Ken Briley, Product Marketing Manager, Juniper Networks

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

AI & ML
Ken Briley Headshot
itle slide with the headline, “Need an AI assist? Look to Channel Partners” in white letters on a green background. 

An open discussion about the concerns customers have with AI

Watch this open discussion from the AI Skeptics webinar about the concerns customers have with employing and using AI. You’ll hear directly from partners who have implemented AI and learn from their experiences. 

Show more

You’ll learn

  • How customers perceive AI from the partner perspective

  • How these customers utilize AI to achieve specific business results 

  • The economic impact of AI and the need for it as device proliferation and network complexity grows 

Who is this for?

Network Professionals Business Leaders

Host

Ken Briley Headshot
Ken Briley
Product Marketing Manager, Juniper Networks 

Guest speakers

Mark Thames Headshot
Mark Thames
Business Development Director, Juniper Networks 
Jason Guynn
Sr. Sales Engineer, Juniper Network
Andre Kindness Headshot
Andre Kindness
Principal Analyst, Forrester
Transcript

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]

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