Competitive Analysis

Why Cisco, Not Juniper

Networks matter more now than ever, and your choice of networking partner does, too. Why should you choose Cisco? 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? Cisco products work better together in a true network architecture. Cisco views the network as an architecture, not a series of parts. This architectural approach reduces complexity, lowers total cost of ownership (TCO), and helps your entire IT infrastructure to work better together to deliver additional business value. Because we view your networking needs from an architectural perspective, you can be sure that all of our products work together to handle the surge in bandwidth demand, manage devices and power system-wide, reliably deliver video and securely connect to the cloud and mobile clients. With Cisco, you can reduce integration expenses and maximize the utility of your investment! Your investment is protected with a Cisco network. Cisco takes an evolutionary approach to its portfolio by layering new innovations onto existing platforms. Unlike some of Junipers products, Cisco networking components and systems are designed to last a decade or longer. You wont have to go through a rip and replace product turnover cycle that increases your capital expenditures and operational expenses. You dont have to choose between innovation and an open network. As our track record shows, when Cisco creates networking innovation, our objective is to share this widely across the industry through standardization. Other vendors seek to lock you in with proprietary interfaces. One example of this approach is Junipers new QFabric system, of which two components have Juniper proprietary interconnects. Ciscos market leading system is based on industry standards. Video is built into our network. 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 Juniper build the video experience into their network? You can trust Cisco to deliver. In terms of meeting our commitments, Cisco focuses on customer satisfaction and 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 just some examples demonstrating Ciscos commitment to deliver versus Juniper: Juniper promised 100 Gigabit Ethernet on MX-series edge routing products almost two years ago. Its still not available. Cisco promises and delivers: Cisco announced 100 Gigabit Ethernet on the ASR 9000 edge routing platform in June 2011 and will be shipping in Q4 of CY2011. Juniper announced the T4000 core router in 2nd half CY2010. Where is it? Cisco promises and delivers: Cisco announced the Cisco CRS-3 core router on March 9, 2010, delivered it in Q4 2010 and within one year, 80 service providers worldwide had deployed CRS-3 as their network foundation. Junipers Project Falcon mobile platform: After three launches in 2009, 2010 and again - in 2011, Juniper still has not publicly debuted the product or announced any customers of it. Cisco promises and delivers: 20 of the worlds largest 24 mobile operators have deployed Ciscos ASR 5000 mobile platform to deliver rich media services to mobile customers. Junipers Project Stratus/QFabric for the data center: After 2.5 years and several announcements, Juniper still has not delivered on their promise that QFabric is designed to scale to tens of thousands of 10GbE ports . Cisco promises and delivers: Cisco announced Nexus in January 2008, delivered it on Q2 2008 and now Ciscos Nexus data center switch family has been adopted by more than 70% of the Fortune 100. There are more than 10,000 customers for Ciscos 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 Ciscos trademarks can be found at www.cisco.com/go/trademarks. Third-party trademarks 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)

Competitive Analysis

Juniper Claims: A Reality Check

Ciscos competitors are understandably concerned about Ciscos industry-leading business innovation and thought leadership, and constantly seek ways to differentiate their own offerings. Unfortunately, they dont have Ciscos ability to invest in product and solution development to meet customers needs, and much of their differentiation exists at a marketing level only. As Table 1 shows, many of Junipers claims are difficult to substantiate.
Table 1. Analysis of Juniper Claims

Juniper Claims
Junos is one OS. The New Network provides openness. The New Network supports monetization.

Reality
Junos creates a software image for each device, resulting in different products on different releases and feature disparity. The long-awaited QFabric is a proprietary solution. Monetization comes from the fusion of transport with new services such as cloud and managed services, all driven by rich network intelligence embedded from the core to the endpoints. Cisco can deliver these services, such as in mobility with an integrated intelligent mobile packet core, while Juniper focuses on basic transport. 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. Realistically, Junipers architecture introduces a new layer to the network infrastructure, 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.

Cisco data centers require three layers, and Junipers QFabric is one layer. With Junipers Converged Supercore, you no longer have a three-layer network (optical, circuit, packet) with three operating systems and three network management platforms.

Enterprise Architecture
Table 2. Compares Cisco and Juniper Enterprise Offerings

Cisco
Borderless networks A medianet-ready borderless network helps ensure that your network delivers a high-quality video experience and is ready for changing bandwidth demands. Cisco TelePresence performance is assured with borderless networks. Integrated branch office solution that includes routing, switching, security, WAN acceleration, virtualization and computing and communitcations in a single device. The Cisco ASR 1000 supports a large range of services: firewall, IPsec, Applicability Visibility & Control (AVC), Session Border Control, and WebEx Node. Integrated wired and wireless access policy enforcement with Cisco Identify 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.

Juniper
Incomplete services integration compared to Ciscos ISR G2 and ASR 1000. No voice or WAN Acceleration on the SRX Series Services Gateways for the branch. No IPSec VPN, Session Border Control or full function Firewall on the MX Series 3D Universal Edge Routers for the Midrange (MX5, MX10, MX40, MX80). Weak high availability features on the MX80 no dual control processors, no software redundancy like on the ASR1000. 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 WLA access points. The WLC WLAN controller is not integrated with Juniper routing, switching, security and management products and is not based on Junos.

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 Ciscos trademarks can be found at www.cisco.com/go/trademarks. Third-party trademarks 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)

Competitive Analysis

Cisco
Data center and virtualization Cisco provides a complete data center solution with computing, networking, storage switching, security and L4-7 services. Ciscos standards-based approach gives customers more options. Cisco delivers greater scale capabilities for large data centers. Cisco offers low-cost FEX (Fabric Extenders) for Gigabit Ethernet scaling. Unified ports allow a wire once solution. Ciscos invention of DCB (Data Center Bridging) enables an Ethernet-based network to reliably transport LAN/SAN traffic. Cisco offers a complete suite of virtualized products, such as the Cisco Nexus 1000V Series Switches, Virtualized Security Gateway (VSG), virtual network access module (vNAM), and Virtual Wide Area Application Services (vWAAS) for additional deployment flexibility. Cisco offers proven data center switching solutions, with 10,000 NX-OS customers and 7 million ports shipped. 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, instant messaging, and collaboration solutions. Any to Any: We uniquely enable people to work together naturally anywhere, 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.

Juniper
No computing solution. No data center application optimization or load balancing solutions. No storage switching solution. Juniper only addresses the networking part of the data center with its QFabric system. Two QFabric components (QF/Director and QF/Interconnect) have proprietary interconnects. Junipers existing switches and routers, the EX Series and the MX Series, are not compatible with the QFabric proprietary interconnects. Junipers QFX3500 has poor 1GE scalability. Junipers claim that QFabric is one layer is misleading. Packets must take two hops across the QFabric system, the MX adds an additional layer for data center WAN connections, as does the SRX for security. Complete equipment upgrade and retooling require a costly customer migration from the current product set (EX) to QFabric and from QFabric 2011 to QFabric as originally promised with the launch of Project Stratus. Juniper lacks a full collaboration solution. Juniper does not sell phones, collaboration software or services and does not support voice in its most current branch office router product, the SRX.

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 Ciscos trademarks can be found at www.cisco.com/go/trademarks. Third-party trademarks 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)

Competitive Analysis

Service Provider Architecture

Table 3. Compares Cisco and Juniper Service Provider Offerings

Cisco
Video Cisco delivers a comprehensive solution from endpoint to the core, including TelePresence, set-top boxes and video-optimized transport for SPs to offer high-quality services.

Juniper
No optimized video transport poor QoS (Quality of Service), no in-line video monitoring, weak multicast. 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. Junipers Mobile Packet Core has been announced 3 times: October 2009, February 2010 and February 2011 but has not been delivered. Non-existent backhaul solution. No public testing to prove out mobility solutions.

Mobility

Cisco delivers superior network intelligence from the mobile packet core with ASR 5000 through the edge ASR 9000, to backhaul ASR 900 and cell-site traffic for best delivery of wireless services. An extensive end-to-end test conducted by a prominent 3rd party firm proves architectural advantages. Market leading ASR 5000 is selected as the Mobile Packet Core in 20 of the top 25 mobile networks.

Cloud/ Managed Services

Cisco helps SPs monetize their network through a wide range of services based on Cisco solutions, e.g. IaaS, CaaS, Telepresence, M2M, etc, and Cisco resources such as Envision kits. Cisco delivers an innovative cloud/data center solution with Cisco UCS for SPs to offer these rich services and expand revenue streams through extensive Cisco enterprise base.

Limited managed service options. Still focused on hardware/CPE options, and ignoring SP business needs such as joint marketing. No advantage with small enterprise base. Lacks computing and virtualization for data center/cloud solutions. No optical solution. PTX introduces an additional layer for complexity and extra costs compared to Cisco CRS. No network virtualization to scale to 96T compared to Cisco ASR 9000.

IP NGN

Cisco delivers extensive IP and optical solutions for maximum flexibility in architectural options, while minimizing costs. Cisco is leading scale in both Core (CRS-3 with 322 tbps) and Edge (ASR 9000 with 96 tbps).

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 Ciscos trademarks can be found at www.cisco.com/go/trademarks. Third-party trademarks 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)

Competitive Analysis

Service and Support

Cisco 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 magazines annual Vendor Value survey of 684 Enterprise IT decision-makers; Juniper ranked fourth among 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%. Can Juniper 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 ranked third of eight suppliers in the same survey. Cisco
Technical support Professional services Cisco has deployed 50 million devices and has 6 million annual customer interactions. Cisco offers Smart Business Architectures and Cisco reference validated designs. 80% cases resolved online without the need for TAC. Cisco has full array of professional services including smart professional services (proactive network intelligence). Junipers offerings are much smaller and do not span the network lifecycle. 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. Slower resolution times. More downtime. Increased costs due to possible longer downtime.

Juniper
Fewer devices deployed, fewer issues addressed through customer interactions (1.6 million), and insufficient reference architectures

Response time

Ciscos initial service response time is between 4 times (P1/P2) and 15 times (P4) faster than Juniper.

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 Ciscos trademarks can be found at www.cisco.com/go/trademarks. Third-party trademarks 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)

Competitive Analysis

Summary: Questions to Ask Juniper

Based on extensive interactions with customers, Cisco is committed to an architectural approach that allows the greater IT infrastructure to work better together to increase business value. While Juniper may make similar claims, customers and industry experts are increasingly looking more closely at Junipers products and marketing with a growing realization 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 Junipers vision? 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 Junipers 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 equipments features and functionality? Will it be both backward and forward compatible? Will I have to replace chassis, cards, or cables? Commitment: After Junipers 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 Ciscos trademarks can be found at www.cisco.com/go/trademarks. Third-party trademarks 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