

4:59 opportunity we joined bob early on

5:01 and then in march of 2005 something big

5:04 happened we were acquired by cisco

5:07 and then in 2008 my buddy sadir saw the

5:11 light and joined from trapeze became

5:13 part of the team

5:14 and then when sujay joined it was

5:16 transformative we were heading very

5:18 rapidly to a billion dollars in wi-fi

5:20 nobody had ever done anything like that

5:22 and in four years we went to a

5:24 multi-billion dollar wi-fi business with

5:27 about two-thirds of the global wireless

5:30 lan market why do i tell you that i tell

5:32 you that because if you're running on a

5:34 cisco infrastructure we know what you

5:36 love about it and we know what you hate

5:38 about it

5:39 and this is where mist came from this

5:42 was our heritage

5:43 and it was interesting for us because we

5:46 ended up running two businesses

5:49 because what happened is around 2010

5:52 2012 time frame we started to see our

5:54 market share decline and it wasn't

5:57 declining because of the usual suspects

5:59 it was declining because small and

6:00 medium businesses were growing faster

6:03 than large enterprises and small and

6:05 medium businesses didn't have a ton of

6:07 network engineers that can do what you

6:09 can do that could deploy a cisco network

6:11 or anybody's controller technology so we

6:14 in december of 2012 we acquired meraki

6:17 meraki was the first cloud managed

6:19 solution and we positioned it correctly

6:21 we said look if you have lean i.t or no

6:24 i.t and you want something that's simple

6:26 enough that tom wilburn could deploy

6:29 this is your solution if you're a

6:31 fortune one if you're a large enterprise

6:33 a large university not an option for you

6:35 you've got to go with our legacy

6:37 controller technology and we did all the

6:39 positioning in the world about why we

6:41 have two portfolios but customers netted

6:44 it out for us and they didn't like the

6:46 story they said so in other words i can

6:48 have easy or good

6:50 imagine if apple marketed the iphone

6:52 that way we'd still be using

6:54 blackberries

6:55 so we had a problem

6:57 and this problem is as old as time

7:00 plato said this 2400 years ago necessity

7:04 is the mother of invention and we were

7:07 committed that the deployment experience

7:09 that you could get from meraki

7:11 could be delivered to fortune one with

7:14 the sophistication of a controller with

7:17 actually more reliability better radio

7:19 resource management it could be done

7:22 but the only way to get there was a

7:24 clean sheet of paper and that's when bob

7:27 and sujay stepped out of cisco and

7:29 founded mist

7:31 but there was one

7:32 really pressing problem that if you're

7:35 not running miss today you still have

7:38 that bob wanted to solve

7:40 very simple customer hit us with it

7:42 years ago if i ask you if there's a user

7:46 on your network having the bad

7:48 experience that cj started with the

7:49 video session where the network is up

7:52 but it's a crappy experience

7:54 how do you know

7:56 every customer i've asked that to

7:59 always takes a minute and says well we

8:02 wait for them to complain

8:03 then we start a reactive process to try

8:06 to figure out why and that's the problem

8:08 that bob wanted to solve with mist and

8:10 more importantly with ai

8:12 so that's where we came from

8:14 then cisco came in funded the company

8:17 along with google

8:18 so imagine an engineering team with bob

8:20 friday leading it some people have

8:22 called him the godfather of wi-fi he

8:24 goes back that far with this kind of

8:26 money

8:28 they built the network that you would

8:30 have built if you had that talent bench

8:32 and that kind of money and so the rest

8:34 of the team we joined as quick as cj and

8:37 bob would have us and that's where we

8:39 came from

8:40 and then the acquisition by juniper was

8:43 transformative and by the way it was our

8:46 choice as well as it was junipers

8:48 and

8:50 the results speak for themselves

8:52 today gartner doesn't just have us as a

8:55 leader in the magic quadrant but the

8:57 leaders of leaders in the magic quadrant

9:01 juniper and mist as standalone companies

9:03 were down in the bottom half of this

9:05 thing not where you want to be just four

9:07 years ago today the highest position why

9:10 is that

9:11 juniper was number two second to only

9:13 cisco in the large enterprise switching

9:15 market in the us in my opinion the only

9:18 other enterprise grade switching

9:20 platform and we saw that and we said you

9:22 know we could integrate that because

9:24 it's an open architecture junos we could

9:27 get that up and running in the cloud

9:29 with ai really fast and we were right

9:32 and that's what drove this now i won't

9:35 speak for mike but my opinion is

9:37 that gartner moved us as far and fast as

9:40 they did

9:40 because of customer feedback

9:43 today three of the four largest

9:45 companies in the world

9:47 are running juniper miss for wired and

9:49 wireless three of the four largest

9:51 companies in the world

9:53 and the feedback from customers more

9:56 five star scoring from anybody in the

9:59 industry and that's why i didn't

10:00 hesitate to stand on stage and say raise

10:02 your hand if you've deployed and

10:04 encourage anybody else in the room to

10:06 talk to them but i want to call your

10:08 attention to an mq you may not have seen

10:11 on the left i've got wired and wireless

10:13 the networking mq

10:15 on the right gartner has another mq some

10:18 people call this for ot

10:20 this is a network of location services

10:23 vendors when i talked about the business

10:26 outcomes in a hospital a university a

10:28 retailer it depends on us having context

10:32 this is the network your facilities guy

10:34 wants to buy

10:36 this is the network that the team that

10:37 pays for real estate did you know that

10:40 in most companies after payroll the

10:42 number one expense is real estate

10:45 we just won the fourth largest bank in

10:47 the world

10:48 and their real estate team came in on it

10:50 and said you know what we're worried

10:52 about post pandemic how is our space

10:55 being used do we have too much too

10:57 little where are people does the

10:58 conference room need to be big enough

11:00 for four people or 10 people was there

11:02 one guy in it all day or 10 guys in it

11:04 all day those are real impactful

11:06 questions and gartner is capturing here

11:09 the companies that do location services

11:11 what i want you to note

11:13 is that juniper is the only company

11:16 that's a leader in both mqs and that's

11:18 important because we're delivering an

11:20 integrated solution

11:22 connectivity plus these rich location

11:25 services

11:26 cisco is here not a leader in this mq

11:29 and every other company here is a

11:32 partner in our ecosystem to deliver

11:34 these services to you i'll come back to

11:36 you for why that's so important in just

11:39 a second

11:41 but i want to talk to you about the

11:42 outcomes that our customers are telling

11:44 us about sue j showed you that graph

11:47 where we integrated support and our ai

11:50 team it was all about producing better

11:52 outcomes

11:53 we're working with the largest logistics

11:55 company in the world

11:57 deployed in more than 130 countries

11:59 around the world

12:00 and prior to deploying this technology

12:03 the average time for them to close a

12:05 trouble ticket in the network was 46

12:07 hours now think about that that could be

12:09 a site outage it could be the guy in the

12:12 back of a distribution center the wi-fi

12:14 sucked

12:14 the average time to close the troubles

12:17 ticket was 46 hours today it's two hours

12:20 96 percent reduction we completely

12:23 eliminated that call me back when it

12:25 happens the next time and see if i can

12:27 help you

12:28 i mentioned fortune one

12:30 go to our website not allowed to use

12:32 their logo here

12:33 and see the video that they produced

12:36 about how they're leveraging this

12:37 automation at scale

12:39 they are deploying amazing speed and

12:42 you'll hear from fortune two or three

12:45 here today about their results

12:47 uh the gap the gap operates about three

12:51 thousand retail stores around the world

12:53 when sujay and cydia and i and bob left

12:55 cisco in 2014 as i recall they were our

12:58 largest meraki customer in the world we

13:00 deployed over 20 000 access points and

13:02 the network worked well

13:05 but store operations was literally at

13:08 war with i t

13:09 there's problems in the store must be

13:11 the network if it rains it must be the

13:14 network

13:15 and the i t team was under siege all the

13:17 time whether it was an application

13:19 problem didn't matter it was the network

13:22 what we did for the gap when we rolled

13:24 into six stores in a pilot their

13:26 experience was it was like turning the

13:28 lights on now we had visibility we could

13:31 see what was happening that's their

13:33 quote not mine

13:34 they made the decision to replace all

13:36 twenty thousand meraki aps for network

13:39 visibility reliability and the agility

13:42 that cj talked about now i'm not going

13:44 to read all of these to you and brad

13:46 thank you for coming from chick-fil-a

13:47 you're actually going to talk to this

13:48 audience about your experience mark the

13:50 cio at mit was was ill he couldn't

13:53 travel

13:54 i want to play a video with your

13:56 permission now from the cio of

13:58 servicenow

13:59 and let him talk to you about the race

14:01 to xero that he challenged us to if

14:03 you'll roll the video for me

14:06 i'll clearly use um for our 17 000

14:09 employees we use juniper's wireless

14:11 products the missed product set of

14:14 products to make sure that we are

14:16 delivering a stellar experience to our

14:18 employees they really can work from

14:20 anywhere it might be in an office

14:22 could be in a collaboration space and

14:24 could be at home but the whole point

14:25 being it's a seamless experience and the

14:28 employee never has to think about

14:30 where they are they know they're always

14:32 going to get always on reliant service

14:35 and for the few times that you know

14:37 there are issues really a drive to

14:39 proactively helping it organizations

14:42 proactively resolve those issues so an

14:45 employee never has to think about it and

14:47 we we partnered with um

14:50 juniper with their own ai technology you

14:53 were talking earlier about ai

14:55 and we've we've driven a 90

14:58 reduction

14:59 in the number of issues reported by

15:01 employees on wireless and think about

15:04 that like they're not wasting time

15:05 thinking about the network thinking

15:07 about kids a wireless gonna scale or

15:09 perform they're doing what we want them

15:11 to do which is further the strategic

15:13 objectives of service now

15:16 wow

15:17 thank you

15:18 i just want you to think about what it

15:20 would mean if every day just wasn't

15:22 firefighting and dealing with incidents

15:24 that ai could help you with and i'll

15:26 close with just two slides i want to set

15:29 the stage for the demonstrations that

15:31 sedir and others will show you about

15:33 what are we doing that's so

15:34 fundamentally different what was behind

15:37 the vision that bob had

15:39 and what we noticed was every vendor in

15:42 the industry knows how to manage

15:44 routers and switches and aps

15:46 but nobody had visibility real time into

15:49 the client experience

15:51 so when bob and sujay founded the

15:53 company they thought they may be able to

15:54 just do a software company and work on

15:56 anybody's aps but you couldn't get the

15:59 data to feed the ai engine without

16:02 building the ap because what we're doing

16:04 on a wireless connection is any client

16:07 all it has to have is a wi-fi chipset we

16:10 don't put any software on the client and

16:12 we can track 150 states in real time we

16:15 can see the dhcp server went offline and

16:18 didn't respond we could see the dns

16:20 didn't resolve 150

16:22 states

16:23 so before the robot before the user can

16:26 call it we know that something's not

16:28 good in paradise

16:30 we signal that up to the cloud

16:32 eight years of development in that

16:35 closed loop that suje talked about about

16:37 how can we get the ai engine to know

16:40 what this means

16:42 it starts with dynamic packet capture

16:44 when we went into one of the largest

16:47 e-commerce retailers fulfillment centers

16:49 for our pilot

16:50 they had a problem in the network and

16:51 they say i haven't seen that before must

16:53 be you and we thought oops maybe it is

16:55 us

16:56 we got the packet captured we saw a

16:58 zebra scanner who failed to do a fast

17:00 roam we had the packet capture when that

17:03 packet capture was sent to zebra their

17:05 question was how did you get this

17:07 how did you catch a scanner fast drone

17:09 fail in process

17:11 it's ai they turned a code fix to the

17:14 company within 24 hours

17:16 simply amazing what you can do but then

17:18 we take that and took all the forensic

17:21 evidence everything around it do root

17:23 cause analysis correlation and show you

17:26 our work here you go this is what we

17:28 think happened and the efficacy suje has

17:31 shown you it's simply amazing what ai

17:33 can do

17:35 as you know we built the largest

17:37 controller business in the world and bob

17:39 was literally religious that he'll never

17:41 build another one because it's too damn

17:43 hard to debug it's too hard to remediate

17:46 for security fixes i talk to the largest

17:48 one of the largest banks in the u.s

17:50 knock on wood there'll be a customer

17:52 very shortly i asked him how long it

17:54 took to remediate from crack the

17:56 gentleman on the other side of the table

17:58 put his head down before he picked it up

17:59 and answered and this was within

18:02 probably nine months of the crack

18:03 exploit and he explained to me that they

18:06 didn't and i said how can that be you're

18:08 a bank this is on the front page of the

18:10 wall street journal kind of stuff and

18:12 they said well we've got 30 000 aps out

18:14 there and 700 controllers and i said

18:16 okay so get cracking and he said well

18:18 the problem is we think at least 25 of

18:20 the aps won't upgrade they won't support

18:22 the code that has a fix and i said okay

18:25 so you got 8 million you're a bank go

18:27 buy new aps they said the problem is

18:29 we're not sure where they are

18:30 and the remediation causes more risk

18:33 than the the the exposure so we're

18:35 taking alternative measures that's the

18:37 kind of stuff that we don't have to do

18:38 anymore

18:39 this is about agility bob's bob's

18:42 constant talk to me was i want the

18:44 network to be as agile as the end points

18:47 that connect to it when we went to a

18:49 hospital and says you have to upgrade

18:50 your controller code we all said a

18:52 prayer us and the hospital and we

18:55 prepared for the worst because you only

18:57 get one shot

18:58 there's no maintenance window and we've

19:00 eliminated that it's gone highly

19:02 reliable and agile

19:05 and then the last thing i talked about

19:06 those business outcomes location

19:08 services has been around for more than a

19:10 decade any company that's tried to do it

19:13 it's been a science project hanging

19:15 bluetooth beacons all around with

19:16 batteries that have to be changed then

19:18 going out and manually calibrating the

19:20 site to get any kind of accuracy it

19:22 costs more to do that than to buy the

19:24 damn network and if you bought the

19:26 network and then you wanted to do it

19:27 later

19:28 you were in really big trouble this was

19:30 hard to do and then you didn't have the

19:31 apis to use the data we have solved

19:34 those issues this is deployable it's

19:38 actionable and it makes the network rich

19:40 and we are unique with this capability

19:44 and then the last thing that our

19:45 customers feedback to me

19:47 is that we're not converting an old

19:49 architecture we got a chance when we

19:51 left cisco to do a do-over we didn't

19:53 start with cli and snmp and then slowly

19:56 open up some with an api it's api first

19:59 it missed we put it in the api and then

20:01 you see it in the gui so everything is

20:04 accessible it's very integratable the

20:07 folks at servicenow have integrated us

20:09 with the app it's an incredible solution

20:12 to make these things fire so that's what

20:14 we do

20:15 and my last slide for you is this

20:19 if you're using our wireless and

20:20 switching products first thank you

20:23 we have just completed 18 months of

20:26 intense development to integrate a third

20:28 generation sd-wan solution

20:31 we were asked by the fourth largest

20:33 company in the world that's deployed our

20:35 sd-wan in 10 000 locations

20:39 to integrate it to get telemetry from it

20:41 and this was a company we acquired 18

20:44 months ago at their recommendation we

20:46 thought they were crazy not to go with

20:47 the televersa velocloud or even

20:50 juniper's product at the time and they

20:52 said do you know what it means to build

20:54 tunnels to 10 000 locations even if we

20:56 just wanted to home run them 10 000

20:58 tunnels is real and we chew up with with

21:01 video and voice on the network about a

21:03 third of the bandwidth with the overhead

21:04 that your tunnel implies this was a

21:07 tunnelless architecture it's actually in

21:09 use by the u.s military today because

21:12 it's a zero trust architecture built

21:14 from the ground up

21:16 highly secure

21:18 doesn't require tunnels

21:20 lower latency and now we've got

21:23 visibility up into the cloud so if you

21:25 like the fact that i could tell you

21:27 you're going to get a call from an

21:28 unhappy wi-fi user and here's what's

21:30 wrong

21:31 now we extend that visibility as tesla a

21:34 new customer says insane visibility

21:38 now we're giving you insane visibility

21:41 end-to-end from client to cloud so if if

21:45 you're struggling with sd-wan and i

21:46 don't know many people that don't

21:48 and you haven't seen this product

21:51 push on us because you want to see this

21:53 this is a very cool development and

21:55 seder i know you're going to show it so

21:57 with that i just want to say thank you

21:59 thank you for being here

22:00 speak to a customer if you don't believe

22:02 me or ask us for a poc we're here to

22:05 help thank you very much

22:12 you