Juniper Targets Cisco With Launch Of New Enterprise Architecture
Juniper Networks says its new reference architecture is superior to that of rival Cisco Systems and a solution that channel partners can sell in the enterprise along with new security, software and enhancements to switches.
"We have significantly better scale and performance than Cisco across our architecture," said Denise Shiffman, Corporate Vice President, Juniper Development and Innovation, in an interview with CRN. "2015 is without a doubt the year of innovation for Juniper."
The Sunnyvale, Calif.-based vendor unveiled its Unite architecture, touting it as a platform that will deliver an agile and secure network for enterprises seeking to quickly deploy cloud applications and services through a single network management platform. Unite is comprised of switching, security, software and routing products along with third-party solutions aimed to enable enterprises to interconnect private cloud to public cloud infrastructure in a hybrid environment, according to Shiffman.
New products inside Unite include enhancements to Juniper's EX9200 switches, Junos Space Network Director and the new Junos Fusion Enterprise, which enables the configuration and management of the entire distributed enterprise network as a single network entity.
Shiffman said Fusion Enterprise allows customers to collapse multiple network layers, including an on-premises data center, into one cloud-enabled enterprise network.
"Channel partners will love this because it's an open fabric that turns the entire campus into a single system for up to 6,000 access ports," Shiffman said. "The real differentiator and value is we can run beyond the campus network. We can run the data center network on the same Junos Fusion Enterprise, which means the distribution switches can also support connectivity to the servers for the applications in the data center as well as the connectivity to the campus access switches."
She said the solution will drive sales in the channel, and is well suited for mid-size enterprises that fit into partner strengths. Shiffman said Fusion Enterprise has three times the scale compared to that of the Cisco Catalyst 6800 instant access platform. That, Shiffman added, represents "a significant reduction in cost to customers."
George Miller, vice president of sales at Integration Partners, a Lexington, Mass.- based Juniper partner said the Unite architecture is the "right direction" for Juniper to take market share away from Cisco.
"Cisco's (application-centric) architecture ... is very closed, hard for external people to access their software-defined network environment," said Miller. "You need a platform you can integrate into those software-defined environments very easily. It doesn’t care what you're using for those overlays, or even underlay controllers and that's why I believe Juniper is going down this path, so they can partner with lots of other innovative companies in this space to help drive down costs."
Cisco declined to comment on Juniper's announcement, and the remarks by Shiffman and Miller.
Miller said Juniper's in-house innovation and its ability to integrate other security partners' technology quickly are strengthening the vendor's security recognition.
"Using their own in-house development [is] really one of the true assets or differentiators Juniper has in the marketplace … it [allows them] to quickly innovate," said Miller.
Unite also includes new security SRX Series Services Gateways that provide secure routing and next-generation firewall protection. The new SRX300 gateway is designed for branch offices, while the SRX1500 targets larger enterprise branches or smaller enterprises' campuses.
Additionally, Juniper revealed its cloud-based threat detection and prevention, Sky Advanced Threat Prevention, which screens all applications and downloads before they're allowed to enter the network.
"It's a cloud service that finds and controls threats by basically tricking the malware into killing itself," Shiffman said. The ’real revenue opportunity here for channel partners (is) to take the customer to a new level of visibility across the network."
Dominic Grillo, executive vice president of Atrion Communications, a Branchburg, N.J.-based solution provider and Juniper partner, said the new architecture and security offerings will take market share away from Cisco.
"Juniper's been far more committed to open architectures than Cisco, so it certainly plays to their strengths to have this architecture and I think they can capitalize on this space," said Grillo. "We're excited on the security side where they're rolling in more of the malware services and others into the SRX platform … Those are things where Juniper lacked in terms of delivering on security services and being able to wrap it all up into a pretty picture."
To manage Unite, Juniper enhanced its Junos Space Security Director security policy and management platform to allow an enterprise to centrally manage the security of the entire network with increased visibility and control of workflows, according to Shiffman.
"They've been reworking web interface and Security Director – that's going to be a real key because you need that nice management plane to understand what these attacks and alerts are," said Grillo. "That's very significant that they're putting investment in there to improve those platforms."
Unite also includes third-party solutions through its Open Convergence Framework, which integrates best-of-breed technology for wireless, unified communications and security. Juniper recently formed a partnership with Aerohive Networks, making it the third wireless vendor the company has partnered with for its open framework initiative.
In a recent interview with CRN, CEO Rami Rahim said 2015 is one of Juniper's biggest years for innovation in its 19-year history. In March, the company unleashed several new and enhanced products, including its QXF10000 switch and AppSecure 2.0 for its virtual firewall.
Rahim said Juniper will invest and grow its enterprise business through partners and win more market share due to its openness. He said that for Juniper's security roadmap, his company will be "tapping into the innovation that exists in the market with all the billions of dollars going into security startups."
"Rami has really benefited Juniper, he's a product guy, and that's truly Juniper's value proposition in the marketplace – having the best technology, the best products and for a little bit there they didn't and were in a bit of a jam," said Miller.
In 2014, Juniper began a major restructuring effort that included layoffs, leadership changes and the resignation of former CEO Shaygam Kheradpir.
Miller said the products and solutions launched this year are giving his company renewed confidence in Juniper.
Grillo, meanwhile, said Juniper's refocus on "what they do best" is a positive sign for the company.
"They had kind of spread themselves out into some different areas that they just weren’t focused on and they kind of reeled back in to what they're strong at in switching, routing, security," said Grillo. "I think they're definitely in a better position in 2015 [compared to 2014] to really capitalize on the space."
PUBLISHED SEPT. 29, 2015