Juniper is making efforts in the telecommunications market this year: to revive domestic operator business

Juniper Networks recently held a partner conference with the theme of "Leap". At the conference, Lin Xiaoping, president of Juniper Networks Greater China, said that this year Juniper will focus on the carrier, OTT, enterprise markets, BTI, and Contrail businesses. Among them, the carrier market is the market that Juniper will focus on the most.

In fact, Juniper has a long history of cooperation with Chinese operators. Ten years ago, Juniper exclusively built China Mobile's core network CMNET, and has been maintaining in-depth cooperation with the three major operators in routing and switching.

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Revitalizing the operator business

Telecommunications has always been Juniper's traditional market in China. As operators' networks transform, Juniper's relationship with operators becomes closer, which also brings opportunities for Juniper to revive its operator business.

Currently, the world's leading telecom operators have begun to transform towards telecom cloud. The telecom cloud architecture transforms distributed central offices (COs) into data centers, which can support applications such as virtualization and network slicing. At the same time, operators naturally have enough distributed central office CO resources to provide telecom cloud equipment room facilities. Transforming traditional central offices into large, medium and small data centers and introducing intelligence into the network can enable operators to provide cloud platforms for IoT, 5G and other new applications that are the same as or even better than OTT.

This provides business development opportunities for Juniper, which is deeply engaged in SDN/NFV and cloud. Currently, AT&T and DT use Juniper's Contrail to deploy VNF to achieve network virtualization. For example, vPGW, vSGW, vFW, vOLT, etc. In addition, NTT/Orange uses Juniper's SDWAN/vCPE solution.

Regarding the domestic telecom operator market, Lin Xiaoping said that although Juniper has a long-term cooperation foundation and SDN/NFV has also brought new opportunities to Juniper, Juniper still needs to work hard to launch more products that meet the needs of Chinese operators.

Lin Xiaoping emphasized that in 2017, Juniper's goal of revitalizing its operator business is to expand the types of products that Juniper can enter the Chinese operator market and increase its market share. At the same time, it will provide the three major operators with more high-performance products, such as providing mature product solutions that have been deployed on a large scale by OTT operators such as Alibaba and Tencent and overseas operators to China Mobile, China Telecom and China Unicom.

In addition, last year Juniper and Lenovo reached a strategic cooperation, and the two parties will establish a joint venture to carry out product research and development and production, which will enable Juniper's products to better meet the domestic market's requirements for product localization.

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Changing temperament makes the company more competitive

In addition to making efforts in the business market, Juniper will further transform its corporate temperament this year to make the company more competitive. "Even good wine needs a bush" well reflects Juniper's market performance in the past few years. Although Juniper, as a "small but fine" company, has its own characteristics and advantages in routing, switching, cloud, and security, Lin Xiaoping said that technology will only pay off when it is converted into a market driver.

In addition, Juniper proposed the JUNI program in the hope that enterprises would change at every level to adapt to market changes and make Juniper more competitive.

Judging from the market performance in 2015 and 2016, the JUNI program has already taken effect. In 2015 and 2016, Juniper's business in China maintained double-digit growth, with the growth rate reaching 12.5% ​​in 2016.

However, Lin Xiaoping believes that the company's transformation is far from enough, and the JUNI program should make Juniper even better. This year, Juniper will continue to optimize its team and turn Juniper from a "lamb" into a "jaguar."