Treshauna Price, Marketing Manager, Virtual Intelligence Briefing

SD-WAN Webinar - Beyond the Driver: Achieve Ultimate Performance with AI

Treshauna Price Headshot
The still image is of a slide from Ray Mota’s presentation. His picture is on the top right of the screen. The slide is titled, “Enterprise Security Pain Points.” There is a purple bar at the top that says, “In just one second 1 identity was just stolen; In just one second 2 websites were just hacked; In just one second 5 new malware was sent out into the internet.” There are two arrows pointing right with text inside, next to this purple bar. The two arrows say, “Virtualization and Application Performance.” The second purple bar says “Sophisticated Attacks, Black Louds, CISO Role Changing –– Reporting to CEO, The Rise of Open Source, Wearable’s & IoT, Virtualization increases Complexity.” There are two purple arrows with white text next to that box. They say, “Security and Compliance” and “Speeds and Scale.”

Hear from the experts: How AI-driven SD-WAN delivers a premiere experience for IT teams. 

Interested in learning more about the Juniper AI-driven SD-WAN solution and how it can accelerate your IT team’s responsiveness, deliver a premiere experience for your IT team and offer the economic value your organization expects? Then don’t miss this hour-long webinar on Achieving Ultimate Performance with AI.

Here’s your chance to hear from leading SD-WAN industry experts and have your questions answered. Ray Mota of ACG Research will dive deep into the SD-WAN market and numbers on a macro level. He will also discuss AIOps, cloud security, and DIY SD-WAN deployments. Peter Fetterolf, also of ACG Research, will talk about the total cost of ownership of SD-WAN and all the factors that play into it, as well as how the Juniper solution with Mist AI stacks up against the alternatives.

From anomaly detection to automated troubleshooting, you’ll see how the Juniper AIOps solution will create a better user experience across your entire enterprise. Yes, there is a cost to AIOps, but the cost of doing nothing is far greater. Register for a full demo. 

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You’ll learn

  • How to tackle network complexity with AIOps

  • Improve your IT team’s experience

  • Because it’s all about the business case –– learn how to estimate your economic savings with ACG’s new ROI tool 

Who is this for?

Network Professionals Business Leaders


Treshauna Price Headshot
Treshauna Price
Marketing Manager, Virtual Intelligence Briefing

Guest speakers

Ken Dellovo Headshot
Ken Dellovo
Product Marketing Manager, Juniper Networks
Peter Fetterolf Headshot
Peter Fetterolf
CTO, ACG Research
Ray Mota Headshot
Ray Mota
CEO, Principal Analyst, ACG Research
Tim Lieto Headshot
Tim Lieto
VP of Sales, Juniper Networks 


0:03 hi everyone please get settled we'll get started in just a minute

0:20 hello to you in virginia thanks for joining we'll get started in just a minute

0:27 kentucky all right excellent feel free to use the chat let us know where you're calling in from

0:34 north carolina omaha colorado great we've got great coverage across the states

0:39 looks like the canada's here excellent quebec city

0:44 lebanon fantastic got a great obvious audience

0:50 we'll get started in just a few minutes earth is here excellent glad

0:57 we have some visitors from earth turkey

1:04 mumbai excellent

1:11 all right good afternoon everyone my name is trish and i'll be your host for today as we discuss beyond the driver

1:17 ultimate achieve ultimate performance with ai this is brought to you by juniper and today's webinar is hosted by

1:23 vib our session for today will be approximately 40 to 55 minutes and we'll have about 10 to 15 minutes of q a

1:30 please be sure to use a key the q a button as we progress through today's presentation and for those questions

1:36 that we're not able to get to we will do our best to follow up with you after without further ado let's go ahead with

1:42 our first speaker for today ken delvo delevo he's the product manager marketer sorry

1:49 product marketing manager at um juniper networks thanks ken

1:54 yep no problem trish thank you so much for uh for joining us she said my name is ken delobo product marketing manager

2:00 with juniper's ai driven enterprise you know portfolio which includes our ai driven sd-wan solution

2:06 as well as gartner leading solutions for wired and wireless today we're going to talk about ai driven sd-wan and i'm so

2:13 lucky to be joined by uh ceo and principal analyst of acg

2:19 research ray moda ray is going to talk about uh the uh macro level sd-wan market uh and

2:26 numbers um as well as aiops uh cloud security manage diy

2:32 sd-wan deployments and and really dive deep um into the sd-wan market

2:38 we also have uh with us today peter federal who's the cto also at acg

2:43 research to talk about sd-wan tco all right the total cost of

2:49 ownership and all the uh different factors that play into you know making sure that it teams have the best tco

2:55 option when deploying you know their sd-wan you know solution um stay tuned at the end of today's

3:02 program uh we do live demos of the ai driven sd-wan solution show

3:07 we're going to share with you how you can get access to that as well as potentially win a oculus vr2 headset

3:14 by registering for our our upcoming live demo so stay tuned for to uh for the end

3:20 of today's presentation as trish said uh we will actively answer your

3:25 questions today about sd-wan the sd-wan markets total cost of ownership uh and

3:30 uh uh use the q a function that you have available um to uh to answer your

3:36 question and we'll do our best as trish said you know to get to that so um

3:42 let me step aside here and uh give the stage to uh to ray

3:48 ray uh we've got a great audience today i know we have a jam-packed agenda so i'm going to turn it over to you to get

3:53 things started uh thank you ken and and welcome everyone i didn't know about the oculus

3:59 offering so i hope i can qualify for that as well so hopefully there's an opportunity there but

4:04 i'm honored to be part of this managed services and sd-wan deployment considerations honestly has been

4:11 accelerating over the last few years what we're seeing is that enterprises are are really in a

4:18 situation where they're accelerating their digital transformation and in the past the discussion about

4:24 digital transformation was more slidework but we're seeing a lot of enterprises get to the point where

4:30 they're looking to figure out ways to accelerate and take these digital assets

4:35 and map them to economic or operational process whether it's enhancing the customer experience we're enhancing the

4:42 capabilities of that and when we look at whether it's an enterprise or an msp

4:48 this need to go kind of like beyond sd-wan and be more efficient as a

4:53 requirement where uh we're looking at and getting a lot of calls from a lot of enterprises saying we need more than

5:00 just a traditional se1 how do we implement what we call the next level of

5:05 ai or opportunities with automation so so again i'm honored to be part of this

5:10 and peter federoff uh joining us and and really when we look at uh 2020 we can't

5:16 have a discussion without looking at the macro climate from a point of view but there's opportunities where if we look

5:22 at 2020 2020 was a year that many of us will never forget right but one of the

5:29 interesting things i tell people that in my family when i used to tell them what i did they didn't quite understand but

5:35 now telecom and technology has become the lifeblood of our communications and if we look at

5:42 what's happened because of connectivity we've been able to continue business continuity from that area despite some

5:49 of the economic people wanting to stay connected from that point of view and and what we're seeing is for

5:56 an overall perspective is that it is looking promising so far we see based on

6:01 the imf the gdp is projected to be up the next three years this year about 5.5

6:07 and in 2023 uh about 3.2 so what does that mean from an enterprise point of

6:13 view it means discretionary income more positive spending and more opportunities where we see from a wire line and a

6:20 wireless perspective we're seeing catbacks also projected to be up we're

6:26 also seeing that even the cloud providers and what i mean web scalers those are the cloud providers whether it's amazon

6:32 google you know all those tied to calling the cloud titans are projected to increase their spending as well as i

6:39 t spending about 5.5 so so spending going on across the board wire line

6:45 wireless now there is some uncertainty regarding where the existing war uh and some of

6:51 the supply chain issues and that's something that we're monitoring close but from a gdp perspective and spending

6:57 is pretty positive right now when we look at enterprise right one of the things that we look at is what's

7:04 driving the enterprise mindset today and what's driving the enterprise mindset when it gets to sd-wan and if we look we

7:10 talked about over the last two years that because of what's happened regarding the pandemic

7:16 you we see a lot of companies that traditionally had let's say 50 branches because of this new hybrid

7:23 work at home go to 500 branches and they needed to maintain

7:28 compliancy with corporate from a security connectivity and honestly there's a lot of enterprise cios

7:36 and ctos that i speak to that says this is going to be the new norm for us right so so we need to make sure we maintain

7:43 customer experience as a top priority because we spend so much money to acquire these customers we need to make

7:50 sure that we're able to deliver and maintain that but at the same time we can't compromise we can't compromise the

7:57 threat on security and we need to make sure that we're able to meet compliancy from a corporate point of view

8:04 and now what they're seeing is is that for the first time in a long time i used to have a lot of enterprise and even

8:10 some msps coleman says i wish we had more automation i wish we had more visibility i wish we had more

8:16 control so now is an opportunity because of the spending that

8:21 a lot of these enterprise customers want to have a level of flexibility and control as well as implement what we

8:28 call cross-domain uh intelligence from automation and what they need to

8:33 understand is that acg did a study that we can share is that the traffic's changing is

8:39 becoming unpredictable used to be that traffic was a one-to-one we could predict it but now with uh iot devices

8:47 and these other areas where they're communicating to different parts of the network we're seeing a shift that is not

8:53 going to a centralized area because of some of these applications it's moving closer and closer to the customer so

9:01 we're seeing traffic shift really close to the metro or even at the

9:06 customer premise but even from a wireless point of view uh acg did an

9:12 analysis where currently uh 2020 mobile transport users was about 7.2 gig and

9:19 projected to be about 25 gig so so as an enterprise you need to be prepared and understand that this is a global

9:26 situation and how do you address i always you know when i was a former cto and cio

9:32 in the enterprise people said what's the one thing that uh you could tell me when i joined the cio board is that there's

9:38 constant change so people say cio role is changing no that's part of the job

9:43 it's constant change and you need to address what's going on from that perspective moving forward there

9:49 so i mentioned security as a top priority i looked up some numbers from our analyst

9:55 team and this is interesting we see that you know ransomware and the whole thing associated is becoming more and more of

10:02 a priority we see that in one second one identity was stolen that's just one second one identity that within one

10:09 second two websites have been hacked and within one of those seconds five malware

10:15 have been deployed now that doesn't sound like much right but when we look at it from a day perspective that's over

10:22 86 000 identities stolen in one day 172 000 websites uh uh hacked uh in one

10:31 day and over 432 malware deploy so the magnitudes of scale

10:37 for security is becoming a big priority and what we're seeing is that

10:42 these attacks are becoming extremely sophisticated we're seeing things like black clouds

10:48 where you know the way we see the value of traditional cloud cloud compute all that

10:54 there's clouds being developed for security and a lot of these enterprises are in a situation where for what

11:00 they're doing is they're building right and developing a group where you see the ciso becoming a more important

11:08 part where they used to report to the cio now is such a priority that they're reporting to

11:15 to the ceo right and as you add more tools whether it's wearable

11:20 where there's open source or implement things like virtualization which brings some economic value but it potentially

11:27 if you don't bring in the right orchestration system and management system you create um

11:33 a situation where you make the network potentially more complex so as enterprises address these pain points

11:40 they need to be able to make sure they they look at visualization from the standpoint to say i need to look at

11:47 what value brings to my customer but i need to look at it from a situation where it doesn't compromise the

11:53 application performance still maintains security and is able to scale so that

11:59 any remote user is able to connect agnostic of device agnostic of location

12:06 agnostic of the application they need to be able to feel like just they're sitting right there in the office so so

12:12 these are these are some of the challenge and what we see is that sd wan is becoming an important play

12:18 in that area but what i wanted to do is the term sd-wan in many cases for a lot

12:24 of people it's overused and they don't know exactly what it means so the way we

12:30 define it in a good simple way is that you look at a smartphone right is that

12:37 if you have a smartphone and you want let's say facebook application or you want a phone

12:43 application or twitter application um you don't want a situation where you're

12:48 buying a different phone for these applications so sd-wan becomes an opportunity that

12:54 allows you to create a platform that brings the level of visibility and control

13:00 that makes it flexible for people transitioning from sd-wan to to an opportunity where they want to

13:07 either do a mix but it gives them the flexibility that when they're in this platform just like a smartphone they

13:13 have the compliancy security and all the connectivity that where they log in right so you want to look at sd-wan

13:20 overlay what we call is as a platform for innovation right and this overlay is

13:27 able to connect into that area right and give you the capabilities to

13:33 make the connection whatever the connection is you have control of visibility from a central location so

13:39 you can do zero type deployment you can create automation have centralized policies and if you're an msp increase

13:47 margin if you're if you're um an enterprise customer you're able to

13:53 address as moves and changes more quickly and be able to bring up branches on the fly based on let's say a

14:00 wireless connection and be to a connect agnostic of the endpoint so so it's a

14:06 proven area it addresses the multi-cloud piece and the multi-application

14:12 piece but there's a lot of misconceptions on what sd-wan is right but then what sd-wan allows you to do

14:18 is to bring in additional value added application whether it's security load

14:23 balancing session border control and really take true advantage where there's an ip set connection to

14:30 interconnect but create some type of supply chain to be able to connect applications right into the lan area

14:37 more effectively and if we look at from an industry point of view it's a global impact right we're

14:44 seeing i mean the us or in north america is the biggest play we see that it represents

14:50 about 50 percent of the market but acg is projecting about a 45 percent growth

14:56 in 2022 continuing in this area in about a 3.6 billion dollar market and the and

15:03 and the biggest use case that we see is is hybrid land right where uh what

15:08 we're seeing in the particular piece where we have a customer that has let's say

15:14 two mpls links right one is a primary one as a secondary link it's not

15:20 initially that the primary link is going away it's on the backup link where they

15:25 like this is where we could save money this is where we have flexibility and in this area we create this hybrid line

15:32 that they connect either a layer 2 connection or a 5g connection or whatever

15:38 the type connection and be able to connect like cloud port more effectively the other use cases associated with

15:45 application visibility and intelligent routing that brings a software component

15:50 where before when you look at a lot of the as moves and changes the enterprise was

15:56 at the mercy of the msp to make those changes right

16:02 and then another use case which is hot the third is this internet breakout to sas where instead of having a bunch of

16:08 what we call lollipops on a stick to connect to these cloud applications

16:13 you're able to connect to them and you don't have to backhaul all the traffic

16:19 to the corporate location you could interconnect within the sd-wan and put a layer of security to do that and then

16:26 the last piece depending on the vertical is what we call fast connectivity for remote users so we see that for retails

16:33 that want to pop up a shop for all refineries so so it's a large market as a market that's going uh very quickly

16:41 and if we break it down into the the areas is that the business of

16:47 cloud compute uh in in applications being developed whether the cloud native is over 95 of the applications being

16:55 developed today are developed cloud friendly or developed in a cloud right so it's an area that you need to make

17:02 sure that you're able to address the clout and the mobility aspects of connecting to these

17:08 applications but at the same time have the security and have the simplified

17:13 architecture so that if you're doing a merger and acquisition

17:19 all that it's easy to on board that acquisition but you need to have some cost management and improvement on the

17:26 performance to that piece so so those are key drivers but i think the most

17:32 successful deployments that we see whether it's an msp or whether

17:37 let's say it's an enterprise is don't let just look at sd-wan from what we call a common offering

17:44 if you're a health care provider look at the initial additional features that

17:51 that let's say a nasty wine solution gives you right so uh from that point of view

17:56 retail and and if you're an msp you want to make sure you're having the discussion as well properly right so

18:02 that when you're talking to a retail shop you know sd-wan gives you the operational simplicity application

18:08 visibility offloading mpls traffic cost reduction but take the discussion a

18:14 little bit further with your enterprise because they'll appreciate it and you need to make sure that you understand

18:21 when you use the word compliancy right is you really can't go

18:27 to let's say a retail uh or let's say a health care and say hey we're hipaa compliant what you

18:34 should do is change the discussion to say we offer a platform that enables you

18:40 to be hipaa compliant right and then you can work with them to help them get along that path so your

18:47 solution should be based on if whether you're in enterprises each enterprise has a

18:52 diversity of what the customer personas is and when you're having the discussions with whether it's a vendor

18:59 or an msp challenge them on these additional specific for your verticals and the ones

19:06 that do that from an enterprise are having more successful deployments the ones that don't are finding it more and

19:13 more difficult to deploy uh sd-wan

19:18 and and what you should do right is look at twofolds whether if you're an msp you

19:25 should create an architecture that builds on what your service profitability and time to market is

19:32 if you're an enterprise it should be focused on what are the right tcos in our eyes to develop this so this is an

19:39 architectural model that we've used that you can edit and feel free to use any way you want is that we have the

19:45 existing underlay network on whatever the connectivity type that you have but

19:50 then decide is what are the endpoints what are the cpe devices what architectures what

19:57 work at home work from home strategies what are the edge and map it to the

20:02 underlay but don't stop there right look at st when to be able to connect cross domain

20:10 to those platforms and take it a step further to the applications whether they're virtualized services for for

20:17 edge computing and when you do this right you're able to map the vendors on the left side and then on the right side

20:25 be able to map what the right tco offering what the right roi what is the

20:30 customer experience and what is the architecture so this is a an architectural map that you can use to

20:35 leverage that and and in a lot of the discussions that i have with some of the larger enterprises like ray i have

20:43 automation why you talk and when we look at it the problem is is that what we see

20:48 is they're not taking automation all the way through they have silos of automation and in order to maximize

20:57 automation right you need to be able to look at it from across platform cross-domain perspective and

21:04 cross-organizational to be able to actually maximize the op-acts that's being delivered so our

21:09 priority should be is how do i remove these silos of automation and this is where ai comes to the rescue and the

21:16 opportunity of ai uh in that piece now we we've talked about ai ops in the past

21:23 right and automation in the past and the barriers have been with automation with certain people is like well i feel that

21:30 it lacks security i feel that it lacks some real time intelligence and real-time reporting to

21:37 for me to be able to address that uh and this is the problem where it's still

21:42 a situation where you need to bring some type of ai capability to be able to maximize the delivery and peter will get

21:50 into some of the uh economic models of that case to maximize ai we've been talking about

21:57 aips for a long time but now that you can run a ai in the cloud where there's machine

22:03 learning it gives you the flexibility to decide what input parameters you need

22:08 and be able to optimize your your delivery and and if we look at ai based automation the tm form kind of broke it

22:16 down into four uh components from customer experience to reducing the outbacks on closed loop

22:23 automation you know preventing outage right with the predictive is more like i

22:28 used to manually when i used to install frame relay i used to track lmi links and that was my automated way that

22:35 doesn't scale properly right so really we need to be able to have situations that we can track things and

22:42 be alert before the problem happens that by the time you're the enterprise customer you're calling

22:48 the msp already knows there's a problem going on they've opened up a ticket and they're working on it so that level of

22:55 efficiency impacts the customer experience and this is the key role that ai plays in this

23:02 particular area and one of the things in a uh juniper i'm sure i could share the papers we did a

23:09 detailed uh paper from a technology point of view about the use of tunnels

23:15 uh from that area and the advantage of tunnels because what ends up happening it becomes in economies of scale when

23:22 you have too many tunnels for the applications and it might not apply for all verticals

23:27 there are some verticals that the way they solve the problem is just get a bigger

23:32 pipe you know just get a bigger pipe and they over provision or kill a fly with a sledgehammer but if you're an enterprise

23:39 that's not in that situation where you could just continue to get a bigger pipe you need to figure out is how to

23:45 optimize my land by not having unnecessary overhead with these

23:50 particular applications so this concept of having tunnel free technology becomes

23:56 an important piece and bringing ai in order to be able to optimize your wan offering is key right and probably the

24:04 number one question i get from an msp is what are the

24:10 main pain points that enterprise need to understand for me well you need to understand the propensity to buy and

24:16 willingness to pay for your service but then enterprise come to me is when

24:22 and where do i decide in a customer segment depending where i'm at right is when should i go to an msp right so

24:30 an msp you need to drill them on the concept are they able to give you

24:36 visibility and a level of control if they're able to give you visibility and control that's an important part but

24:43 then on top of that you need to make the decision do you build it yourself right or do you go to an msp to

24:50 outsource that a lot of that sometimes depends on the skill sets you have and the problem that you want to solve but

24:57 regardless of that what we've seen is enterprise that have been successful is that if that msp is able

25:03 to give you 15 to 20 savings then do you doing diy

25:09 that's where it makes sense it depends on the customer characteristic you have so

25:14 i don't care it doesn't matter whether you go diy or msp is more important depending on what type of customer do

25:21 you do you have the skill sets and if you don't do the analysis whether you decide whether to work with the msp to

25:28 build what we call a co-managed service where you co-manage it together or they

25:33 fully manage the service for you because you don't have the skill sets and you want to focus on your core competency so

25:39 understand where you are in the pyramid understand where you are in the skill set and make sure that you're able to

25:45 get savings versus diy and what i'll do is that i'll close with

25:50 the uh well actually there's a few parts i want to get in because i want to do spend some time for a quick poll

25:56 is that if we look at present mode of operation today even sd-wan

26:01 currently what we call 1.0 there's still a lot of capital at intensity in order to maintain

26:07 we looked at some of those gdp numbers if you stay in prison mode of operation capital intensity which means how much

26:14 capital it is to be able to deliver my service is projected to increase 17

26:19 so there is a cost of doing nothing and the idea is to say yes you took the

26:26 first road to automation now i need to look at how do i bring in a level of ai

26:31 ops to be more efficient to create operational efficiency to maximize my roi

26:38 and more importantly create the visibility uh that meets my customers needs and our customers customers needs

26:45 from that perspective so maybe uh uh trisha if you could do the poll question now

26:53 if you can take the time the question is what is your preference for for sd-wan manage code manage

27:01 diy and what we could do is take a look at this at the end if you could answer uh

27:08 the the question and we'll take a look at paul at the end and and share the outcome so maybe for now what i'd like

27:14 to do is is kick it over to dr peter fedorov to get into economics

27:20 yeah thanks a lot ray and uh thanks everybody for being here so uh yeah we've uh uh been doing some work uh

27:27 we've actually been working with juniper for many years and then most recently we've been doing some work modeling uh

27:35 you know the solutions with the ai ops and then comparing that to similar

27:41 solutions without so if you look at the left hand side what we've looked at is a juniper solution which is uh the ssr

27:48 routers which are the session smart you know tunnel free sd when routers with

27:54 win assurance and win a insurance is basically the product name for the ai

28:00 ops applied to the sd-wan and then there's also some other components so there's sd-wan but then

28:06 there's wired lan and wi-fi as well and those are using the missed ai products

28:13 and and missed ai is really also the basis of what's used within win assurance so the basic idea is we've got

28:20 sd-wan we've got uh you know the wired land wi-fi infrastructure it's all cloud

28:26 managed and using ai ops to basically do automation and problem reduction then we

28:31 compare that to an alternative solution again with sd-wan wireless and wi-fi but

28:37 no ai ops and also no cloud management so basically what we found um

28:44 you know using assumptions and data we've gotten from the field is that you know there's some significant opex

28:50 savings uh so ray can you move on to the next uh slide so just as a little bit of an

28:56 introduction here uh because of the terms so the win assurance really applies to the

29:03 juniper ssr routers and then missed ai is is a term that applies to the the

29:10 wi-fi access points as well as the whole set of juniper uh ex switches so if we

29:17 look at well what is it right it's really um it's really ai ml machine

29:23 learning um there's you know the data science data is basically ingested from multiple

29:29 sources so so the you know the sources that exist out there and network including wi-fi access points switches

29:35 routers etc is where the data comes in the whole thing is cloud managed and and then the ai engine of

29:43 course is in the cloud um and then additionally there's a feature called

29:48 marvis which is basically an ai driven virtual network assistant you can communicate with kind of via texting and

29:55 it's like a natural language uh kind of communication um you know to to present

30:01 problems so what does it do for you so the key thing is you know simplifying the operations dramatically

30:08 you know reducing also the level of the skill levels uh required on automating a

30:15 lot of troubleshooting as well as remediation and there's options for automatic remediation or for you know

30:22 the uh the text to be involved in remediation and clearly this is going to be not only reducing opex but improving

30:30 uh the customer experience and moving towards say the self-driving network so that's just a little background so ray

30:36 you can move on uh to the next slide so acg what we've been doing economic

30:43 models for many many years and about five years ago we decided to make a big investment in a

30:49 software platform uh to do economic modeling why we do this well first of

30:54 all you know when every we're building just like everybody else in the industry building these models in excel and

31:00 they're basically these silos so you build a model for 5g or for open ram for sd-wan or whatever and they're all

31:07 customized logic data all different models not anything

31:12 reusable they can also have bugs in them and difficult for people to understand and use so what we've done is we've

31:18 developed a platform we call the business analytics engine or the bae

31:24 which is a common platform for all the use cases and then we have libraries of

31:29 reusable components and libraries can include services they can include

31:34 applications it can include routers etc all kinds of devices and then we can

31:41 in a visual way we can build these models very quickly and easily and then they have a lot of credibility with the

31:46 customers so juniper has been using now the bae for uh quite a few years um and

31:52 we've used it for white papers in fact we have some new white papers coming out and then using juniper can use this bae

32:00 tool to engage directly with customers so if you if you do would like to have some engagement on that kind you should

32:06 follow up with your juniper sales rep and ask them about it okay ray can you move on uh to the next slide so okay so

32:14 what does the model look like so again we've got our bae platform there um what's going into it so we've got some

32:20 basic network architecture input assumptions and we've looked and and we've done a couple models we've looked

32:26 at msp model as well as enterprise based models the one i'm going to discuss today is the enterprise centric model so

32:32 we looked at took a typical example where we have some small branches large

32:37 branches headquarters campus et cetera and a set of network elements then we have expense

32:44 assumptions in terms of hardware software etc and then probably most importantly is our opex assumptions

32:51 again acg has a very rich set of data experience on opex side as well as we've

32:58 been able to pull data from the juniper uh customers in both day really day zero

33:04 day one and day two uh opex and then all that goes into the bae platform we get

33:09 some very rich output so ray can you move uh now to the next slide so this is

33:14 just a screenshot of some of our input so this is for the current network we're looking at right now and you can see

33:20 we've got the network growing so we start with the initial value go grow to a terminal value we grow that be an s

33:27 curve and this is over a five-year period so we're looking at network growing

33:33 branch offices growing from 100 to 2000 a single corporate headquarters and then large branch offices growing

33:40 from one to 50 and then we also consider a campus so that way we look at both indoor and outdoor and a fairly uh

33:48 diverse uh environment so ray could move now again to the next slide and now this is

33:54 what uh you know we're we're assuming in terms of you know devices so we have you know ex

34:01 switches we have indoor aps outdoor aps you can see you know where they are on

34:06 the campus or in the corporate headquarters and the the the large branch office or the small uh branch

34:13 office now one thing that we have assumed here is uh for the campus the corporate headquarters and the large

34:19 branch office we're assuming an 8j or high availability architecture for the

34:26 ssr routers that means we have two of them um so physically you have two devices but

34:32 then the the software licensing fees aren't multiplied by two so they're they're

34:38 they're sli they're different for the 8j than they are if you just say multiply that by two but you do actually have two

34:44 physical hardware devices for the small branch office says we did not assume that there's h a we figure we just need

34:51 need one router there and you can see kind of the numbers that we're we've assumed in our model so ray you can move

34:57 now uh to the next slide now okay again said opex was a big thing so there's day

35:04 zero which is basically the planning and design day one which is basically the

35:09 system deployment and installation right and then day two is the ongoing you know

35:14 essentially managing fault management performance management and remediation

35:19 and we're looking at you know with ai ops without ai up so some of the very

35:25 specific categories of labor we have there on the right hand side so you can see those categories of labor and we've

35:32 used some of our acg data as well as with data we've gotten through juniper

35:38 to look at that and and looked at the reductions we could get and and what that amounts to so uh ray please move uh

35:46 to the next slide so basically these are the top level results and like i said we're having a couple detailed white

35:52 papers that are going to be published shortly within the next month or so so i'd encourage you if you if you want

35:59 like a lot more detail to be able to go there you can go to either the acg site or juniper site or ask you know your

36:05 juniper contact but you can see the kind of savings we're looking at is pretty significant opex savings again this is

36:14 due to essentially reduction in labor also reduction and skill sets required now

36:20 that doesn't mean that those people are necessarily going to get laid off or anything because there's plenty of work

36:26 to do inside of the enterprise there's a lot of strategic projects there's all

36:31 kinds of stuff in digitization so instead of having people busy you know chasing down

36:37 uh problems and and trying to you know fix uh bugs and performance issues it's better

36:44 to have them working on on really more strategic uh initiatives and you know

36:49 there's mergers and acquisitions and all kinds of problems that need to be solved so why work on stuff that can be automated um

36:57 and you can see you know the table below shows the actual numbers there for capex

37:03 opex and tco and and for the specific example so ray you can move now to the

37:08 next slide and this just shows you again in this particular network we were assuming that it was growing over time

37:15 in some cases the network might be static but it's nice to look at a growth kind of scenario and you can see year by

37:21 year this is basically tco where we look at opex and depreciation again this is a

37:26 screenshot you know from our bae um and and so uh you know you can see how that

37:32 as as the network grows uh the key thing from this slide is basically as the

37:38 network grows uh the benefits become become better over time so uh ray you

37:45 can move on i think that's the end of my slides there so um yeah anyway thanks

37:51 everybody for joining and i would encourage people to check out the white papers they will be available um in in

37:57 the next few weeks thanks peter and you ray uh for going through this i think let's um let's take

38:03 some time here to to answer some questions you're from the audience we do have a lot of people on and a lot of uh

38:09 you know questions regarding the material that that you just covered um if you're comfortable uh with taking

38:14 some questions okay great um i did

38:19 actually before i you know we even get into that um uh ray you mentioned some research um

38:24 regarding tunnel free sd-wan the benefits and advantages of tunnel-free sd-wan versus a tunnel-based sd-wan so i

38:32 did put a link to that in the chat oh good oh good yeah to the paper all good we had access to that so that's

38:37 available for those of you that want to have access to that that's free um so you don't even have to register for that

38:42 so you feel free to access that and there was a question regarding sd-wan architecture i did answer it in the chat

38:48 but yeah i'm not sure if there's anything that you want to add the question was

38:53 does a enterprise need to have appliances

38:59 at all locations for an sd-wan deployment um i you know my

39:05 response to that is generally with sd-wan architecture just not a juniper architecture that you does require you

39:11 to have an appliance at each branch location as well as a head end in the data center

39:17 as well as a single pane of glass for managing all of those policies and appliances just as a general rule of

39:23 thumb is there anything that you would add to that ray or yeah no a lot of it depends on sometimes

39:29 the type of applications because in in some cases they might need a ucpe device

39:34 because the application requires some level of low latency that can't run on

39:40 the cloud right so it could be a mix uh depending on the the application

39:47 architecture for for that key but you do have the flexibility where you could put a knit device and run the intelligence

39:54 in the cloud or vice versa or put more intelligence on the edge so a lot of it varies on the particular customer knee

40:00 there can great peter anything to add there

40:06 no i mean i think i just expanded ucpe basically you know uh there's there are

40:12 a number of customers right now especially for the bigger sites where you're looking at say one gig or 10 gig

40:18 sites where they are starting to use the ucp devices so that they can host sd-wan

40:24 as well as other virtual applications so virtual firewall other kinds of virtual

40:29 security uh analytics uh various types of edge computing um

40:36 and and so those tend to be again for the bigger sites if you're looking at like the smaller

40:41 uh sites like say 100 meg or or even lower they tend to be uh smaller you

40:48 know sd-wan appliances that are just implementing sd-wan then some of those functions like ray said can be can be

40:55 done in the cloud so those are just architectural projects you do need something on the edge though you

41:01 definitely need something there but it can be a pretty small cheap device or it can be a bigger more complicated one

41:09 great um great question here i think there's something that's on everyone's minds from a macro you know standpoint

41:17 what is the impact of the global supply chain on sd-wan today uh ray start with you

41:24 sure yeah i mean it's a it's a valid uh question because things could change depending on you know if the war expands

41:31 outside of its existing area but i think if you look at

41:36 today it becomes more and more important to look at some type of um

41:42 moving more and more of your assets into this software concept because of this

41:48 uncertainty with um you know a supply chain so that you can

41:53 have the capability to use multiple

41:59 uh cpe type device and not be stuck to to one specific uh vendor one device so

42:07 so you want some type of sd1 that's able to address some of those

42:12 particular concerns because it could impact the roll out of their cycles

42:17 for your branch offices and that keys but it's a it's something that we're monitoring closely it continues to to

42:25 change dynamically but i think from an sd-wan you want to look at some type of agnostic software

42:31 that could connect to multiple type of devices not just one yeah i'll just add on that a little bit

42:37 so if we think of you know physical appliance architecture where let's say i have a firewall

42:42 you know an mpls router uh you know a wind optimization device a session board

42:49 they're all like separate physical appliances now my supply chain issues apply to

42:54 every single one of those right whereas if i just have like a say a ucpe

42:59 device and i'm virtualizing the software i'm still potentially have supply chain issues but also they tend to be white

43:06 box solutions you tend to have multiple options and then you only have one

43:11 physical device that you have to really source and and get delivered so it can can really reduce those problems that

43:18 being said you know whenever you have hardware you know and now that the supply chain can be an issue you just

43:24 want to try to minimize it agree

43:31 another question here from um a attendee today so how do future

43:37 connection models such as 5g effect architectural decisions for today so i

43:44 guess it could be 5g or other types of

43:49 satellite you know i would say outside of your typical um

43:54 you know link status uh what uh you know what architectural decisions you know should

43:59 should enterprises be making yeah i would say um i mean and peter

44:06 could add to this when you know that's the beauty of when we look at sd-wan right is that it gives you the capability to

44:13 be agnostic of the connection type of device right so uh in in many cases what we see we're

44:20 actually seeing some deployments for a lot of retail uh shops where

44:26 they're going out there saying well the the service fighter or the csp

44:32 is taking too long of a time to provision the circuit for me for these branches and i have to be able to deploy

44:39 it quickly so being able to actually provision you know a 5g

44:45 connection have that branch up and running but not just have it up and running through 5g be able to actually

44:51 still maintain all the corporate security and compliancy and as p dimension be able to offer all these

44:57 other applications i think that flexibility kind of validates the the

45:02 use for for an sd-wan where you're not thinking as much of the connection now

45:08 the level of qos you bring into it becomes an important factor this is where you could decide

45:14 what sd-wan how much goes capability you want to implement there yeah i'll just add a little to that so

45:20 so you know for years um people have been using lte uh with sd-wan as a backup especially

45:28 and that's very effective you know way to do backup i think now with 5g what's kind of changing is a couple things one

45:35 of course there's a lot more bandwidth and qos and capabilities in 5g than there is in the lte but the other thing

45:42 is there's also a whole fixed wireless component of 5g so a lot of service

45:47 providers now are rolling out fixed wireless so so in fact instead of just being a backup it's a very valid just

45:55 you know link and so why would i want to do that well you know it could come down to

46:01 economics right in certain places but the other thing is just speed of rollout so like for instance

46:08 um you know there could be use cases where i just need to get an sd-wan connection up like really fast like in

46:16 hours or something as opposed to weeks right well fixed wireless private 5g is great to do

46:23 that once you get it set up and get a relationship with a search bar you can turn up lots of links or bring them down

46:29 so you know either for things you want to get up fast or or for you know for situations that are dynamically

46:36 changing you know rolling out sort of a temporary you know environment and you bring it up for a month after two weeks

46:43 and then take it down it can be really good for that um and then also there's

46:48 you know there's uh the no new north orbit uh satellites and a lot of

46:54 other options so like race i think that's the beauty of sd-wan is basically it's kind of independent of the underlay

47:00 but it's is still the the the uh the architects need to think about what

47:06 their options are and what's the best option and and how should i do backup and and you know and

47:13 and take advantage of those things and let you know because they exist

47:18 yeah okay so curious to see ken what the poll results yeah i'm just gonna bring that up so it's actually pretty even

47:24 across the board but uh are you surprised by these results yeah i actually am a little bit right um

47:32 because while i shouldn't say that because i i don't know the profile of all the enterprise

47:37 uh customers but that's good to see uh if i'm an msp here i would be smiling

47:43 and say i need to get very aggressive at offering you know my service not just

47:48 from a traditional managed service i need to make sure i offer a co-manage so that the enterprise feels

47:54 that they're not they don't feel like they're losing control of visibility so whatever msps

48:01 are in this particular session should get very aggressive there i guess yeah

48:07 um you know in we we touched upon this you know quite a bit but i think you know it bears you

48:13 know worth repeating is you know the ai you know peace right so we have a number of questions uh regarding artificial

48:20 intelligence you know one from stanley chan you know does this ai require some

48:26 form of machine learning period and then uh jungnu kumari can strong ai become a

48:34 reality if yes when can we see it happening um ray what's your response yeah i'll start

48:41 off is that if you look at let's say ai machine learning right i mean i'm old enough to know that

48:48 about 30 years ago i was talking about ai machine learning a lot of those algorithms the problem is that we needed

48:54 like a phd in-house for every engagement uh to get some of these things required

49:01 the difference today is ken is that a lot of the complexity of that just like where peter talked about bae

49:08 on economic modeling simulation all of that is moving to the cloud whether it's

49:13 tensorflow or amazon machine learning so that you're able to have people

49:19 right focus on what questions do i need answer right create those input

49:24 parameters send it to the cloud right and it does the complexity so if you look at a a product like with misc right

49:33 this isn't rocket science in the past this is happening today

49:38 where it runs in the cloud and a lot of the complexities so that a customer

49:43 knows today what problems and where to identify and where to troubleshoot i mean those are

49:49 things that used to take us a lot of time to solve uh back then so that phd

49:55 capability of machine learning it's kind of like in the cloud and and it's accelerating at a much higher pace than

50:03 we've ever seen before uh from an application peter i don't know if you want to add to it yeah y'all add a little bit to it so i think you

50:09 know for one thing first of all what we were talking about today with missed ai with the win assurance those are turnkey

50:16 products um and they're developed in the basis of mist and of course you probably know

50:21 miss was a juniper acquisition pretty good good acquisition

50:26 um and so so that's a turnkey thing but you know one of the things just more generally you know ray was talking about

50:32 that um you know these these neural network algorithms you know these were around actually in the 1950s i mean it's

50:40 not there's actually nothing new not a lot new in terms of the the the

50:45 actual algorithms and the approaches but the problem was it was never impossible

50:50 to really implement them because of you know you need to have enormous amount of computing horsepower so what's really

50:56 happened is really two things one is the cloud right where you can put this stuff in the cloud two is horsepower now we

51:03 have a lot of computing horsepower so i mean you know everybody's used to using alexa

51:09 at home and and hey google and and stuff like that and that couldn't happen without the cloud it couldn't happen

51:16 without that that scalable horsepower even though people knew how to do it

51:21 years and years ago it wasn't practical to implement so basically the way to think about missed ai and when insurance

51:28 is just thinking about sort of like alexa it's like you don't have to you don't have to really worry about it it's

51:34 just there and it and it works and it's in the cloud and you know just makes life simpler

51:40 and i would just add um you know trying to be as vendor agnostic as possible ai you know is becoming a bit of a buzzword

51:47 um yeah in machine learning um and we have to be careful of whitewashing the term and um

51:53 be candid in uh with your vendors that you're evaluating sd-wan and ask them to take a

52:00 peek behind the scenes of what do you really mean by ai because i think if you start to compare

52:05 you know different solutions you can see quite a bit of variance across the spectrum and what

52:10 that ai and what that machine learning really means yeah that's a good point

52:16 a shock patel asks uh if sd-wan device already has a firewall function

52:24 then does the local branch traffic have to still go to another layer of the sassy cloud before

52:30 going to um a website or any cloud-based data center so that's a really

52:36 interesting question i'll let you think about that for a second so i'm not sure we talked we talked a little bit about security

52:42 today um sassy obviously is you know a really you know hot hot topic you know

52:47 in the market um ray uh i know we've been coming to you a lot you know i've heard these videos

52:53 yeah yeah yeah they're trying to understand the question a little bit but i think if i understand it correctly is

52:59 if they have a firewall already in-house do they need some other assets in the

53:05 cloud was that related to that is that a good way yeah that's how i would interpret it like if you look at your natively at the ssr right there are some

53:12 firewall functionality based into that technology and much of what the branch looks at for you

53:18 know for security can resolve about 85 percent of that but what what happens with the rest of the traffic that may

53:24 want some i guess next generation firewalling tech you know uh

53:29 capabilities yeah i mean i i think when it gets to security i always say

53:34 you know security is as strong as your weakest link right um so

53:39 uh and each customer based on their type of traffic and data really have to evaluate how much secure just like

53:46 disaster recovery right how much do you want to implement at a certain point but

53:52 uh having it from my opinion when i worked in wall street is we want it end to end so we have to have

53:59 enable security at the endpoint device and start from the end point and follow

54:06 the packet kind of like the life the life of the packet i would call it right and and as we follow the life of

54:13 the packet what points or area is that packet touching and do i need to secure it or not so i would always start to say

54:20 yes in the dmz zone in that area you want to have a level of security or some level of of encryption and then pass it

54:28 to whether it's to your corporate location or to your cloud location and then pack it from there but i don't know

54:35 if i'm answering the question correctly because i don't know if i understood it properly can yeah no i mean

54:41 peter good yeah i could add a little bit so i think that you know basically pretty much all sd-wan

54:48 solutions have some level of firewall built into them however that being said you know there's

54:55 a lot of additional security so some solutions have are more sassy kind of

55:01 integrated into the solution some of it's more cloud-based but also what we see a lot of especially for like i said

55:08 the bigger sites um is like a ucp device is being used where

55:14 you have the sd-wan software but then also maybe additionally on top of that

55:20 like a palo alto firewall or infoblox or some other kinds of devices and you know

55:26 this is a moving target you know so i mean i i would my for those bigger sites i think having

55:34 that kind of virtual architecture is good because then you can you can kind

55:39 of mix and match stuff for smaller sites they could be cloud-based right as long

55:44 as you have basic sd-wan connectivity to the site you can have those capabilities in the cloud so you don't have to have a

55:50 real expensive you know ucp device at a you know little tiny

55:55 uh branch office or retail store or something yeah no i appreciate that peter so um

56:02 yeah we're right we're running out of time here so i do want to just quickly plug um if you do want to see can you

56:09 guys see that by the way that this slide yeah i see it okay great so if you do want to

56:14 see a live demonstration of juniper's ai driven sd-wan solution

56:20 take out your phone scan the qr code in the upper right we do these bi-weekly here in north

56:26 america as well as in emea the next one actually is tomorrow morning in in

56:32 europe and then i think may 25th if i have my date correct we do give away um a oculus vr headset um so if you'd like

56:41 to register for that and like to see the demo you know scan the qr code in the upper right in the lower left juniper

56:47 has their ai um excuse me our global summit uh coming up in uh just a few days here

56:54 may 11th great opportunity to hear from execs across you know the juniper uh landscape about uh you know the

57:00 direction and uh the technology uh that we continue to innovate within in

57:05 driving optimal uh end-user experiences you know really that is the uh true

57:11 north uh for for for juniper products across the board um ray peter um thank

57:17 you so much this is but probably about the fastest hour um that i've ever been a part of we covered a lot here

57:23 today um let me just you know start with you ray any last takeaways uh from today's presentation yeah no i would say

57:30 first of all thank you and and more importantly thanks for all the questions i'm still gonna bid for the oculus i'm not gonna give up on that but uh

57:36 i think it was some very insightful uh questions from that point of view and i

57:42 would say for those enterprises that that join is to understand the concept that you

57:48 know you know there is a cost of doing nothing but there's opportunities to be able to address you know what we call

57:55 one 2.0 or the next version of sd-wan an opportunity to implement what those are

58:00 there so so thank you excellent peter any less takeaways from you yeah i mean i just want to thank

58:07 everybody for joining and i think it was a great session and and uh you know my area is economic modeling and and this

58:13 is a area we've put a lot of technology investment into and i would just encourage people you know when you're

58:21 looking at alternatives whether it's sd-wan or any other kinds of i.t technical solutions is look at

58:27 technology and look at benefits but also always consider business case

58:34 tco revenue etc roi um because the thing is that at the end of the day that

58:41 that's going to be uh that's going to be a very important part of those decisions

58:46 fantastic well on behalf of ray peter myself ken delobo product marketing manager at juniper networks thank you so

58:53 much for joining us today uh we look forward to helping you in the future drive those optimal and premium end user

58:58 experiences for both the end users on the network and for your it operators trish back to you thank you yeah thanks

59:06 guys uh this was great uh really quickly um everyone's asking how they can get in contact with you all um did we cover

59:13 that by chance i'll throw my email address up on on the screen here um if you have any

59:19 additional questions for both you know myself peter or ray i'm happy to field those and we can do everything we can to get

59:25 that information back out to you sure be great awesome i'm just going to give everyone a second here just to go ahead

59:30 and get a quick grab of your email there and then we'll go ahead and close out thank you everyone for attending we do

59:37 appreciate you all attending today's event and hope you found it as enjoyable as we did as ken mentioned today's webinar flew by

59:44 so we're definitely engaged with ray and peter today so thank you all so much for attending and have a great rest of your

59:50 day thank you thank you everyone thank you bye

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