Maribel Lopez, Lopez Research, Founder

A Conversation with Juniper Networks' Sally Bament on 5G, Networking, Telecom and MWC 2023

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Maribel Lopez Headshot
Still image of Sally Bament, VP, Service Provider Marketing, Juniper Networks, sitting in a chair, in a white room.

Sally Bament, provides an overview of what Juniper demoed at MWC 2023 and new requirements for service provider networks.

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You’ll learn

  • What Sally thinks about the state of the mobile industry 

  • What mobile operators should think about to capitalize on 5G

Who is this for?

Network Professionals Security Professionals


Maribel Lopez Headshot
Maribel Lopez
Lopez Research, Founder

Guest speakers

Sally Bament Headshot
Sally Bament
VP, Service Provider Marketing, Juniper Networks


0:00 hello and welcome back to the podcast

0:04 Now video cast on Maribel Lopez the

0:07 founder and principal Analyst at Lopez

0:09 research and I'm really excited to be

0:11 joined by another great senior leader in

0:15 the tech space Sally Baymont she is the

0:17 vice president of service provider

0:19 marketing at Juniper Networks hey Sally

0:22 um in her role at University is

0:23 responsible for leading and executing

0:25 the company's marketing plans to drive

0:27 demand awareness sales enablement for

0:30 industry-leading service provider

0:31 Solutions so that's some of what Sally's

0:34 been doing she has many years of

0:37 experience in marketing Communications

0:38 product management program management

0:41 sales NM a in specifically in areas of

0:45 networking and Telecommunications Sally

0:47 welcome to the program thank you Maribel

0:49 and looking forward to the discussion

0:53 you know it is that time of year we are

0:56 approaching Mobile World Congress 2023

0:59 it's actually nice to have it be back at

1:02 the beginning of the Year again to have

1:03 it be in person again uh in a more

1:07 meaningful way than I think it was last

1:09 year and I thought we might start there

1:11 and speak a little bit about you know

1:13 what is your perspective on the state of

1:15 the mobile industry right now

1:18 yeah so um to be honest with you

1:21 um Maribel it's exciting times I mean

1:24 we're seeing we're certainly seeing 5g's

1:29 um potential grow from what was just

1:32 massive bandwidth and capacity and high

1:34 density with the roll out of these new

1:37 and Innovative Services

1:39 um and the other thing that's um amazing

1:41 to see is how quickly things have

1:42 shifted to Cloud hosted cloud-hosted

1:45 applications and Services I mean almost

1:47 everything now is cloud hosted whether

1:50 it's you know latency sensitive

1:52 applications like you know video

1:54 conferencing and gaming secure

1:57 applications in banking and finance but

1:59 Telehealth as well and even you know

2:01 when we think about here at Juniper even

2:04 though we're all encouraging our

2:05 employees to go back to the office all

2:08 of our business applications now we can

2:10 get access to on our mobile phones for

2:12 telecommuting so even a juniper you know

2:15 everything is has become Cloud hosted so

2:17 great opportunities for operators

2:19 there's some challenges too but I'm sure

2:21 we're going to get to that

2:24 it's interesting where you started on

2:26 this and the whole concept of everything

2:28 moving to the cloud and everything being

2:30 so Network centered you know people that

2:32 have been in networking and Telecom for

2:33 a long time I think we always thought it

2:35 was Network Centric but now we're in

2:37 that land where the experience of the

2:41 network really matters so yes the

2:43 connectivity matters uh the latency the

2:48 Broadband capability of it the

2:51 distribution of applications and

2:53 services throughout the globe and trying

2:56 to actually monitor that really means

2:58 that service providers are quite

2:59 critical in in this new world order and

3:03 you mentioned 5G and I know we've been

3:05 talking about 5G for some time but I'm

3:07 wondering what are some of the things

3:09 you think mobile operators should be

3:11 thinking about today as they look to

3:13 capitalize on 5G I know originally it

3:15 was just like we're moving to 5G we're

3:18 starting to light it up but you know now

3:20 we're in the midst of it so what do you

3:22 think

3:23 yeah so I mean you hit upon experience

3:26 right from our perspective it's all

3:28 about the experience they're delivering

3:31 to their end users the people who

3:33 connected to their networks and quite

3:35 frankly we think that's going to really

3:36 determine the winners and the losers you

3:39 know I talked about you know the way

3:41 that we consume content the way we

3:43 connect to it uh the way we're

3:45 connecting to each other

3:47 um it's it's changed dramatically and

3:50 more than anything it's had a big change

3:53 on traffic on the network network

3:55 traffic in two areas just the sheer

3:57 volume of it

3:59 um but also to your point the actual

4:01 traffic flows themselves because content

4:04 apps workloads they're all distributed

4:07 now closer to the end users so you know

4:09 what's going to be interesting is the

4:11 operators are going to have to deal with

4:13 this transformation in the network

4:14 traffic while still ensuring that their

4:18 customers users you know folks connected

4:21 to the network still have an amazing

4:23 variants

4:25 um so so that'll be a key Focus for sure

4:28 okay I'm gonna Focus I'm going to switch

4:30 back to that experience point in a

4:32 moment but we were just recently talking

4:34 about how there's a lot of opportunity

4:36 but they're also some challenges so what

4:39 are some of the challenges you're seeing

4:40 operators facing and you know how does

4:43 that translate into some of the things

4:45 you believe you need to invest in to

4:46 help operators overcome those challenges

4:50 yeah so you know great questions when

4:52 you think about you know the the

4:54 changing traffic patterns as I just

4:56 mentioned and being able to support you

4:57 know fantastic experience it's all about

5:00 making sure that the network is

5:01 certainly scalable and agile again to do

5:05 to you know deal with this traffic

5:08 um highly automated

5:10 um and particularly because things just

5:12 got more complicated right particularly

5:14 with you know Edge Cloud hosting and 5G

5:17 and that tied to the fact that many of

5:20 these operators are dealing with skilled

5:21 staff shortages as well

5:23 so you know the opportunity to automate

5:26 uh and particularly AI driven operations

5:29 to deploy Services faster you know to

5:33 detect issues faster and then to

5:36 remediate before users do is all

5:38 important as part of that experience

5:41 um

5:41 security that's another area right as

5:44 we've got seen these networks distribute

5:47 and you know the attack surface is now

5:49 larger so being able to integrate

5:51 pervasive security zero trust security

5:54 and being able to instantly identify

5:56 issues is is really really key

5:59 um cloudification you know leveraging

6:01 the benefits of uh virtualization for

6:04 agility is also key and I can't not

6:06 mention sustainability right top of the

6:10 list for almost every major cloud

6:13 service provider these days and it's you

6:16 know sustainability not just in terms of

6:18 the planet regarding you know energy

6:20 efficiencies Etc but also people and

6:24 profits right how do they sustain

6:26 business growth all of that is top of

6:28 mind and all of those things all of

6:30 those areas are going to be Focus areas

6:33 for uh operators as they deploy the

6:36 networks

6:38 so many of the things you said could

6:40 apply to businesses in general in terms

6:43 of creating that agility needing that

6:45 visibility needing that security

6:48 what I think is different the service

6:50 provider landscape is really about the

6:52 scale that we're talking about and then

6:54 you've mentioned experience a few times

6:56 and I know that Juniper has a company

6:58 has been talking about experience first

7:00 networking and I know in the service

7:02 provider landscape we have quite a few

7:05 discussions about creating

7:06 differentiated Network experiences

7:10 for different groups of people from

7:13 individuals all the way through specific

7:15 companies to Applications

7:18 and in some ways I mean differentiated

7:20 Services isn't A New Concept where we

7:22 talked about this when we moved into

7:24 mpls networks and other things but if we

7:28 fast forward to today

7:31 I'm wondering how you're seeing the

7:34 concepts of these play out in the market

7:36 today you know are you starting to see

7:39 this experienced first networking gain

7:42 traction power service providers

7:45 thinking about deploying these

7:47 strategies so they can get to

7:49 differentiated Services can you give us

7:51 a little bit of context on where we

7:53 actually are today yeah and maybe I

7:56 should stop by just clarifying the areas

7:59 that we're investing in Maribel and you

8:01 know our Focus you know from a strategy

8:04 perspective well first of all I mean we

8:06 are incredibly fortunate to call sort of

8:09 the largest global Service Providers our

8:11 customers it really service providers is

8:14 really the heritage of juniper right

8:16 it's it's where we started and

8:18 um our partnership with our service

8:20 provider customers really drives a lot

8:22 of the investment decisions that we make

8:24 and you know if I were to start at a top

8:27 level and you've touched on this it is

8:28 all about experience but in two areas

8:31 it's simplifying the network operator

8:34 experience

8:35 and it's simplify or sorry you know

8:38 improving the end user experience so

8:40 it's two aspects of it the operator and

8:43 then the end user connected to the

8:44 network and that's what we call

8:45 experience driven uh networking and um

8:49 there's really three key areas

8:51 investment areas

8:52 um that we've uh focused on for service

8:55 providers the first is what we call

8:58 really scalable IP Services fabric that

9:01 is essentially all about automated IP

9:03 transport it's about our heritage in

9:06 coron Edge routing but more importantly

9:09 it's about the investment we've made in

9:12 metro metro access and aggregation and

9:15 that is the part of the network that's

9:16 going through the most change right now

9:18 because almost all traffic is staying

9:21 within the Metro you know flowing

9:23 between those

9:24 um you know distributed Edge compute

9:26 locations so that is a big area of focus

9:29 for us the second of the three areas is

9:32 what we call Cloud first platforms

9:35 that's all about the automated Data

9:37 Center and it's about simplifying day

9:40 zero day one and day two operations in a

9:44 multi-vendor environment for Telco Cloud

9:47 Edge cloud and just data center

9:50 operations in general for service

9:52 providers

9:53 and then the third area which is kind of

9:55 an interesting area for us is

9:58 um building out our full stack of AI

10:01 driven Enterprise managed services

10:04 and then

10:05 um having allowing operators to

10:07 essentially leverage that to deliver you

10:10 know Cloud delivered Revenue generating

10:12 and differentiated managed services to

10:14 their business customers and this is

10:16 obviously a lot of what we've done with

10:18 the full stack implementation following

10:20 our acquisition of mist

10:22 um to allow operators to differentiate

10:24 themselves and make money in terms of

10:26 you know delivering on a fantastic

10:28 experience for business customers and

10:31 then you know lastly I'll say thread it

10:33 through those three solution areas

10:35 Automation and that's automation from

10:39 the radio access network with our Rick

10:42 technology and our orchestration

10:43 technology through IP transport all the

10:47 way to the cloud or sorry to the core

10:50 and the data center through our Paragon

10:52 and then abstra automation portfolios

10:54 and then the second is security you know

10:57 we've done a lot in terms of enabling

10:59 the network to participate in securing

11:02 itself securing you know users devices

11:05 and also applications and workloads so a

11:09 lot of investment areas that I should

11:11 have touched upon first of all

11:13 and then you know obviously your

11:15 question about are we seeing traction I

11:18 mean absolutely when I go back to those

11:21 three key areas

11:23 um first of all scalable IP Services

11:25 fabric we have a phenomenal relationship

11:28 with a strategic Alliance partner called

11:30 NEC NEC have fully embraced our you know

11:35 core automated IP transport portfolio

11:37 but also our newer Cloud Metro offering

11:40 and actually one of our recent wins was

11:43 with a sizable service provider in

11:45 Europe they chose our Cloud Metro

11:49 portfolio to basically improve the end

11:53 user experience for them Metro Network

11:56 um also

11:58 um they got benefits from the power and

12:01 space efficiency of our solutions to

12:03 improve their own total cost of

12:04 ownership and also we built them a

12:07 network that allows them to scale for

12:09 the future with performance and capacity

12:12 that they can grow into you and that

12:14 actually helps with you know system

12:16 longevity and reducing E-Waste because

12:18 they now have platforms that are going

12:20 to take them into the future so great

12:23 example one example where you know we've

12:26 seen a lot of what's playing out in

12:28 terms of requirements on the network you

12:30 know take shape with what we're where

12:32 we're investing

12:33 secondary automation our partnership

12:36 with raccoon Symphony that actually

12:39 started about a year ago

12:40 they selected Juniper's Cloud native

12:43 routing stack for their next Generation

12:45 du called simware

12:48 but more recently they've started to

12:51 offer our Rick our radio intelligent

12:54 controller technology on simworld which

12:57 is their Marketplace they chose us

13:00 because our Rick offering is very open

13:03 and standards based and it allows them

13:05 to build a partner development ecosystem

13:07 if you will so another example where you

13:11 know agility cloud-based is all coming

13:13 into play in this new world and I'm

13:16 going to mention a couple more one of my

13:17 favorites manage services our

13:20 partnership with Verizon certainly you

13:23 know we do a lot with Verizon from an

13:25 infrastructure perspective but we

13:27 partnered with them for their Verizon

13:30 connected Healthcare initiative this is

13:33 a collaboration Hub that they built in

13:36 the UK and it's all about obviously

13:39 leveraging Verizon's industry leadership

13:42 and private 5G with our AI driven

13:45 Enterprise portfolio and it essentially

13:48 allows is a joint solution that allows

13:51 for patients in healthcare in the

13:54 healthcare environment to get access to

13:55 information you know incredibly quickly

13:58 it allows clinicians to basically you

14:02 know

14:02 um make sure information is delivered

14:04 when and where it's needed and it

14:07 includes some Advanced location services

14:08 so essentially clinicians can locate

14:11 medical devices

14:13 people Specialists doctors you name it

14:17 uh so it's a an example where 5G is

14:21 turning into something real in terms of

14:24 a real application a real you know

14:26 value-added service and then I I can't

14:28 not mention the data center Vodafone

14:30 Vodafone turkey they chose Juniper's

14:33 abstra to manage a multi-vendor data

14:36 center network with multiple data

14:38 centers and that was all about

14:40 simplifying operations because things

14:43 are more complicated and they wanted to

14:45 be able to simplify the operations of

14:47 that data to network long answer to the

14:49 question I know

14:51 but I think it really gets to

14:54 the opportunity that we see right there

14:57 isn't just one thing you can do as a

15:00 service provider there's lots of levers

15:02 that you can pull and they have

15:05 different impacts on the business

15:08 and you give the audience any maybe

15:11 previews of some of the things that they

15:13 might see at the show from Jennifer or

15:16 just how are you thinking about what mwc

15:19 is going to be for you yeah absolutely

15:21 Maribel and I can't believe how quickly

15:23 it's coming up to be honest with you

15:25 I know

15:27 um it's crazy I know so um so a key

15:31 message is experience the network of the

15:34 future now

15:36 um so you know we've already talked

15:38 about you know the fact that you know

15:40 the amount of data at our disposal is

15:42 continuing to grow and the need for

15:45 networks and operations to keep pace so

15:48 what we'll have is a number of demos

15:50 showcasing just how we can help with

15:52 that

15:53 um we'll have one demo around our Cloud

15:57 delivered transport automation portfolio

16:00 and that actually is all about Cloud

16:02 Metro and how our Cloud Metro solution

16:05 that we announced last year delivers

16:07 speed agility you know an amazing

16:09 service experience all in a highly

16:11 sustainable way

16:13 um so you know that's a bit of a teaser

16:15 but you know there'll be a highlight of

16:17 demos around that

16:19 um the second uh demo area will be about

16:21 our intelligent operations in the

16:23 automated data center so back to the how

16:27 do you simplify day zero day one and day

16:29 two operations in a multi-vendor world

16:31 and and we'll also be tying into that

16:34 some of our uh Cloud native

16:37 capabilities particularly with Telco

16:40 Cloud applications

16:42 um so that will be a second area third

16:44 area will be our open run

16:48 orchestration and controller Solutions

16:51 and how along with our key Partners

16:53 we're helping operators

16:56 um add value and innovation in the radio

16:58 Access Network

17:00 um and then the fourth one will be all

17:02 about that full stack of AI driven

17:05 Enterprise managed service offerings you

17:08 know very similar to the Verizon

17:09 application that I talked about but how

17:11 operators can really generate Revenue

17:14 through a highly differentiated and

17:16 cloud-based um full stack of uh

17:19 Enterprise services and we'll have

17:21 security also you know threaded through

17:23 all of those uh four demo areas so uh

17:27 we've got a lot going on a lot going on

17:29 I was going to say there's a lot the

17:31 they're in that there might just be one

17:32 or two things Etc like there are several

17:34 uh now just you'd alluded to this

17:38 earlier but I was wondering if you had

17:40 any broader predictions for what's going

17:41 to happen uh at mwc and one of the

17:44 things you were talking about with

17:45 sustainability I personally think it's

17:46 going to be a big year talking about how

17:49 sustainability

17:50 impacts networks impacts the future of

17:53 technology in general I mean what other

17:56 things are we going to be hearing about

17:57 are we going to be talking about uh 6G I

17:59 know we've spent I'm talking about 5gs

18:01 and like that time now that we've gotta

18:03 you know throughout the old G and get a

18:04 new G

18:06 well you know

18:08 um someone's going to be talking about

18:09 6G and I I don't know yeah seriously and

18:13 I don't know if you've watched the Super

18:14 Bowl on Sunday but I saw an adverted

18:16 tenji it was a bit of a spoof but that

18:19 was actually in the uh uh the Super Bowl

18:22 ads this this weekend which is hilarious

18:24 but yeah no seriously

18:25 um based on the conversation we're

18:27 having with operators and actually we

18:29 took a quick look at the uh glomo the

18:32 gsma glomo shortlist Awards of which by

18:35 the way Juniper is uh selected for a

18:37 couple of them when I look at the the

18:39 shortlist there and obviously the

18:41 conversations we've been having I think

18:43 absolutely Energy Efficiency and and

18:46 because of sustainability but just also

18:48 because of the cost of energy and also

18:51 system longevity and how you reduce

18:53 E-Waste will be important aspects that

18:56 will come you know up in conversations

18:58 again related to sustainability to your

19:00 point Maribel and until the in agreement

19:02 with you

19:04 um I think you know I think we will hear

19:06 about Network experience and I think we

19:08 will hear about it from the perspective

19:10 of an operator as well as the end user

19:13 uh I think there'll be a lot of AI

19:16 driven Automation and it'll be you know

19:19 focused on speed to deployment agility

19:22 and reliability right and that's all

19:24 about speed to again to detect and

19:27 remediate issues in the network

19:30 um and you know security is a bit of a

19:32 given but you know the need to

19:35 continuously improve security offerings

19:38 particularly again as you know we are

19:41 opening ourselves up to more you know

19:43 vulnerabilities I think that's going to

19:45 be top of mind as well to be honest with

19:47 you so those are my kind of predictions

19:49 but yeah somebody will be talking about

19:50 6G and who knows it'd probably be

19:52 Juniper

19:55 well I'm looking forward to hearing

19:57 about what's coming next Sally thank you

20:00 so much for your time and attention and

20:03 I hope you have a great mwc thank you

20:06 Maribel and great to chat with you

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