Juniper Networks Customer Momentum by Vertical and Partner Momentum

0:09 or let me take you through the absolute

0:12 final session uh but probably uh for me

0:16 the most gratifying as a juniper missed

0:19 employee uh just bringing this

0:21 technology to Market I'm going to talk

0:23 to you about the customer verticals and

0:26 the momentum we're seeing in each of the

0:28 verticals right uh you know when uh Mist

0:32 came onto the scene we've we shipped our

0:34 first access point in February of 2016.

0:38 um our our first um uh production

0:40 Fortune 10 account deployed in June of

0:43 2016 and so here we are about uh almost

0:46 seven years later where are we where's

0:48 the scorecard let me start with one

0:51 vertical uh that's very near and dear to

0:52 uh to me is higher education worldwide

0:57 um you know higher education accounts

0:59 are coming to to us uh um in a big way

1:02 you know uh top universities uh in the

1:06 US East Coast U.S West Coast I think

1:09 there were like 7 or 10 rfps in the UK

1:13 that were awarded in the last 60 days we

1:17 won uh nine out of the Ten of them right

1:19 it's it's literally uh you know uh the

1:22 dominoes are falling in higher ed if

1:24 they see us they buy us if they see us

1:27 they can't unsee what they see with

1:29 juniper Mist so high rat has been

1:31 awesome University of Massachusetts

1:32 Amherst uh if you talk to their uh uh

1:36 CTO uh uh Jim mileski he will tell you

1:39 the support ticket volume for uh for the

1:43 campus the reduction in support ticket

1:46 volume over 90 reduction compared to

1:50 their previous vendor deployed right so

1:52 large large higher education

1:54 institutions for us uh um you know

1:56 basically uh you know there isn't a

1:59 network in higher ed that we are not

2:01 ready for scale wise right so second one

2:05 this vertical is actually uh

2:07 particularly very interesting because uh

2:09 they were very late to the cloud market

2:12 right today I can proudly tell you in uh

2:16 the top five financial institutions one

2:18 of the largest financial institutions

2:20 Lock Stock and Barrel uh probably 60 000

2:23 AP uh deployment moving away from their

2:26 incumbent controller-based lender

2:28 um in the top 10 financial institutions

2:29 uh we are deploying about probably uh 22

2:33 23 000 APS uh displacing so financial

2:36 institutions are in Australia you know

2:39 the two of the top five financial

2:41 institutions uh deploying Juniper Mist

2:44 um uh you know obviously where you see

2:46 the logo that's that's a public

2:48 reference the QR codes are a direct link

2:50 to our customer case studies for that

2:52 specific vertical and and and uh the the

2:55 short URL will also take you there as

2:58 well so uh again this industry is coming

3:01 to us and we're excited about it

3:03 um retail has been our Forte literally

3:07 in retail there is no reason there is

3:11 absolutely no reason to consider any

3:13 vendor other than Juniper Miss and and I

3:16 don't say that lightly because if you

3:18 test it if they try it even deals that

3:22 we lost in retail they will tell you

3:24 this was the technical winner right for

3:27 whatever reason uh you know partner or

3:29 pricing or something else but

3:31 technologically uh the the given the

3:34 Bluetooth low energy you know stuff that

3:36 we bring uh some of the largest

3:38 retailers in the world are deploying uh

3:41 with us our largest retail deployment

3:43 right now is about 140 150 000 APS

3:48 deployed uh and during the pandemic they

3:50 did about uh three to four thousand APS

3:54 per calendar day night uh being deployed

3:56 so uh you know so super proud of it some

3:59 of the largest Meraki Cisco

4:01 displacements Ruby displacements are in

4:03 retail manufacture factoring and

4:05 Logistics one of the top three EV

4:07 manufacturers you know you know very

4:10 interesting uh shop Legacy controller

4:13 based architecture uh is is a new

4:15 customer for us for their corporate

4:17 deployments uh we have Manufacturing

4:19 deployments in in uh in automotive

4:21 manufacturers in in all kinds of

4:24 Industries uh Seagate is a public

4:26 reference for us in their manufacturing

4:28 facilities uh um so so again

4:31 manufacturing Logistics uh um lots of

4:34 very interesting use cases there uh K

4:36 through 12 a huge one for us we grew the

4:40 fastest we are the vendor for Juniper

4:42 Mist the fastest growth in e-rate across

4:46 all vendors in this year's e-rate season

4:48 that just concluded the highest growth

4:50 rates in Wireless highest rates risk and

4:53 um in wired and candidly most other

4:56 vendors had negative growth this year we

4:58 had uh over 60 growth in our uh e-rate

5:02 Awards this year some of the largest

5:04 employment one of the one of the K-12

5:05 school districts you know 150 000

5:08 student School District uh you know uh

5:11 um there's there's 50 000 school

5:13 districts and then of course the the you

5:16 know all the way down to a small school

5:18 district right again another vertical

5:20 just the basic simple stuff we do with

5:24 the amount of lean I.T they have and the

5:26 and and the number of people that they

5:28 don't have uh you know uh in K-12 this

5:31 is a no-brainer of a solution right

5:33 um the this next one obviously is is a

5:36 crown jewel for us uh servicenow uh

5:39 displaced their wired Wireless SD van uh

5:43 with us the complete sd-wan backbone is

5:46 Juniper Mist the complete wired Network

5:48 Juniper mist and the complete wireless

5:51 network Juniper mist and just here are

5:54 three outcomes that we have driven uh

5:56 for and with service now 90 reduction in

5:59 the wireless tickets 70 reduction in the

6:03 Opex on their wired sd-wan side 60

6:06 reduction in capex the dollars they

6:09 spend you know relative to their

6:11 existing vendor what does that mean they

6:14 went all Wireless truly all Wireless

6:16 offices took away all the ethernet ports

6:19 to all the cubes uh you know everything

6:22 development the whole the entire company

6:24 all Wireless and a similar story with

6:28 Autodesk you know Seagate um lots of you

6:31 know Enterprises is a huge huge huge

6:34 vertical for us last but not least is uh

6:38 um is Healthcare

6:39 some of the largest Healthcare

6:42 institutions

6:43 probably 60 70 000 access point

6:47 deployments meaning

6:48 thousands of Hospital clinics and

6:51 hundreds of hospitals large you know

6:53 each Hospital probably three to four

6:54 thousand access point type of hospitals

6:57 clinical care icus the whole nine yards

7:00 cloud enabled AI driven missed Wi-Fi

7:04 we're super proud of this uh the public

7:06 references are Atlantic health centara

7:08 health uh you know um you know uh

7:11 Northeast Georgia Health uh lots of very

7:14 very good uh Hospital Systems if you're

7:16 in healthcare you have to look at Cloud

7:19 as a sense of reliability and and

7:22 scalability uh versus the other way

7:24 around and then uh truly uh last but not

7:27 least is is federal uh we've just you

7:30 know we're fed ramp ready we have

7:32 Federal civilian agencies uh deploying

7:34 very very large networks with us on the

7:38 Juniper Mist Cloud our sd-wan portfolio

7:40 uh is actually the preferred and only

7:44 requested sd-wan in some of the very uh

7:48 high profile

7:49 um uh federal agencies uh in in the US

7:52 Lockheed Martin as an example uh

7:54 launched a joint partnership with us uh

7:57 serving uh the Department of Defense

7:59 because of with juniper just nasty van

8:01 the efficiency we drive on the van side

8:04 with tunnel less architecture and

8:06 adaptive encryption it works amazingly

8:09 on satellite links and low latency uh

8:11 low bandwidth links and so so this is uh

8:14 this is a a big vertical for us so uh

8:18 the the moral of the story verticals

8:21 um I didn't see anything for like lpv or

8:24 Arenas what's your publicly

8:25 referenceable yeah situation look like

8:27 so the publicly referenceable last one

8:30 uh um the event we did is AWS re invent

8:34 that's what we would keep referencing

8:35 you know 60 80 000 people from a large

8:39 public venues we are we're going into

8:43 um probably you will see us in a major

8:46 sporting event uh in the next couple of

8:48 week a couple of months uh we just won a

8:52 global major sporting event uh for a lot

8:55 of the stadium Wi-Fi and and a bunch of

8:57 stuff uh not not deployed yet we're just

9:00 won the deal and then a few in in APAC

9:04 as well uh it's been a vertical that you

9:07 know again my personal feelings uh do

9:09 matter when we go to market and so we

9:11 said okay we'll get there uh when we get

9:13 there we do have stadiums in higher ed

9:14 we do have stadiums in you know football

9:16 stadiums in in schools that we service

9:18 but it's not been a focus it's not the

9:21 same as an NFL stadium it is definitely

9:23 not yeah no

9:24 so I am I love hearing success stories

9:27 but where did you struggle where did we

9:30 struggle

9:31 um Arenas

9:33 exactly sorry

9:34 what he said uh um uh where do we

9:39 struggle uh to be honest I think uh

9:42 between us and world domination is only

9:44 two things honestly I mean only two

9:47 things it is incumbency it's it's

9:50 awareness and incumbency that's it it's

9:53 people can't mentally get over oh uh

9:57 this is how I always done it oh I don't

9:59 have CLI access to the controller you

10:01 know it's just if they can't get over it

10:03 if and if we can get them to cross that

10:06 Chasm we lose right so it's first

10:08 awareness right uh we have immense

10:11 opportunity even though we are number

10:13 three in the North America market share

10:15 as a global market presence and there's

10:16 so much opportunity it's awareness and

10:19 the second thing is incumbency uh and

10:22 um those are the only two rules uh

10:24 reasons uh we lose and and it's getting

10:27 over that you know the control piece of

10:29 the controller

10:30 yeah and so yes we have lost a couple of

10:33 large retailers in the US and and they

10:36 still run controller-based businesses

10:37 that is what it is

10:40 any other questions you've had any an

10:43 immense amount of of content prone at

10:45 you today and we appreciate your

10:47 patience

10:48 um uh Chris you know your uh your

10:50 question on you know can chat GPT help

10:54 personalize based on an individual's uh

10:57 you know Persona you know that was very

10:59 insightful again we come here to learn

11:01 to build with you and many of you have

11:03 deployed missed networks uh and we

11:05 appreciate that so uh I'll I'll just

11:08 take maybe the last five minutes to take

11:10 some questions otherwise uh for a change

11:12 we will finish on time

11:14 well maybe going back to the premium

11:17 analytics

11:18 um so everything is exported to the

11:21 premium analytics and so we can get nice

11:24 graphs but

11:26 um how long or how much data is being

11:28 stored actively in the cloud because in

11:31 the example we saw we saw a DFS Channel

11:33 I would expect RRM to say well hey I

11:36 have DFS on this channel a lot remove it

11:39 from my channel plan and then it

11:40 wouldn't even show up in my premium

11:43 Analytics so specifically on on on DFS

11:46 and radar detections

11:48 so this is something that we I think

11:51 talked about at MFD

11:53 seven six two years ago yeah

11:56 um so RRM has a capability to

11:59 de-emphasize RM channels based on

12:02 learned detections so

12:05 that should just happen so the uh if

12:09 there's you know persistent detections

12:11 on specific channels those will be

12:13 de-emphasized not removed but

12:15 de-emphasized from the RRM Channel plan

12:17 so but but just to clarify that it is

12:20 built into the product today

12:22 when you say it should just happen it

12:24 happens today right however people do

12:28 want visibility on where do I get hit

12:30 with radar I mean it's it's you know we

12:32 did this large Global rollout had lots

12:35 of success worldwide but their one San

12:37 Diego building just was the bane of

12:39 their existence because of you know it

12:41 was next to the Air Force Base uh sorry

12:43 the Navy base uh there and so visibility

12:46 of of this is is is powerful and that's

12:49 where premium analytics is is storing

12:51 that data uh 13 months

12:55 yeah and and just one more Point uh

12:58 there's another customer who has a

13:00 worldwide uh deployment and I think

13:03 there was uh one particular site near an

13:05 airport uh and his in his org uh so

13:09 every every site healthy that one

13:12 particular site has has frequent uh DFS

13:16 detections uh and that's that's handled

13:18 with with RM yeah