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JUNOS SOFTWARE ADVANTAGE Student Guide

Junos Software Advantage

SAFJUN01F © Juniper Networks, Inc. 2

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© 2012 Juniper Networks, Inc. All rights reserved. www.juniper.net |CONFIDENTIAL SAFJUN01F

The new network is here.

Juniper Networks Sales Education



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© 2011 Juniper Networks, Inc. All rights reserved. | www.juniper.net | Proprietary and Confidential


Welcome to the Junos software advantage E-learning course



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Course ObjectivesAfter successfully completing this course, you will be able to:

• Understand customer challenges• Describe the Junos portfolio • Describe the Junos operating system• Discuss how to sell the Junos operating system

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After successfully completing this course, you will be able to: • Understand customer challenges • Describe the Junos portfolio • Describe the Junos operating system, and • Discuss how to sell the Junos operating system



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The Customer Challenge




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Section ObjectivesAfter successfully completing this section, you will be able to:

• Discuss current customer challenges• Describe the customer opportunity to move beyond the box

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After successfully completing this section, you will be able to:

• Discuss current customer challenges, and • Describe the customer opportunity to move beyond the box



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Box Perspective of Today Is Insufficient to Meet the Challenges of Tomorrow

Thinking it’s about the box

Looking beyond…

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The traditional way of looking at the network has become outdated. Need more bandwidth? Add a box. Need Advanced Security? Add a box. Are those boxes adding an unforeseen problem? Add yet another box. This is the way things have traditionally been viewed by network architects for the past 40 years. An approach based mainly on hardware cannot sustain the increasing demands on the network. Different boxes cannot always communicate well with each other. If we continue down this path things are only going to get worse. As complexity increases, the network is more likely to break, and costs are going to go up. Adding another box is not the solution.



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Closed Stacks Set Limits

Looking beyond…

• Building point solutionsfrom the bottom

• Thinking it’s about the box

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The industry has to start thinking beyond the box approach. As networks grow and continue to be more significant in our everyday lives, the traffic and devices on the network need to be handled more efficiently and more cost effectively. Our competitors have continued to stack box on box to try to solve problems. Different colored boxes with different operating systems and different standards that don’t always work together very well. So if adding another piece of hardware is not the solution then what is? You and your customers have to rethink the traditional, closed, silo design to networking and address the issues with an open, horizontal, platform view of the network. It’s going to be a challenge. But with challenge comes opportunity!



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How should customers change their view of the network to meet current and future needs?

A) Shift from a stacked, box-by-box approach

B) Continue to solve problems by adding more devices

C) Use multiple operating systems to add diversity to the network

D) Make use of proprietary software to alleviate network issues

SubmitSubmit ClearClear

Learning Activity 1:Question 1

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Learning Activity 1: Question 1 How should customers change their view of the network to meet current and future needs?



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Section SummaryIn this section, we:

• Discussed current customer challenges• Described the customer opportunity to move beyond the box

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In this section, we: • Discussed current customer challenges, and • Described the customer opportunity to move beyond the box



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The Junos Portfolio




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• Describe what makes Juniper different• Explain how competitors manage complexities• Understand the one common software platform approach to networking

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After successfully completing this section, you will be able to: • Describe what makes Juniper different • Explain how competitors manage complexities, and • Understand one common software platform approach to networking



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Why Is Juniper Different?

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Juniper Networks has always thought differently about the network. Whereas our competitors have trended towards a box-on-box, multiple operating system approach; Juniper sees that this leads to spiraling layers of complexity in customer networks. We have purposely driven our strategy to simplify the network through specific investment and new development looking towards convergence. Over more than a decade Juniper has evolved Junos software as a single, end-to-end, high-performance operating platform of the network to deliver routing, switching, security, services and cloud. This approach in how we innovate is fundamentally different than our competitors enabling our customers to build their networks and deliver new services in converged offerings with simplicity of operations and reduced costs. Let’s listen to Juniper Networks founder and CTO, Pradeep Sindhu, discuss Juniper’s approach to these challenges.



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Pradeep SindhuFounder and CTO of Juniper Networks

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(Pradeep video)



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How Competitors Manage the Complexity

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The legacy networking providers approach has been hardware oriented. Sell another box to fix another problem. As these vendors acquire companies and add more products they are also adding more operating systems, more proprietary software, more complexity, and more problems. Complexity IS their strategy! They’ll sell more boxes. The customer must pay for a lot of services and support to integrate and make it all work. But this puts the customer in a constant state of upgrading, testing, and maintaining. The operating systems may need to be individually tailored, and it is unknown how changes, bugs, and upgrades on one box will affect the others. More boxes get sold to attempt to fix problems, but complexity and cost increases, while customer satisfaction decreases. The bottom line for customers? Chronic complexity management.



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• A consistent user experience

• A complete, layered operating platform from client to cloud

• For routing, switching, security and services

• Scales up and down

• Open programming interfaces and automation

Junos: A Universal Language

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Junos provides a simpler approach with fewer issues. When talking about Junos to customers, partners, etc., we need to think outside of the normal “box” conversation. The discussion needs to be more about selling a solution rather than just another box. Junos software is changing the way we should be looking at the whole network experience. As we stated earlier, Junos is much more than an operating system; it is a simplified, common language that provides a consistent user experience across multiple devices. With Junos you get consistent core functionality that scales from the smallest to the largest device on the network. It is based on open standards so it integrates seamlessly into the network, even with our competitors products. Customers can move, over time, to a network with fewer problems and lower cost.



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An Open Platform Approach

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Thinking “boxes first” limits your design perspective. Rather than being about bottoms up deployment of boxes, migrating to the open platform approach of Junos takes customers to a new way of network design. The layered, converged platform approach of Juniper is about looking at the network as a whole from the top-down perspective of customer needs. Providing a platform approach based on layers of silicon, system, and software, allows Juniper to deliver a complete solution supporting many applications. With Juniper’s focus on innovation in software running on silicon and systems layers built with the headroom capacity for innovation, customers can meet many new requirements for new services delivery through the flexibility and lower costs of software changes alone. Moreover, Juniper opens the door to third party innovation and integration by offering a set of Junos software development kits to partners so they can release even more value from their network.



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Open Across Software Layers

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Multiple components of the Junos software platform give developers unmatched flexibility to create dynamic applications that interact with the network from the client to the cloud. - In the network, the open standards, open platform approach of the operating system inspires innovation. -Junos Space is a programmable platform for developing and running applications across the network. -And Junos Pulse is a multi-service network client that can be used on mobile devices such as notebooks, netbooks, and smartphones. It too is a open, programmable, platform that simplifies the end user experience. -Running over these platform layers is a growing portfolio of Junos Ready Software applications developed by Juniper and third-parties.



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Difference of One Junos

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The foundational component of the Junos software platform is the Junos operating system. Running a single operating system across devices makes the day-to-day operation of the network less complex. The IT staff can focus on rolling out new deployments and maintaining the network, making better use of their time and effort. With a steady release of new features and a modular architecture they have predictable performance and the ability to streamline their tasks through automation. They can evolve their current network infrastructure rather than adding box on top of box.

This provides a consistent user experience for the IT staff and lower costs for the customer.



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Lower TCO of One Junos Operating System

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Let’s talk about how the Juniper approach can affect operating costs. This slide shows the results of a Forrester Consulting study looking at the total cost of ownership when using the Junos operating system. As you can see, the financial impact can be dramatic, with as much as a 41% combined savings. Any network will experience its share of unplanned and planned events. But a Junos environment will experience fewer unplanned events with less time needed to recover. Planned events such as system maintenance take less time and effort to complete. New deployments are also handled more efficiently. The Junos operating system is time-tested and stable, making unplanned events less frequent and of shorter duration. Having a common language across multiple devices makes maintenance tasks less time consuming and more efficient. It also takes less effort when deploying new products as they will work seamlessly with the existing infrastructure including management and operations systems. This results in increased network stability, less down time, a shorter life-cycle for planning and provisioning, and an overall lower cost of ownership.



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Junos Space Network Application Platform

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Junos Space is a simple, smart, open, network application platform that hosts applications which reduce cost and complexity and allows you to respond more quickly to business needs. It is available as either a physical or virtual appliance. The platform and its applications significantly improve the experience and economics of networking. Space comes with a core set of applications that automate tasks, ease deployment, and increase productivity. Furthermore, the plug and play application environment allows you to simply download other Juniper or third-party applications to the platform. Its open architecture is designed to allow partners to build and deploy applications to meet their specific business needs. Space utilizes a Web 2.0 user interface that provides a consistent, task-oriented user experience. From one location you have full visibility and control of your network resources. You can use the built-in applications to performs tasks such as deploying services, run network diagnostics, and simulate changes before deployment. Juniper Network’s provides a software development kit to partners so that they can develop their own Junos Space applications. Using Junos Space will allow customers to reduce complexity and cost, making their IT staff and their networks more efficient.



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Junos Space Applications

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Here you can see the current Junos Space applications portfolio. There apps to help scale services, simplify operations, and automate support across Juniper’s entire networking infrastructure. Juniper and third-party developers will continue to build this application portfolio.



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Junos Pulse and Junos Pulse Mobile Security Suite

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Junos Pulse is an integrated network client that provides connectivity, security, and application acceleration across a wide range of mobile platforms. We’ve all witnessed the proliferation of notebooks, netbooks, smartphones, and other mobile devices. With this growing use comes a growing need to allow connectivity to the network, while protecting the devices and the network from threats. The Junos Pulse Mobile Security Suite is a solution offering secure management and control that is purpose built for smartphones. It can provide protection from viruses, spam, malware and other threats. It offers a personal firewall, and protection from loss or theft, along with a robust set of remote management tools. Whether for personal or corporate use, these products deliver a consistent end user experience regardless of device type -- laptop, netbook, smartphone or tablet. Junos Pulse and Junos Pulse Mobile Security Suite provide a simple, cost-effective way of maintaining security while giving mobile users the connectivity they need to be productive. This suite solves our customer’s problems like nothing else currently available in the market.



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Delivers Security to all Smartphone Marketsand Users

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Service Providers can monetize Junos Pulse products by offering them as services to their enterprise or consumer customers as a managed or self-managed service . Consumers can protect themselves from loss or theft of personal or financial information, such as credit card information, personal files, and photos. Pulse provides the IT staff or consumers with the ability to remotely backup and restore devices. It can locate lost or stolen devices, or delete the contents remotely. As we stated earlier, these products can provide protection from viruses and malware, and provide the user secure access to corporate resources. Junos Pulse is location aware, so it can provide the protection and access needed based on the mobile users role, where they are located, and the security posture of the connecting device. All of this is can be accomplished with very little or no interaction between the user and the Junos Pulse client. Junos Pulse and Junos Pulse Mobile Security Suite deliver a wide variety of security to all smartphone and mobile device markets and users.



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The Junos Portfolio

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Junos Space and Pulse join an involving portfolio of products running on junos software. Junos ties together Juniper’s security, routing and switching products with one operating system that can scale from the branch office to the core of the network. New releases are extensively tested and delivered in a steady cadence which provides a stable release of new features. The modular architecture provides predictable performance from the smallest to the largest platform in the product line. IT managers can use a consistent set of tools to manage, monitor, and update their network.



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Migrate to The Juniper Difference

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In summary, Juniper Networks provides an approach that is different from the competition. The competition’s “box-on-box” approach involves multiple solutions, multiple products, and multiple operating systems. This results in increased complexity and interoperability issues. More boxes are thrown at the problem to address the issues that will ultimately arise. Juniper’s focus is to move towards converging multiple technologies to create a “new network”. This will create a network of less complexity and more interoperability. Less cost but more performance. Juniper is looking to change the experience and economics of the network. All this is made possible by migrating to Junos. Juniper Networks delivers simplicity, scale and service innovation from one operating platform. This one operating platform provides a common user experience with consistent core functionality across the network. The result is less complexity for the IT staff and less cost for the customer.



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Competitors increase network complexity by doing which three of the following? (Select three.)


Learning Activity 2: Question 1

A) Stacking boxes on top of boxes to solve problems

B) Taking a horizontal, open platform approach

C) Building a network with multiple operating systems

D) Applying proprietary software solutions

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Learning Activity 2: Question 1 Competitors increase network complexity by doing which three of the following? (Select three.)



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Which of the following are the three components of the Junos Portfolio? (Select three.)



A) Operating System

B) Pulse

C) Space

D) Network APIs

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Learning Activity 2: Question 2 Which of the following are the three components of the Junos Portfolio? (Select three.)



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Juniper simplifies the network by implementing which three of the following? (Select three.)



A) An open, horizontal approach to the network

B) Creating one operating system for consistent core functionality across the network

C) Implementing a stacked, silo approach to isolate problems

D) Using open standards for interoperability and innovation

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Learning Activity 2: Question 3 Juniper simplifies the network by implementing which three of the following? (Select three.)



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Section Summary• In this section, we:

• Described what makes Juniper different• Explained how competitors manage complexities• Gained and understanding of the one common software platform approach to

networking

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In this section, we: • Described what makes Juniper different • Explained how competitors manage complexities, and • Gained and understanding of the one common software platform approach to networking



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Junos Operating System




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• Share how Junos reduces network complexity• Describe Junos architecture• Discuss how Junos simplifies network operations

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After successfully completing this section, you will be able to: • Share how Junos reduces network complexity • Describe Junos architecture, and • Discuss how Junos simplifies network operations



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One Junos: Consistent User Experience

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With the converged operating system of the Junos platform customers can confidently build their networks: •To meet fast changing user and subscriber needs through new services •For scale, ready for growth •And, with the simplicity of cross-network design and leverage



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Reduce Complexity

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The operational benefits of Junos OS derive from a dedicated focus on simplified, error-resilient tasks across all operations functions along with the reliability, performance, and security of its design. The hindsight that comes from prior experience has helped Junos OS engineers find better ways to design operations steps, interfaces, and tools as well as manage upgrades. Many of these improvements simplify operations and reduce human error through increased automation. As one example: today, many companies employ persons to do nothing but manage their existing IOS train. It is hard to believe that today in our economy, that we are still managing in this sort of fashion. Wouldn’t it be easier to just manage one code train? Well, with Junos, we can do just that! Junos takes the complexity out of managing multiple OS chains. Juniper is known in the industry for having one release track. So be it a router, switch, or security device, we can run any of the above with matching Junos code. This makes migration plans much easier to manage, as well as taking the complexity out of the networking staffs ability to manage subsets of networking hardware.



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One Release Track• Disciplined process for development

• New versions build upon the prior, so features remain

• Predictable schedule• Provides a steady stream of new, well-tested features • Each release supports the varied platforms run by Junos

• Streamlines upgrades and reduces upgrade issues • Extended End-of-Life for the last release of each year

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In significant contrast to its primary competitors, Juniper extends Junos in a single software release track under a disciplined process of development. New releases build-up on the prior, creating a single train delivered in a series of numbered versions. Each new release supports each product family with the code set optimized for its role and application in the network. Whenever customers are ready to upgrade, they simply choose and qualify a higher release number than their current version. Juniper provides over three years of support for its extended end-of-life releases.



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Modular Architecture

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Let’s take a look at some of the architecture highlights – what’s different in the design. First, the architecture is modular. So, if you’re not a software engineer, why do you care about this? Well, the bottom line here: dedicated resources means high resiliency, which gives you that incredible high availability that carriers rely on. Small problems don’t become big ones, and are easier to find. So, carrier class is what we have with flexibility for innovation. We can roll out new functionality by building a new module and putting it into this same model you see here. Additionally, the software has been designed from the beginning for scalability. System designers can provided dedicated hardware for different functions where needed, whether its for control, forwarding, or services, and it still all works as one system. And not only does the architecture scale up, but it also scales down with flexible packaging for small systems. A third highlight is the open interfaces for automation and applications development which lets our partners customize and extend the deployment of Junos to each of their customers’ unique environments.



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Open to Innovation

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Junos Automation allows power control on-box while also allowing flexible integration to off-box systems. With the Junos approach to an open network architecture, Juniper can offer a common interface set across all platforms. Providing a horizontal platform approach of silicon, system, and software, allows Juniper to deliver a complete solution supporting many applications. Juniper delivers access to third party innovation and integration by offering a Junos software development kit to partners so they can release even more value from their network applications!



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Junos Simplifies Network Operations

• Check your work• Fix your mistakes• Re-use your work• Schedule changes• Version control• Version comparison• Rescue configuration• Fast to navigate• Rollback… and much more!

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Ask any long time Junos users … they’ll tell you that the Junos simplifies network operations! Prominent improvements over other systems include error-resilient configuration with changes posted to a candidate file, flexible editing with time-saving shortcuts, automated checks of configurations, version control and rollback flexibility to restore prior configurations, along with automated rollback in systems inadvertently isolated by configuration changes. All these deliver the advantages listed here.



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Junos User Interface Options

• Command-Line Interface• Powerful, hierarchical tool set

• J-Web • Quick setup with templates

and wizards• Dashboard view, performance

monitoring and more

• Junos Space• Security Design, Ethernet Design, Virtual Control, Service Now,

Service Insight, Network Activate

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The command-line interface (CLI) is the software interface used to access the device. If you've used other command-lines, the Junos CLI will look familiar. But, you will also quickly notice that there are some new and different commands. These differences provide a rich set of new tools and safeguards that can help your customers to efficiently manage their networks and maintain high uptime. Another option for management is J-Web, a powerful web-based management interface available on Junos devices. J-Web lets you perform the actions available in the command-line interface. It provides practical tools to monitor, configure, troubleshoot, and manage your device. Additionally customers can manage platforms run by Junos with an expanding set of Junos Space applications.



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Commit Model

• Separation of configuration, edit and activation • Validation checks, version control, automated rollback

• Benefits• Avert downtime caused by configuration errors• Reduce time for configuration and changes• Enforce compliance to policies• Avoid risks of transient configuration state• Compare configurations • Easily roll back to past configurations

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Think of the commit model as your friend and confidant for everything running Junos software. If for some reason you commit your configuration and did not want to do so, or fat-fingered your typing, Juniper has done a lot to make sure you will not be on your boss’s list of worst employees. Juniper has several handy tools that will allow you to immediately erase the changes you have made to your configuration, and revert to any of up to 50 total revisions of Junos that are held in flash on the hardware device. To begin, if you are new to Junos, you need to understand the differences between a candidate and an active configuration. Consider the candidate configuration as a blank piece of paper that you can draw on. You can draw on this paper with a pencil, erase mistakes, make changes, and spot errors that you have made to your drawing. You can also save changes of your drawing or make a copy of it. In Junos, this is an example of a candidate configuration. Unlike other systems … the changes you make to Junos will not save in memory with the simple push of the enter key. You will need to make sure you really want all of your changes to be saved, and then type the word “commit” before any changes will be saved to the Active configuration. At the point when the commit command is entered, the software will check for syntax errors for you and then commit the configuration into memory. If everything check, only now will your changes become part of the Junos Active running configuration file. And, if you want to compare the new configuration to any prior configuration, that’s easy to do, along with rolling back to any of the past 50 configurations of the device (without the need to reboot). Junos even has a way to rollback a configuration if a device somehow becomes isolated with new configuration changes.



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Junos Automates the Network

Operations AutomationSave Time: write custom commands & automate diagnostics

Event AutomationSpeed Resolution: Gather/correlate events and automate response

Config Automation Avoid Errors: Simplify& enforce best practices

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With Junos, we characterize Junos Automation with efficiency. Whether it be operations, event correlation, or configuration, Junos will save time through automation that runs directly on the Junos device. We also feature Juniper care with Service automation allowing a Juniper service team to work directly with customers to maintain specific levels of incident response management. As explained earlier as well, we offer Junos Space which through this platform we offer a programmable platform for developing and running applications across the network



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Juniper delivers access to third party innovation and integration by offering a ___ to partners for developing their own apps.



A) CLI

B) NOS

C) Web-UI

D) SDK

Learning Activity 3: Question 1 Juniper delivers access to third party innovation and integration by offering a ___ to partners for developing their own apps.



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What command will allow you to save your configuration in Junos software?



A) Rollback

B) Commit

C) Save

D) Reload

Learning Activity 3: Question 2 What command will allow you to save your configuration in Junos software?



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Which three of the following describe Junos software releases? (Select three.)



A) New versions build upon prior versions so features remain

B) One steady release track

C) Releases have different core functionality for different platforms

D) Each release supports the various platforms run by Junos

Learning Activity 3: Question 3 Which three of the following describe Junos software releases? (Select three.)



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• Shared how Junos reduces network complexity• Described Junos architecture• Discussed how Junos simplifies network operations

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In this section, we: • Observed how to reduce network complexity • Described Junos architecture, and • Discussed how Junos simplifies network operations



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Selling Junos




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Section Objectives• After successfully completing this section, you will be able to:

• Discuss entry points for selling Junos solutions• Describe tools for success in selling Junos• Describe how Junos will save you time

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After successfully completing this section, you will be able to: • Discuss entry points for selling Junos solutions • Describe tools for success in selling Junos, and • Describe how Junos will save you time



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Data Center Entry Points

• New & Consolidated Data Centers • Collapsed switching and/or routing

tiers• Scale and integrate security

services• Faster Data Center and Internet

Gateways • Upgrade of the backbone

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So, what are a few of the key entry points to Junos based sales? A great place to start with your enterprise customers is the Data Center. Let’s take a look at these four sub-bullets. Juniper provides entry points whether a customer is collapsing switching tiers, looking to scale and integrate their security, need more speed, or they are just upgrading the backbone of the Data Center. With Juniper, the customer is going to be able to deploy cost effective equipment with the port density to collapse tiers – all running on a single operating system, Junos – and enabling the virtualization of both the network and security. This is going to lower their requirements for power and for space, and also reduce the time it takes to manage the network, with Juniper providing a single operating system and automation tools for managing this equipment.



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More Entry Points• Simplifying campus networks

• Collapse layers, upgrades to access, aggregation, and core switches • Upgrades to enable user authentication and access control• VoIP rollouts

• Branch office upgrades, including integration of services for routing, security, voice, and application acceleration

• Upgrade of the WAN backbone • MPLS to segregate traffic of different divisions

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The same benefits apply to campus and branch office networks. In these locations there is also ample opportunity to show your customers how Juniper ‘s approach can benefit their network. Collapsing multiple network tiers can ease network management , improve performance, and upgrades or new deployments can be simplified. Win them over by explaining that Juniper integrates and interoperates with all levels of their existing equipment so they can upgrade and add to their network over time with little to no disruption.



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Time Tested Interoperability

• Commitment to standards• IETF leadership• Extensive set of networking protocols

• Pragmatic approach• Vendor interoperability tests • Focus on interoperability vs.

“by the letter” implementationof standards

• Extensive field experience• Largely deployed in mixed environments• Top service providers• Business, government,

and education networks

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Do any of your customers have only one vendor in their network? For the most part, probably not. Just as most of your customers likely have multiple vendors for servers, storage, and other IT systems, they may want the flexibility to use multiple vendors in the network. And, it’s likely that their migration to Juniper solutions will occur over time. So the ease in which Junos interoperates and integrates into existing infrastructure is essential. Juniper engineers have long been involved in building open standards for interoperability in industry organizations. For example, Junos developers have been at the forefront of defining and implementing MPLS applications, next-generation multicast VPN architectures, and high-availability features such as non-stop active routing and in-service software upgrades. Junos supports hundreds of networking protocols — standards such as spanning tree, LLDP, OSPF, BGP, IPv6, and MPLS, to name just a few. Nonetheless, the practicalities of interoperability require that Juniper goes beyond simply implementing the standards. For example, filling in gaps in cases of differences in interpretation or where de-facto standards are used. This practical approach is necessary to support the thousands of customers of Junos. Interoperability between Juniper and other large networking vendors has been proven several times over, in the best possible way, with live network implementations in the largest networks over the past decade.



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Selling to Operations

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• It just works• Stands up to attacks, congestion, and other instabilities with

industrial strength reliability

• It eases operations effort and reduces errors• Friendly user interface with fail-safe protections • Automation of day-to-day operations, including configuration,

monitoring, and diagnostics

• It simplifies changes and upgrades• More stable software with one release track means fewer fixes and

one upgrade path

On previous slides we highlighted some of the advantages in operating a network with Junos. These are going to be key when selling to the operations team. You’re going to want to get these teams onboard with the Junos decision. After all, any kind of change is going to impact them and they’re going to have a say in that change. It’s going to take them some effort to adopt Junos and it’s going to be something that they have to learn. You want them to see the value of making that changeover. When we talk about what that means to operations teams, the bottom line is that it can save them time, and allow them to more effectively run a high performance network that’s not going to break as much. The operations team is different. They care about different things and they want to know: how are you going to make my day better? We talked a lot about how you’re going to make their day better, but if you can free them up from “fire drills”, help them automate so that they have fewer repetitive tasks, so they can get to new and interesting things, and have them spend less time on fixes and upgrades, you can go in and say, “Hey, what’s on the backburner now that you can’t get to because of all those mundane tasks you have to do because of how you do things today? Junos can help you get to the backburner. Let me help you get to those interesting projects and help your business grow.”



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Customize Savings

https://www.juniper.net/partners/partner_center/content/reseller/selling_tools/roi_tools.jsp

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We also have several tools to help us sell into Data Center, Campus, and Branch Office locations. These Financial Analysis Tools (FAT) are designed to show customers the capital and operational expense savings they could experience when deploying a Juniper infrastructure solution. The tool should be used live with a customer to stimulate discussion of data center, campus and branch requirements. Leverage these financial calculators to show, in tangible and relevant terms, the Juniper solutions' business value. You provide a few inputs to customize the business case for your customer, the calculators then create graphs and metrics to support the sale. These tools may be co-branded and hosted on your site for use in sales and marketing programs. Three flavors of this tool exist: • Data Center Financial Analysis Tool (FAT) - designed to show customers the capital and operational expense savings they could experience when deploying a Juniper infrastructure solution in their data center. • Campus Financial Analysis Tool (C-FAT) - designed to show customers the capital and operational expense savings they could experience when deploying a Juniper infrastructure solution in their campus environment. • Branch Financial Analysis Tool (B-FAT) - designed to show customers the capital and operational expense savings they could experience when deploying a Juniper infrastructure solution in their branch environment. Use the onscreen link to view these ROI tools for helping to sell solutions: https://www.juniper.net/partners/partner_center/content/reseller/selling_tools/roi_tools.jsp



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Sell Junos Once, Sell Everywhere

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So when we talk about selling Junos, we must mention that most of Juniper’s devices in the tool belt run Junos. So it makes it an extremely easy sell. When we sell into the Data Center, we should be asking questions about the customers branch office devices, or vice versa. No matter where in the network we need devices, Juniper has the solution to fit the need, whether it be routing, security, or switching, Juniper can do it, oh yeah… and with the same operating system trans-versing from device to device. There is no reason to learn separate operating systems as traditionally fed to network administrators for the past 40 years.



Slide 53


I2J Conversion Tools

• Converts from other to Junos• IOS routing and switching

https://i2j.juniper.net/release/index.jsp• ScreenOS security to Junos

• Available on the Juniper support site• Offered through AES 256-bit encrypted

website • Additional I2J training :

• http://www.juniper.net/us/en/training/elearning/ios_junos/content/index.html

54

Are your customers migrating from Cisco to Juniper? Ease the transition with the I2J tool, a configuration translator that converts Cisco IOS software configurations to Junos software configurations. Automatic access to the tool at https://i2j.juniper.net/release/index.jsp is provided at no charge to JNASC Support Manager, JNASC Support Provider, Premier Accounts and all support contract customers. Training on the Juniper I2J translator can be found by using the link : http://www.juniper.net/us/en/training/elearning/ios_junos/content/index.html And additional conversion tools can be found using the link at the bottom of this slide: https://migration-tools.juniper.net/tools/index.jsp



Slide 54


Getting Started with Junos

• Training/certification• New user to expert • Fast Track

• Offers significant timeand cost savings

• Books• Day One downloads• O’Reilly Technical Library

• Community• J-Net: www.juniper.net/forums• Knowledge Base:

www.juniper.net/kb

55

So how do we get started with Junos? Well, there is always training and certifications available from new user Juniper Associate (JNCIA) Introduction to Junos curriculum, to expert level certifications (JNCIE). We also offer a fast track program for those who are already familiar with other vendors products. This program will offer the student discounts and time savings in certifying on the Junos OS. We also offer several books including Day One downloads for eReaders as well as .PDF formats, and a full technical library of books from the publisher O’Reilly.



Slide 55


What tool allows quick configuration changes from IOS to Junos?



A) I2J

B) I2X

C) J2I

D) J2X

56

Learning Activity 4: Question 1 What tool allows quick configuration changes from IOS to Junos?



Slide 56


In what three ways will Junos save the customer time? (Select three.)



A) Stands up to attacks, congestion, and other instabilities

B) Eases operations effort and reduces errors

C) Simplifies changes and upgrades

D) Does not work with other vendors equipment

57

Learning Activity 4: Question 2 In what three ways will Junos save the customer time? (Select three.)



Slide 57



• Discussed entry points for selling Junos solutions• Described tools for success in selling Junos• Described how Junos will save you time

58

In this section, we: • Discussed entry points for selling Junos solutions • Described tools for success in selling Junos, and • Described how Junos will save you time



Slide 58


Course Summary• In this course, we:

• Gained an understanding of customer challenges• Described the Junos portfolio • Described the Junos operating system• Discussed how to sell the Junos operating system

59

In this course, we:

• Gained an understanding of customer challenges • Described the Junos portfolio • Described the Junos operating system, and • Discussed how to sell the Junos operating system



Slide 59


Additional Resources• Education Services training classes

• http://www.juniper.net/training/technical_education/

• Juniper Networks Certification Program Web site• www.juniper.net/certification

• Juniper Networks documentation and white papers• www.juniper.net/techpubs

• To submit errata or for general questions• [email protected]

60

For additional resources or to contact the Juniper Networks eLearning team, click the links on the screen.



Slide 60


Evaluation and Survey• You have reached the end of this Juniper Networks eLearning module• You should now return to your Juniper Learning Center to take the assessment

and the student survey• After successfully completing the assessment, you will earn credits that will be

recognized through certificates and non-monetary rewards

• The survey will allow you to give feedback on the quality and usefulness of the course

61

You have reached the end of this Juniper Networks eLearning module. You should now return to your Juniper Learning Center to take the assessment and the student survey. After successfully completing the assessment, you will earn credits that will be recognized through certificates and non-monetary rewards. The survey will allow you to give feedback on the quality and usefulness of the course.



Slide 61


© 2011 Juniper Networks, Inc.

Juniper Networks, Junos, Steel-Belted Radius, NetScreen, and ScreenOS are registered trademarks of Juniper Networks, Inc. in

the United States and other countries. The Juniper Networks Logo, the Junos logo, and JunosE are trademarks of Juniper Networks, Inc. All other trademarks, service marks, registered

trademarks, or registered service marks are the property of their respective owners. Juniper Networks reserves the right to change, modify, transfer, or otherwise revise this publication without notice.

62

Juniper Networks, Inc. All rights reserved. Juniper Networks, the Juniper Networks logo, Junos, NetScreen and ScreenOS are registered trademarks of Juniper Networks, Inc. in the United States and other countries. JunosE is a trademark of Juniper Networks, Inc. All other trademarks, service marks, registered trademarks or registered service marks are the property of their respective owners. Juniper Networks reserves the right to change, modify, transfer or otherwise revise this publication without notice.

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