AI Skeptics: Need an AI Assist? Look to Channel Partners

0:00 [Music]

0:06 hello everyone i'm ken briley product

0:08 marketing manager for ai and ex

0:10 switching here at juniper networks thank

0:12 you for joining us in the second part of

0:14 our ai skeptics event how partners msps

0:17 and sis are bringing additional value to

0:19 customers with ai our goal in this

0:21 session is to openly discuss some

0:23 concerns partners and msps may have with

0:25 using recommending or even deploying ai

0:28 the hope is to share a few different

0:30 perspectives from partners who've

0:31 implemented ai and learn more from their

0:34 experience later andre kindness from

0:36 forester will lay out challenges

0:38 partners and msps are facing and how ai

0:40 has helped them provide their customers

0:42 with greater user experience with us

0:45 today we have jason gwen whose years of

0:47 experience leading the networking

0:49 practice for a juniper partner will shed

0:51 some light on how ai can help partners

0:53 and msps we also have mark thames a

0:56 business development director for

0:58 partner programs here at juniper

0:59 networks so mark if we could let's start

1:02 with a bit of history a few years ago

1:04 juniper didn't offer a wireless solution

1:07 as part of our campus portfolio and

1:09 because of that we were actually asking

1:11 partners to position our competition can

1:13 you describe what's changed over the

1:14 last few years

1:16 yeah absolutely uh you know we used to

1:18 have the trapeze line of wireless a long

1:20 time ago it was a controller based

1:22 system it was not an effective based

1:23 system had some benefits you know had a

1:25 lot of stuff i was a customer myself you

1:27 know in my past career um but what we

1:30 did is instead of trying to go recreate

1:32 wireless what we did is we partnered

1:33 first with aruba of course they got

1:35 bought by hp enterprise they partnered

1:37 with ruckus we partnered with arrowhive

1:39 and others of course all of those were

1:42 also acquired but during that time is

1:44 when mist was born and mist was a new

1:47 new type of wireless using a.i that was

1:50 the brainchild of sue j hagella and bob

1:52 friday you know bob friday being the

1:54 godfather of wireless right and so

1:57 during that time they understood that

1:59 wireless had to fundamentally change to

2:01 be effective and to be able to utilize

2:03 ai to do that and what we did is

2:06 basically in 2019 juniper acquired

2:08 missed systems

2:10 not just for the wireless piece that was

2:11 a benefit of it but for the platform for

2:14 the ai platform the ai the missed ai

2:16 cloud which now as you can see we're

2:18 plugging in the rest of the juniper

2:19 portfolio into like wired you know

2:22 sd-wan lan you know security things like

2:25 that so a lot has changed uh since those

2:28 days so what really differentiates the

2:30 juniper ai solution i think it comes

2:33 down to the old saying of the earlier

2:35 bird gets the worm but the second mouse

2:37 gets the cheese

2:38 the guys that develop mist had the

2:40 opportunity to see what other vendors

2:42 were doing out out in the industry they

2:45 could see the things that worked the

2:46 things that didn't work and what could

2:48 be improved upon

2:49 they knew that artificial intelligence

2:51 was that next evolution in in network

2:54 automation and network operations

2:57 they also knew that delivering a sas

2:59 cloud type solution you needed to build

3:01 things on microservices as well so they

3:03 married those two components together

3:04 they developed mist then they built an

3:06 ecosystem wired and wireless and now

3:09 wayne assurance around those components

3:11 so rather than trying to bolt those

3:12 things on the side

3:14 artificial intelligence is natively

3:16 inherent to the system it's much easier

3:17 for for miss to pull out and leverage

3:19 artificial intelligence to to operate

3:21 those different networking components

3:23 mark do you have anything to add to that

3:25 you know i think with the ai piece it's

3:27 really about the experience i mean what

3:29 it comes down to is you know what we

3:31 call experience based networking it's

3:33 the improved experience from the end

3:35 user it's the improved experience from

3:37 the operator the people managing the

3:39 networks absolutely and that makes that

3:41 makes a ton of sense so

3:43 given your background in business

3:44 development i mean could you share your

3:46 thoughts on why customers still need

3:49 partners and msps given that ai makes

3:51 deploying and managing networks so easy

3:53 well they don't deploy manage themselves

3:56 i mean we're not to that point yet we

3:57 don't have hal you know operating the

3:59 mother ship right we do have marvis

4:01 which is our virtual network assistant

4:02 which is absolutely amazing i mean you

4:04 ask people do you have any virtual team

4:06 members they're like you mean i have

4:07 people working from home no people that

4:09 are not humans on your team right

4:12 but with that being said we still need

4:14 that design architect deploy

4:17 be able to manage there's a lot of

4:18 things like change control people don't

4:20 just want things to automatically be

4:22 done sometimes they want some some

4:23 checks in the back things to be tested

4:25 some quality control just for their own

4:27 peace of mind you know but there's a lot

4:28 of different services that are offered

4:31 by our partners that are critical to

4:33 delivering the best experience and also

4:35 when you're moving to a new platform

4:37 you're moving to a new system you really

4:39 need a partner like our partners to be

4:42 able to go in there and make sure that

4:44 that customer has an incredible

4:45 experience from the time that they they

4:48 log in for the first time that

4:49 everything's working everything's up and

4:51 running and you know that's where our

4:52 partners provide the most value when it

4:54 comes to this offering

4:56 hey mark just to add on to that i think

4:59 you know when you look at msp managed

5:01 service provider the most important

5:02 piece of that is is the word service and

5:05 as an msp i would want to deliver the

5:08 best service to my customers that i

5:10 could possibly could and i want the best

5:11 tools that are available to me and i

5:13 think artificial intelligence really

5:15 gives me as you mentioned you know that

5:17 second set of hands that allows me to

5:19 deliver not just a good or acceptable

5:21 level of service to my customers but i

5:23 want to exceed their expectations so

5:25 what are the advantages of ai for those

5:27 interested in expanding their business

5:29 to cover managed services

5:31 well if you look at what it takes to do

5:33 managed services i can't tell you how

5:34 many times i've talked to you know

5:36 owners principles of companies saying

5:38 well we have to invest so much we got to

5:40 go build a knock we got to go buy tools

5:42 we're going to buy hardware we got to

5:44 hire a bunch of people

5:45 the low barrier to entry to be able to

5:48 create a service around the ai driven

5:50 enterprise is the lowest in the

5:52 marketplace you know really what do you

5:54 do you log in right i mean think about

5:56 that it's a cloud-hosted managed

5:58 solution uh you know it's all kinds of

6:01 things that can go wrong when you're a

6:03 service provider you know you know one

6:05 of the biggest parasites in your profit

6:07 is downtime right the faster mean time

6:09 to repair means you can offer higher

6:11 slas without having to make massive

6:13 investments um you also have ways to

6:16 where you're going to be able to meet

6:17 your slas because you're going to have

6:18 better uptime right so that way you

6:20 don't have to pay penalties for downtime

6:22 because you didn't make your slas so by

6:24 utilizing ai and utilizing these tools

6:26 you can provide a very low barrier to

6:29 entry easy way to get up and running

6:31 fastest way to deploy and manage and on

6:33 top of that think about profitability

6:35 how much does it cost you in manpower to

6:37 go out there and upgrade networks do

6:40 change control do management do all this

6:42 kind of stuff

6:43 i mean it's like having a system that's

6:45 upgrading itself just makes you that

6:47 much more efficient so there's so many

6:50 different benefits being able to do this

6:52 through a managed service that you might

6:54 not think of the traditional ways at the

6:56 end of the day makes you more profitable

6:58 makes your customers happier right and

7:00 jason from your side do you have

7:01 anything to add to that

7:02 from like a partner perspective right

7:04 i'm i'm looking to

7:06 uh

7:07 like deploy an environment i can use

7:09 some experience um

7:11 where we had a large customer a large

7:13 university customer that came to us i

7:15 want to do a wireless refresh

7:17 and this is a fairly large campus with

7:20 around 70 buildings ultimately they

7:22 purchased 4 000 aps

7:24 and it was up to us to get that deployed

7:26 into the campus right

7:28 now this did happen around covet so we

7:29 had a slight advantage where

7:32 the students weren't on campus and

7:34 things so we didn't have to work at

7:35 night thankfully

7:36 um but we had a three-man team

7:39 and to go in and deploy 4000 aps that's

7:41 a daunting task

7:42 right i

7:43 just the design in in

7:47 the design and implementation that we

7:48 did

7:49 that's one thing but then ensuring the

7:51 system is operating properly uh making

7:54 sure that from a wi-fi perspective all

7:56 the channels and powers were set the way

7:58 they need to be and to run and

8:00 provide the best user experience that

8:02 that's a whole other task

8:04 because we had artificial intelligence

8:05 that could take on that operation side

8:08 all i had to do was design

8:10 uh where the aps needed to go in the

8:12 buildings have a cabling team strap them

8:14 to the ceiling and we came back two days

8:16 later just to verify that everything was

8:18 working fine i didn't go back to a

8:19 single building and retune anything

8:21 because artificial intelligence was that

8:23 second set of hands that we could rely

8:25 on to take that that part of the project

8:28 forward for us so where you know again

8:31 where that that project would have maybe

8:33 taken a year and a half or

8:35 ten guys we were able to knock this out

8:37 with just three folks so if i'm a

8:39 partner i'm looking at this thinking

8:40 that

8:41 you have artificial intelligence that's

8:43 great what does that give me it allows

8:45 me to deliver

8:46 um

8:47 faster to my customer it allows me to

8:49 deliver more with the same amount of

8:50 resources it's going to make the people

8:51 out there in the field more valuable all

8:53 right so jason could you describe what

8:54 benefits you see for uh partners and

8:56 msps looking to grow their business

8:59 absolutely i mean i just talked about

9:01 how easy it is to deploy but from a

9:04 customer perspective i usually look at a

9:06 network um as a means to an end right i

9:09 need to i need to have a way for my

9:12 workforce to access resources in my data

9:14 center right

9:16 there's there's nothing really

9:18 inherently good about that it just ends

9:20 up being a cost center but what if as a

9:22 as an msp

9:24 you can affect some business outcomes

9:25 from your customers network what if i

9:28 can show my customer how to leverage

9:30 maybe user data from a retail

9:32 perspective pull that data off of the

9:34 network provide insight into what maybe

9:36 my customers are doing what my retail

9:39 customers are doing uh who maybe who

9:42 who's buying what who where where's

9:44 heavy foot traffic inside of a store

9:46 those kind of things from a health care

9:47 perspective

9:48 if what if i can help those customers

9:51 identify patients or track those devices

9:53 that we all know are millions of dollar

9:55 units i want to know where all those

9:57 things are at so as an msp i can bring

10:00 that additional value i'm not just

10:02 selling a wireless network or a wired

10:04 network i can then take it to a more

10:07 valuable conversation and how i can

10:09 truly help you leverage your network

10:11 as a business thank you so much for

10:13 joining us here um jason mark really a

10:16 great point to end on right there

10:18 up next we actually have an overview

10:20 from forrester's andre kindness covering

10:23 how ai is impacting the market let's

10:25 kick it off with andre thank you thank

10:27 you very much for inviting me and i

10:28 appreciate the juniper team

10:30 giving me a chance to kind of share our

10:32 research and uh you know talk about what

10:34 we've been working on at forrester

10:36 research

10:38 i think i'd like to uh kind of spend the

10:40 next 20 minutes talking to you about

10:42 some of the research as i spoke about

10:44 earlier

10:45 and in the sense of you know how's you

10:47 know taking a combination of artificial

10:49 intelligence and data science tools

10:51 going to help simplify

10:53 uh improve you know kind of the network

10:55 operations and what i mean by that is

10:57 kind of service level assurance event

10:59 correlation root cause identification

11:01 for example

11:03 even you know private analytics anomaly

11:05 detection and some of the really kind of

11:07 the foundational pieces of self-driving

11:10 network

11:11 and why a lot of this you know piece of

11:13 it is really coming from the cloud

11:15 you're starting to see a big shift on

11:17 where the tools like management

11:18 monitoring tools are

11:20 and um why the cloud really makes sense

11:23 for a majority of them out there

11:26 even in europe and um what i know

11:28 there's some concerns around gdpr when

11:30 it comes to cloud-based tools

11:32 but you know i can talk about some of

11:34 that

11:35 and then why you know you brought up

11:36 earlier about wireless land land and

11:38 even

11:40 you know wireless lan and lan and lan

11:43 is the fact is that it's meshing

11:45 together kind of this fabric of

11:47 connections um you know that's we're not

11:49 really looking at

11:51 things very broken down into a

11:53 particular silo you know in in analyzing

11:56 in that area but the realities are it's

11:58 a mesh of them to really enable what

12:00 needs to happen

12:02 you know

12:03 unlike a lot of other kind of

12:05 presentations or maybe uh reports out

12:08 there we are going to put some actually

12:09 and i'm going to bring up some financial

12:11 analysis that will support this and um

12:14 you know makes it important to the

12:15 business itself

12:17 so if uh you take a look you know as we

12:19 kind of go into the next slide itself um

12:22 i'm going to start a little bit

12:23 differently than probably a lot of firms

12:25 out there a lot of presentations when it

12:27 comes to the analysts i'm not going to

12:28 show you you know the market drivers or

12:30 these huge uptakes in uh in adoption

12:32 around particular tools itself

12:35 as i mentioned

12:36 the business is really expecting a lot

12:38 more from technology

12:40 and you're starting to see this in

12:41 different areas on request on why should

12:44 we invest in particular technology so

12:46 i'm going to start off more on if we

12:48 head into the next slide itself

12:50 more on the business side and um

12:54 really kind of dig into that area and

12:56 then why you know some of the financial

12:58 analysis we did behind this

13:00 the technology that juniper is offering

13:03 uh resonates well with with the business

13:05 itself

13:06 if you're on the left-hand side and then

13:08 you see the business and the business

13:11 very similar to you know what's the

13:13 customers are doing

13:15 that a business is serving a customer

13:17 by

13:18 using a lot of different resources

13:20 combining together so you know the

13:22 actual the realities of marketing firms

13:23 or vendors you know whether being like

13:25 in the retail store stocking shelves or

13:27 the products in the retail store itself

13:29 doesn't come from the retailer it comes

13:31 from a bunch of vendors out there and

13:33 even the technology they use

13:35 the distribution the trucks the

13:37 warehouses all come in from a different

13:40 set of resources and you see this kind

13:41 of business perspective of of different

13:43 types of connections out there

13:46 it makes a much more reactive to what

13:48 the customer wants on the right side is

13:50 they're using a bunch of connections as

13:52 well to a different set of resources and

13:54 we think about customers using their

13:55 mobile phones

13:57 and they're not going to one set of type

13:59 of resources when they make the

14:00 decisions any part of their life they're

14:03 using a lot of different connections as

14:04 well and little bits of resources

14:06 information whether it be friends on

14:08 facebook whether it be review sites

14:10 whether it be you know um you know

14:12 youtubes or instagrams

14:15 as they make these decisions in each one

14:17 of their lives themselves and then if

14:18 you go into the next slide where we talk

14:20 about this kind of fabric of connections

14:24 that

14:24 is mirroring so the business is saying

14:27 that they have this ecosystem of

14:29 resources and you see this kind of

14:31 fabric connections in there

14:33 the same thing is happening in the

14:35 technology world itself right and we're

14:37 not we're moving shifting ourselves and

14:39 we've been this has been happening for a

14:41 while

14:42 of applications being in a central

14:44 location the data center now you're

14:46 starting to see applications and usage

14:48 of them

14:49 from the cloud and it's not just an

14:51 infrastructure as a service where they

14:53 get built out there but we think about

14:55 sas as an application or backup and so

14:59 interesting enough if we just look at

15:00 the left-hand side of the slide is

15:03 it's becomes this data center and these

15:06 clouds and multi-cloud hybrid clouds

15:08 where you're having multiple connections

15:10 everywhere and the idea of what we saw

15:12 in the data center itself with this

15:13 fabric of connections that you can do

15:15 with

15:16 vxlan evpn

15:18 and

15:19 in this type of environment starts to go

15:21 out to the cloud where

15:23 now you have these bits of resources

15:25 everywhere and they even say that

15:27 on the other side of it is

15:30 that cloud and hybrid or multi-cloud and

15:32 those definitions

15:34 are now really not just public and

15:36 private cloud and and what that entails

15:38 is now you're starting to see this edge

15:40 come into the play where you see

15:43 data and applications

15:45 being dispersed in all these areas

15:46 itself

15:49 and so

15:50 the fabric connections we think about in

15:52 the data center now starts to as i

15:54 mentioned starts to appear on the lan

15:56 side

15:57 and even inside the retail store or your

16:00 bank or your hospital

16:03 that's happening that's happening as

16:05 well

16:07 that there's all these connections in

16:08 these areas and we think about from

16:10 from the customer in there or from the

16:13 from the

16:15 uh

16:16 employee in there or we're just even a

16:18 sales office to be employees in there

16:21 that it's not just about them and their

16:23 device connecting out to the area itself

16:26 what you're starting to see is even iot

16:29 um and you think about phillips light

16:31 bulbs uh oh sorry they've uh sold them

16:33 off in 2015 they're simplifying now

16:35 that's right or you think about bosch or

16:37 you think about these other areas

16:39 um hvac systems from uh and and control

16:43 systems from like bosch and security

16:45 cameras

16:46 and mobidex

16:48 are a few of them that

16:49 you think about them the realities are

16:51 the cameras and the security lights and

16:53 are the lights themselves even the hvac

16:56 systems within those areas the devices

16:57 are con talking to each other

17:00 very similar to what we saw in the data

17:01 center where vms were talking to each

17:03 other right

17:04 yeah and so we see that on this other

17:06 side starting to appear where light

17:07 bulbs and then heating systems and and

17:10 security cameras

17:11 based on the building and making these

17:13 decisions what goes on there in the

17:15 interactions of the amount of employees

17:17 and in the time they just start and

17:19 things that are going on

17:21 that we see this kind of inner traffic

17:23 as well as this traffic going in and out

17:25 of the site itself and so you start to

17:27 see this very meshing of types of

17:29 connections out there

17:31 in this world and so

17:33 the reason why i bring it up is is you

17:35 go into the next site which should be

17:36 the iot side and kind of the the pies is

17:41 is the realities of

17:43 if you look at the left side where

17:45 ports out there and virtual ports in

17:47 this environment

17:49 you know historically has been very

17:51 dominated by mobile phones amount of

17:53 connections

17:54 and then there's a slice of the pi

17:55 amount of connections

17:57 by

17:58 servers and printers and things like

18:00 that so we look at the overall amount of

18:01 ports in the world around us

18:04 it's going to be shifting to the right

18:06 side is

18:08 the realities of ports or virtual ports

18:10 are going to be dominated by the iot

18:13 devices themselves so vms and printers

18:15 and and um servers themselves and um

18:20 that we traditionally thought is going

18:22 to be a small piece of the pie compared

18:24 to the 20 30 50 100 billion whatever

18:27 people are

18:28 talking about there the majority and

18:29 will be these iot devices all talking to

18:32 each other

18:33 and and so this is a very important

18:35 aspect of why i want to bring this up is

18:38 that

18:39 when we think about that in that area is

18:42 you're going to start to use and think

18:44 about the fact is that

18:46 all these things all these devices as

18:48 well as the traditional

18:50 technology as we kind of go into the

18:51 next slide itself is

18:54 is that

18:55 now you have this kind of

18:57 disappearing of of the idea that things

19:00 are just on the wireless lan or just the

19:02 lan and these segments get broken down

19:04 that the reality now you kind of create

19:06 this

19:07 business-wide fabric

19:09 because data and applications are going

19:11 to be everywhere whether it be on some

19:12 of the iot devices or like an edge

19:15 compute server storage or in a cloud or

19:18 a sas or private cloud

19:21 all these are going to have not just

19:23 physical but these virtual connections

19:25 all over the place and um

19:28 and so why i want to bring this up is

19:31 the complexity is going to be blown two

19:33 or three four or five magnitudes

19:35 compared to what you see in a data

19:36 center and creating fabrics or even more

19:38 we see when today that

19:40 that that the realities of

19:43 of what we've done in the past and you

19:45 know dependent on very kind of manual

19:47 tools or even just tools that are just

19:49 you know kind of dumb is not going to

19:52 suffice to where we need to go and where

19:55 things are going in the world around us

19:56 itself um

19:58 and then as we kind of go into the next

20:00 slide where we're seeing this clock

20:04 you know

20:05 the realities are

20:06 it's not just also about you know people

20:08 talk about and they come to you and they

20:10 talk about one particular technology or

20:12 another

20:13 uh the realities are it's a lot of

20:16 technologies are going to enable this

20:18 world

20:19 that is responding to the digitalization

20:22 that's starting to happen within these

20:23 companies are already happening within

20:25 companies out there um

20:27 and the realities are that it's the

20:29 intermixing of all these technologies

20:31 that are going to enable a lot of those

20:33 responses to the customer and the

20:35 customer

20:36 using technologies to make decisions in

20:38 every day of their life and so you just

20:40 see this increase of speed and

20:42 information

20:44 using multiple technologies in this area

20:46 itself which then drives us to the idea

20:49 that if you go into the next slide yawn

20:52 is that

20:53 we start to see the realities of one

20:55 thing happening is

20:57 to be able to manage this world you

20:59 start to realize that we're going to

21:01 have to have artificial intelligence and

21:03 machine learning

21:05 take up a lot of this because

21:08 making decisions on security and

21:10 connections that are not going to be

21:12 static that they're always going to be

21:13 readjusting depending on the types of

21:16 connections need to happen and where the

21:18 information needs to come from when we

21:20 think about that the fact is that

21:23 a lot of things inside that building

21:26 are caustic are not safe um you know

21:29 that that don't belong to the company

21:31 and they need to be segmented and need

21:32 to be isolated and similar to what we

21:34 saw vms in the data center

21:37 um you're going to start to see iot

21:38 device get put into vx lands and evpn

21:41 lands i'm sorry vxland and managed by

21:43 evpn on the edge of the network itself

21:46 very similar to what we saw in the data

21:48 center and and these cabra these

21:51 connections that come and go

21:53 need to be dynamic and you need to

21:55 understand what goes on whether it be on

21:57 wired or wireless or lan itself

22:00 and so the idea that

22:02 having something on site

22:04 having this ability to to

22:08 recognize and make decisions and shift

22:10 and spin things up and down

22:12 it's not going to work anymore that you

22:14 need to have management and monitoring

22:16 things that typically were

22:18 on-site itself start to be in a cloud to

22:20 use that cloud-based compute and storage

22:24 that is a lot larger than what a lot of

22:26 organizations have on site so you start

22:28 to see this shift in in companies and

22:30 especially networking organizations

22:32 use um

22:35 sas

22:36 and use um

22:38 as as a main foundation to supporting

22:41 the networking organization and the

22:42 tools coming from that area and because

22:44 when we think about

22:46 that so many things need to happen at

22:47 one time that ai and machine learning

22:50 can be better you leveraged the compute

22:53 storage that's out there for for many

22:55 organizations

22:57 and i realized that um you know

22:59 a lot of european customers come to me

23:01 and say well we're worried about putting

23:02 information out there because of gdpr

23:04 and privacy and security

23:07 already 43 percent of organizations are

23:09 using european organizations are using

23:11 you know

23:12 erp systems and businesses using erp

23:15 systems they're using and 33 of

23:18 companies out there and europe or

23:19 european-based companies are already

23:21 using uh financial sas based systems so

23:25 if if if they're meeting the gdpr

23:28 requirements of that sas space or the

23:30 sas based company like you know if we

23:31 think about mist that you know whether

23:33 it be a processor or a broker then they

23:36 then you can use that as as part of your

23:40 collection of tools out there

23:42 and the realities is that sas based

23:44 systems and especially when it comes to

23:46 upgrades

23:47 much quicker the they fix bugs within

23:50 the software a much quicker rate than

23:52 than organizations can do on site itself

23:55 typically what you see is also sas based

23:58 systems are much more secure because

23:59 they are fixing it much quicker itself

24:01 but also they find things quicker and

24:02 they have ones that really

24:04 software they're updating and not

24:05 requiring it to be pushed out to

24:07 different customers that have on-site so

24:10 not just from a security perspective but

24:12 even a cost perspective

24:15 we're seeing that instead of setting

24:17 things up on site

24:18 managing and keeping them updated and

24:20 making sure that meeting the security

24:21 profiles and and in in having a

24:24 dedicated set of servers and storage for

24:26 these devices

24:27 the cost is much lower for sas based

24:30 systems out there

24:33 and even the

24:34 the reality is too that

24:36 one of the biggest things is

24:38 infrastructures need to be on five or

24:40 six nines

24:41 always on

24:42 and because the realities are that so

24:44 much of a business whether it be

24:45 healthcare or even aircraft or airports

24:49 they're using so much technology there's

24:51 no acceptable downtime anymore it's too

24:53 costly in the u.s we had four airlines

24:55 that had network issues the least amount

24:58 in the us was 280 million dollars to

25:00 remove aircraft around and re-ticket

25:02 people just for an hour of downtime from

25:04 the network itself

25:06 it's just too too costly in this area

25:08 and so we think about from a disaster

25:10 recovery

25:11 a lot of on-premise systems can't be

25:13 moved to another data center or out to

25:15 the cloud and so sas based systems are

25:17 much more resilient to to that area

25:19 itself i know i'm a little bit over time

25:21 but let me just kind of summarize that

25:25 that

25:26 as i mentioned a lot of the fact is that

25:30 the aiml has been will be and is be a

25:33 fundamental piece to kind of

25:34 software-driven network and and the fact

25:36 is that where things are going and it's

25:38 really going to be from these

25:39 cloud-based

25:40 systems but remember not of all of them

25:43 are equal out there and take a look at

25:45 and may really do your homework on

25:48 their ability to do it and just because

25:49 they put something in cloud doesn't make

25:51 it good i see a lot of the companies out

25:53 there do a lift and shift they have

25:54 stuff that's on site and they're just

25:56 putting in cloud

25:57 99.99 percent of them are not good if

26:00 you dig into the features you do the

26:01 capabilities it's really a clumsy type

26:05 of thing that a lot of

26:06 good sas based systems are actually

26:08 built from the ground up they were built

26:10 in cloud and then uh and then

26:12 as a brand new system as not compared to

26:15 lift and shift

26:16 uh i can highly recommend that a lot of

26:19 the the market will shift to

26:22 not everything but most monitoring

26:24 management tools especially from the

26:26 networking perspective will shift to the

26:28 the cloud-based systems itself and um

26:31 the realities are

26:33 uh it's worth the investment today

26:35 because

26:37 the the things that are going on the

26:39 wired and wireless and the lan side

26:41 is really only a drop in the bucket to

26:43 the amount of devices i'll be connecting

26:45 that that will generate traffic and need

26:47 security concerns and and it will be

26:49 causing issues on the network itself and

26:51 it's worth the investment

26:52 today and to build that out and

26:54 expertise in that area

26:56 uh before

26:58 you'll see the deluge of iot devices

27:00 which will wreak havoc on most business

27:03 99 of businesses out there

27:05 [Music]