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Competitive Analysis: Why Cisco, Not Juniper

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Cisco understands the strategic value of the network and consistently delivers innovation that drives competitive advantage to your business. Many vendors try to position “Good Enough” network offerings that offer only basic functionality, and end up costing more to implement and manage. Juniper has been a vendor that has consistently tried to position itself as a peer to Cisco in driving innovation. But is this true?

Published in: Technology, Education
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Competitive Analysis: Why Cisco, Not Juniper

  1. 1. Competitive AnalysisWhy Cisco, Not JuniperNetworks matter more now than ever, and your choice of networking partner does, too. Video is built into our network.Why should you choose Cisco®? We develop video endpoints such as Cisco TelePresence® and Cisco Videoscape™ and use our endpoint and IP expertise to build a better network. How does JuniperCisco understands the strategic value of the network and consistently delivers innovation build the video experience into their network?that drives competitive advantage to your business. Many vendors try to position “GoodEnough” network offerings that offer only basic functionality, and end up costing more to You can trust Cisco to deliver.implement and manage. Juniper has been a vendor that has consistently tried to position In terms of meeting our commitments, Cisco focuses on customer satisfaction anditself as a peer to Cisco in driving innovation. But is this true? building the trust necessary for a long term partnership. We do not make claims that are too challenging to fulfill and result in delayed delivery dates. The following are justCisco products work better together in a true network architecture. some examples demonstrating Cisco’s commitment to deliver versus Juniper:Cisco views the network as an architecture, not a series of parts. This architecturalapproach reduces complexity, lowers total cost of ownership (TCO), and helps your • Juniper promised 100 Gigabit Ethernet on MX-series edge routing productsentire IT infrastructure to work better together to deliver additional business value. two-and-a-half years ago. It’s still not availableBecause we view your networking needs from an architectural perspective, you can be • Cisco promises and delivers: Cisco announced 100 Gigabit Ethernet on the ASRsure that all of our products work together to handle the surge in bandwidth demand, 9000 edge routing platform in June 2011 and was in customer trials two months later.manage devices and power system-wide, reliably deliver video and securely connect • Juniper said the T4000 core router would be available in 2010. Where is it?to the cloud and mobile clients. With Cisco, you can reduce integration expenses and • Cisco promises and delivers: Cisco announced the Cisco CRS-3 core router onmaximize the utility of your investment! March 9, 2010, delivered it in Q4 2010 and within one year, 80 service providersYour investment is protected with a Cisco network. worldwide had deployed CRS-3 as their network foundation.Cisco takes an evolutionary approach to its portfolio by layering new innovations onto • Juniper’s Project Falcon mobile platform: After three launches in 2009,existing platforms. Unlike some of Juniper’s products, Cisco networking components 2010 and – again — in 2011, Juniper still has not publicly debuted the productand systems are designed to last a decade or longer. You won’t have to go through a or announced any customers of it.“rip and replace” product turnover cycle that increases your capital expenditures and • Cisco promises and delivers: 20 of the world’s largest 24 mobile operators haveoperational expenses. deployed Cisco’s ASR 5000 mobile platform to deliver rich media services to mobile customers.You don’t have to choose between innovation and an open network.As our track record shows, when Cisco creates networking innovation, our objective is • Juniper’s Project Stratus/QFabric for the data center: Despite four announcementsto share this widely across the industry through standardization. Other vendors seek to since February 2009, the QFabric system is still unavailable. If QFabric is finallylock you in with proprietary interfaces. One example of this approach is Juniper’s new delivered later this year, it will have taken more than two-and-a-half years toQFabric system, of which two components have Juniper proprietary interconnects. deliver. What IS available does not deliver on Juniper’s “3-2-1” vision.Cisco’s market leading system is based on industry standards. • Cisco promises and delivers: Cisco announced Nexus in January 2008, delivered it on Q2 2008 and now Cisco’s Nexus data center switch family has been adopted by more than 70% of the Fortune 100. There are more than 10,000 customers for Cisco’s NXOS operating system overall.© 2011 Cisco Systems, Inc. and/or its affiliates. Cisco and the Cisco Logo are trademarks of Cisco Systems, Inc. and/or its affiliates in the U.S. and other countries. A listing of Cisco’s trademarks can be found at www.cisco.com/go/trademarks. Third-partytrademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1007R)
  2. 2. Competitive AnalysisJuniper Claims: A Reality CheckCisco’s competitors are understandably concerned about Cisco’s industry-leading business innovation and thought leadership, and constantly seek ways to differentiate theirown offerings. Unfortunately, they don’t have Cisco’s ability to invest in product and solution development to meet customers’ needs, and much of their differentiation exists at amarketing level only. As Table 1 shows, many of Juniper’s claims are difficult to substantiate.Table 1. Analysis of Juniper Claims Juniper Claims Reality Junos is one OS. Junos creates a software image for each device, resulting in different products on different releases and feature disparity. The “New Network” provides openness. The long-awaited QFabric is a proprietary solution. The “New Network” supports monetization. Monetization comes from new services such as cloud and managed services. Cisco can deliver these, while Juniper provides only transport. Cisco data centers require three layers, and Juniper’s QFabric is one layer. Both claims are inaccurate. You can design a flat Layer 2 network with Cisco Nexus and FabricPath (TRILL ready). QFabric requires more than one layer. With Juniper’s Converged Supercore, you no longer have a three-layer network (optical, Realistically, Juniper’s architecture introduces a new layer to the network infrastructure, circuit, packet) with three operating systems and three network management platforms. introducing additional complexity and costs. In contrast, the Cisco label switched router (LSR) is integrated into the Cisco Carrier Routing System (CRS) for a cost-effective approach.Enterprise ArchitectureTable 2. Compares Cisco and Juniper Enterprise Offerings Cisco Juniper Borderless • A medianet-ready borderless network helps ensure that your network • Incomplete services integration compared to Cisco’s ISR G2 and ASR 1000. No voice or WAN networks delivers a high-quality video experience and is ready for changing bandwidth Acceleration on the SRX Series Services Gateways for the branch. No IPSec VPN, Session demands. Border Control or full function Firewall on the MX Series 3D Universal Edge Routers for the Midrange (MX5, MX10, MX40, MX80). • Cisco TelePresence performance is assured with borderless networks. • Weak high availability features on the MX80 – no dual control processors, no software • Integrated branch office solution that includes routing, switching, security, redundancy like on the Cisco ASR1000. WAN acceleration, virtualization and computing and communitcations in a single device. • Two incompatible WLAN product lines: AX411/SRX and WLA/WLC. The WLC controller does not control the AX411 access point and the SRX controller for the AX411 does not control the • The Cisco ASR 1000 supports a large range of services: firewall, IPsec, WLA access points. Applicability Visibilty & Control (AVC), Session Border Control, and WebEx Node. • The WLC WLAN controller is not integrated with Juniper routing, switching, security and • Integrated wired and wireless access policy enforcement with Cisco Identify management products and is not based on Junos. Services Engine (ISE). • Integrated wired and wireless access management with Cisco Network Control System (NCS). • Cisco EnergyWise™ delivers energy efficiency and savings to IT and facilities. • Integrated into the network, Cisco EnergyWise and its orchestrator console control and monitor power for a wide variety of devices.© 2011 Cisco Systems, Inc. and/or its affiliates. Cisco and the Cisco Logo are trademarks of Cisco Systems, Inc. and/or its affiliates in the U.S. and other countries. A listing of Cisco’s trademarks can be found at www.cisco.com/go/trademarks. Third-partytrademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1007R)
  3. 3. Competitive Analysis Cisco Juniper Data • Cisco provides a complete data center solution with computing, networking, • No computing solution. center and storage switching, security and L4-7 services. • No data center application optimization or load balancing solutions. virtualization • Cisco’s standards-based approach gives customers more options. • No storage switching solution. • Cisco delivers greater scale capabilities for large data centers. • Juniper only addresses the networking part of the data center with its QFabric system. • Cisco offers low-cost FEX (Fabric Extenders) for Gigabit Ethernet scaling. • Two QFabric components (QF/Director and QF/Interconnect) have proprietary interconnects. • Unified ports allow a “wire once” solution. • Juniper’s existing switches and routers, the EX Series and the MX Series, are not compatible • Cisco’s invention of DCB (Data Center Bridging) enables an Ethernet-based with the QFabric proprietary interconnects. network to reliably transport LAN/SAN traffic. • Juniper’s QFX3500 has poor 1GE scalability. • Cisco offers a complete suite of virtualized products, such as the Cisco Nexus • Juniper’s claim that QFabric is one layer is misleading. Packets must take two hops across the 1000V Series Switches, Virtualized Security Gateway (VSG), virtual network QFabric system, the MX adds an additional layer for data center WAN connections, as does the access module (vNAM), and Virtual Wide Area Application Services (vWAAS) SRX for security. for additional deployment flexibility. • Complete equipment upgrade and retooling require a costly customer migration from the • Cisco offers proven data center switching solutions, with 10,000 current product set (EX) to QFabric and from QFabric 2011 to QFabric as originally promised NX-OS customers and 7 million ports shipped. with the launch of Project Stratus. • Nexus1000 is the leading distributed virtual switch for VMWare environments with over 4,000 customers Collaboration • Unified enterprise communications through voice over IP (VoIP), conferencing, • Juniper lacks a full collaboration solution. instant messaging, and collaboration solutions. • Juniper does not sell phones, collaboration software or services and does not support voice in • Any to Any: We uniquely enable people to work together naturally anywhere, its most current branch office router product, the SRX. on any device, with any content. • Video Everywhere: Video is an essential part of effective, natural collaboration. Only Cisco provides the breadth of applications and endpoints to make pervasive video a reality. • New Collaborative Workspace: Cisco is converging social, mobile, video, and unified communications capabilities, to shape the new collaboration experience.© 2011 Cisco Systems, Inc. and/or its affiliates. Cisco and the Cisco Logo are trademarks of Cisco Systems, Inc. and/or its affiliates in the U.S. and other countries. A listing of Cisco’s trademarks can be found at www.cisco.com/go/trademarks. Third-partytrademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1007R)
  4. 4. Competitive AnalysisService Provider ArchitectureTable 3. Compares Cisco and Juniper Service Provider Offerings Cisco Juniper Video • Cisco delivers a comprehensive solution from endpoint to the core, including • No optimized video transport – poor QoS (Quality of Service), no in-line video monitoring, Cisco TelePresence, set-top boxes and video-optimized transport for SPs to weak multicast. offer high-quality services. • No set-top boxes, content delivery system, or answer to Cisco Videoscape to help Service Providers monetize OTT traffic. • No videoconferencing – need to partner with Polycom for a disparate solution. Mobility • Cisco delivers superior network intelligence from the mobile packet core with • Juniper’s Mobile Packet Core has been announced 3 times: October 2009, ASR 5000 through the edge ASR 9000, to backhaul ASR 900 and cell-site February 2010 and February 2011 but has not been delivered. traffic for best delivery of wireless services. • Non-existent backhaul solution. • An extensive end-to-end test conducted by a prominent 3rd party firm proves • No public testing to prove out mobility solutions. architectural advantages. • Market leading ASR 5000 is selected as the Mobile Packet Core in 20 of the top 25 mobile networks. Cloud/ • Cisco helps SPs monetize their network through a wide range of services • Limited managed service options. Managed based on Cisco solutions, e.g. IaaS, CaaS, Telepresence, M2M, etc, and Cisco • Still focused on hardware/CPE options, and ignoring SP business needs such as Services resources such as Envision kits. joint marketing. • Cisco delivers an innovative cloud/data center solution with Cisco UCS for SPs • No advantage with small enterprise base. to offer these rich services and expand revenue streams through extensive Cisco enterprise base. • Lacks computing and virtualization for data center/cloud solutions. IP NGN • Cisco delivers extensive IP and optical solutions for maximum flexibility in • No optical solution. architectural options, while minimizing costs. • PTX introduces an additional layer for complexity and extra costs compared to • Cisco is leading scale in both Core (CRS-3 with 322 tbps) and Edge Cisco CRS. (ASR 9000 with 96 tbps). • No network virtualization to scale to 96T compared to Cisco ASR 9000.© 2011 Cisco Systems, Inc. and/or its affiliates. Cisco and the Cisco Logo are trademarks of Cisco Systems, Inc. and/or its affiliates in the U.S. and other countries. A listing of Cisco’s trademarks can be found at www.cisco.com/go/trademarks. Third-partytrademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1007R)
  5. 5. Competitive AnalysisService and SupportCisco maintains a solid advantage in quality and effectiveness of technical and advanced support, as supported by independent recognitions See:http://www.cisco.com/en/US/products/svcs/service_awards_and_recognitions_list.html.Cisco ranked first in service and support in the 2010 version of CIO Insight magazine’s annual Vendor Value survey of 684 Enterprise IT decision-makers; Juniper ranked fourthamong 40 vendors in the same survey.In a Total Economic Impact study by Forrester Research for Cisco SP NOS and FTS, the breakeven point on 3 year contract is less than 10 months returning an ROI of 197%. CanJuniper claim the same?Cisco ranked first in a global survey that Infonetics conducted in late 2010 and that asked network equipment buyers to rate their vendors on service and support; Juniper rankedthird of eight suppliers in the same survey.Table 4. Compares Cisco and Juniper Service and Support Offerings Cisco Juniper Technical • Cisco has deployed 50 million devices and has 6 million annual customer • Fewer devices deployed, fewer issues addressed through customer interactions support interactions. Cisco offers Smart Business Architectures and Cisco reference (1.6 million), and insufficient reference architectures. validated designs. • 80% cases resolved online without the need for TAC. Professional • Cisco has full array of professional services including smart professional • Juniper’s offerings are much smaller and do not span the network lifecycle. services services (proactive network intelligence). • Very limited architecture specific services. • Juniper does not have any smart professional services in its portfolio. Global reach • Cisco has over 900 fulfillment centers worldwide. • Juniper has limited spare parts depots and parts-repair facilities in Europe, Asia-Pacific, or emerging markets, which can lead to significant delays in replacing broken hardware. Response • Cisco’s initial service response time is between 4 times (P1/P2) and 15 times • Slower resolution times. time (P4) faster than Juniper. • More downtime. • Increased costs due to possible longer downtime.© 2011 Cisco Systems, Inc. and/or its affiliates. Cisco and the Cisco Logo are trademarks of Cisco Systems, Inc. and/or its affiliates in the U.S. and other countries. A listing of Cisco’s trademarks can be found at www.cisco.com/go/trademarks. Third-partytrademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1007R)
  6. 6. Competitive AnalysisSummary: Questions to Ask JuniperBased on extensive interactions with customers, Cisco is committed to an architectural approach that allows the greater IT infrastructure to work better together to increasebusiness value. While Juniper may make similar claims, customers and industry experts are increasingly looking more closely at Juniper’s products and marketing with a growingrealization that it has overpromised and under delivered on commitments, and is overreaching in many of its claims. How do you know whether you should invest in Juniper’svision? Below are the crucial questions that customers should ask Juniper when evaluating its products.• Investment protection: To deploy a Juniper solution, will I have to replace my current solution or can I build upon and upgrade it? Will future versions of the Juniper solution require me to “rip and replace”?• Innovation: Without direct experience in computing, voice, collaboration software, energy management, mobile and video endpoints how can Juniper’s network solutions be designed to address major technology trends over the next 3 to 5 years? Cisco is leading the effort to reduce energy costs; optimize for video by developing capabilities to deliver the best video and voice experience over every application, device, or endpoint; provide integrated security across the network and the cloud for all users, devices, locations; and implement a fresh approach to solving the issue of server sprawl and data center complexity, an architectural approach that combines networking and computing. Can Juniper claim the same?• Operating system: Is a one-size-fits-all approach to software realistic? How long does it take to qualify a Junos release?• Interoperability: Can this solution fully utilize all my existing equipment’s features and functionality? Will it be both backward and forward compatible? Will I have to replace chassis, cards, or cables?• Commitment: After Juniper’s next major product announcement, how long will I have to wait before the product is available? Juniper has often missed announcement dates in the past. Should I believe this will change going forward?• Design risk: Do Juniper solutions have validated network designs?• Video: How does Juniper build the video experience into its network?• Data-gathering services: Juniper Advanced Insight Services was started in 2008, reached end-of-life in 2010, and was replaced with two new systems, Service Now and Service Insight. How long will these data-gathering services be available?• Reliability: What is behind the online chatter on stability problems with Juniper software? Is Junos, at 13 years of age, really up to solving my networking needs today?© 2011 Cisco Systems, Inc. and/or its affiliates. Cisco and the Cisco Logo are trademarks of Cisco Systems, Inc. and/or its affiliates in the U.S. and other countries. A listing of Cisco’s trademarks can be found at www.cisco.com/go/trademarks. Third-partytrademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1007R) C92-686342-00 09/11

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