Driving Business Value with Experience-First Networking

Introduction

0:00 [Music]

0:10 thank you

0:13 well thank you Jeff and uh I'll take it

0:15 any day uh let's see if we can pop some

0:18 slides up here I want to set some

0:20 context for the speakers that you're

0:22 going to hear from today and I want to

0:25 take a second and Define what we call

0:26 the AI driven Enterprise that's our

0:29 campus and Branch business you know it

0:31 is Wireless switching and routing

0:34 but it was formed when Juniper acquired

0:37 Mist four years ago and combined missed

0:40 Ai and wireless with juniper switching

0:42 and routing

The History of Mist

0:43 but if you want to understand the

0:45 perspective of the people you're going

0:46 to hear we have to go back a little

0:48 farther about 22 years ago Bob Friday

0:51 The Godfather of Wi-Fi

0:53 founded the most successful

0:55 controller-based wireless LAN system in

0:58 the industry

0:59 company called airspace

1:01 and Jeff and I were just smart enough to

1:04 go along for the ride leading sales and

1:06 marketing

1:07 but early in that Journey Cisco saw an

1:11 opportunity and acquired our company in

1:13 March of 2005.

1:15 and then our buddy Sadir who opened

1:18 things up he saw the light he left

1:20 trapeze and joined the team

1:22 and then sujay hajila uh who was running

1:25 Motorola's Wireless business joined

1:28 Cisco in 2010 when we had a billion

1:31 dollar business in Wireless and in four

1:34 years turned it into a three and a half

1:36 billion dollar business really

1:39 turbocharged Cisco's Wireless business

1:43 and during our period there we built the

1:47 largest what I now call Legacy full

1:49 stack controller-based Wireless Catalyst

1:52 switching ISR routing

1:54 product in the industry we're kind of

1:56 controller guys by heritage

1:58 but then in December of 2012 we're the

2:01 team that acquired Meraki the first

2:03 Cloud managed networking team

2:06 and then 18 months later

2:08 Bob and sujay stepped out to found a

2:11 company called mist

2:13 they had an opportunity to do something

2:15 Engineers rarely get a chance to do to

2:18 start with a clean sheet of paper with

2:21 everything they'd learned over almost

2:23 two decades and build the network for

2:25 the next decade

2:27 and they did it with strategic funding

2:29 from both Cisco and Google to build this

2:32 new network architecture

2:35 why did they do it what problems were we

2:37 trying to solve and by the way we were

2:39 smart enough to rejoin them on the other

2:41 side at Mist as well in very similar

2:44 roles

2:45 but as I as I look back now there were

2:48 two things that we were trying to solve

2:51 within a year of acquiring Meraki

2:54 we were running into two problems in the

2:56 market one customer's wanted to know

2:58 which one do I buy do I buy the Legacy

3:00 Cisco stack or do I buy the Meraki stack

3:03 and that was kind of easy we could tap

3:05 dance around that and say well depending

3:07 on what you want and things like that

3:08 pick one

3:09 the harder problem was customers were

3:12 saying to us you know what I really want

3:14 I want the power of the controller and I

3:17 want the Simplicity of cloud

3:19 and that's what we couldn't deliver and

3:22 that was 10 years ago so I did like uh

3:25 Jeff instead of chat GPT I asked Google

3:28 I said you know when do you sell Cisco

3:30 DNA controller and when do you sell

3:33 Meraki and I scraped this slide just two

3:36 days ago off the internet from one of

3:38 the largest partners that offers both

3:40 and I think they did the best job and I

3:43 ran this business for a decade of

3:45 explaining it and it looks exactly like

3:47 it did 10 years ago well if you need

3:50 great RF if you need great voice roaming

3:53 and location you better buy the

3:55 controller in DNA

3:57 but and so for your hospital and this is

3:59 the use case they're given here you need

4:01 to buy controllers and DNA and put it in

4:04 the main hospital but for your clinics

4:06 you want cheap and cheerful and you got

4:08 to manage a lot of them do Meraki there

4:10 and literally the prescription is to do

4:13 both in one Enterprise and I think many

4:15 people of here have heard the same story

4:17 it's either or pick your poison simple

4:20 or good and maybe do simple in your

4:23 remote sites and good in your campus and

4:26 we felt that was a bad solution 10 years

4:28 ago and we don't think it's the right

4:30 solution today

4:31 but then what really I think drove Bob

4:33 was this if a user in your Enterprise is

4:37 having an experience like this on the

4:39 network how do you know

4:42 and the simple answer is you know when

4:45 they call up I.T and complain and then

4:48 you start to react and Bob's simple

4:50 Vision was AI could do this we're

4:54 talking eight years ago AI could figure

4:57 out there is data in the network we

5:00 could know that that experience was bad

5:02 and then if we were really good we could

5:05 tell you proactively exactly where in

5:08 the network end to end from client to

5:11 Cloud that problem existed so turn this

5:14 thing around from a reactive I.T

5:16 organization to a proactive I.T

5:19 organization that spends more time

5:21 delivering business value and less time

Wi-Fi Industry Pivots

5:23 firefighting with stuff that nobody

5:26 enjoys

5:27 that's where mist and the AI driven

5:30 Enterprise came from

5:33 but I think it's worth now particularly

5:35 with what's happening right now in our

5:37 industry to step back and look at the

5:41 pivots we've made along the way Wi-Fi

5:43 started in the retail vertical with

5:46 companies like telzon and aeronet and

5:49 the 802.11 standards happened as a

5:51 result of retailers needing a way to do

5:54 mobile Inventory management but the

5:57 industry was transformed when Intel put

6:00 Wi-Fi on the motherboard of every laptop

6:02 made

6:03 and in a five-year window

6:06 every company you do business with today

6:08 except for mist was founded informed

6:11 every architecture was put in place

6:14 and what's really interesting when we

6:16 look back now

6:18 is that was before the smartphone

6:20 that's what really drove the growth of

6:22 our business the iPhone didn't exist

6:24 when this happened and it was before

6:26 modern cloud services exist that make

6:30 things like AI possible so these

6:33 architectures have been in place for a

6:34 while and then our view is that what

6:37 happened for a long period of time

6:38 wasn't so much Innovation on technology

6:42 but really Financial engineering

6:46 Cisco completed the portfolio aeronet

6:49 early on then airspace for the

6:51 controller then Meraki for the cloud

6:52 managed Network multiple portfolios

6:55 obviously Aruba taken by HP the Motorola

6:58 part assembled along with arrow Hive

7:01 taken by extreme and Ruckus sold a

7:03 couple of times since then but those are

7:06 the players then and now until missed

7:09 was formed with this vision of what is

7:12 the next generation of Wireless

7:14 networking in 2014 acquired by Juniper

7:17 to create this full stack for the

7:20 Enterprise

7:21 but now I think the most profound change

7:23 is about to happen

7:25 chat GPT is the most fast rapidly

7:30 adopted app in history I think it was

7:33 announced in December and by January

7:35 there were a hundred million users on

7:37 the app think about the power that

7:40 people are getting used to that AI

7:42 brings and now when we talk about Ai and

7:45 the network people are a little more

7:47 responsive to say oh maybe there's

7:49 something there and it's driving change

7:51 in our industry so large Enterprises for

7:56 the last 20 years have had one choice

7:58 which flavor of controller architecture

8:01 do you want do you want the Aruba do you

8:03 want the Cisco maybe the Ruckus you know

8:06 those are your choices and over time

8:08 this evolved from an access point and a

8:11 controller to access points controllers

8:14 sensors to monitor kind of sorta user

8:17 experience other sensors for location

8:19 services in the case of both Aruba and

8:22 Cisco another controller to control the

8:25 controller a DNA controller or Mobility

8:27 master

8:28 and then all these services that

8:31 somebody in it had to manage and pull

8:34 together and upgrade and update and

8:37 what's become clear to everybody is that

8:40 these things are complex they're rigid

8:43 they're the opposite of the devops

8:46 environment and they will not go to AI

8:48 you cannot get enough Telemetry into a

8:51 premise-based architecture to go where

8:54 we're going

8:55 so where everybody is aligned now is the

8:58 future of our industry as cloud and what

9:01 I'm here to tell you is Juniper is ready

9:03 now we're not ready for that remote site

9:06 that Meraki mastered in 2007. we're

9:10 ready for the largest Enterprises in the

9:12 world as Sadir said they're here today

9:14 and that's what I want to talk about can

9:16 we service the SMB at the same price

9:18 point as Meraki and Aruba absolutely can

9:21 we deliver more value you bet we can but

9:24 we can take every use case in Fortune 10

9:27 companies and we're doing that

Picking the Right Cloud & AI

9:30 it's interesting to see how the industry

9:33 is pivoting now Aruba held atmosphere

9:35 here one of the best shows in our

9:37 industry I think just two months ago

9:40 they were followed by Cisco in May at

9:43 the mobility field day and look how

9:45 remarkably similar their slides look

9:47 what they're talking about is Cloud's

9:50 really important to our business we're

9:52 in the middle of pivoting and

9:54 Transforming Our cloud from an early

9:57 stage Cloud to a Next Generation Cloud

9:59 maybe even a microservices architecture

10:01 we're struggling a bit Aruba was candid

10:04 on stage and saying yes I'm sorry for

10:07 the issues we've had with Central we're

10:08 working on it Meraki likened their

10:11 transformation to Flying an airplane and

10:13 overhauling the engines while you're in

10:15 flight they actually said that what

10:18 they're doing is difficult

10:20 while they're busy pivoting our focus is

10:23 very simple and that is accelerating the

10:26 vision that we've had for eight years in

10:28 the industry I don't think the right

Focusing on Outcomes

10:30 choice for you is to say how many

10:32 devices are on your cloud

10:34 a hundred thousand SMB APS sending the

10:37 same information to a cloud is not the

10:40 same as getting the Telemetry you need

10:42 in a large Enterprise and that's why I

10:45 also encourage you as to Dear said don't

10:47 listen to me don't listen to Jeff listen

10:50 to the outcomes that your peers in the

10:53 industry are getting because that's what

10:55 matters our goal with AI from day one

10:59 has been to enable you to deploy

11:02 networks faster at lower cost with fewer

11:06 mistakes than any technology in the

11:08 market there is a customer here that's

11:10 deployed as many as three thousand

11:12 access points in a single night this is

11:16 scale and automation that no one else

11:19 can match

11:20 but once you've deployed the vision from

11:23 the team at servicenow has helped guide

11:25 us is how do we eliminate all trouble

11:27 tickets in the network why can't we have

11:30 ai know that somebody's having that bad

11:32 experience and either fix it

11:34 automatically or root cause it so fast

11:37 we fix it before they can open a ticket

11:39 and I thank them for their vision and

11:41 guidance on that and let me tell you we

11:44 have made amazing progress on that and

11:46 for when the network can't fix it we

11:49 want to take the mttr the time it takes

11:51 you to resolve as close to zero as

11:54 possible and this is possible with AI it

11:58 is not hype and then the third thing we

12:00 want to do is once we get you the right

12:02 Network Foundation is how can we truly

12:05 contribute to better outcomes sidir

12:09 mentioned the largest health care

12:10 provider in the world is here in the

12:12 room and their Journey started with how

12:14 do we deliver a better patient

12:15 experience they innovated around an app

12:18 that looks like uber for a doctor or a

12:21 nurse to call for a wheelchair and see

12:23 it coming

12:24 this is really cool stuff I've met with

12:27 the CEO of Fortune 500 retailers that

12:31 want to figure out how to marry their

12:32 web presence with in-store services so

12:36 they can compete with other e-commerce

12:38 retailers when you combine location

12:40 services and context with an app you can

12:44 deliver real value but you need a

12:47 network that can provide that Foundation

12:49 that's what we're about so I challenge

Can Mist AI Really Make a Difference?

12:52 you to listen today and I know Sadir is

12:55 going to ask questions of the

12:57 Enterprises that will speak to you on

12:58 stage

13:00 does it really work

13:02 was it worth it managing your old

13:04 Network while you move to the new

13:07 network and you had to have two

13:08 workflows for supporting users let me

13:11 tell you what our users are telling us

13:13 the largest logistics company in the

13:16 world reduce the time to close the

13:18 trouble ticket by 96 percent before and

13:21 after a global rollout 130 countries

13:24 around the world these are not smbs I'm

13:27 talking about these are the largest

13:29 Enterprises in the world in production

13:32 with real results from AI

13:36 you're going to hear from the team at

13:38 servicenow so I won't steal their

13:40 Thunder but how can AI actually help

13:42 them in a race to zero zero trouble

13:46 tickets in the network and you're going

13:48 to hear from multiple customers that say

13:50 I'm not sure how it worked but we've had

13:52 customers running large school districts

13:54 that were dealing with many many many

13:57 cases that went for a year with no cases

14:01 it is possible to get there and that's

14:05 what we're counting on AI to do for you

How AI Delivers Business Outcomes

14:09 the formula looks simple

14:11 but no one else has replicated it yet

14:14 what we started with eight years ago was

14:17 this vision of getting enough Telemetry

14:20 from every client in the network in real

14:23 time to know about that user having a

14:27 bad teams call experience to know ahead

14:29 of time and then as Jeff said eight

14:32 years of development on AI algorithms

14:35 that not only try to do what your best

14:38 technician could do if they were awake

14:41 24 hours a day seven days a week and had

14:44 a sniffer next to every access point and

14:46 switchboard that's hard enough on its

14:48 own

14:49 but there are some things that even the

14:52 best human cannot do

14:54 they can't tune the radio resource

14:57 management of a controller in real time

14:59 based upon actual client experience the

15:02 way that AI can

15:04 they cannot catch a robot trying to do a

15:07 fast Roam and not succeeding on the

15:11 first time it happens with all the data

15:13 about why the fast drone failed and to

15:16 let you know that's happening in the

15:17 network human beings cannot do that even

15:20 if you can hire hundreds of them and

15:23 that's what these algorithms are about

15:24 this is how we're trying to help

15:27 we move to a microservices cloud this

15:30 was Bob's Vision early on he saw what

15:32 the founders of did Meraki did in

15:34 building their own cloud in 2007 and

15:37 said what if I used a modern Cloud that

15:39 would be AI ready and that's the

15:42 transformation that Aruba and Meraki

15:44 have ahead of them and this is the

15:46 foundation we need to deliver high

15:49 levels of reliability and yet agility in

15:52 the network where we're releasing new

15:54 capabilities every two weeks unheard of

15:57 in the wireless industry and then last

16:00 built into our access points everything

16:03 you need to do location services is

16:05 simple and easy to deploy something that

16:09 was theoretically possible before with

16:11 Wi-Fi but prohibitably expensive and a

16:14 science project every time this makes it

16:17 easy to deploy

16:18 who cares about location services we've

16:21 won two of the top five banks in the

16:23 world what is every Enterprise concerned

16:25 about right now after payroll their

16:28 number two expense is real estate they

16:30 want to know do I have too much too

16:32 little are my conference rooms being

16:34 used and yes a well-designed network can

16:37 tell them exactly that without sensors

16:40 and overlays hospitals have hired Chief

16:43 patient experience officers to get

16:45 better Medicare reimbursement rates by

16:48 delivering better patient experiences

16:49 the applications that we've seen the

16:52 leader in healthcare the Uber for

16:54 wheelchairs wave finding for the patient

16:56 in the hospital same thing in the

16:58 University campus same thing in the

17:00 retail store these are powerful

17:02 capabilities and then last to be able to

17:05 expose this entire set of capabilities

17:08 through apis

17:10 every vendor in our industry has an API

17:13 enabled architecture we can all check

17:15 the box no one else has a 100 percent

17:20 API enabled architecture when you start

17:23 with a clean sheet of paper where API

17:25 first everything you're going to see

17:27 demonstrated today we represent through

17:29 an API you can get the same data you can

17:32 integrate any way you want and

17:34 servicenow is going to talk about that

17:36 today so my point here it's about

17:39 outcomes and it's about outcomes in

17:42 Enterprises like yours not just the SMB

17:45 with three or 12 APS the people in this

17:48 room have hundreds of thousands of APs

17:51 on a single view of a cloud Network a

17:55 single dashboard that does it

17:57 and speaking of dashboards it's high

Focusing on Experience-First Networking

18:00 time that the industry give you a full

18:03 stack built for the large Enterprise

18:06 that gives you a single pane of glass

18:08 and One dashboard for Wired Wireless

18:12 sd-wan and NAC

18:15 but what I'm here to tell you and by the

18:18 way the power of this is more than just

18:21 buying from one vendor this now

18:23 completes that view from client to Cloud

18:26 one of the customers Fortune for that

18:29 inspired us to acquire a third

18:32 generation sd-wan technology and

18:34 integrate it with missed AI said Tom

18:37 this is one plus one plus one wired

18:40 Wireless sd-want equals 10. the impact

18:43 of getting this end-to-end view for us

18:45 is huge but what I want to say to you

18:48 and what you'll hear from users today is

18:51 dashboards are interesting but they're

18:53 not the future

Marvis Actions Capabilities

18:55 because you still have to poke around in

18:57 a single pane of glass why not let AI

19:01 bring you insights and translate that

19:04 into actions hey here's the things that

19:07 are wrong in your network right now that

19:09 I can't fix I can't fix your bad cables

19:12 and by the way we find a ton of them in

19:14 networks I can't fix the mismatch in

19:18 speeds or full duplex half duplex on

19:21 these clients but you can and here's

19:23 what you need to do and oh by the way

19:25 once we've served it up they're in the

19:27 bottom right conversational AI interface

19:30 tell me why sanjoy's team session

19:33 between 9 and 11 yesterday didn't work

19:36 well that's simple imagine your level

19:39 one help desk with this capability

19:42 imagine what it would mean to your

19:44 organization if we could do what we've

19:46 done with servicenow 90 of your trouble

19:49 tickets go away what if we could do for

19:52 the world's largest logistics company

19:54 the ones that are left we reduce the

19:56 time to resolve by 96 would that make

19:59 you happier with your network

20:02 I think it might

Juniper is a Leader in Wired and Wireless

20:03 so I'll close with this uh Gartner has

20:06 singled us out for the last three years

20:08 as a leader in the magic quadrant the

20:10 most recent year they put us to the

20:12 highest position in the wired and

20:14 wireless mq they also put us as a leader

20:16 in location services the two together

20:19 are magic and we are the only networking

20:22 company that's a leader in location

20:23 services just about everybody else in

20:26 that chart is a partner in our ecosystem

20:29 to provide these OT Networks

Taking the Leap to Cloud

20:32 and as you're listening to me and you're

20:34 thinking about it if you haven't made

20:36 the step yet you're saying wow this

20:38 sounds great but I have all this money

20:41 tied up in the network I bought five

20:43 years ago based upon a 20 or 15 year old

20:46 architecture and changing is hard I

20:49 can't rip it all out and be done like

20:51 MIT did in four months I'm gonna have to

20:54 live with both for a while and do I

20:57 really want to live with my old Network

20:58 and this new network and two different

21:00 workflows

21:02 what I want you to hear is you're going

21:04 to change your network anyway

21:06 you're going to move to Cloud no matter

21:08 which vendor you do it with what I'm

21:11 here to tell you and I hope the

21:13 customers that speak to you will Echo

21:15 this is we're going to make it easier

21:17 for you to do that than anyone else and

21:19 you will have two workflows you'll have

21:22 the old one that's hard and you'll have

21:24 a new one where hopefully we get rid of

21:26 most of the trouble tickets and simplify

21:28 resolving the remainder and there are

21:31 four ways we can get started one is we

21:33 can wait for your refresh your 6E is

21:35 logical

21:36 second is we can just put up your new

21:38 sites why put an old architecture into a

21:40 new building we can fix your trouble

21:42 spots that's how we started with

21:44 servicenow the pain points

21:46 or we can help you with business

21:48 transformation how one of the largest

21:50 banks in the world wanted to get a

21:52 handle on their real estate cost how the

21:54 largest health care provider in the

21:55 world wanted to change patient

21:57 experience with location services on the

22:00 network while getting a great Network so

Closing Statements

22:02 with that I'm going to Echo what sidir

22:04 said at the beginning don't listen to us

22:06 the customers are in the room

22:09 you're done with sales and marketing now

22:11 Jeff and I are off the agenda it's all

22:14 founders engineers and customers so over

22:17 the years before we introduce before we

22:18 do okay how many of you have never

22:21 deployed in your organization a missed

22:24 AP show fans

22:25 a few of you thank you very much no

22:28 that's not true uh are we preaching to

22:30 the converted so are we beautiful so uh

22:33 keep your hands raised if it's okay just

22:35 uh and and be okay there you go okay

22:37 very good first of all thank you for

22:39 showing up what I want you to remember

22:40 is when you come to a juniper event you

22:43 never leave empty-handed you may not buy

22:45 our APS you may not get stuff but uh the

22:48 gentleman there sitting there I I'm

22:50 gonna give you a jacket all you have to

22:52 do is tweet that I am at this awesome AI

22:56 in action event it is jam-packed it's

22:58 standing room only this is the best

23:00 place to be no you don't have to do any

23:02 of that we will come hand this over to

23:04 you but if you do tweet if you are

23:07 allowed to tweet by your organization

23:08 and if you can tweet please do tweet if

23:11 you do tweet I do have a jacket for you

23:13 waiting that's it it's really that

23:15 simple you could come grab this Marvis

23:17 jacket if all you did was on Twitter

23:19 said sudir looks great on stage or Tom

23:22 sucks no no no no get it the other way

23:25 around he he was doing great right up

23:27 till then whatever works but thank you

23:30 very much

23:31 [Music]

23:40 foreign