Sally Bament, VP Marketing, Juniper Networks

Juniper Networks Service Provider Overview

Leadership Voices OperationsRaj Yavatkar
Sally Bament Headshot
Photograph of Sally Bament, VP Marketing, Juniper Networks.

Service providers: Here’s how Juniper has you covered.

In this discussion, Juniper’s Sally Bament and Raj Yavatkar double down on some of the Juniper areas undergoing transitions (we’re looking at you, Metro), as well as massively scalable IP services, investments Juniper is making in new domains, and much more. 

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You’ll learn

  • Raj’s take on current market dynamics 

  • How operators can monetize their existing network investment 

  • How Juniper is working to improve the experience of service providers as you design, implement, and manage networks and services

Who is this for?

Network Professionals Business Leaders


Sally Bament Headshot
Sally Bament
VP Marketing, Juniper Networks 

Guest speakers

Raj Yavatkar Headshot
Raj Yavatkar
CTO, Juniper Networks 


00:00 (cool music)

00:06 - Hello everyone, and thank you for joining today.

00:08 My name is Sally Bament, and I am the Vice-President

00:11 of Marketing at Juniper Networks.

00:13 And today we're gonna have a discussion

00:15 about Juniper service provider strategy.

00:19 And joining me today is Raj Yavatkar,

00:21 Juniper's Chief Technology Officer.

00:24 Raj always a pleasure, and thank you for your time today.

00:27 I really appreciate it.

00:30 - Now, thank you Sally, looking forward to this.

00:32 - Absolutely. So, Raj,

00:34 I'm actually pretty excited about this opportunity

00:36 to share service provider strategy

00:39 with all those listening in.

00:41 Service provider customers around the globe

00:44 have been quite frankly,

00:46 the cornerstone and the foundation of Juniper's investment

00:49 and quite frankly, our success as well from day one.

00:53 And it is something we don't take for granted at all.

00:56 I know we have a lot to talk about today,

00:58 including doubling down on some new areas

01:01 that are going through transition like the Metro,

01:03 as well as some investments in new domains.

01:06 So maybe if we can get started and talk first of all,

01:09 about some of the market dynamics.

01:11 So a couple of questions for you to respond to.

01:16 First of all, experience of the end customer

01:19 is key in today's services economy,

01:23 and delivering a differentiated experience

01:25 is absolutely a priority

01:27 for the service providers we talked to.

01:30 But we hear it's also a challenge too.

01:33 Maybe if you can talk a little bit about why is that,

01:36 and what can they do to change that?

01:39 - So I think the way I look at is

01:41 the way the internet traffic is growing,

01:44 by one estimate, internet traffic is growing at 55% CAGR.

01:49 Which means in five years,

01:50 we'll have 10 times more traffic than we have today.

01:53 That's a tremendous growth,

01:55 and that's an opportunity in market.

01:57 Secondly, as people are moving workloads to cloud,

02:01 their expectations have changed from service providers.

02:04 And we are suggesting to our customer service providers,

02:07 different focus areas.

02:09 Let me list all of them here.

02:11 Let's start first with the scale.

02:13 As I said, the internet traffic is growing tremendously.

02:16 That creates an opportunity as well as challenge,

02:18 in terms of the scale at which

02:20 you have to deliver networking services and deploy networks.

02:24 And you of course need scale with elasticity,

02:27 because the cloud providers

02:28 have been providing elastic services,

02:30 which allows you to deploy infrastructure on demand.

02:34 Second focus area is automation and orchestration.

02:37 And for that, the service providers need to invest

02:40 in end-to-end automation,

02:42 orchestration of multi service networks.

02:44 Our third focusing suggest is integrated cloud.

02:47 You have to start by thinking of cloud native architectures.

02:50 Because you are delivering infrastructure.

02:53 That's going to be in terms of

02:57 either the cloud connectivity,

02:59 or the enterprise connectivity,

03:00 or you may have your own data centers in terms of

03:02 to be able to give cloud like services.

03:05 All of that requires you to think to

03:07 the cloud native architecture,

03:09 and all of the infrastructure

03:10 should be designed using integrated cloud mentality.

03:15 And finally security.

03:17 Security is even more important now than ever,

03:19 because the infrastructure you are deploying

03:21 and delivering to customers is very vulnerable.

03:24 So continue to focus on delivering secure infrastructure

03:27 is another focus area.

03:30 - It makes a huge amount of sense, Raj,

03:32 and I know we're gonna come back to each of those points

03:35 further along in the conversation.

03:37 And of course we hear a lot

03:39 about service provider revenues

03:41 being relatively flat or low growth rates.

03:45 But on a more optimistic front,

03:47 there are opportunities as well, right?

03:49 From your perspective,

03:51 how can operators monetize

03:54 their existing network investment?

03:56 Basically get more from what they have,

03:58 and also find new sources of revenue.

04:02 - So I think that multiple opportunities.

04:04 First of all, the space at which enterprises

04:09 are going through a digital transformation

04:11 creates a huge demand for enterprise services,

04:14 managed services that service providers

04:16 can only provide and monetize.

04:18 Another big development that has happened

04:20 is the growth of the 5G infrastructure.

04:23 5G infrastructure in like 2G, 3G, 4G,

04:26 which was all about mobile connectivity.

04:28 5G is first time bringing services oriented experience

04:33 to the network, by providing guaranteed low latency.

04:37 All that requires slicing support,

04:39 you have to be able to slice the network,

04:42 end-to-end basis, and assign slices

04:44 to different types of applications.

04:46 As you do that you offer differentiated quality

04:49 of service experience to each of those slices

04:51 that you can monetize.

04:53 - Yeah, and that is a great segue, Raj

04:56 into what we're doing here at Juniper.

04:58 And we have a very interesting vantage point,

05:02 because we have a very big seat at the table

05:05 with certainly service providers around the globe,

05:07 but also some of the largest cloud providers on the planet.

05:11 And of course,

05:12 enterprises too across a number of different verticals.

05:16 So maybe if you could walk through what Juniper is doing

05:20 to help service providers navigate through these challenges,

05:23 and also really capitalize on this digital transformation

05:27 that everyone is going through right now.

05:29 - Service providers are our most important customers.

05:32 We have been there with them

05:33 along the entire journey of the Juniper Networks.

05:37 So what we are investing in is really the three pillars.

05:41 We call them three pillars because those are

05:42 the three pillars that will really allow service providers

05:45 to achieve the goals and focus areas

05:47 that I mentioned earlier.

05:49 First is we are delivering scalable IP Fabric,

05:52 it's truly elastic, and scalable, and resilient,

05:55 and it can go from all the way

05:57 from the metro transport, to core networks and so on, right?

06:02 Secondly,

06:03 we are focusing on delivering cloud-first platforms.

06:06 By cloud-first what we mean is that

06:07 we think of every architecture has to be having

06:10 the cloud native characteristics,

06:12 with both virtualization,

06:13 as well as cloud native infrastructure.

06:16 Finally managed enterprise services.

06:18 We are combining the services like like SD-WAN,

06:20 Wi:Fi access, wired access, as well as security

06:24 to offer them in a managed offering,

06:26 in which you get guaranteed service assurance.

06:30 And those services can now be offered

06:32 by the service providers, to their enterprise customers

06:34 while managing and monetizing them.

06:36 And all these three pillars, we are really combining them,

06:40 by enabling some fundamental foundational technology,

06:43 such as security.

06:45 We don't think of security as an afterthought.

06:47 We build in security right from the start,

06:49 so that across

06:50 scalable IP fabric cloud first platform managed services,

06:54 security is built in to be threat aware,

06:57 to do malware detection,

06:59 as well as a classical firewall like technology.

07:02 The second enabler we are focusing on is automation.

07:05 We have invested in end-to-end automation

07:07 of all aspects of network lifecycle management.

07:10 So I think all those three pillars

07:13 with two enablers together

07:15 will allow our service provider customers

07:17 to focus on this focus area as I mentioned earlier.

07:21 - Raj, crystal clear.

07:23 So three solution pillows,

07:25 massively scalable IP services fabric,

07:27 cloud first platform approach,

07:29 and managed business services,

07:31 and threaded across all three of those,

07:33 connected security and intelligent automation,

07:36 crystal clear. - Thank you.

07:37 - No, it's great.

07:38 It would be great if we could sort of maybe do a bit

07:40 of a click down on each of them,

07:42 and let's take each one at a time,

07:44 and maybe if we can start with massively scalable IP fabric.

07:49 - So I think that massively scalable is important

07:52 because we are known for IP fabric.

07:55 But what we have done now is that we are enabling customers

07:58 to be able to build massively scalable fabric,

08:00 by providing whole range of the devices and systems,

08:04 across the span of 400G we are already leader

08:07 We are already leader, 800G platforms and so on.

08:09 While doing that, we're also making sure it's easier

08:12 to extend those, just like the data center approach.

08:14 We are providing similar ability for people

08:16 to be able to build massively scalable fabric,

08:19 by offering elasticity and being able

08:22 to automate to via automation

08:24 build capacity very easily, right?

08:27 'cause all of the traffic that comes from enterprises,

08:30 consumers is getting aggregated in Metro.

08:32 We also have convergence between wireline

08:35 and wireless networking coming together there.

08:38 So what we are doing for, we calling it a new Cloud Metro,

08:41 because what we're taking is principles

08:43 of the cloud-native infrastructure,

08:45 cloud native architecture.

08:47 And we are applying them

08:48 to both disegregation based on some cups,

08:52 where you separate out the control plane and the use plane,

08:54 but as well as aggregation of the traffic.

08:56 And with 5G, it's important to be able to use

08:59 the Metro as a place to aggregate all of the traffic,

09:02 while supporting these disegregated architectures.

09:05 So together this new Cloud Metro concept

09:07 is completely cloud native.

09:09 It's supports virtualization,

09:11 it's supports to disegregation.

09:12 And that will allow the customers to have lots of choices,

09:15 and to mix and match different types of infrastructure

09:19 to deliver cloud like metro impact.

09:23 - That's great Raj.

09:24 And obviously our second pillar

09:26 is a cloud first platform.

09:29 And I'm not sure if everyone fully understands

09:31 the scope of this.

09:32 So maybe if you could explain cloud first,

09:35 and more particularly

09:36 why it's so important to service providers?

09:39 - Cloud providers are investing

09:41 in this massively scalable fabric scalable fabric

09:42 we talked about our new Cloud Metro.

09:44 It's important for them to also be able to create elasticity

09:49 and capacity by using cloud-based architecture principles.

09:53 So by cloud-first what we mean

09:55 is that any platform we are trying to provide,

09:57 we think of it first as a cloud native architecture.

10:01 So for example, Telco cloud,

10:03 we are providing cloud native

10:06 Contrail based overlay networking,

10:09 Apstra based fabric management,

10:11 which comes with closed loop automation, right?

10:14 They're also doing the similar things

10:16 with respect to support for VNFs,

10:19 as well as containerized network functions,

10:21 and how they could be deployed very easily

10:23 in any environment using cloud-native architecture.

10:26 So that's what we mean by cloud-first.

10:27 - And then obviously the third solution area,

10:31 really is more related to how we're partnering

10:34 with our service provider customers as part

10:36 of their managed enterprise service offerings,

10:38 and quite frankly, helping their enterprise customers

10:41 through their own digital transformation journeys.

10:45 Tell us a little bit about our solutions in that area, Raj.

10:49 - So I think where we started as I said

10:51 with a Wi:Fi solution, which is already cloud managed,

10:55 and the way it works is that you connect every device

10:59 to the cloud to provide constant runtime telemetry,

11:03 that gives you constant operational insights

11:06 into every device, every system, every network.

11:09 Use that operational telemetry,

11:12 to feed into an machine learning engine,

11:14 to be able to derive insights

11:16 so that you can start predicting failures.

11:19 You can start detecting anomalies and failures.

11:21 But also more proactively, using predictive analytics.

11:25 You can also start taking remediating actions automatically.

11:28 So you really form a closed loop automation,

11:30 which is purely cloud managed,

11:32 not only for Wi:Fi,

11:34 but they extended that

11:34 to campus and branch networking for wired LAN.

11:37 We extended that to SD-WAN,

11:40 and we also are now extended that

11:41 to a security access points such as SRX, VSRX and so on.

11:45 So together you get a cloud managed,

11:49 AI-driven, automation based operations,

11:53 which are allowing you to develop

11:55 and deploy self-healing networks.

11:57 So if you're a service provider, you take all that bundle.

12:00 You can start offering that to your enterprise customers,

12:03 to accelerate the digital transformation,

12:06 and still be secure,

12:08 and be very agile with respect to and efficient

12:12 with respect to how you operate the network.

12:14 - Raj, of course, we can't ignore

12:17 the two experience enablers that you mentioned,

12:20 that cross all of the three solution pillars.

12:22 And that's connected security and intelligent automation.

12:26 Maybe if we start with connected security,

12:29 give us your perspective in terms

12:30 of our approach to security.

12:34 - Sally, as you said,

12:35 security is very important to our customer.

12:37 Service providers want to make sure that infrastructure,

12:40 as well as the managed services

12:41 they offer to the enterprises is secure.

12:44 But many times they are worried,

12:46 that introducing the security

12:48 such as advanced threat protection, malware detection,

12:51 will slow down traffic,

12:53 and that will impact the performance SLAs they offer.

12:56 So one of the things we invested is

12:58 in insecurity should not be an afterthought.

13:01 It should be integrated into a product,

13:03 but more importantly,

13:05 security should continue to operate at line rate.

13:08 So we have invested in our custom chips,

13:11 as well as software to make sure

13:13 that any security mechanisms we introduce

13:16 for advanced threat protection,

13:18 encryption and so on, simply works at line rate.

13:22 Our customers service providers get the best possibility

13:26 with respect to being able to offer secure networking

13:29 to their customers.

13:31 - That's great, thank you, Raj.

13:33 And then of course,

13:35 the second experience enabler also important.

13:38 That's intelligent automation.

13:40 If you could maybe expand on our approach there as well,

13:43 that would be great.

13:44 - So I think Sally, as we discussed earlier.

13:47 One of the two experience enablers

13:50 for our three pillars we mentioned,

13:52 is intelligent automation.

13:54 And we have been investing heavily

13:55 in many aspects of intelligent automation.

13:59 Let me start with one example at a time and expand on it.

14:02 So first of all, our Paragon automation suite,

14:05 where we have invested heavily to automate

14:08 all the aspects of network design, capacity planning,

14:12 day zero installation, day one operations,

14:14 day two upgrades and so on.

14:16 And while doing that,

14:17 we're applying artificial intelligence

14:19 and machine learning techniques,

14:21 so that we can do AI-driven predictability,

14:23 AI-driven insights inferences for closed loop automation,

14:27 and self-remediation kind of experiences.

14:31 In addition,

14:32 we have moved our overlay networking solution

14:34 to cloud native,

14:35 where again, we provide automation

14:38 in terms of both a control plane,

14:41 as well as life cycle management.

14:43 Apstra, as I mentioned earlier

14:45 is our fabric management solution,

14:46 which is a multi-vendor,

14:48 but more importantly, it's intent-based.

14:50 So we specify the intent

14:51 in terms of how the network should look,

14:53 how it should operate,

14:54 and Apstra makes sure that by continuous monitoring

14:57 it make sure that the network does not deviate

15:00 from the intent, if it deviates it corrects itself.

15:04 Our Mist AI, and Marvis engine is another great example.

15:07 Using that we are providing automation across

15:10 all aspects of cloud managed solutions,

15:13 for Wi-Fi, wired networks, SD-WAN, security access.

15:19 And finally, last but not the list,

15:21 is our investment in RAN Intelligent Controller

15:25 for 5G ORAN Networks.

15:27 RAN Intelligent Controller is the new operating system,

15:30 or the brain of the Radio Intelligence,

15:32 Radio Access Networks.

15:33 Using the RIC and AI-ML based xApps,

15:36 they are trying to provide automation with respect

15:38 to how you optimize the spectrum used by the RAN,

15:42 how you optimize services are provided by RAN and so on.

15:46 So the combination of whole variety of things

15:48 we're doing at Juniper are all contributing to this stuff

15:51 you call intelligent automation.

15:54 - So let's sort of change gears a bit

15:55 and talk about openness, Raj.

15:58 So, our industry is pivoting pretty hard

16:02 to multi-vendor collaboration,

16:04 dis-aggregation, open ecosystems, et cetera.

16:08 And to be honest with you, that's been pretty much

16:10 at the center of Juniper's history as well.

16:14 And we've led all of the above.

16:16 What are we doing these days to continue that leadership

16:20 to continue to remain relevant.

16:22 And maybe talk a little bit about

16:24 some of the standards bodies

16:26 that we've been particularly engaged with

16:28 to move this along.

16:31 - Yeah, so I just said like Juniper has been a challenger

16:34 in the internet industry, right from the start.

16:37 And if you look at IETF,

16:39 which probably sets the internet standards the most,

16:42 Juniper has been at the footprint of

16:45 the open standards developed by IETF,

16:47 starting with MPLS, RSVP,

16:50 then recently Segment Routing,

16:53 all of the network management standards,

16:54 let's say it's OpenConfig, and NETCONF and so on.

16:58 So I think it's in our DNA

17:01 to encourage open ecosystem

17:05 because not every player or each single player

17:08 cannot provide all the parts,

17:09 and having such an open ecosystem allows us

17:12 to fairly compete and still continue to innovate.

17:16 We have done similar things in other areas.

17:17 For example, the Linux Network Foundation,

17:20 we have been one of the leaders

17:21 of software-defined networking standards.

17:23 We have been recently been contributing to their blueprints

17:27 for edge cloud networking, right?

17:29 We are doing more and more in the 5G ORAN,

17:31 which is the alliance formed by Telcos to create

17:34 very open ecosystem for Radio Access Network.

17:38 We are leading working groups there in the area

17:40 of transport slicing,

17:41 in the area for many interfaces for RIC,

17:45 as well as as xApps and so on.

17:47 So I think we'll continue to,

17:49 and I think another example I want to give

17:51 the open ecosystem

17:52 is that our Apstra based fabric automation.

17:55 It's the first ever open fabric management solution,

18:00 that spans multiple vendors.

18:02 It's completely vendor-agnostic.

18:04 It allows you to build a closed loop automation

18:06 for a three stage, five stage growth fabrics,

18:09 independent of each vendor is involved.

18:12 Why do we support that?

18:13 Because we really believe that being open,

18:15 we make the customers have a very sort of easy access

18:20 to any vendor while taking advantage

18:22 of Juniper's software innovation.

18:25 So I think we'll continue to do that,

18:28 and we do believe that encouraging

18:30 the open ecosystem system is good for us

18:32 as well as everyone else.

18:33 - So Raj, really great in terms of the details around

18:38 the three solution pillars,

18:39 and our experienced enablers with security

18:42 and intelligent automation.

18:45 Maybe if you could talk a little bit about

18:47 how these solutions truly deliver outcomes

18:50 that matter to us service provider customers,

18:53 and their customers, based on some of the market dynamics

18:57 we discussed earlier in the conversation.

18:59 - So as I said, Apstra based fabric automation

19:02 that we are delivering today.

19:04 It provides you intent based framework,

19:06 by which you can specify

19:08 what your network fabric should look like,

19:10 and how it should operate.

19:11 And now using closed loop automation,

19:14 like continuously monitoring the fabric,

19:17 Apstra to make sure that the designed intent

19:20 is actually followed, and any deviation

19:22 from the intent is automatically correct.

19:24 So that's one, similarly in the area

19:26 of secure and assured experiences I talked about,

19:29 we have no actual data points.

19:31 For example,

19:32 the Paragon automation suite I talked about

19:34 has one past called Active Assurance.

19:37 That is now able to reduce

19:39 the number of false service deployment rates by almost 13%.

19:45 In the area of security, for an example,

19:47 there's a independent lab called ICSA Lab,

19:50 which has done a study of our malware detection,

19:53 and found that we are able to detect malware in traffic,

19:57 100% of the time without any false positives.

20:00 That's an incredible result you would not expect.

20:03 So I think those are the two areas

20:04 where we can say we have active outcome based results

20:08 for secure and assured experiences.

20:11 Now, if you talk about efficiency,

20:12 we talked about in the context

20:13 of cloud-based infrastructure,

20:15 people are expecting efficiency, agility, resiliency.

20:18 We invest heavily in custom chips,

20:21 so that we can deliver much better performance,

20:24 much better security and so on.

20:26 So you're getting the six-fold increase in power, energy,

20:30 power performance, and efficiency,

20:33 which is important for the environment and being responsible

20:36 with respect to green computing.

20:38 Finally what we have done is that

20:40 we have built-in security because of our custom chips.

20:43 So for example,

20:43 we support we support MaxSec and IPSec.

20:46 So MaxSec allows you to do Layer 2 end-to-end security,

20:49 including encryption.

20:50 So together, I think this is an example

20:52 of how we can also not only delivering high-performance,

20:56 assurance, security,

20:58 but also on demand efficiency with respect

21:01 to being responsible for their environment.

21:03 - Fantastic Raj,

21:04 again, thank you for your time.

21:06 It's always a pleasure to chat with you,

21:09 and for everyone listening in,

21:10 listen, if you wanna know more

21:12 about Juniper service provider strategy,

21:15 I invite you to go to\serviceprovider,

21:19 and you'll find a little bit more information

21:21 about what we've spoken about today.

21:23 And thank you, thanks everyone for listening in,

21:25 and Raj, thanks always for your time.

21:28 - Thank you, thank you, Sally.

21:29 (cool music)

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