Tom Wilburn, Global VP, AI-Driven Enterprise Sales, Juniper Networks

Connecting the Vision with Real Results

Tom Wilburn Headshot
Still image of Man in navy jacket and white dress shirt on stage presenting with remote controller in his hand.  Background is gray.

Full stop: Digital network transformation starts with Juniper and Mist AI.

According to research by Gartner,  Juniper now ranks first in wired/wireless access. At AI in Action, Juniper’s Tom Wilburn spoke about why this is the case and discussed the benefits Juniper technology can bring to your business by deploying a network faster, better, with fewer mistakes, and at lower cost. Another benefit? Mist AI makes your network smarter; it can eliminate network trouble tickets and help you find and fix problems 90 percent faster. 

Tune into learn more about how Juniper and Mist AI can help digitally transform your network and your company to drive better experiences, better IT outcomes, and better business results. 

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You’ll learn

  • How Juniper technology is delivering better business outcomes for a variety of large healthcare companies, universities, and retailers 

  • The story of Mist and Juniper, and why the integration of the two companies has created such magic 

  • Why three of the four largest companies in the world are running Juniper Mist for wired/wireless –– and why your business should, too

Who is this for?

Business Leaders Network Professionals


Tom Wilburn Headshot
Tom Wilburn
Global VP, AI-Driven Enterprise Sales, Juniper Networks 

Guest speakers

Headshot - Chris Bedi
Chris Bedi
CIO, ServiceNow 


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

0:03 technology that cj talked about with

0:06 results for you

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

0:10 do a reality check on me

0:12 and there's also a networking event

0:14 immediately following this if i could

0:16 ask

0:17 if you have deployed this technology in

0:20 production customer or partner raise

0:22 your hand so the other people can see

0:24 you

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

0:27 keep me straight tonight and see if

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

0:31 it from the horse's mouth

0:34 i also want to acknowledge my colleague

0:36 gordon mcintosh who runs our channel

0:38 program gordon wherever you are

0:40 holler out because i want to make sure

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

0:45 um

0:46 let me start

0:47 with what i think is so fundamental

0:50 your company's digital transformation

0:52 begins with a network full stop

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

0:57 better than any technology in the market

1:00 we can help you deploy a network faster

1:03 with fewer mistakes

1:04 at lower cost than any other technology

1:07 in the market full stop

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

1:11 about how they do it

1:13 fortune one deploys as many as two to

1:15 three thousand of our access points

1:17 every night

1:19 dartmouth college depart deployed 2 000

1:22 in a weekend

1:24 it's an incredibly efficient and

1:26 effective way to deploy networks and get

1:29 results faster

1:30 the second thing and i think probably

1:32 even more important from a connectivity

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

1:37 this network for the next five to ten

1:39 years

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

1:42 starts with firefighting and ends with

1:44 firefighting

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

1:48 can almost eliminate network trouble

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

1:52 the cio is servicenow in the race to

1:55 xero we wanted zero from the network

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

2:00 help you find and fix that problem

2:03 90 faster than you do today

2:06 what would that mean for your business

2:08 if you were able to do that

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

2:11 about is really how do we drive outcomes

2:14 your company is transforming to deliver

2:16 better business results

2:18 we're working with the largest

2:20 healthcare provider in the world they

2:22 operate over 2 000 very large hospitals

2:25 and yes they bought us for connectivity

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

2:30 but what is driving adoption is changing

2:33 the patient experience

2:35 they wrote an app using our open apis

2:38 that is basically uber for a wheelchair

2:41 save doctors and patients a lot of time

2:43 and and and money

2:45 uh they wrote an app that did google

2:48 maps indoors to help the patient

2:50 navigate the corridors of the hospital

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

2:54 work

2:56 they actually change patient care for

2:59 people with alzheimer's that previously

3:01 were locked into a part of the building

3:03 difficult for patients their families

3:05 and staff we change that completely

3:08 think about the problem that brick and

3:10 mortar retailers have they have all the

3:12 expense of the store

3:14 and all of us go to electronics retailer

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

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

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

3:22 phone

3:23 and we engage with an e-commerce

3:25 retailer how do you compete with that if

3:28 you're a retailer

3:29 we provide that capability their app

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

3:34 just like the e-commerce company does

3:36 and allow them to compete

3:39 but it's happening everywhere

3:41 we're working with the number one

3:43 university in the world the most

3:45 prestigious in the world they have the

3:47 same concern that every other university

3:50 has and that is how do they retain

3:52 people and graduate them

3:53 how can the network deliver a better

3:55 experience for the student

3:57 how could they take class attendance how

3:59 could they know whether a student was

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

4:03 out

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

4:06 talk about how so it really is about

4:08 delivering better outcomes

4:10 not just better connectivity

4:13 and to understand the perspective that

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

4:17 know a little bit about the story of

4:19 mist and why the magic with juniper has

4:22 been so intense

4:23 so juniper acquired mist

4:25 just over three years ago

4:27 but if you want to understand the story

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

4:32 going to ask bob friday over here to

4:33 stand up bob stand up and wave so

4:35 everybody knows you

4:37 bob friday

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

4:45 founded a company called airspace and if

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

4:49 bob

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

4:52 three companies there was trapeze aruba

4:55 and airspace

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

4:59 opportunity we joined bob early on

5:01 and then in march of 2005 something big

5:04 happened we were acquired by cisco

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

5:11 light and joined from trapeze became

5:13 part of the team

5:14 and then when sujay joined it was

5:16 transformative we were heading very

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

5:20 nobody had ever done anything like that

5:22 and in four years we went to a

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

5:27 about two-thirds of the global wireless

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

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

5:34 cisco infrastructure we know what you

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

5:38 about it

5:39 and this is where mist came from this

5:42 was our heritage

5:43 and it was interesting for us because we

5:46 ended up running two businesses

5:49 because what happened is around 2010

5:52 2012 time frame we started to see our

5:54 market share decline and it wasn't

5:57 declining because of the usual suspects

5:59 it was declining because small and

6:00 medium businesses were growing faster

6:03 than large enterprises and small and

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

6:07 network engineers that can do what you

6:09 can do that could deploy a cisco network

6:11 or anybody's controller technology so we

6:14 in december of 2012 we acquired meraki

6:17 meraki was the first cloud managed

6:19 solution and we positioned it correctly

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

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

6:26 enough that tom wilburn could deploy

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

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

6:33 a large university not an option for you

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

6:37 controller technology and we did all the

6:39 positioning in the world about why we

6:41 have two portfolios but customers netted

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

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

6:48 have easy or good

6:50 imagine if apple marketed the iphone

6:52 that way we'd still be using

6:54 blackberries

6:55 so we had a problem

6:57 and this problem is as old as time

7:00 plato said this 2400 years ago necessity

7:04 is the mother of invention and we were

7:07 committed that the deployment experience

7:09 that you could get from meraki

7:11 could be delivered to fortune one with

7:14 the sophistication of a controller with

7:17 actually more reliability better radio

7:19 resource management it could be done

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

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

7:27 and sujay stepped out of cisco and

7:29 founded mist

7:31 but there was one

7:32 really pressing problem that if you're

7:35 not running miss today you still have

7:38 that bob wanted to solve

7:40 very simple customer hit us with it

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

7:46 on your network having the bad

7:48 experience that cj started with the

7:49 video session where the network is up

7:52 but it's a crappy experience

7:54 how do you know

7:56 every customer i've asked that to

7:59 always takes a minute and says well we

8:02 wait for them to complain

8:03 then we start a reactive process to try

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

8:08 that bob wanted to solve with mist and

8:10 more importantly with ai

8:12 so that's where we came from

8:14 then cisco came in funded the company

8:17 along with google

8:18 so imagine an engineering team with bob

8:20 friday leading it some people have

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

8:24 goes back that far with this kind of

8:26 money

8:28 they built the network that you would

8:30 have built if you had that talent bench

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

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

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

8:39 came from

8:40 and then the acquisition by juniper was

8:43 transformative and by the way it was our

8:46 choice as well as it was junipers

8:48 and

8:50 the results speak for themselves

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

8:55 leader in the magic quadrant but the

8:57 leaders of leaders in the magic quadrant

9:01 juniper and mist as standalone companies

9:03 were down in the bottom half of this

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

9:07 years ago today the highest position why

9:10 is that

9:11 juniper was number two second to only

9:13 cisco in the large enterprise switching

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

9:18 other enterprise grade switching

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

9:22 know we could integrate that because

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

9:27 get that up and running in the cloud

9:29 with ai really fast and we were right

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

9:35 speak for mike but my opinion is

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

9:40 they did

9:40 because of customer feedback

9:43 today three of the four largest

9:45 companies in the world

9:47 are running juniper miss for wired and

9:49 wireless three of the four largest

9:51 companies in the world

9:53 and the feedback from customers more

9:56 five star scoring from anybody in the

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

10:00 hesitate to stand on stage and say raise

10:02 your hand if you've deployed and

10:04 encourage anybody else in the room to

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

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

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

10:13 the networking mq

10:15 on the right gartner has another mq some

10:18 people call this for ot

10:20 this is a network of location services

10:23 vendors when i talked about the business

10:26 outcomes in a hospital a university a

10:28 retailer it depends on us having context

10:32 this is the network your facilities guy

10:34 wants to buy

10:36 this is the network that the team that

10:37 pays for real estate did you know that

10:40 in most companies after payroll the

10:42 number one expense is real estate

10:45 we just won the fourth largest bank in

10:47 the world

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

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

10:52 about post pandemic how is our space

10:55 being used do we have too much too

10:57 little where are people does the

10:58 conference room need to be big enough

11:00 for four people or 10 people was there

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

11:04 all day those are real impactful

11:06 questions and gartner is capturing here

11:09 the companies that do location services

11:11 what i want you to note

11:13 is that juniper is the only company

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

11:18 important because we're delivering an

11:20 integrated solution

11:22 connectivity plus these rich location

11:25 services

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

11:29 and every other company here is a

11:32 partner in our ecosystem to deliver

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

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

11:39 a second

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

11:42 outcomes that our customers are telling

11:44 us about sue j showed you that graph

11:47 where we integrated support and our ai

11:50 team it was all about producing better

11:52 outcomes

11:53 we're working with the largest logistics

11:55 company in the world

11:57 deployed in more than 130 countries

11:59 around the world

12:00 and prior to deploying this technology

12:03 the average time for them to close a

12:05 trouble ticket in the network was 46

12:07 hours now think about that that could be

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

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

12:14 sucked

12:14 the average time to close the troubles

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

12:20 96 percent reduction we completely

12:23 eliminated that call me back when it

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

12:27 help you

12:28 i mentioned fortune one

12:30 go to our website not allowed to use

12:32 their logo here

12:33 and see the video that they produced

12:36 about how they're leveraging this

12:37 automation at scale

12:39 they are deploying amazing speed and

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

12:45 here today about their results

12:47 uh the gap the gap operates about three

12:51 thousand retail stores around the world

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

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

12:58 largest meraki customer in the world we

13:00 deployed over 20 000 access points and

13:02 the network worked well

13:05 but store operations was literally at

13:08 war with i t

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

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

13:14 network

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

13:17 time whether it was an application

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

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

13:24 into six stores in a pilot their

13:26 experience was it was like turning the

13:28 lights on now we had visibility we could

13:31 see what was happening that's their

13:33 quote not mine

13:34 they made the decision to replace all

13:36 twenty thousand meraki aps for network

13:39 visibility reliability and the agility

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

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

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

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

13:48 audience about your experience mark the

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

13:53 travel

13:54 i want to play a video with your

13:56 permission now from the cio of

13:58 servicenow

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

14:01 to xero that he challenged us to if

14:03 you'll roll the video for me

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

14:09 employees we use juniper's wireless

14:11 products the missed product set of

14:14 products to make sure that we are

14:16 delivering a stellar experience to our

14:18 employees they really can work from

14:20 anywhere it might be in an office

14:22 could be in a collaboration space and

14:24 could be at home but the whole point

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

14:28 employee never has to think about

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

14:32 going to get always on reliant service

14:35 and for the few times that you know

14:37 there are issues really a drive to

14:39 proactively helping it organizations

14:42 proactively resolve those issues so an

14:45 employee never has to think about it and

14:47 we we partnered with um

14:50 juniper with their own ai technology you

14:53 were talking earlier about ai

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

14:58 reduction

14:59 in the number of issues reported by

15:01 employees on wireless and think about

15:04 that like they're not wasting time

15:05 thinking about the network thinking

15:07 about kids a wireless gonna scale or

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

15:11 to do which is further the strategic

15:13 objectives of service now

15:16 wow

15:17 thank you

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

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

15:22 firefighting and dealing with incidents

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

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

15:29 the stage for the demonstrations that

15:31 sedir and others will show you about

15:33 what are we doing that's so

15:34 fundamentally different what was behind

15:37 the vision that bob had

15:39 and what we noticed was every vendor in

15:42 the industry knows how to manage

15:44 routers and switches and aps

15:46 but nobody had visibility real time into

15:49 the client experience

15:51 so when bob and sujay founded the

15:53 company they thought they may be able to

15:54 just do a software company and work on

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

15:59 data to feed the ai engine without

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

16:04 on a wireless connection is any client

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

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

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

16:15 can see the dhcp server went offline and

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

16:20 didn't resolve 150

16:22 states

16:23 so before the robot before the user can

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

16:28 good in paradise

16:30 we signal that up to the cloud

16:32 eight years of development in that

16:35 closed loop that suje talked about about

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

16:40 what this means

16:42 it starts with dynamic packet capture

16:44 when we went into one of the largest

16:47 e-commerce retailers fulfillment centers

16:49 for our pilot

16:50 they had a problem in the network and

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

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

16:55 us

16:56 we got the packet captured we saw a

16:58 zebra scanner who failed to do a fast

17:00 roam we had the packet capture when that

17:03 packet capture was sent to zebra their

17:05 question was how did you get this

17:07 how did you catch a scanner fast drone

17:09 fail in process

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

17:14 company within 24 hours

17:16 simply amazing what you can do but then

17:18 we take that and took all the forensic

17:21 evidence everything around it do root

17:23 cause analysis correlation and show you

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

17:28 think happened and the efficacy suje has

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

17:33 can do

17:35 as you know we built the largest

17:37 controller business in the world and bob

17:39 was literally religious that he'll never

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

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

17:46 for security fixes i talk to the largest

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

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

17:52 very shortly i asked him how long it

17:54 took to remediate from crack the

17:56 gentleman on the other side of the table

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

17:59 and answered and this was within

18:02 probably nine months of the crack

18:03 exploit and he explained to me that they

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

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

18:10 wall street journal kind of stuff and

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

18:14 there and 700 controllers and i said

18:16 okay so get cracking and he said well

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

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

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

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

18:27 buy new aps they said the problem is

18:29 we're not sure where they are

18:30 and the remediation causes more risk

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

18:35 taking alternative measures that's the

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

18:38 anymore

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

18:42 constant talk to me was i want the

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

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

18:49 hospital and says you have to upgrade

18:50 your controller code we all said a

18:52 prayer us and the hospital and we

18:55 prepared for the worst because you only

18:57 get one shot

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

19:00 eliminated that it's gone highly

19:02 reliable and agile

19:05 and then the last thing i talked about

19:06 those business outcomes location

19:08 services has been around for more than a

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

19:13 it's been a science project hanging

19:15 bluetooth beacons all around with

19:16 batteries that have to be changed then

19:18 going out and manually calibrating the

19:20 site to get any kind of accuracy it

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

19:24 damn network and if you bought the

19:26 network and then you wanted to do it

19:27 later

19:28 you were in really big trouble this was

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

19:31 apis to use the data we have solved

19:34 those issues this is deployable it's

19:38 actionable and it makes the network rich

19:40 and we are unique with this capability

19:44 and then the last thing that our

19:45 customers feedback to me

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

19:49 architecture we got a chance when we

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

19:53 start with cli and snmp and then slowly

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

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

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

20:04 accessible it's very integratable the

20:07 folks at servicenow have integrated us

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

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

20:14 we do

20:15 and my last slide for you is this

20:19 if you're using our wireless and

20:20 switching products first thank you

20:23 we have just completed 18 months of

20:26 intense development to integrate a third

20:28 generation sd-wan solution

20:31 we were asked by the fourth largest

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

20:35 sd-wan in 10 000 locations

20:39 to integrate it to get telemetry from it

20:41 and this was a company we acquired 18

20:44 months ago at their recommendation we

20:46 thought they were crazy not to go with

20:47 the televersa velocloud or even

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

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

20:54 tunnels to 10 000 locations even if we

20:56 just wanted to home run them 10 000

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

21:01 video and voice on the network about a

21:03 third of the bandwidth with the overhead

21:04 that your tunnel implies this was a

21:07 tunnelless architecture it's actually in

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

21:12 it's a zero trust architecture built

21:14 from the ground up

21:16 highly secure

21:18 doesn't require tunnels

21:20 lower latency and now we've got

21:23 visibility up into the cloud so if you

21:25 like the fact that i could tell you

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

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

21:30 wrong

21:31 now we extend that visibility as tesla a

21:34 new customer says insane visibility

21:38 now we're giving you insane visibility

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

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

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

21:48 and you haven't seen this product

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

21:53 this is a very cool development and

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

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

21:59 thank you for being here

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

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

22:05 help thank you very much

22:12 you

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