Daniel Newman, Principal Analyst, Founding Partner, Futurum.

Exploring Experience-First Networking: An Interview with Juniper Networks EVP Manoj Leelanivas

Leadership Voices Manoj Leelanivas
Daniel Newman Headshot
The still from the video shows the host Daniel Newman, Principal Analyst, Founding Partner, Futurum, and interviewee Manoj Leelanivas, EVP, Chief Product Officer, Juniper Networks, on a Zoom call. The red Futurum logo is at the top. Underneath the images of the two it reads, “Futurum Tech Podcast Featuring Juniper Networks.”

A must-listen for anyone interested in how networks are changing the way we work.

Manoj discusses how Juniper is different from other companies in the networking space and explains exactly what Experience-First Networking is all about. He will also share details on Juniper’s exciting software initiatives, intriguing company developments, and so much more. 

Show more

You’ll learn

  • What Experience-First Networking means for customers, according to Manoj 

  • Key outcomes Juniper is seeing from Experience-First Networking 

Who is this for?

Network Professionals Business Leaders


Daniel Newman Headshot
Daniel Newman
Principal Analyst, Founding Partner, Futurum

Guest speakers

Manoj Leelanivas Headshot
Manoj Leelanivas
EVP, Chief Product Officer, Juniper Networks


0:00 hey everybody welcome to the future in

0:01 tech podcast i'm your host today

0:04 daniel newman principal analyst and

0:06 founding partner at

0:07 futurim research very excited about this

0:10 future in tech podcast interview series

0:11 today

0:12 we will have juniper networks joining us

0:15 uh

0:16 evp and chief product officer minoj

0:19 lilanibas

0:20 and i'm really excited about this

0:22 conversation today first of all i'm

0:24 excited to

0:25 introduce juniper networks to our

0:27 community very interesting company doing

0:29 some very progressive

0:31 things innovating on many fronts and a

0:34 company that we haven't had a lot of

0:35 attention here at futuram

0:37 but a company i plan to be talking about

0:39 a lot more in the near future

0:41 before i have minnows join us i just

0:43 want to say

0:44 first of all thank you to everyone that

0:46 stopped by everyone that's listening

0:47 whether you're listening on demand on

0:48 spotify on apple we really do appreciate

0:50 the community

0:51 make sure you are hitting that subscribe

0:53 button and spreading the goodwill

0:55 and as i always do just a quick

0:56 disclaimer this show is for information

0:58 and entertainment purposes

1:00 only so what we are talking about and

1:02 two publicly traded companies and their

1:03 executives

1:04 please do not take anything we say as

1:07 investment

1:08 advice now minogue welcome to

1:12 the future room tech podcast tech tv the

1:15 webcast video

1:16 we hit all the formats we are all about

1:18 pleasing our community our customers

1:21 and our audience because we want

1:22 everybody to you know consume content

1:24 how they want and the network is pretty

1:26 important

1:27 in this uh in this whole thing how are

1:28 you doing today minos i'm doing great hi

1:31 daniel

1:31 hi everyone great to be here yeah it is

1:34 great to have you here as i said is my

1:36 setup while you were backstage in the

1:38 green room

1:39 you know we haven't had a lot of

1:40 presence from juniper but we are really

1:42 focused on the future

1:44 of connectivity of the network um you

1:46 know you're a company with very deep

1:48 roots

1:49 in working with the operators and

1:50 service providers building your business

1:52 and expanding into enterprise um you

1:54 know at the edge 5g

1:56 a pretty significant uh new rollout and

1:58 security in fact i spent

2:00 uh you know a good chunk of one of my

2:02 days this week

2:03 listening to your head of security

2:06 samantha madrid and her analyst

2:08 event and i thought you know really

2:09 interesting a lot of innovation going on

2:12 and by the way was super impressed in a

2:14 era of equality to see i believe it was

2:16 seven of the nine speakers that came on

2:19 the security analyst forum where women

2:21 and how cool is that but uh

2:23 so much going on how about just you know

2:26 give us the quick rundown of

2:28 you know who you are your role i gave

2:30 you everyone your title but talk a

2:31 little about what you do every day

2:33 at juniper great daniel

2:36 so i'm the chief product officer um and

2:39 what it encompasses is

2:41 you know i'm responsible for all the

2:42 products all the businesses and also

2:44 marketing

2:45 uh that's what my responsibility is uh

2:47 day in the life is you know goes all the

2:49 way from some strategic topics to some

2:51 tactical topics to you know customer

2:53 engagements and sometimes even customer

2:55 escalations so

2:56 it's the the whole sort of nine yards

2:59 in many ways but delighted to be leading

3:01 uh products and

3:03 strategy as well as you know businesses

3:05 for juniper very exciting times for us

3:08 yeah it's a big company uh performance

3:10 has been pretty strong i know the last

3:12 quarter was it was a pretty good one for

3:13 the company

3:14 uh from spending some time and advising

3:17 and working alongside

3:18 what i can say is there's a feeling of

3:20 you get both that big company feeling

3:22 and that small company feeling

3:23 um i know that probably sounds a little

3:25 bit weird to people out there but people

3:27 like yourself that are in big roles

3:29 running

3:29 really important parts of the business

3:31 publicly trade company

3:32 but also like you said you're getting

3:34 involved and engaging at times even with

3:37 big customer needs

3:38 uh which sometimes makes you feel like a

3:40 little bit of a smaller company but i

3:41 think it's all about really wanting to

3:42 be an experienced company

3:45 i i couldn't agree with you more in many

3:47 ways i think you know

3:48 we would like to think of ourselves as a

3:50 you know company with the nimbleness of

3:52 a small

3:52 startup but with the scale of a much

3:54 larger company

3:55 and many of us have been in startups

3:57 before myself in the early days of

3:58 juniper

3:59 as a startup company i have my own other

4:01 security startup company

4:02 a lot of the recent acquisitions in

4:04 which you've done startups you know

4:06 which bring that

4:07 innovation muzzle and that you know

4:09 speed the velocity muscle to the company

4:11 right so it's a great mix of you know

4:13 team

4:14 uh teams which are you know skill teams

4:16 as well as very nimble and innovative

4:18 teams

4:19 and it's an exciting time for the

4:20 company because we're blending the two

4:23 different talents together to drive

4:25 what's future for us

4:26 and and it's exciting because

4:28 enterprises are going through a huge

4:29 inflection

4:30 and we're just completely taking

4:31 advantage of that market

4:33 absolutely uh last year was a really

4:35 trying time for many industries

4:38 kovid was a stressor of many businesses

4:41 but tech

4:42 held in really well because tech really

4:44 was an enabler

4:46 for so much and obviously having the

4:49 network the capacity the bandwidth

4:50 throughput the operators that you work

4:52 with i mean

4:53 really so critical in terms of making

4:56 this last year even

4:57 stomachable for many of us you know we

4:59 being able to stream our favorite shows

5:01 being able to do our work and hop on our

5:03 zoom or

5:04 our webex calls whatever you're doing uh

5:07 you know

5:08 this tech the cloud the network the

5:11 capacity it really did enable so many

5:14 things and i

5:14 i think you went back a hundred years

5:16 and we had to suffer through what 2020

5:18 was like our lives would have been a lot

5:19 harder

5:20 um i want to take a little walk down

5:22 memory lane

5:23 you know because juniper is a big

5:26 company

5:26 and if you're a wily veteran in in

5:29 infrastructure you know who juniper is

5:32 if you come out of the service provider

5:33 or operator space you definitely know

5:35 but i don't know that juniper i would

5:37 define it as a household name

5:40 everywhere um and so you've grown

5:44 you're growing even when others aren't

5:45 growing but just give the quick

5:48 two-minute background on the you know

5:50 the who is juniper

5:51 so everybody that maybe isn't as

5:53 familiar can be familiar

5:56 totally so in terms of juniper if you

5:58 look at

5:59 um our business uh

6:02 we drive the networking infrastructure

6:04 for you know the top service providers

6:06 top 50 service providers top 20 cloud

6:09 providers

6:10 you know half of the fortune 500

6:11 companies so the networking

6:12 infrastructure is an area which we have

6:14 been dominating

6:15 but the thing which you may not know

6:17 about juniper was

6:19 juniper was predominantly seen as a

6:20 service provider company but right now

6:21 our business

6:22 you know is infinity far from 100

6:25 service providers

6:26 our service provider revenue in 2020 was

6:28 about 40

6:30 and our enterprise revenue is now about

6:32 35 percent

6:33 and our cloud revenue is over 25 so

6:36 almost 60 of the company is cloud and

6:38 enterprise and guess what

6:40 enterprise is going to be the fastest

6:41 growing vehicle for juniper in 2021

6:43 and this is drought driven by the power

6:46 of the campus and branch portfolio we

6:47 build in

6:48 with our recent acquisitions of mist and

6:50 multimedia technologies

6:51 with the data center solutions um you

6:53 know which are driven by abstract our

6:55 switching portfolio

6:56 and our security solutions so this is a

6:59 big

6:59 change in juniper it's a deliberate

7:01 shift in the strategy

7:02 and the acquisition of the last two

7:04 years has helped us propel the

7:06 enterprise business and now we are

7:07 actively taking share

7:09 from some of the big behemoths in the

7:10 enterprise industry

7:13 well those uh those distributions you

7:16 mentioned are probably going to come as

7:17 a surprise i know i spoke to one analyst

7:19 mentioned the name and they're like oh

7:20 yeah they're big with the operators

7:22 and i'm like well they're they're big

7:24 with a lot of things and the businesses

7:26 are

7:27 uh shifting the the new wave of focus is

7:30 definitely enterprise

7:32 and and as you mentioned cloud scale i

7:33 mean you basically attributed 60

7:36 of your revenue to the two businesses

7:38 that most people

7:39 i wouldn't say don't know juniper is in

7:41 but don't necessarily

7:42 see but right now it's getting closer

7:44 and closer you know it's like that uh

7:46 traditional diet of uh fat carbs and

7:48 protein 40 30 30. you're getting pretty

7:50 close to

7:51 you know operator uh cloud and

7:54 uh enterprise splitting up pretty evenly

7:57 in your in

7:57 in the enterprise uh sorry the revenue

8:00 diet of

8:01 of juniper so that's pretty that's

8:04 pretty cool

8:05 um something else i noticed in some of

8:07 the briefings i've gotten to sit through

8:09 some of the strategic

8:10 direction meetings some of the round

8:12 tables uh where other analysts have been

8:14 hosted

8:15 and i've noted i've noted that while

8:17 infrastructure comes with juniper often

8:19 look at looked as big iron

8:21 selling big switches and boxes or

8:24 at the edge little switches and boxes

8:26 but software has really become

8:28 a big component a big part of your story

8:31 um

8:31 talk a little bit about that transition

8:33 because you're not alone in that space

8:36 but it is definitely something you're

8:37 looking to differentiate on

8:39 absolutely so first before i touch

8:41 software let me start with our focus

8:43 areas

8:44 right and how it actually set business

8:46 software we are targeting enterprise

8:48 markets which are going through mega

8:49 inflections today

8:50 right if you look at the campers and

8:52 branch and today in this post-covet

8:54 world

8:54 micro branches micro campuses work from

8:57 home

8:58 all of it there is a transitioning

9:00 that's happening from legacy

9:01 infrastructures

9:02 which were managed on premise to

9:04 cloud-based architectures

9:06 so these cloud-based solutions you know

9:08 powered by say for instance mist

9:10 comprising of lan wi-fi sd-wan security

9:14 all focused on delivering a superior

9:15 user experience and also significantly

9:17 reducing operational costs so that is

9:19 what is driving this momentum similarly

9:21 on the data center side

9:22 if you look at the large enterprise data

9:24 centers are born in the cloud

9:25 you know software as a service companies

9:27 they're demanding

9:29 hyper scale like operations operations

9:31 like google

9:32 utilizing ai ops and automation and this

9:35 is another

9:36 area we are actually absolutely focused

9:38 on and our recent acquisition abstract

9:40 is a perfect file

9:41 to our industry leading switches and if

9:43 you look at the common theme across

9:45 all of what i just mentioned you know it

9:47 is software

9:48 and software is driving the key control

9:50 points for this market

9:52 and at the end of the day everything is

9:54 powered by ai and automation

9:56 portfolio going forward in software but

9:59 from a software perspective if i look at

10:01 what are the three big things from a

10:02 company perspective right number one

10:05 is we're focused on providing those

10:07 business outcomes for our customers

10:08 which really matter to them

10:10 you know let me just give you an example

10:12 from a proof of concept to production in

10:14 weeks

10:15 you know instead of months or from days

10:17 to minutes instead of days

10:19 you know having you know 10 000

10:21 different devices in the network

10:23 upgrade without a hitch it's providing

10:25 that outcome which nobody else could

10:26 give them before i think that's the

10:28 number one focus for us in software

10:30 and number two is basically you know how

10:32 do we get broader deeper relationship

10:34 with our customers

10:35 you know start at a particular place

10:37 with a control point like i mentioned

10:39 like missed start you know deploying you

10:42 know wi-fi solutions which you know

10:43 delight the customers and then add you

10:45 know wired solutions then add security

10:47 solutions all

10:48 attached to the same control point that

10:50 way our lifetime value with the customer

10:52 continues to increase

10:54 and this is the example a fortune 10

10:55 company has done exactly that started

10:57 with

10:57 you know wi-fi that meant to land then

10:59 went to sd-ram

11:00 so that that is a key part of the

11:02 software motion last but not the least i

11:04 would say

11:05 it's also about the business model right

11:07 when a company like juniper

11:08 predominantly focused on system

11:09 infrastructure

11:10 selling devices and boxes in the past

11:12 now most of the software world there is

11:14 a software

11:15 multiple expansion which also happens

11:17 with that and this is

11:19 you know this may be again news to many

11:21 people jupiter already has 500 million

11:23 dollars in software revenue in 2020

11:25 and now we're going to grow in 50 more

11:28 in the next three years

11:29 and even better we have over 100 million

11:32 dollars in recurring revenue

11:33 arr annual recurring revenue and we are

11:35 targeting 300 million

11:36 in in the next three years it's more

11:39 than doubling the revenue

11:40 right so this is the this is a three

11:43 prong strategy in software focus on

11:44 customer outcome

11:45 expand the relationships and drive a

11:47 business model which drives our multiple

11:49 evaluations so that's kind of the

11:50 overarching software story for us

11:53 yeah it's a it's a big story and by the

11:56 way anyone that's listening

11:57 you know hitting those ar targets and

11:59 hitting those software targets

12:01 are very important um that's something

12:03 that uh

12:04 with many of the it oems many of the

12:07 legacy hardware and infrastructure

12:09 players you know we've seen how the

12:10 hyperscale cloud

12:12 has has really um

12:15 driven the attention of the markets you

12:18 know we're balancing the two markets

12:20 there's the customer market

12:21 which you're serving what the customer

12:23 needs and then there's the what i

12:24 you know the stock market the the the

12:27 the

12:28 shareholders that want to see companies

12:31 that are robust and

12:32 whether it's aws and the big cloud

12:34 players

12:35 uh whether it's um you know even like an

12:37 oracle

12:38 coming out and saying hey more than 70

12:40 of our revenue is recurring

12:42 that gives your your investors and your

12:44 customers the confidence that what

12:45 you're doing what you're building

12:47 has foundation and stability well for a

12:49 lot of the big

12:50 uh hardware oems it's been harder to

12:53 come by so the fact that you've made

12:54 that pivot you've started to diversify

12:56 that business

12:57 it needs to be noted it needs to people

12:59 need to pay attention to this because

13:00 this is that the core and then you start

13:03 turning that knob and you start growing

13:05 it

13:05 and you start showing that hey we have

13:07 more revenue coming in from first of all

13:10 these uh long-term recurring sources and

13:13 second of all

13:13 these higher margin services we all know

13:16 the box

13:17 is the first thing we sell and going

13:19 back to the days of adding service plans

13:21 to a box

13:22 we added those because hey we want to

13:24 deliver our service but b

13:25 because it's how we made money in this

13:27 industry was attach

13:29 services to hardware which

13:32 brings me to something else that uh

13:34 juniper has been talking a lot about

13:36 and i did an entire session with your

13:38 executive team on

13:40 what you guys call experience first

13:42 networking so you've talked a lot about

13:43 making customers happy customer delight

13:45 customer satisfaction

13:46 well in networking it's almost hard

13:48 sometimes to imagine

13:50 um some architect in the data center

13:52 deploying a system or at the edge

13:54 at some branch with a big smile on their

13:57 face

13:57 but that's kind of what the story that

13:59 you're talking about the story juniper

14:00 is trying to tell us hey

14:01 if you're deploying our branch solutions

14:04 or you're deploying our

14:05 our data center cloud solutions we are

14:08 building our software

14:10 and our hardware to be easier to deploy

14:12 more dependable reliable consistent

14:15 um more intelligent

14:18 talk a little bit about that experience

14:22 first networking

14:23 at the end of the day let me just start

14:24 the story with you know where the

14:26 networking world was

14:27 right you know if you look at the last

14:29 decade all the focus in networking

14:32 was about uptime you know can the

14:34 network remain up

14:36 uh but now the world has shifted to

14:38 network being up is not enough

14:40 the network has to perform with a much

14:42 better experience it provide a better

14:44 user experience

14:45 better application experience so that is

14:47 the shift towards experiences networking

14:49 from

14:50 the classical high performance

14:51 networking so at the end of the day it's

14:54 about providing

14:55 a much more simplified operational

14:56 experience for our customers

14:58 our operators operators of our gear it

15:01 is also about providing a

15:02 superior and secure end user experience

15:05 an experience where your applications

15:07 work seamlessly

15:09 you know the network almost becomes

15:10 invisible so this is the crux of

15:12 experiences networking

15:14 and let me solidify it with some

15:16 examples right you know

15:18 you have daniel here right daniel is on

15:20 his own call c

15:21 you know working from his home and he's

15:23 working with

15:24 a bunch of other folks in different

15:26 places different branches and whatnot

15:28 what you really want to focus on is the

15:30 zoom experience for danny

15:32 you know daniel's zoom experience should

15:34 be stellar

15:36 right so that is experience was

15:37 networking if something happens the

15:39 network should figure out what's wrong

15:41 do the automatic corrections using ai

15:43 and ml

15:44 algorithms and then you know fix the

15:47 problem that is what the future of the

15:49 networking is it's all about that

15:50 experience

15:51 now you mentioned data center earlier if

15:53 you look at the data center

15:54 it needs to be self-healing you know

15:56 when you have 10 000 switches in a data

15:58 center

15:59 it's impossible to figure out exactly

16:00 what the problem is but you know the

16:02 network should be able to automatically

16:03 figure out the problem

16:04 and solve it so this is the experience

16:06 first networking journey

16:09 and if you double click further you can

16:11 see there are three parts to it

16:13 there is the the day zero or the day

16:15 zero minus one experience right where

16:17 you know how you engage with the

16:18 customer

16:19 how you get the install going and all

16:20 that stuff that should be seamless

16:23 day one how you actually install and

16:25 also provision something and start

16:27 a particular service and day two is the

16:29 ongoing operations

16:30 all of it needs to happen in a seamless

16:33 smooth

16:34 fashion and this is where we are putting

16:36 a lot of investment to make sure that

16:38 the network you're seeing now it's not

16:40 your dad's network anymore

16:41 right it's the network of the future the

16:43 network which is self-healing

16:44 self-correcting and self-configuring

16:47 right that is where we are

16:48 driving to focus and if you look at

16:50 operations it's all driven by ai right

16:53 you know if you look at support it's ai

16:54 driven

16:55 and now we have marvis and a virtual

16:57 network assistant

16:58 who we can converse with on what is

17:00 wrong with the network so this is the

17:02 direction we're heading

17:03 taking the industry networking industry

17:05 from an era of uptime

17:07 to experience like i said you know

17:09 channeling captain kirk from star trek

17:11 it's not your dad's network anymore so

17:13 that's that's what experience was

17:15 networking is

17:16 okay so i want to i want to push a

17:18 little bit here um

17:20 this is an opportunity i think that that

17:22 people need some clarity

17:25 everything you're offering there is what

17:28 people

17:28 need so under the whole guys and meet

17:31 the customer

17:32 where they are they need intelligence

17:34 they need self-healing they need

17:35 automation

17:37 but i would also argue that you and

17:39 everyone else is

17:40 kind of saying that right now in their

17:43 own ways

17:44 um how is juniper

17:48 differentiating and how do you see the

17:50 differentiation versus other network

17:52 providers that are also

17:54 proclaiming aiml-based intelligence

17:57 built into their networks to accomplish

17:59 this because

18:00 everything you're doing is right but i

18:03 think that a lot of people are

18:04 kind of saying something similar so

18:06 juniper's got to have its story right

18:08 where is it sticking out

18:10 great question i'm going to answer in

18:12 two parts one is you know

18:14 one about proof points and the other one

18:15 about our differentiation

18:17 right so to me at the end of the day

18:19 proof of the pudding is in the eating

18:21 when civ is now the largest itsm company

18:24 in the world

18:25 have a fundamentally different

18:26 experience they were able to reduce 90

18:29 percent

18:30 of their trouble tickets in networking

18:33 by moving to missed an air driven

18:35 solution right

18:36 actual outcome which reduced 90 of the

18:38 trouble tickets

18:40 or if you look at one of the largest

18:41 technology universities in the world

18:43 was able to get students back into the

18:45 campus because of the solution we

18:47 provide

18:47 in terms of you know wi-fi in the campus

18:50 as well as

18:50 you know the ability to track people in

18:52 this co-driven world right

18:54 so examples or if you look at the

18:56 birthplace of ai

18:58 dartmouth university right you know they

19:00 chose their entire solution based on

19:02 our campus switching and wireless

19:04 solutions

19:05 these are great examples or if you look

19:08 at some of the largest data centers you

19:09 know

19:10 we are having a video comp here you know

19:12 zoom zoom is powered with data centers

19:14 provided by juniper right these actual

19:16 outcomes is the best proof point than

19:19 anything else

19:20 i say because they saw a differentiation

19:21 which only juniper could provide

19:24 now specifically on differentiation one

19:26 of the big advantages of going after

19:28 an enterprise market which is going

19:29 through this inflection you know from

19:31 on-prem infrastructure to cloud

19:32 infrastructure data centers which is

19:34 needing automation is that

19:35 we are a company with very little

19:37 baggage if you are a large behemoth

19:40 you know whether to an ancient way of

19:41 doing things disruption is always a

19:43 problem

19:44 right eating your own young is always a

19:46 problem we don't have the problem

19:47 you know we can disrupt and we acquired

19:50 the right sort of technology to

19:51 complement the internal talent we have

19:54 so team and technology wise you know

19:56 you're one of the best in terms of

19:58 solving this problem for ai and ml and

20:00 cloud

20:01 and this is not an overnight thing right

20:03 if you look at some

20:04 some a company like miss over the last

20:06 five years they're building this

20:08 technology they get collecting data from

20:10 the customers

20:11 they're analyzing using machine learning

20:13 algorithms and doing ai and marvels on

20:15 top of it

20:16 this is not something you can you know

20:17 replicate overnight right so we have a

20:20 headroom which is for the four or five

20:22 years of the efforts we put in there

20:24 an amazing team and the ability to

20:26 disrupt because we don't need to worry

20:27 about the business we're gonna lose in

20:29 the legacy

20:29 on-prem infrastructure so the

20:31 combination of all three

20:33 makes it super powerful the only

20:35 additional piece i will say is that we

20:37 look at customers

20:38 differently you know even if their

20:39 entire solution is not from juniper we

20:41 are okay with that

20:42 unlike our comparators right so if you

20:44 look at mist if you look at abstra

20:46 they work in a heterogeneous environment

20:48 in fact

20:50 they both can work in a brownfield

20:51 environment and manage our competitors

20:53 devices well

20:54 and actually make the automation

20:56 seamless this is the strength

20:59 right this is very different from a

21:00 typical vendor customer focus this is

21:02 about

21:03 looking at the customer as a partner it

21:05 doesn't matter what switch choices you

21:07 made

21:07 we're going to make sure that your

21:09 experience is front and center

21:11 for us and we'll make sure your

21:12 experience is the best possible

21:14 it's again the customer focus and the

21:16 customer outcome so

21:17 those are the two points i would

21:18 re-emphasize yeah i think both those

21:21 points uh

21:22 are worthy of a little additional

21:24 emphasis um

21:25 look i am always one on endless uh

21:28 briefings that i take or executive

21:30 sessions i always say

21:33 where the customer wins where are people

21:36 in deploying this and buying this

21:37 because as i see it

21:38 you know it's easy to say whether you're

21:40 a cloud provider that your instances are

21:42 better if you're ai that you have

21:44 faster inferences if you're uh you know

21:47 an endpoint that your your devices have

21:49 greater battery life but

21:51 revenue customer adoption market share

21:55 uptake those are the things that really

21:57 are telling the

21:58 story behind the marketing every single

22:00 time

22:02 secondly i do like the fact uh talking

22:05 about brownfield

22:06 because there aren't a lot of

22:08 environments anymore where people are

22:10 just coming in and completely gutting

22:11 and starting from scratch

22:12 people are trying to evolve existing

22:15 infrastructure

22:16 doing this in a very agile and um

22:18 iterative way

22:20 that you know allows for hey if we roll

22:22 out

22:23 this part of the network as part of the

22:25 deployment we can add value across

22:27 the whole thing from edge to core um the

22:30 more you can really

22:32 uh tell that story and then i would say

22:35 you know just from what i spent some

22:36 time this week that security story

22:38 warrants a little bit more discussion

22:40 seems you're definitely

22:42 getting uh your uh shots in there

22:46 where you're making the investments

22:47 you're putting forward a new approach

22:51 and security's top of mind right now

22:53 it's something that even a year ago i

22:55 would say was less top of mind

22:57 but whether it's been the zoom bombings

22:59 solar winds

23:00 uh most recently the microsoft exchange

23:02 hacks you know these are different types

23:04 of security breaches than what you're

23:06 necessarily with acutely but the world

23:09 sees it all kind of the same

23:11 so companies that have a narrative on

23:12 security front and center

23:14 are going to be seen as differentiated

23:17 um and then of course if you can execute

23:19 and prove and keep getting those wins

23:21 even more so so i only got a minute or

23:23 two left with you manoj and i've really

23:25 enjoyed this conversation but

23:26 i'd love to kind of have you talk about

23:29 the future someone in your role

23:31 has to be thinking about okay what's

23:33 next so we see you've gone to arr

23:35 you're pushing towards software

23:37 experiences is

23:38 is there um and of course continuing

23:41 trying to win market share and grow in

23:43 these markets that weren't

23:45 uh necessarily your your note the most

23:47 notorious

23:48 okay i'm bored just kidding now what

23:52 now what what's coming up yeah our

23:54 mission is a

23:55 very good question again uh our mission

23:58 is uh

23:59 to connect you know everything and

24:02 everyone and also empower everyone

24:04 right it's basically power the

24:05 connections you know which connect

24:07 you know clients to cloud clients to

24:10 each other

24:10 and also you know companies to

24:12 opportunity right it's about powering

24:13 connections

24:14 it's also about empowering change

24:16 especially in this world of today

24:17 empowering change in terms of you know

24:19 the whole socioeconomic to

24:21 the geographical getting people together

24:23 so i think

24:24 the mission is from a networking point

24:26 of view

24:27 solve the toughest network challenges

24:29 right that seems to be the true north

24:31 which is heading

24:32 you know which is you know guiding us

24:34 and um

24:35 if you look at our focus in a business

24:37 perspective especially on the enterprise

24:38 side

24:39 uh it's about the client to cloud

24:41 experience in this new

24:43 post-covered world uh where things are

24:45 going to be more of a hybrid nature

24:47 how do we look at a holistic experience

24:49 from client for client to cloud

24:51 doesn't matter whether you're working in

24:52 a branch or a campus or a micro branch

24:54 or home

24:55 how do you get that experience which is

24:57 secure

24:58 this is where security client to cloud

24:59 all the way is super important too

25:01 and all of the networking connectivity

25:03 part is super important so that's one

25:04 piece of the equation

25:05 the second one is it's all about the

25:07 data center and the cloud how do you

25:09 power the data into the cloud and make

25:10 it automated make it efficient

25:12 make itself healing right so those are

25:14 the two streams where we see

25:16 lots of innovation and opportunities and

25:17 that continued to be our focus on the

25:19 enterprise side

25:21 and furthering the mission is about

25:24 you know making that future happen where

25:26 it is really a self-driving

25:28 network it's self-configuring you know

25:30 self-healing in many ways

25:32 and self-operating uh in the perfect

25:35 world networking should be invisible

25:37 uh you know we should not be thinking

25:39 about networking

25:40 daniel should not be thinking about

25:41 networking you know it should just work

25:44 and i think that that is the mission we

25:46 are on we started off with

25:47 um you know providing the best the

25:50 fastest the better switches and routers

25:52 now we are on a mission to provide that

25:53 experience which is fundamentally

25:55 different from whatever competitors can

25:56 provide

25:57 and focus on customer outcomes and focus

25:59 further on

26:00 making that whole networking invisible

26:02 and this is where

26:03 you know we're going to be successful as

26:05 a company

26:09 uh executive vice president chief

26:11 product officer juniper networks it's

26:13 been an

26:13 absolute pleasure to have this

26:15 discussion with you

26:17 uh we're gonna have to have you back

26:18 because i'm gonna have more questions

26:20 we're certainly gonna have

26:21 to kind of circle over the next six and

26:24 12 months

26:26 um to sort of see how these things are

26:28 executing i want to hear about

26:29 these revenue streams are you getting

26:31 this growth in software

26:32 are you getting this growth in are how

26:34 about that uptake on

26:36 um security the self-healing i agree

26:39 with you 100

26:40 aiml at every corner and every turn and

26:43 by the way these are the real

26:44 applications everybody out there

26:45 for ai and ml um i know everybody thinks

26:48 about

26:49 siri on their phone and and you know

26:51 different

26:52 speaker and assistants and there's some

26:53 cool things that those are doing but

26:55 this type of a

26:56 ai ml is actually what's keeping all the

26:58 software all your

26:59 applications the 300 plus sas

27:01 applications most enterprises are

27:03 running

27:04 up and going all day every day to keep

27:06 your

27:07 life in order but minoj thanks so much

27:10 for joining me today

27:11 thank you for having me daniel it's

27:12 always a pleasure to talk to you and you

27:14 know great to meet your audience too

27:16 thank you all right i'm going to throw

27:17 you out into the green room and i'll be

27:18 right back after i wrap

27:20 this up well everybody a great

27:21 conversation there with minoj

27:23 lilani vos from juniper networks it was

27:26 great to have the company come in

27:27 introduce itself tell its story talk

27:29 about its differentiation

27:30 look it's competitive it's a competitive

27:32 space and clearly the company is doing

27:35 some things

27:35 very very well you're hearing about it

27:37 it's it's it's very specific it's the

27:39 growth

27:40 it's the market share it's the wins

27:41 that's what we're paying attention to

27:42 that's what we're seeing that's what

27:44 minoj was talking about on this podcast

27:46 today but we're going to hold them to it

27:47 we're going to bring them back we're

27:48 going to talk about

27:49 all things um performance making sure

27:51 that the company's living up to its

27:53 promise

27:53 a competitive space but a very important

27:56 space and all you watching this

27:57 it's companies in this exact space

27:59 that's making that possible uh for this

28:02 episode

28:02 of the future in tech podcast interview

28:04 series i want to thank juniper

28:06 for being a good partner and and and

28:08 having menez join today

28:09 well thank you all the subscribers out

28:11 there that have tuned in that download

28:13 listen

28:13 record uh let's get the word out there

28:17 many more of these kinds of

28:18 conversations in our archives but for

28:20 this episode

28:21 it's time to say goodbye and we'll see

28:23 you later

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