NaaS Accelerates the Adoption of AI-Driven Networking

0:00 [Music]

0:05 hi everybody my name is jeff aaron i am

0:07 vp of enterprise marketing and i'm

0:10 really excited to have a really uh fun

0:12 panel here to talk about an announcement

0:14 that actually went out uh this week uh

0:16 primarily it was around our ai driven

0:17 enterprise portfolio which includes our

0:19 wired access our wireless access and

0:21 sd-wan driven by missed ai but this week

0:23 we actually announced some very specific

0:25 very exciting features around nas

0:27 network as a service so how do we

0:29 actually take our solution that was

0:30 always you know industry leading and

0:32 always geared towards partner and

0:34 partner enabling it and make it even

0:36 easier for network as a service so to

0:38 help me address that i got three folks

0:40 here uh the first is actually sema kamar

0:42 she's a director of product management

0:44 from our cloud and software group sema

0:45 welcome

0:47 thank you thank you for having me here

0:49 oh my pleasure uh then we have mike

0:51 anderson uh mike is senior director uh

0:54 uh for partner sales and he actually

0:56 helped kick off our uh

0:58 sorry he actually helped kicked off our

1:00 unified service management program

1:02 partner program about a year ago so mike

1:04 uh you know congrats on that and thank

1:05 you and welcome to this

1:07 my pleasure

1:08 yeah and lastly we have sunalini

1:10 sankavarum

1:12 is actually in the cloud and software

1:13 group but also she hails from the ai

1:15 driven enterprise and she's one of the

1:16 lead product uh architects and product

1:18 management managers from that team so

1:20 we're really excited to have her to talk

1:21 about the air driven enterprise

1:23 thank you so much jeff really excited to

1:25 be here and share all the goodness we've

1:27 developed that mike's been asking for

1:29 for the longest time in what we call an

1:31 area yeah given manitoba dashboard so

1:34 exactly i'm laughing because mike

1:35 stinley and i go way back to the missed

1:37 days so we're used to mike asking for

1:39 things all the time and and uh and uh

1:41 getting excited when we actually deliver

1:42 them so uh so so here we go so with that

1:45 ceiling why don't we start with you a

1:47 little bit um again uh you've you've

1:49 been a long time age of an enterprise so

1:50 why don't you talk a little bit about um

1:52 uh just touch on the platform a little

1:54 bit but more specifically what did we

1:55 announce this week

1:57 absolutely uh again very exciting news

1:59 we've always talked about from an ai

2:01 driven enterprise perspective how

2:03 our full stack solution wireless wired

2:05 van is driven by ai to simplify network

2:08 operations we've essentially put that on

2:10 steroids even for our msps so typically

2:13 when you look at msps right they're

2:15 trying to

2:17 make the complex simple for our

2:19 customers our goal was how do we make

2:21 the complex simple for msps as well to

2:23 reduce their cost of ownership and

2:25 operating a full stack network so with

2:27 that in mind what we have done is truly

2:29 brought marvis our

2:32 virtual network system assistant at the

2:34 msp level so that marvis can now help

2:36 our msps troubleshoot issues and

2:39 proactively proactively notify them of

2:41 issues impacting the end user experience

2:43 again it's always for us has been about

2:46 measuring monitoring and self driving a

2:50 resolution to make sure that the end

2:53 experience of an end user is always

2:55 optimal and that's exactly what we have

2:57 now delivered as part of the new

2:58 enhancements we brought to the product

3:00 at as our msp dashboard so we now have a

3:02 call for example i know certainly that

3:04 dashboard is all about service levels

3:05 for example so pulling out the service

3:07 levels from if you're you know a partner

3:09 from different uh you know customers or

3:11 from different locations and having a a

3:13 one-stop shop to understand all those

3:14 experiences right

3:16 exactly the single pane of glasses you

3:17 look at sle is across wired wireless

3:19 advanced so that's what we call a

3:21 morning cup of coffee view now available

3:23 for msp operators as well to make the

3:26 operations much simpler than before so

3:29 yeah okay and so that i know that's one

3:30 of those things and also mike's going to

3:32 talk about uh you know in addition msp

3:33 is also resellers uh you know

3:35 traditional partners can also benefit

3:37 from for some of these tools but um

3:38 shifting gears we i also know we

3:40 launched uh some things around license

3:41 management uh and also around some of

3:43 the some new flexible pricing so why

3:45 don't you talk to that a little bit too

3:47 sure

3:47 so um again as part of truly

3:50 making

3:51 the network operations easy hand-in-hand

3:54 with that goes the business operations

3:56 aspect and one of the key things there

3:58 was as an msp instead of having to place

4:01 orders for hardware and suppressions

4:03 together per customer

4:05 msps now have the ability to basically

4:07 buy a pool of subscriptions make them

4:09 portable across their customer tenants

4:11 so it really brings to life the whole

4:14 ease of use the ease of consumption more

4:16 like a pay as you go model as they

4:18 onboard more and more customers to the

4:20 network without having to worry about a

4:22 one-to-one mapping of subscription to a

4:24 customer

4:25 okay yeah i can imagine how that would

4:27 scale uh tremendously and and bring

4:29 agility to the environment which is

4:31 really what what nas is all about um and

4:33 then last one yeah let's talk about some

4:35 of the the pricing options i know um

4:37 juniper financial services is is is

4:39 partnering with you guys to to make it

4:41 even easier for our partners and users

4:43 to procure and and operate so uh if you

4:46 can give a little a little insight into

4:48 that would be great a very little

4:49 insight but yes um when we talk about

4:52 nash that is the true nash which has a

4:54 managed services component and we are

4:56 looking for our msps our partners to

4:58 provide the managed services aspect but

5:00 as part of the simplification not only

5:02 on the product side but also from a

5:05 financial aspect perspective what we

5:07 want to do and what we're actually doing

5:09 as part of our nas offering is

5:11 simplifying the model to make it a true

5:13 opex model for our managed services

5:16 partners as well as our resellers to

5:18 consume so we will now be able to give

5:21 them a true

5:22 predictable opex model with monthly

5:25 billing for wireless or wired proven

5:28 they can wrap that into their managed

5:30 service and offer a very simple offering

5:32 to their customers and we take the

5:33 financial burden from them on to us so

5:35 that they can sell more and focus more

5:37 on the managed social side well we as a

5:39 vendor can take on the financial aspect

5:42 of it and make it truly simple across

5:43 the board product and transactional

5:46 okay

5:47 awesome so uh mike you know you're the

5:49 partner guy in this call um so you know

5:52 again uh why don't you double click on

5:53 some of the things sunolini mentioned

5:55 you know as you said um there's

5:56 definitely a managed services play here

5:58 there's also i believe a reseller play

6:01 as well so how does this help our

6:03 partners just deliver better services

6:04 and continue to differentiate from some

6:06 of their competition

6:07 sure thanks jeff i think first

6:10 it you know the new offering really

6:13 means options and flexibility to our

6:16 partners to support their go to markets

6:18 each partner can have a unique go to

6:20 market and they demand the flexibility

6:23 from their vendors like us to really

6:25 deliver so they can excel to market and

6:27 be successful

6:28 i do want to point out one thing the

6:30 industry analysts are stating that the

6:32 consumption of network as a service is

6:34 expected to grow dramatically over the

6:37 next five to six years in fact if you

6:39 look at the specific technologies of

6:41 wi-fi as a service security as a service

6:43 sd-wan as a service that collectively is

6:47 expected to reach a 12 billion dollar

6:49 tam with a 37 percent keger by 2026 that

6:53 means opportunity untapped opportunity

6:56 and with what and what juniper is now

6:59 offering in conjunction with a second to

7:01 none ai powered cloud management

7:03 platform which certainly just eloquently

7:05 or described jupiter can now help

7:08 partners accelerate into these new

7:11 markets with a flexible

7:13 and nimble sourcing architecture whether

7:16 the partners have an msp gtm model where

7:18 they are out there creating their own

7:20 branded network as a service or

7:22 resellers who prefer to keep the more

7:24 traditional motion of reselling uh

7:27 services and and product the juniper nas

7:30 uh platform can now enable them to

7:33 deliver a technology in a subscription

7:35 architecture

7:36 with the nimbleness that their customers

7:38 demand

7:40 yeah i i think yeah that's that's great

7:42 points you know as you mentioned this is

7:44 one of those things that i think the

7:45 partners have been asking for you know a

7:47 while and i i would argue that the

7:48 timing is so perfect right now uh again

7:50 in terms of the market inflection points

7:52 you know the emergence of cloud and some

7:54 of the ability to do that and so you

7:55 know it's really exciting to be able to

7:57 take as you said you know a partner a

7:59 platform that already was leading the

8:00 industry just making it even easier for

8:02 them to consume and and differentiate so

8:05 it's extremely exciting um seema what's

8:08 the the long-term vision here you know

8:10 obviously you know what we announced is

8:11 a great first step we're planning the

8:13 flag you know particularly around aid

8:15 but maybe you could talk a little bit

8:16 about you know where we're going and and

8:18 where we see this you know even even

8:19 longer term

8:21 yeah of course so juniper's vision is to

8:23 deliver our max offerings you know which

8:26 are basically the integration of

8:27 hardware software cloud subscriptions

8:29 the software licenses and support

8:31 services everything packaged together

8:33 and we want to offer it across a broader

8:35 portfolio not just the aid portfolio

8:38 which obviously we are beginning with or

8:40 starting with like mike mentioned there

8:42 are all these untapped opportunities

8:44 where we you know we are in a great

8:46 position to offer this flexible

8:49 consumption or a subscription-based

8:51 offer and allow our customers to pay as

8:54 you go pay as you grow and a customers

8:57 can consume the enterprise network

8:59 infrastructure on a um as a subscription

9:03 as a service be built on a periodic

9:05 basis or be um you know they can they

9:08 can just use it as an operational

9:10 expense which allows them to

9:13 have sort of a predictable payment plan

9:16 uh on you know on the fixed term that we

9:18 talked about um eliminate any budget

9:20 uncertainty that they typically have

9:23 free up their capital preserve their

9:25 credit lines a lot of lot of good

9:26 benefits that come out of this um and uh

9:29 juniper

9:31 is i think set you know has set the

9:33 stage right in offering this starting

9:35 with our aid portfolio so we are

9:37 offering these several options to

9:39 upgrade technology and refresh them as

9:42 we go along using our as a subscription

9:44 as a service model

9:47 very cool and look i mean what i love

9:49 about this is you know we launched you

9:50 know our our north star not too long ago

9:53 was which is all about experience first

9:54 networking right and so it's not just

9:56 about the end user experience but it's

9:58 also also about the operator experience

9:59 right and so this is just one additional

10:02 way that we're just making it even

10:03 easier to to procure to operate to

10:06 manage to pay

10:08 for for you know the juniper services

10:10 and so for that i'm i'm very excited so

10:12 thank you guys for joining me on this um

10:14 i am sure our paths are going to cross

10:16 again you know as we said this is just

10:18 us dipping our toe into some of the the

10:20 nas offerings that are on the horizon

10:22 it's a a pretty big dip

10:24 in that it's a you know it's obviously

10:25 uh our one of our marquee platforms and

10:28 some pretty cool features that we're

10:29 announcing here but there's definitely

10:31 more on the horizon so folks stay tuned

10:33 watch out in this space and we'll be

10:34 talking to you guys more about naz very

10:36 soon so see mike cinolini thanks again

10:39 thank you thank you

10:47 you