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Innovate or Die

by Juniper Employee on ‎09-13-2011 04:03 PM

This week, an industry competitor unleashed a campaign aimed directly at Juniper. It certainly made for an interesting Monday. While we are flattered by the attention, we are not fazed by this publicity stunt and instead feel inspired that our approach is being validated. 

 

The timing of this stunt was not surprising given Juniper hosted a technology day for Wall Street financial analysts who are in town for the annual financial analyst meetings with several technology companies (including Cisco). One of the criticisms we received yesterday was centered on Juniper “overpromising” and “underdelivering.” Coincidentally, at our technology day, we presented a suite of demos that showed the very technology that competition said we weren’t delivering, including: MobileNext, QFabric, T4000, 100GE in core and edge. Wall Street seemed to either not notice or not care about the swipe taken at us on Monday. Of the 100 or so analysts that attended our event, not a single one asked a question about Monday’s competitive antics or even mentioned them. On the contrary, they were highly interested and focused on our innovation and technology. I doubt that this was the result our competition was hoping for.

 

It seems that frustration may have gotten the best of the group that launched this marketing stunt directed at us yesterday. Just look at what’s happened over the last few years. Wall Street, industry analysts, partners and customers have embraced our innovation story and increasingly consider Juniper the innovation benchmark. Over the last few years, competitors have seemed to become resigned to the fact they were at least a generation behind Juniper in core routing, but now it’s happening in edge, the data center, mobility and security. Pretty much across every area of networking. And most importantly, Juniper is seen as the thought leader by many. Since the competition couldn’t beat us on the innovation scale, I guess they decided to attack our credibility.

 

Time will tell if this approach will work. It’s a risky strategy though, and one that rarely resonates with customers, the group that we at Juniper are dedicated to. As far as some of the criticisms of us, I won’t go into detail, but will say many were just false or odd to bring up. As an example, pre-announcing products was one thing we were attacked for. Early product announcements are not an anomaly in our industry. After all, network build-out and upgrade cycles are very long, and as a vendor, you want to make sure your customers know what products you have in development. Its part of the commitment a vendor owes their customers (and partners). And despite the accusations thrown at us yesterday, we have a proven track record of delivering on our promises. Competition tried to cleverly confuse “project” announcements with “product” announcements. Our Stratus and Falcon announcements highlighted our intention to develop new solutions and architectures to solve the challenges in data center and mobile networking. The QFabric and MobileNext announcement subsequently identified the products that were the result of these innovation cycles, and both shipped on time. MobileNext shipped last quarter, QFabric this week.

 

Again, while this attention has been flattering, Juniper continues to focus, innovate and bring to life the New Network. We are committed to our promise to transform the economies and experience of networking for our customers. It’s a great time to be part of Juniper and involved with the innovation behind the NEW Network. We are changing the Network. We are changing the industry.



Comments
by Scott Burton(anon) on ‎09-15-2011 06:51 AM
As a Juniper user and a previous long time Cisco user, I can say, that Juniper products have been a breath of fresh air that all engineers should enjoy.
by FirewallDonBrown(anon) on ‎09-16-2011 02:55 PM

I am a former Juniper firewall tech support engineer. I constantly worked with customers who commented on the products and tech support of Juniper in a favorable way in comparison to most similar products. This included former, or sometimes current, Cisco users who consistently compared the Juniper proucts they were using in a favorable light in comparison to their Cisco products. Juniper's tech support and customer care sets the industry standard, as does its forward thinking in product development and innovative approaches to the network at all levels. I currently work for a company who has chosen to roll out Juniper SSG firewalls as their platform of choice for one of their major business divisions, in many cases replacing Cisco products currently in place. Seems the innovation and consistent performance of Juniper products is resonating throughout the industry.

by NetworkAl(anon) on ‎12-09-2011 01:15 PM

I was hoping to read a more in-depth explaination as to how the accusations were either false or perhaps overstated. Instead the article is mostly fluff with a brief explaination on how Juniper announces it's products. Oh well....



 

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About the Author
  • Prior to Juniper acquisition, Ankur was the Founder and CEO of Contrail Systems Inc - a pioneer in standards based network virtualization and scale-out networking software. Ankur has over 15 years of experience in building world-class networking products and leading high performance teams. Prior to Contrail, Ankur served as Chief Technology Officer and VP of Engineering at Aruba Networks, where he played critical roles in the rapid expansion of team, products, and global businesses. Before Aruba, Ankur helped drive Juniper’s initial entry into and expansion of the Ethernet Switching market. Ankur received his MSEE from Stanford University & BSEE from the University of Southern California.
  • Brad Brooks is Juniper Network's Chief Marketing Officer. He joined Juniper Networks in February of 2011 and in his current role he is responsible for positioning Juniper’s growth strategy, growing opportunities in new and existing markets, and increasing the global demand for Juniper’s solutions by creating and delivering remarkable customer experiences. Prior to this role, he held the position of Vice President of Business Strategy and Marketing for the Software Solutions Division where he was instrumental in the development of Juniper’s software defined networking (SDN) virtualization vision and strategy as well as the creation of the new and innovative Juniper Software Advantage licensing model. Before joining Juniper, Brooks was at Microsoft serving as Corporate Vice President for Windows Consumer Marketing and Product Management leading the $8 billion consumer business for the Windows client. In this role, he oversaw the launch of Windows 7, the most successful launch in Microsoft’s history. He moved into this role from his position as General Manager for the Windows Commercial Business Group where he was responsible for the group’s global enterprise business efforts, including the market introductions of Windows Vista and Windows software assurance and enterprise agreement marketing. Amid a declining enterprise market, Brooks developed multiple solutions sets for enterprise customers and grew the $900 million annual business to $3 billion in three years. He came to Microsoft in 2002 to work on the initial business development and marketing of Windows XP Media Center Edition. Brooks has also held several product management, product development, business development, marketing, sales and operations roles with Enron, Lucent Technologies, and AT&T. Brooks has a master's degree in international management from the American Graduate School of International Management (Thunderbird) and a bachelor's degree in business from the California State University.
  • Bruno Rijsman is VP of Architecture in the Security, Switching and Solutions Business Unit (S3BU). He has been with Juniper for most of the past 15 years working various areas including SDN, BGP, MPLS, broadband subscriber management, and Junos.
  • Calvin brings sixteen years of network and network security experience to his role of marketing solutions for data center switching and routing. His comprehensive understanding of network and industry issues is built through his previous front-line roles across technical, product, solution and marketing. A bay area lifer, he spends what's left of his spare time rooting for another Giants world series title. Follow him @chachi04
  • Chloe Jian Ma leads SDN solution marketing at Juniper Networks, where she is responsible for driving awareness, thought leadership and adoption of Contrail Cloud Networking Automation software.
  • Harsh Singh is a Senior Product Marketing Manager at Juniper Networks focused on Data Center networks. Harsh has over 15 years of experience in the networking industry. Prior to joining Juniper Networks, he worked at Cisco for 10 years, where he held roles in Product Management and Engineering. He holds a Bachelors degree in Electronics and Communications Engineering, Masters degree in Computer Science, and an MBA in Marketing.
  • Jonathan Davidson is Senior Vice President and General Manager for the Security, Switching and Solutions Business Unit (S3BU). In this role, he is responsible for leading innovation, growth and product development in data center, campus, branch, and cloud. Davidson oversees the development of market-leading security and networking solutions and his team manages both the EX Series and QFX family of switches as well as the SRX line of security devices. Davidson joined Juniper in 2010 as Vice President, Product Line Management for the Edge and Aggregation Business Unit where he was responsible for the product lifecycle management, strategy, implementation, solutions and go-to-market activity for a range of leading edge routing product families, such as the E, M and MX Series. Prior to joining Juniper, Davidson had a 15-year career in various leadership positions at Cisco. He served as Director of Product Management at Cisco Systems where he focused on service provider solutions and led the enterprise routing product management team and service provider Layer 4 through Layer 7 services team. During his time at Cisco, he co-authored the best-selling books Voice over IP Fundamentals and Deploying Voice over IP. He also served as Director, Service Provider Solution Engineering. Davidson has spoken at leading industry events such as Interop and has held certification as Cisco Certified Internetwork Expert #2560. He is active on social media, and frequently shares his observations about the industry on his twitter account @jonathandavidsn and blogs.
  • 20 years technology experience in sales, product management and marketing. 15 in security. Living the good guys versus bad guys fight every day.
  • Mike Marcellin is Senior Vice President of Strategy and Marketing. In this role, he leads business strategy and marketing for Juniper’s industry-leading portfolio of high-performance routing, switching and data center fabric products. Additionally, his team is responsible for go-to-market planning, sales and customer education and information experience, as well as global competitive analysis. Prior to joining Juniper in 2010, Marcellin served as Vice President of Global Managed Solutions for Verizon, where he oversaw product development and marketing of its managed IP networking, hosting, security and IT solutions for businesses around the world. He also served as Vice President of Global Product Marketing for Verizon Business, executive director of Verizon Business’ IP and Ethernet portfolio as well as leading the company’s eCRM marketing division. Marcellin began his career with MCI in 1994. Marcellin is Chairman of the CMO Board for Telecommunications Industry Association and a Board Member of US Ignite, an NSF-sponsored initiative. He was a Rodman Scholar at the University of Virginia, where he received a bachelor of science degree with distinction in systems engineering. He is based in Sunnyvale, California.
  • Paul Obsitnik is Vice President of Service Provider Marketing for Juniper Networks Platform Systems Division (PSD), responsible for the marketing of Juniper’s portfolio of high performance routing, switching, and data center fabric products to Service Providers globally. Paul's team is responsible for marketing strategy, product marketing, go-to-market planning, and competitive analysis worldwide for the Service Provider segment. Obsitnik has extensive experience in marketing, sales and business development positions with a proven track record in creating technology markets. He has served in senior marketing and sales management positions at several companies including BridgeWave Communications, ONI Systems, NorthPoint Communications and 3Com. Paul holds a Bachelor of Science with Honors in Electrical Engineering from the United States Naval Academy and a Master of Business Administration from the Harvard Graduate School of Business. Obsitnik is based in Sunnyvale, California.
  • Rami Rahim is Executive Vice President and General Manager, Juniper Development and Innovation (JDI), responsible for driving strategy, development, and business growth for Juniper's entire portfolio including routing, switching, and security, as well as for the ongoing evolution of silicon technology and the Junos operating system. As a technologist, Rahim has deep roots in Juniper’s development organization where he has applied his engineering acumen to the design and development of Juniper’s service provider and enterprise products. Rahim began his Juniper career in early 1997, as employee #32, and worked as an engineer on Juniper’s first product, the M40 core router. Rahim’s roles of increasing responsibility have grown over the years, from Vice President of the Edge and Aggregation Business Unit (EABU), to Senior Vice President/General Manager of EABU, followed by Executive Vice President/General Manager of Platform Systems Division for routing and switching, to his current role today overseeing Juniper’s entire product and technology portfolio in JDI. Rahim holds 17 US Patents in networking technologies and is a member of IEEE. As a networking industry spokesperson, Rahim’s insights have been featured in publications such as Enterprise Networking Planet and Network World. Rahim shares his industry observations via Twitter @ramirahim and his Juniper blogs. Rahim holds a bachelor of science degree in electrical engineering from the University of Toronto, a master of science degree in electrical engineering from Stanford University. He completed an intensive 6-week executive program at Stanford University’s Graduate School of Business.
  • Shaygan Kheradpir joined Juniper Networks as Chief Executive Officer in January 2014, after three years at Barclays PLC where he served most recently as Chief Operations and Technology Officer. Kheradpir and his team are focused on delivering groundbreaking silicon, systems and software that enable customers to build the best networks on the planet. Prior to his role as Chief Operations and Technology Officer, Kheradpir was Chief Operating Officer of Barclays’ global retail business bank. Before joining Barclays, Kheradpir was Executive Vice President and Chief Information and Technical Officer at Verizon Communications. In this role he was responsible for the information technology initiatives of all of Verizon’s business units. Prior to this, Kheradpir was Senior Vice President and Chief Information Officer for Verizon Telecom, with oversight of all information technology initiatives for the company’s wireline communications unit. Kheradpir began his communications career with GTE in 1987. He was a member of the National Institute of Standards & Technology VCAT (Visiting Committee on Advanced Technology), an adjunct professor of electrical engineering at Northeastern University, and holds several patents. He was named to CIO Magazine’s Hall of Fame in 2007. Kheradpir holds a bachelor’s, master’s and doctorate degree in electrical engineering from Cornell University.
  • Stephen Liu is Senior Director of Product Marketing for Juniper Networks. In this role, he leads product marketing for Juniper’s industry-leading service provider portfolio of high-performance routing and switching products. These products include Juniper PTX Series, T Series, MX Series, and ACX Series platforms along with software and security. Prior to joining Juniper in 2013, Stephen served as Director of Service Provider Marketing at Cisco Systems. In that role, he led product and solution marketing worldwide for the service provider routing, switching, optical, and software portfolio. Products included NCS, CRS, ASR, and ONS platforms. Stephen attended the University of California, San Diego, where he received a bachelor’s of science degree electrical engineering – communication systems. Hobbies include restoring old Volkswagens and coaching competitive youth soccer. He is based in Sunnyvale, California.
  • As Chief Customer Officer, Vince Molinaro is responsible for driving the strategic and operational elements of the Sales, Marketing, Partners, Services and Support functions at Juniper Networks. He leads a global organization of more than 3,500 professionals that includes direct and indirect sales, systems engineering, advanced technologies and field operations. Molinaro brings more than 25 years of professional experience in engineering, product management, marketing, sales and operations to his worldwide role. He joined Juniper in 2009 and led the strategy and go-to-market execution for the company’s global service provider business. He was named EVP, Worldwide Sales in 2013 before assuming his current role in February 2014. Prior to joining Juniper, Molinaro held senior leadership positions at a number of technology companies including Bell Laboratories, Lucent Technologies, Alcatel-Lucent and Internap Network Services. He has extensive domestic and international experience having lived and managed large organizations throughout Europe and the U.S. Molinaro holds a bachelor of science degree in biomedical engineering from Boston University and a master of science degree in electrical engineering from University of Bridgeport. He is based out of the Juniper Networks facility in New Jersey, home of OpenLab, The Junos and SDN Center for Innovation.
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