Journey to Secure and Automated Multi-cloud 2018 Mark Hinckley WW SE and Partner Enablement Juniper Networks
Agenda Evolution of Value [Chain] Rise of Enterprise Multicloud Network as the Security Platform Enablement via Partner Programs
Existing Technical Sales Roles Changing SALES/SYSTEMS ENGINEERING Customer Engagement Create Brand Preference for Juniper Presales Support - Product/Solution Positioning - Macro Design & Topology - Demo/POC/RFP/BOM Network Planning & Migration Strategies Win the Technical Decision Implementation & Support Customer Lifecycle Customer Expectations Elevating Consultative strategy [ecosystem expertise] Relevant Business-outcomes Customization during pre-sales phase Multi-vendor solutions and operations support through lifecycle VAR SI MSP
Embedded Solutions Framework Solution Definition and Use Case Solution Engineering and Integration Solution Delivery and GTM BD Motion Field SE Motion Solution Integration Sales Motion Market Opportunity Customer Use Case Business Outcome Architecture/Concept Project Definition Systems Engineering Network Architecture Reference Solution Architecture Technical Sales Technology Evangelism Competitive Analysis Project Assessment Project ID Customer PM Interlock Solution Prototype Proof-of-Concept (POC) Validation Testing Solution Roadmaps Integrated Solution Technical Support Revision (phase) Mgt Commercial Offer Solution Delivery Sales Enablement Tech Enablement Marketing Collateral Launch Kits Replication
Magic Quadrant for MSPs Public Cloud Infrastructure Managed Service Providers Depth of expertise: Hyper scale providers Cloud management platforms (CMPs) Managed services leveraging automation Ability to deliver cloud-optimized solutions Cloud-native apps and migrating legacy workloads from traditional data center Expected Capabilities Cloud Management Platform Managed Services and Automation Professional Services [consulting and implementation] Source: Gartner MQ 3-2-17
The Rise of Enterprise Multicloud
Early Hybrid Cloud Use Cases Dev/Test Web/SaaS Cloud Bursting Business Continuity WAN Production Dev/Test Common Peak Workloads Private Cloud VPC/Public Cloud Develop/Test lications Across Private and Virtual Private Cloud Enable rapid Access to Hybrid Cloud capacity Peak workload bursting from Private Cloud to Virtual Private Hybrid Cloud Use Public Clouds for Backup and Disaster Recovery Retrieve workload for production Scale IT retains control of application deployment No change to application, networking and security operations Securely Extend Data Center with Consistent Policies
Extending IT into the Cloud Tenant A Ent. Data Center (A) OS OS Core Rtr Common Security Policy P OS Campus / Branch P P Direct Connect vmx vsrx virtual FW OS OS Tenant B Internet P OS Private Cloud Tenant C P Control the Cloud Experience OS OS
Network as a Security Platform
lication silos Client/User Finance Employees Customers lication ERP Mail EDI 95%
Any to Any Services lication silos Portal: Network Employees Devices Rich Customers media New Machines applications Digitized Suppliers information Machine Partners to Machine lications: Analysis Finance Reporting Employees CRM Database Mail Customers Order Administration Processing Purchasing ERP Mail EDI HR Inventory Data Sources: Employees Database Transactions Customers Partners Sensors Inventory Suppliers Devices > 75%
Moving to the Cloud Moving to the Cloud Portal: Network Employees Devices Rich Customers media New Machines applications Digitized Suppliers information Machine Partners to Machine lications: Analysis Reporting CRM Database Mail Order Administration Processing Purchasing HR Inventory Data Sources: Employees Database Transactions Customers Partners Sensors Inventory Suppliers Devices Mode 1 Mode 2
Moving to the Cloud New Machines applications Digitized Suppliers information Partners CRM Database Mail Order Processing HR Inventory Partners Sensors Inventory Devices Mode 1 Mode 2
Agility Time to Provision Physical Server 2 Months Virtual Server Network Storage 2 Minutes 2 Weeks 2 Weeks Orchestration, Security Automation Time
Zero Trust Security Model Perimeter Security Secure Network Perimeter Perimeter Outside (Untrusted) Outside (Untrusted) Internal (Trusted) Internal (Also Untrusted) Hyper-connected Network with Security at Perimeter Lateral Threat Propagation Secure Network Block Lateral Threat Propagation Complex Security Policies Limited Visibility User Intent Based Policies Comprehensive Visibility
Network role in Security Firewall Switch Router SDN Stateful but perimeter oriented Closest to the End- Point, stateless Network Edge, and stateless Closest to lications Content Inspection User & APP IPS, AV URL etc Remove/Quarantine from Network BGP Flowspec Blackhole Honeypot DDoS Dynamic network service chain
Software Defined Secure Network Detection Machine Learning & AI Malware Detection Intrusion Prevention, SIEM (JSA) Threat Feeds: Command & Control, GeoIP etc Policy User intent based policy model Robust visibility and management Enforcement Perimeter Firewalls, Switches & Routers SDN Platforms (Vmware NSX, Contrail) Public Cloud (AWS etc) Network as a Security Enforcement System
Enablement via Partner Programs
Juniper Partner Advantage Specializations PARTNER SPECIALIZATIONS LEVEL INFRASTRUCTURE ECOSYSTEM Cloud Service Partner CLOUD ECOSYSTEM Elite Select Cloud Integrator 1100100110 0010100011 0101011011 0001111100 1001100010 V Reseller Security Data Center Service Specialist Software Development Partner Vertical Industry Cloud Service Partner Cloud Integrator Cloud First Select [Partners can hold multiple specializations]
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