journey to secure and automated multi-cloud
TRANSCRIPT
Journey to Secure and Automated Multi-cloud
Mark Hinckley
WW SE and Partner Enablement
Juniper Networks
2018
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
BD Motion
Solution Definition
and Use Case
Solution Engineering
and Integration
Solution Delivery
and GTM
• Market Opportunity
• Customer Use Case
• Business Outcome
• Architecture/Concept
• Project Definition
• Commercial Offer
• Solution Delivery
• Sales Enablement
• Tech Enablement
• Marketing Collateral
• Launch Kits
• Replication
• Project Assessment
• Project ID
• Customer PM Interlock
• Solution Prototype
• Proof-of-Concept (POC)
• Validation Testing
• Solution Roadmaps
• Integrated Solution Technical Support
• Revision (phase) Mgt
• Systems Engineering
• Network Architecture
• Reference Solution Architecture
• Technical Sales
• Technology Evangelism
• Competitive Analysis
Field SE Motion Solution Integration Sales Motion
Magic Quadrant for MSPsPublic Cloud Infrastructure Managed Service Providers
• 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
Cloud Management Platform
Professional Services[consulting and implementation]
Managed Services and Automation
Expected Capabilities
Source: Gartner MQ 3-2-17
Depth of expertise:
The Rise of Enterprise Multicloud
Dev/TestBusiness
ContinuityWeb/SaaS
Cloud
Bursting
Develop/Test Applications
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
WAN
Private Cloud VPC/Public Cloud
Dev/TestProduction
Common Peak Workloads
Early Hybrid Cloud Use Cases
Private Cloud
Ent. Data Center (A)
Core Rtr
Campus / Branch
App
App
App
OS OS
OS OS
OS
OS OS
OS
Direct
Connect
Internet
Tenant B
Tenant A
Tenant C
Extending IT into the Cloud
Control the Cloud Experience
AppApp
App
App App
App
App
App
vSRXvirtual FW
vMX
Common Security Policy
P
P
P
P
P
Network as aSecurity Platform
Application silosClient/User
Application
95%
Finance Employees Customers
ERP Mail EDI
“Any to Any” ServicesApplication silosPortal:
Data Sources:
Applications:
Employees Customers Partners Suppliers DevicesDatabase Transactions Sensors Inventory Devices
Analysis Reporting CRM Database Administration
InventoryHRPurchasing
Analysis Reporting CRM Mail Order Processing
InventoryHRPurchasing
Network Devices Rich media New applications Digitized information Machine to MachineEmployees Customers Machines Suppliers Partners
Employees CustomersFinance
EDIMailERP Mail EDIERP
> 75%
Portal:
Data Sources:
Applications:
Employees Customers Partners Suppliers DevicesDatabase Transactions Sensors Inventory Devices
Analysis Reporting CRM Database Administration
InventoryHRPurchasing
Analysis Reporting CRM Mail Order Processing
InventoryHRPurchasing
Network Devices Rich media New applications Digitized information Machine to MachineEmployees Customers Machines Suppliers Partners
Mode 1 Mode 2
Moving to the CloudMoving to the Cloud
Partners Devices
CRM Database
InventoryHR
CRM
HR
New applications Digitized informationMachines
Devices
Mail Order Processing
Inventory
Suppliers Partners
InventorySensors
Mode 1 Mode 2
Moving to the Cloud
Agility – Time to Provision
2 MonthsPhysicalServer
Time
VirtualServer
2 WeeksNetwork
2 WeeksStorage
2 Minutes
Orchestration,Automation
SecurityAutomation
Zero Trust Security Model
Outside(Untrusted)
Perimeter
Internal (Trusted)
Perimeter Security
Hyper-connected Network
with Security at Perimeter
Complex Security Policies
Lateral Threat Propagation
Limited Visibility
Perimeter
Internal (Also Untrusted)
Secure Network
Secure Network
User Intent Based Policies
Block Lateral Threat Propagation
Comprehensive Visibility
Outside(Untrusted)
“Network” role in Security
Stateful but
perimeter oriented
Content InspectionUser & APP
IPS, AV
URL etc
Firewall
Closest to the End-
Point, stateless
Remove/Quarantine
from Network
Switch
Closest to
Applications
Dynamic network
service chain
SDN
Network Edge, and
stateless
BGP Flowspec
Blackhole
Honeypot
DDoS
Router
Software Defined Secure Network
DetectionMachine Learning & AI – Malware Detection
Intrusion Prevention, SIEM (JSA)
Threat Feeds: Command & Control, GeoIP etc
PolicyUser intent based policy modelRobust visibility and management
EnforcementPerimeter Firewalls, Switches & Routers
SDN Platforms (Vmware NSX, Contrail)
Public Cloud (AWS etc)
Network as a
Security Enforcement System
Enablement via Partner Programs
Cloud Service Partner
Cloud Integrator
[Partners can hold multiple specializations]
INFRASTRUCTURE ECOSYSTEM CLOUD ECOSYSTEM
SecurityData
CenterService
Specialist
SoftwareDevelopment
Partner
VerticalIndustry
V
Cloud Integrator
Cloud Service Partner
Cloud FirstSelect
11001001100010100011010101101100011111001001100010
Juniper Partner Advantage Specializations
Reseller
Elite
Select
LEVEL
PARTNER SPECIALIZATIONS
Thank you