Karen Falcone, Sr. Director, Marketing, Juniper Networks

Three Keys for Managed Service Providers to Unlock the Economic Value of an Integrated Wired, Wireless, and WAN Offering

Industry Voices SD-WANWired
Karen Falcone Headshot
In this still image from the presentation, there are two text boxes side by side and one underneath that is shaped like a cloud. The text boxes are purple with white text. The headline reads, “Objective — Compare Juniper Solution with Alternative.” The text box below the title to the right says, “Juniper Solution: SSR SD-WAN with WAN Assurance; Mist AI wired LAN, Mist AI Wi-Fi, Cloud managed.” The box to the right reads, “Alternative Solution: SD-WAN (no AIOps), Wired LAN (no AIOps), Wi-Fi (no AIOps), No cloud management.” The cloud underneath says, “Cloud Management and AIOps provides significant OpEx savings.”

Service providers: Hear why AI is needed to unlock future revenue growth.

If you are a network service provider, big changes are coming to your industry over the next few years. In this need-to-know webinar, Dr. Ray Mota and Liliane Offredo-Zreik from ACG Research discuss how the Juniper Wired, Wireless, and SD-WAN driven by Mist AI™ could significantly increase service profitability margins and provide a vehicle for revenue growth. Watch now to learn more about how offering an AI-driven solution from Juniper can help your MSP organization deliver premium experiences for your network operators and end customers. 

Show more

You’ll learn

  • Key trends in the SD-WAN industry important for service providers to know 

  • How to create what Ray Mota calls a “virtualized business architecture” 

  • How to best adapt enterprise services for the home, and meet this emergent market opportunity 

Who is this for?

Network Professionals Business Leaders


Karen Falcone Headshot
Karen Falcone
Sr. Director, Marketing, Juniper Networks

Guest speakers

Ray Mota Headshot
Dr. Ray Mota
CEO and Principal Analyst, ACG Research
Liliane Offredo-Zreik Headshot
Liliane Offredo-Zreik
President, Principal Analyst, ACG Research


0:00 thank you for joining i'm karen falcone and i'm a senior director of marketing at juniper networks and i'd like to

0:06 welcome you to our webinar i'm very lucky today to be joined by ray moda the founder of acg research and

0:13 lillian alfredo a principal analyst at acg ray is responsible for the carius

0:19 strategy and infrastructure as well as sd-wan at the acg group and is a

0:25 well-respected expert in his field prior to founding acg ray held positions

0:31 as both an analyst as well as a network operator on a personal side ray holds 13 amateur

0:38 baseball world series titles and has coached at the professional level in october

0:44 of 2000 hispanicbusiness.com selected ray along with sami sosa and alex rodriguez

0:51 as one of the top 100 most influential hispanics in the united states

0:56 lillian is a principal analyst at acg and she covers the evolution of the broadband infrastructure

1:03 she works on research um discussing how broadband as well as other technologies

1:08 are driving a profound change in our world before joining acg lillian was

1:15 well known in the telecom industry holding various positions at time warner cable which was

1:21 instrumental in the launch of voice services as well as for defining a road map and infrastructure for converged

1:27 services lillian has an mba from harvard business school a masters in electrical

1:32 engineering from cornell and a bse from syracuse university ray over to you let's kick this webinar

1:39 off thank you karen and welcome everyone it's an honor to be here uh presenting

1:44 on this particular topic let me uh start off by sharing uh some screens here first

1:50 and it's good to be presenting with lillian who's also an expert in the cable msl space so

1:57 if we look at the the first half of the year and this becomes an important part for all the msps in the audience that if

2:04 we look at when we looked at the numbers in january first we know that you know uh over the last two years

2:10 before that the pandemic in 2020 had a global impact on gdp but then we see

2:16 that the imf and world bank over the last projection has had positive gdp growth specifically

2:23 if you look at 2022 in january is projected to be a global gdp about 4.2

2:29 percent and that led to a lot of positive outlook and a lot of

2:34 spending from not just uh service providers and telcos but also different

2:40 factors regarding enterprise we saw that wireline and wireless was projected to

2:45 be up uh one was about 4.8 the other one was about 9.6 but even enterprise i t

2:52 you know they were in a situation where they saw opportunities to justify the spending and the web scalers to google

2:59 the amazon the microsoft also sort double digit expansion so so that's where the year

3:06 started but one of the things we want to do is make it current right and if we look at the the current market is that there is a

3:13 little bit uncertainties when we look at the unprecedented macro climate and and some of these numbers are recent we're

3:19 seeing uh in europe the geopolitical instability that's going on we see in

3:25 the u.s civil unrest and we're seeing inflation rates that literally are what

3:30 we call third world level countries inflation rates and even interest rates we see that we're getting uh interest

3:37 rates for the point that they need to react to slow down uh the economy and then we have the global supply chain

3:44 issues and and just recently we saw that the global gdp has been

3:49 downgraded to about 2.9 and inflation rate in the us

3:54 uh it's projected uh to be about 9.1 and the cpi is going to be announced today

4:01 and that's the highest has been in 41 years now the the reason i bring that up is because it becomes an important

4:07 factor when it's related to managed service when we look at managed service from the perspective of when is a good

4:14 opportunity for managed service to accelerate is that any time there's the perceived

4:20 uh implosion of economic concern enterprises tend to focus more on their

4:26 core competency so if they make shoes they make tables they end up focusing more on that which creates a tremendous

4:34 opportunity for msps to go in there and say let us handle the rest for you and

4:40 you focus on your core competencies so what we're seeing is that from an enterprise perspective they're

4:46 accelerating the digital transformation at a rate that we've never seen before

4:51 so they're developing these digital assets and mapping it to existing process or newer process in order to

4:58 provide a much higher level of customer experience because from the executive

5:03 level they spent so much money to acquire the customer they need to be able to maintain that customer but while

5:11 this is all going on we're seeing security attacks and ransomware and cyber threats still be top of mind for

5:18 executive so security is as strong as your weakest link and that moving up in the supply chain but we're getting a lot

5:25 of enterprises uh literally looking at how do i automate much of my tasks how do i bring

5:32 more intelligence and whether i partner with an msp how do i find an msp that i trust that could give me a level of

5:38 control and visibility so so even though there's economic uncertainties msps can

5:44 identify an opportunity in that area and if we look at sd-wan sd-wan it's not new

5:51 right that the concept is not new but the concept of bringing automation and ai to it is a new factor

5:59 in focusing on operation you know and creating more profitability because if we look at from a projection point of

6:06 view sd-wan is projected to be about 3.6 billion dollars in 2023 and

6:13 we're seeing that in north america it's the primary gist of the market in overall america it represents about 50

6:20 percent but we're seeing asia pac and emea have a double-digit keger growth

6:25 and the use cases that we see from a lot of the enterprise is is hybrid cloud because of the efficiencies to be able

6:32 to say i've got a primary mpls link i got a secondary let's move the secondary

6:37 mpls link into a layer 2 or broadband connections and do the savings for that

6:43 area but also having application visibility in what we call cloud-friendly applications and then

6:49 another one that's important it's not on just on a cloud-friendly application but also

6:56 what we call fast connectivity whether they want an lte or 5g connection in

7:01 case it takes too long to provision the fiber or the connection for that they

7:06 can bring up a branch office for retail or for oil refineries so we're seeing

7:12 tremendous opportunities but the new thing with sd-wan is this concept of

7:17 bringing ai and more automation to it right so so as an msp

7:23 what you should do is focus on what we call creating a virtualized business architecture right and and for this

7:30 virtualized business architecture is you don't just focus on connectivity and the

7:35 underlay right the underlay is where where you're very strong at right in

7:41 that area but look to see who you can partner with from a cpe kind

7:46 of discussion usually when i get involved i get involved from the end points and work my way up from there

7:52 because i literally talk to a customer says what problem are you trying to solve right and then from that area

8:00 you need to look at sd1 what we call as a platform for innovation i mentioned

8:05 that uh sd1 is projected to be about 3.9 in 2023 well if you look at additional

8:12 applications whether they're security applications load balancing application

8:18 any of those additional some people call them vnf some people call application the size of that number is three times

8:25 to four times the number that you see in sd-wan so look at it as a race to own that

8:31 platform with sd-wan and be able to add and provision these

8:36 new value-added services that in many cases brings a higher margin for you and

8:41 then what you should do is project what your tam is what vertical focus what your pricing profitability and be able

8:48 to maximize that and then be able in the left side map to say which vendors are

8:54 able to get me to market quicker which vendors are able to optimize my cost and

9:00 which vendors are able to give me or increase my tan for that so this becomes an important architecture now i usually

9:08 when i get a discussion i usually get the call saying well ray i've i've got automation and that and and the problem

9:15 we see today is that we see what we call way too many silos of automation right

9:20 and they need to re-examine the capabilities because you're not gaining the full benefits and

9:26 i think this is where ai comes into play in creating this

9:32 cross-domain type intelligence that you could have automation across across the main

9:39 concept there so there's opportunities for enterprise and msps need to be able to move at this faster rate to react

9:47 because the enterprises are accelerating it used to be when i talked to these enterprises about digital transformation

9:54 it used to be just slidewear now they're actually calling and saying how do i move this much quicker

10:00 and different verticals are moving at a much faster rate so so this concept of

10:06 ai ops i think it becomes an important concept because when we talk to

10:11 msps or we talk to enterprise you know when we look at traditional automation on top of

10:17 the silos of automation there seems to be a lack of security lack of visibility and insight and understanding the data

10:24 and not enough real-time uh visibility to be able to make decisions so this new

10:30 ai concept is able to allow them to scale while not compromising any

10:36 capabilities moving forward right if we look at what the tm form kind of broke

10:41 it down into four categories they said with ai into automation tools you focus

10:47 on customer experience and and it's interesting because customer experience is becoming a higher and higher priority

10:55 at the executive board level so there's the up parts about reducing the op-ex by

11:00 using closed-loop automation increasing the performance and reducing the number of outage we just saw some recent ones

11:07 in in canada uh for that but then also creating level of efficiencies from day

11:13 one all the way to ongoing because it's not just the onboarding process it's the

11:18 ongoing maintenance of supporting in the life cycle of your system so so taking a step back moving it up a

11:26 level as you do this right for the msps of the audience they need to be able to

11:31 create some type of demographics for that area and be honest and have

11:37 integrity to say these are the particular markets whether i focus on large enterprise whether i focus on smb

11:45 and then identify the employ rate per century but then understand or get a company that's able to understand your

11:52 demographics and say in the markets that we attack what is the propensity to buy

11:58 and what is the willingness to pay right and once you identify propensity to buy willingness to pay you're able to

12:05 develop these services much quicker but then from an enterprise perspective be

12:10 able to offer a level of discount that these enterprises expect and a level of visibility and control that they expect

12:17 so so this is something that becomes important if we look at i just talked about the second half of some of the uh

12:25 macro climate is that if we look at present mode of operation today if if you don't bring level of ai ops

12:32 into your delivery of the service capital intensity is projected to be up

12:38 17 so that means regardless if you don't do anything the cost of doing business is

12:44 going up without implementing the level of intelligence and the level of efficiencies that will not only impact

12:50 customer service it would impact profitability on your overall service

12:57 so one of the things that i want to shift gears to is that we we i want to talk about some economic

13:04 modeling because it's always good to talk about technology but if you can't map technology to economic benefits or

13:12 or outcomes for that piece you're just talking technology for technology so you can and and realize this is a

13:18 hypothetical you can contact your juniper rat where they subscribe to

13:23 uh the bae software you could do some economic model and go further into that but for this hypothetical what we wanted

13:30 to do is compare present mode of operation when the service you're delivering

13:35 versus some of the juniper solutions and realize these could be a combination of any of the products we looked at their

13:41 their ssr uh product we looked at the uh the

13:47 the misc and then the cloud vantage solution and then what would it be compared to when you don't have ai ops

13:53 capability built into it right so so as we look at some of the models there the

13:58 products that we use we use um the junior for ssr which brings a level

14:04 of of when insurance brings ai uh nl it has all the data insights and has a

14:10 cloud so that focuses on the wan connectivity and then we have the missed products from an ai wireless and the

14:17 mist from the ex switches so by combining these two solutions together you're

14:24 you're able to offer a complete area of addressing a managed service not just in

14:30 manage when there's a new area that's picking up steam which is managed land

14:35 as well and the market for that is about a 45 billion dollar market in the next

14:41 five years which is which is huge so by doing this being able to deliver

14:46 these services and simplify the operations and be able to have intelligence that can help you point and

14:52 remediate the problem was the purpose of doing this model right so with the

14:58 with the bae system we decided to put in you know all these parameters compare it

15:04 to present motive operations and and the bae system is for anyone that's using excel to do

15:11 any economic models on i.t networks or or any complex should be considered vae

15:17 and and again you can contact uh juniper so they can actually customize a model

15:23 for you and not only customize a model for you also tell you what the opportunities in tam and based on your

15:29 pricing what your target profitability is right so so if we look at this when you do a model you have to decide who

15:37 are the tenants what are the tenants they stock for uh these tenants need to connect to some endpoints and these

15:43 endpoints need to be able to connect to some services and then these services connect to resources and then these

15:50 resources reside in uh in a data center the cloud from that capability and when

15:56 you do these particular inputs right from that area you're able to to able to

16:01 look at and create a model that you're able to create outcome and if we look at some of the opex uh assumptions from

16:09 when it gets to onboarding from day one uh all the way for that through we've

16:14 seen a tremendous amount of benefits when it looked at identifying labor cause and other things associated with

16:21 replacement and ongoing management and and and that piece of troubleshooting

16:27 and we've seen initially that it resulted in about a 90 reduction in the labor cost so if you're

16:34 not doing ai ops you might question well 90 seems high i've seen some cases that it's even

16:40 higher and your case might be lower again work with juniper to customize what those numbers are and if we look at

16:47 it from a tco perspective we've seen that comparative present mode of operation

16:53 overall when you start looking at wireline wireless and sd-wan with the ssr we're seeing

16:59 uh 85 percent opex saving and an overall tcl savings and on on the sd-wan when i

17:06 talk about it juniper offers the tunnel free type capability was all to address

17:11 some of the bandwidth efficiencies so you see from an economic perspective

17:16 there's benefits across the board from the payback period from the roi

17:21 and in the margin because again you spend so much money to acquire that

17:27 customer a priority is how do i maximize that customer how do i go deeper and wider and how do i maintain

17:34 that customer to increase the lifetime value of that customer so so for now what i

17:40 like to do is shift it over to my colleague lillian lillian

17:47 yes thank you ray and hello everyone thank you for making time uh rey you want to drive

17:54 the slides okay thank you um yeah so ray talked about

18:00 aiops he talked about managed services and importance of uh managed services in the enterprise i

18:07 want to talk about how we're going to a new paradigm where some of these enterprise grid solutions are going to

18:14 be delivered in a home in the residential environment and what does that mean for

18:22 operators who serve these um this market and what are the opportunities um so as ray shared we

18:29 talked about digital transformation i think now we're talking about digital acceleration um during the pandemic

18:35 we've seen a momentous growth in in transformation things like

18:41 activities that usually would take 300 and some days happen in about

18:47 10 days because of course based on need

18:52 we see now hybrid is the new normal work from home is the new

18:58 normal hybrid work models healthcare is going hybrid and other

19:05 services and different verticals as well what is also happening specifically in

19:11 the last mile is massive investment in broadband deployments

19:17 uh across the world and certainly notably in the u.s because

19:22 everybody realize that broadband is an essential utility um and people who don't have it

19:29 are at a significant disadvantage we all have uh been made aware of the disparities in

19:35 education in healthcare and other services certainly work from home as

19:40 well and i'll share some information about that um and so what you're gonna

19:46 what you're starting to see is that mission critical services are delivered in the home um you know

19:53 healthcare is a huge area of innovation in this space and we'll talk about some of the uh this in uh in a few minutes uh

20:00 certainly work from home requires a different level of reliability that you know somebody who's uh you know just

20:06 streaming and so on so um so what we uh are going to just to

20:12 need are new solutions for the home environment new business models and so on because if you think of the

20:20 traditional model where a service provider is delivering broadband and some other services and being paid by a

20:26 subscriber now we're going to see that maybe the paying entity is not the

20:31 person who lives in the home but maybe a company an enterprise or a

20:37 health care provider or a health insurance company and and so on

20:43 so there we might be seeing very complex building models and so on and of course

20:49 the complexity of these services that are going to be delivered in the home are going to require a different

20:56 set of capabilities that don't exist today and certainly will need very sophisticated

21:02 capabilities in terms of service management and so on which are going to be emerging

21:08 and the the operators who serve the last mile are if they get this right they

21:13 have a tremendous opportunity to capture here next slide please

21:19 just a quick glance of some glance into some of the investment and broadband uh um deployments

21:26 uh the us certainly is leading the pack with 73 billion over that actually

21:32 the beat program um is broadband equity and access that was born in november 21

21:38 by as part of the infrastructure a bill that was passed by congress

21:45 uh that's about 42.5 billion dollars and in addition to what you see here in the

21:51 in the u.s there is about 14.2 billion dollars as part of the affordable connectivity program which is more of a

21:58 subsidizing demand subsidizing providing subsidies to subscribers who have a demonstrated need

22:05 who cannot afford a broadband based on some income criteria and and so on and you see the investments happening in the

22:11 rest of the world so what this is doing is driving massive um

22:16 activity in terms of deployments by existing operators but also a lot of

22:23 entrance next slide please ray um so you know for example certainly we'll

22:28 talk about cable because that's sort of the focus of of this talk but certainly you see a tnt uh committing to deploy 30

22:36 30 plus million fiber passings over the next few years um you see municipalities uh like

22:44 baltimore city city of baltimore deploying their own or planning to deploy their own fiber um

22:51 and and so on and certainly fixed wireless and satellite uh low uh

22:57 uh low orbit uh leo uh satellite orbit satellite technologies as well so cable

23:03 actors are doing massive deployments here um you know greenfield certainly they're adding passive optical

23:09 networking to supplement their existing infrastructure which is fc the hybrid fiber uh coax plant that they traditionally um

23:18 have have uh uh operated um you know they're looking to expand and in some cases overbuilt in

23:25 some areas um they do have some advantages because they have

23:30 fiber and power in the access network and of course they're introduced a lot of technologies and capabilities to

23:37 enable those expansions next slide please right

23:43 so just to talk about some of the services delivered in the home

23:49 i don't really need to talk much about work from home we've all done it we're doing it as we speak um

23:55 but um you know healthcare has seen a momentous shift over the past couple of years some of these things that you see

24:02 here are actually not new um you know we started with of course telehealth but agent plates has been um

24:11 something that people have been working on for a number of years uh which is senior people have it wanting to stay in

24:17 their home and receive solutions that enable them to access the

24:22 the healthcare but general care that they need and to have some monitoring to prevent for fall prevention medication

24:28 adherence and things like that and of course we've seen the unfortunate situation with uh nursing homes during the

24:35 pandemics so that even gave a bigger boost to to this trend uh chronic care management

24:41 uh sadly about 50 percent of us adults have hypertension

24:47 um and significant portion of the population um diabetes

24:52 um and it's uh clinically proven that some of these services um yeah people need to monitor these

24:59 conditions on a regular basis not once a year or twice a year when they see their doctor that's whole research that the

25:06 healthcare industry is doing and so these are some technologies now that are used in the home that it's a called

25:13 remote patient monitoring which is an exploding space home hospital is actually something that

25:19 um was something started about 2016 and this is about delivering acute care

25:24 level of care even instead of going to the emergency room having people stay in their home particularly in rural areas

25:31 where there are not a lot of hospitals and so this is for example you can see

25:36 um a less qualified or less a less trained

25:41 healthcare professionals like like um um you know ambulances and so on delivering

25:48 ems liability services delivering care in the home but but they're they're actually

25:54 have a remote remote higher expertise

26:00 doctors and so on uh giving them guidance and so on in real time so you can see how some of these services will

26:06 require much more different services of course gaming streaming and

26:12 you know metaverse that's uh beginning to be become the new thing right now so you can see how

26:18 uh the infrastructure and the home the type of services the type of management of these services the type of

26:24 intelligence are going to have to change and um [Music]

26:29 i think there's an opportunity here for a significant amount of innovation and next slide please

26:35 um so just a few points about healthcare significant growth this whole trend of the healthcare

26:41 moving to the patient is something the industry is is very very committed to and i think you've

26:48 seen also um you know the regulation is beginning to align and of course

26:54 healthcare everything is about regulation and there were some temporary reliefs

26:59 in terms of regulation that were put in place during the pandemic some of them are actually going to become permanent

27:05 uh and there are a lot of debates right now between you know and congress

27:11 cms which is the center for medicaid and medicare and other uh entered government entities are trying to figure out the

27:17 regulatory environment going forward for enabling these services at home

27:22 but it is an exploding area you can see the kaggar and the size of the market and this is the u.s alone

27:29 it's generally estimated that the us is about four years ahead of the rest of the market or of course you know maybe

27:35 some some other parts of the market uh we talked briefly about the two the three areas major areas although there

27:41 are others hospitals more home hospital agent plays and chronic care

27:47 thank management um next please yes thank you um in terms of work from home uh you know i don't

27:54 really need to um talk too much about this um 25 percent of professional jobs

28:00 in north america will be removed by 2022. most companies think that hybrid is part

28:06 of their um method of oper operation and i think

28:13 employees increasingly expect it so we can just move on because it's something we already know

28:19 right uh so we started to talk about this and and and back to some of the things that

28:25 that trey was was talking about um we're talking about very complex services that need to be delivered in

28:32 the home uh you know certainly reliable broadband um in upstream and downstream cable

28:38 traditionally has been the cable plan has been more focused downstream because that's um

28:46 what the initially the plan was more designed for for that although there's a lot of work going on to provide more

28:52 upstream bandwidth in the industry right now um you need wi-fi coverage across the home not just

29:00 not just uh any wi-fi it has to be intelligent wi-fi managed wi-fi because now you have a

29:06 a patient who needs to have this um accessibility to to broadband anywhere

29:11 in the home um and that's it that's going to be a huge deal going forward and some of the services that

29:16 traditionally were you know born for the enterprise may need to be tailored for a home

29:22 environment some applications will require some guaranteed bandwidth you know and you know everybody talked about sd-wan

29:29 um you know wireless backup again some of the uh capabilities that an sd1 kind

29:34 of capability could enable in a home environment um you know we talked about installation

29:40 can become very complex and now we're talking about um um you know installation of very complex

29:46 services monitoring uh upgrades uh change management and so

29:51 on and now we have not just the telecom services but there could be integration

29:56 with some other services which could be healthcare or some other industry-specific services

30:02 that have to be integrated and managed and and and so on um and of course uh predictive

30:09 uh predictive maintenance analytics all the things that ray talked about in terms of ai ops although

30:16 you know of course we're a long way from being at that level i think this is i see the direction of it's more of a

30:22 direction of of the industry um you know clearly zero trust you know high levels of of

30:30 security um you know edge compute and and so on and so

30:36 you know i think um what's important here is that

30:41 there's going to be a significant amount of change and innovation and um

30:47 if service is evolving very rapidly so this is

30:53 certainly one of the key um you know drivers for managed services

31:01 and certainly of course for software uh kind of enabling infrastructure

31:06 that needs to be enabled these services as well um

31:13 the the the move from by the healthcare industry to deliver services in the home is

31:18 certainly driven by medical needs what's right for the patient but it's also about cost

31:24 and you know there are studies that say that about 30 of a hospital

31:31 operating um uh cost is the plant itself you know

31:36 maintaining the building and all the equipment and so on so you can start to see how there's a tremendous amount of

31:42 savings plus the studies say that patients being treated in the home can heal faster and so on so that's again a

31:48 great outcome from a healthcare perspective but it's a lower cost as well so delivering

31:55 lower cost services in terms of capex and opex is

32:00 very important in the home and of course a good customer experience and you know in some cases this this is there there's

32:08 going to be um not just uh you know looking at nps courses on we're going to be talking

32:13 about slas uh because again some of them are um uh

32:19 mission critical kind of services so we're gonna see the need for more agile

32:25 solutions delivered in the home um ai and automation

32:30 and um you know reporting and and and so on uh

32:37 they're in the home uh next like this ring um thank you yeah so i think we've talked a

32:44 bit about this the ability or or the need to adapt

32:50 existing in some cases existing services and capabilities to a new environment

32:56 um i think uh that's a big big undertaking there's a lot of work going on

33:02 um the industry cable industry is doing a lot of work in this space already at the at the

33:08 more the cable labs and scte to understand the need and the requirements and try to start to think of some of

33:14 these capabilities and how to deliver them and what they mean and so on uh so there's already some some perimeter work

33:19 going on um and you know back to the pyramid that ray shared where he says at the bottom

33:26 there's a 66 million home uh small businesses you know maybe that pyramid at some point is going to be

33:32 extended with a layer larger layer at the bottom which is a home clearly we're talking about

33:38 initially a small penetration here this is not going to be um

33:44 overnight a big market but i think this is the time to to to innovate and start to think of

33:50 these solutions and of these services and what uh what's needed going forward

33:55 and so this is the the broadband operators who serve the homes are in a great

34:00 position to deliver this but they have to work with their vendors and the vendors are this is a great time

34:05 for vendors to innovate and some create these services and working with the operators to satisfy this need

34:13 next slide thank you um and just to note that all

34:18 of the things we're talking about here some of these services are not new to the cable industry so certainly this is

34:23 a quick snapshot of some of the managed services they already deliver um you know

34:29 managed wi-fi managed sd1 managed security minus routers and so on so the point is the enterprise is already has

34:36 all the complexities uh and the need for uh for service uh managed services that

34:41 trade has talked about so there's already a lot of capabilities in industry in uh at least

34:48 in their business segments to create to deliver some of these services and now this is gonna be start to think of how

34:54 we can take what these services and move them to a new paradigm uh

35:05 um just finally a couple of thoughts um back to afra talking about ai it is

35:12 going to be at the fundamental run time of everything we do so

35:18 um you know this is the future and i'll submit to you that i think

35:25 typically the broadband interest things of business and residential as two separate uh businesses or business lines

35:32 i think those lines are going to blur and i think there's going to be a lot of cross-pollination between the two

35:37 the two um segments these two segments thank you

35:45 great thanks ray thanks lillian that was that was really great information we totally

35:50 appreciate it i do have a few questions from the audience if if we have a bit of time so let's we'll take a few if we can

35:57 do that um there's a there's a handful kind of across the same thing so i'll sort of

36:03 sum it up for you but folks are wondering you know in terms of

36:08 msp delivered or do it yourself what does that look like like what's the percentage of enterprises that are

36:14 looking for managed service um who's doing it themselves is there a geographical component to this do you do

36:21 you have any feeling around that you know that's a question that i get quite a bit you know often especially

36:28 for the larger enterprise i have a certain level of skill set so i'll start off initially by saying that

36:34 if you look at the origin of sd-wan it initially started as a diy concept

36:40 right where a lot of enterprises weren't happy with the level of operations and

36:47 management they were getting from their msps and they thought that um you know that sd-wan could solve that

36:53 but what they realized is a lot of them didn't have the skill sets and it was more complicated than it was so yes it

37:00 started out initially as a diy but what started happening is it was too complex for them to do which created a

37:07 tremendous opportunity for the msps to say we know how to build scalable reliable secure networks in

37:15 that area so uh right now we're seeing the numbers that it went from almost 100 percent

37:20 were started diy to only about 17 or doing diy uh so yeah yeah so it's

37:28 moving very very rapidly and i think with some of these uncertainties that i just talked about with these macro

37:34 climates that number's accelerating even more and more and and i i think that

37:40 discussion is it's changing to a little bit like hey here's the challenges that i have not whether i want to do diy or

37:47 not how could you help me offset some of these challenges there that makes sense but that's a that's a

37:53 higher percentage than i thought but that's that's great to know um there's a couple of questions around ai so i'll

37:59 i'll start with ray and then maybe um lillian since you ended with your discussion around ai maybe we could get

38:05 an answer from both of you but it um it's largely around the idea that ai is

38:11 becoming more mainstream and you do you both see that happening and lilly and

38:16 you refer to it so obviously you do um does it only relate to sd-wan and does

38:22 it relate at all to your tco that you um we're talking through so ray i'll start

38:28 with you and then lily and you can you can give us your thoughts after sure i can start off and it's a it's an

38:33 important question because if we look at the concept of ai artificial intelligence right those algorithms

38:40 we've been using those back for the last 30 to 40 years right so many of them are still being used today

38:46 the difference is is that a lot of the complexity before you need it like a phd in-house to

38:54 actually implement those within your organization now a lot of a lot of that complexity is moved to the cloud so

39:02 these enterprises can focus on what the input parameters are what problem they're trying to solve and bring it up

39:09 to the cloud and it'll do the simplification for them so we're seeing

39:14 ai not just in sd-wan we're seeing in all sorts of innovation sd lan we're

39:20 seeing it for security for like things with miss on how to troubleshoot to identify and remediate the problems

39:28 quicker and i think because of this cloud concept has been able to implement at a much faster rate that you don't

39:35 care what the algorithms are you say this is the problem that i'm trying to solve which solution could i implement

39:41 best for that and i think because of this digital acceleration we msps need to make it transparent for the customers

39:49 and when we look at the models you look at those those opex savings right was about 90

39:55 plus and you i'm usually the conservative person when it gets to tco right uh and

40:01 it was 90 that's the level of efficiency that you could gain when you start looking at what your labor components

40:07 are doing it yourself and even managing yourself from uh from a msp perspective

40:15 thanks lillian yeah in terms of cable um i think i see this more directionally happening um

40:22 so if you think of the existing the traditional infrastructure of the cable industry is much more of a hardware

40:28 based you know um specialized components with manual snmp

40:35 and cli and so on to manage but but what's happening driven by the need and

40:40 of course the development of the market and what's happening in the issue overall you're seeing a lot of move to software and this whole move towards

40:47 what what the industry calls the distributed architecture so they're moving you know a lot of them keeping

40:53 the software in the in the center of what's the equivalent of the center office which is called the head-end and

40:59 removing some of this physical layer to the access network and now what they can do now that it's software you know back

41:05 to what ray was talking about it can you know it can be run in the cloud and now you have some of these capabilities to

41:11 you know i wouldn't call it yet ai i would call it more ml uh you know it's it's directionally going there but of

41:17 course ai needs a lot of data right you know you can't just get there right away you

41:23 need a lot of um uh data uh it just starts with but a lot of

41:28 i see the vendors creating some of these solutions and i see some operators themselves

41:34 creating like an example as comcast talking about predictive predicting faults and repairing fall

41:40 before they happen and so on and so forth so it's definitely the trend it just it just gonna take some time

41:46 because you know in in terms of you know the enterprise tends to move faster but in

41:52 terms of the the operators you know you have all this um it's not just having the technology is

41:58 how to use it and methods and procedures and it just takes time to propagate through through the company so it just

42:04 takes more time but it's the trend is definitely there excellent thank you and i think i get this question every

42:11 time i'm on a webinar but ray for you are you seeing any impact of the from the global supply chain issues are there

42:18 is that sd-wan is it is it impacting managed services ai have you seen um any

42:23 follow-up from the global supply chain issues i mean there's there's there's points of it where you know you look at

42:30 certain traditional routing and stuff like that where things are used to take 90 days are taking like 300 days so it's

42:37 a valid concern but i think that even validates the point more

42:42 of moving to this software uh type concept right so that you can

42:48 focus on on somewhat of being agnostic of the hardware or cpe device like if you look

42:55 at the ssr from that perspective becomes this software component that offers a

43:00 variety of cpe type connection so that gives the flexibility for an msp that if they're

43:07 dealing just with one vendor hardware only they don't have a much flexibility from the cpe side so so i

43:15 think if anything with the msps in the group this movement to software uh and

43:21 finding vendors that could support multiple becomes an important concept to address it but it's a valid concern

43:27 though yeah if i may add because i've done a lot of research on this in terms of the cable

43:33 industry it's definitely transformative and it's a big problem because cable is notorious for having a lot of

43:39 industry-specific components um and so what i'm seeing a lot of end of life of some older equipment

43:46 and a faster move to software you know like we talked about now you have multiple sources for

43:52 like off-the-shelf server it's different when you have this rack that needs this very specialized components and so on so

43:58 and then it's it's an unfortunate situation but it's in a way i hope it's driving this move to software and

44:05 virtualized solutions even you know faster yeah that makes perfect sense elaine

44:11 thank you and i think we could probably take one more question and so ray there's there's a few questions on the

44:18 economic modeling that you did so can you just give us a little background on

44:23 you know what was your methodology um and and you know how do we access information like that and and and what

44:30 where are you you know what tools are you using sure yeah i know i mean and i probably should have mentioned uh you know we've

44:37 done some white papers on this which juniper will be able to share provide the links to the the people that have

44:44 registered we've done it on the enterprise and an msp point of view we've even done a technical detail on

44:51 the tunnel list type offering where it gets into the advantage of that piece so in those white papers we get into the

44:58 value and how the models were created everything so total transparency so it's worthwhile for the audience to to

45:05 request those now regarding the model we acg a few years back we developed an

45:11 economic modeling too because what we started seeing in the industry is that you know doing economic models

45:18 especially when you start looking at ai automation virtualization software doing

45:23 it in a traditional way in excel which doesn't have regression tests is a tabular format by the time i walk out

45:30 the door that tco it's outdated and it becomes very difficult to maintain for

45:36 the msp so they're like hey karen i want to expand my tam to add this vertical um

45:43 or expand to this region or these cities building that and to maintain it becomes

45:49 very difficult so with this tool they're able to build these economic models in a

45:54 matter of seconds or minutes compared to months where before when they build these

46:01 models because we have all the juniper libraries of their solution and they could just drag and drop and decide what

46:07 tenants what regions what resources are needed and literally be able to address

46:13 the tam question the profitability question and the solution question and engage with the customers to maximize so

46:20 that's a subscription license i encourage everyone to reach out to juniper to do a customized

46:26 model under the bae system therefore yes i i do as well

46:32 um we've had lots of lots of um customers positive feedback on on the

46:38 tools that we're able to leverage with ray and so that that's a great program that we provide and you know what karen

46:43 one thing that i should have added too is that when it gets to modeling sometimes it's scary to some people

46:48 right they're either engineers or they're technical is the methodology question on how you do

46:54 it normally you're fumbling around it's a now it's a visual way it's a visual way where you see

47:01 everything is connected to it so you're able to explain the economic model to any customer

47:07 visually and the outcomes are visually so it so it does simplify the the concept of of developing these

47:14 complex models it does it definitely does all right well i'd like to thank you both and i'd

47:20 like to thank all of our attendees here we um we're at our time limit and um so

47:25 please re reach out to your juniper um sales rep or account manager if you have

47:30 any interest in in learning more about what we talked about here and we thank you all for coming thank you to ray

47:36 thank you to lillian and look forward to the next time take care everybody thank you everyone

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