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Juniper Networks (NYSE: JNPR) is updating its software-defined networking (SDN) strategy this morning during the company's Global Partner Conference in Las Vegas. The first surprise: A new software licensing model called Software Advantage.
The VAR Guy
January 15, 2013
4 Min Read
JuniperCEO
Juniper Networks (NYSE: JNPR) is updating its software-defined networking (SDN) strategy this morning during the company’s Global Partner Conference in Las Vegas. The first surprise: A new software licensing model called Software Advantage. CEO Kevin Johnson, Executive VP Bob Muglia and Senior VP Emilio Umeoka are describing the networking and security company’s SDN vision and strategy, along with the partner opportunity.Among the key developments to watch: Juniper’s December 2012 buyout of Contrail Systems, an SDN specialist. And of course, partners and Wall Street are wondering how Juniper’s strategy will compare to that of Cisco Systems as well as VMware, which has been promoting software-defined datacenters in recent months.
First Up: Emilio Umeoka, senior VP, Worldwide Partners
The event has attracted 1,100 partners. The online virtual version will likely top 3,000 attendees across 84 countries.
Recap: Juniper CEO Kevin Johnson
Johnson said Juniper is rolling out a new software licensing program called Software Advantage. Details will surface later today, perhaps during this session.
In the meantime The VAR Guy suspects Juniper is adjusting its software efforts to better fit SDN, cloud services providers and managed services providers.
70 percent of revenues now flowing through partners.
Goal is simple: “Create lasting partnerships of mutual strategic value.”
Lots of details about the Partner Advantage program momentum. The VAR Guy will be back later with a video recap.
Winning at Juniper involves three goals: Building the best products, taking market share and delivering a remarkable customer experience.
Juniper has a two-three-seven framework…
Two customer focuses: Service providers and enterprise.
Three businesses: Routing, switching, security.
Seven domains within the network: Core, edge, access and integration, data center, WAN, campus and branch, consumer and business devices.
Software-defined Networks: More thoughts from Johnson
There’s been a lot of hype and Juniper has been working behind the scenes.
Roll the video: Funny soundbites about SDN definitions — and a lot of opinions about what it is.
Putting SDN into context: Remember TCP/IP becoming a standard in the 1980s; Juniper in the late 1990s developed a packet forwarding engine; today the shift is on to SDN. “We believe it’s the next inflection point.”
SDN is applicable to the core, edge, access and integration, data center, WAN, campus and branch.
The first two Juniper SDN moves involve Service Provider Edge and in the Data Center.
Recap: Bob Muglia, executive VP, Software Solutions Division
He’s describing the Seven Myths of SDN…
It’s only about the data center. Instead, it applies to all networking and networking services.
It’s only about reducing CapEx. Instead, it’s about reducing OpEx — in fact, OpEx will be even more significant than CapEx.
It’s only about software. Instead, it will fuel hardware innovation as well.
It’s only about centralization. Instead, considerable intelligence stays decentralized.
It’s only about OpenFlow. It’s interesting but it’s only a protocol. And potentially not the most important one for SDN.
It’s going to happen immediately. In reality, it will happen step by step.
It’s going to take forever. Instead, he expect to see impact starting in 2013.
Why customers need SDN:
Shifting from static to dynamic, application-driven network based on automated business policies.
The overall goal is to overcome static networks, eliminate manual policies, scale network services and deliver new applications for improved business results.
There are six foundational principles for SDN:
Separate networking software into four layes: forwarding, control, services and management.
Centralize management services and control layers.
Use the cloud for elastic scale and flexible deployment, enabling usage-based pricing.
Build a common platform for network and security applications, and management integration.
Use standard protocols for interoperability across vendors.
Broadly apply to (A) network and network security, (B) enterprise and service providers and (C) mobile and wireline.
Software Licensing for Appliances: Juniper Software Licensing Advantage
It’s a brand new software licensing program. “We’ve looked at the way software companies license their software, and we’ve applied those same ideas to networking software. On one level it’s obvious, on another level it’s a brand new world.” (Side note: Do VARs and enterprise customers really like software company licensing models? Really?)
A hypothetical example: You license 10 gigabits of throughput and you can break it up and put it anywhere you want.
“Licensing in networking software is so messed up we had an opportunity to reboot it.” Ouch. Is that a jab at Cisco Systems or a self-directed shot at Juniper’s old ways? “This is an incredibly big deal.”
On Stage Soon:
Emilio Umeoka, senior VP, Worldwide Partners
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