Professional Documents
Culture Documents
ABOUT CONTRAIL
Q: When will the Contrail be available?
A: Both the open and commercial versions of Contrail are available Sept. 16, 2013.
Q: Originally, product was named JunosV Contrail now it is Contrail. Why change the name?
We realized that the term Junos was creating confusion that these products were based on the Junos
operating system, so for simplicitys sake we are trimming it down to purely Contrail.
As open source software has matured it has become clear that it can be a net plus in terms of
monetization. Juniper Contrail pricing has not changed with the decision to open source the software.
We maintain the same structure with licensing plus support that we would have otherwise used in a
conventional commercial product. We expect that the added visibility and easier distribution will allow
us to reach a much larger customer base.
Q: Why would a customer choose the commercial product over the open product and vice
versa?
A: We expect customers leveraging Contrail in their production networks will choose the commercial
offering due to the service and support that comes with itsome customers do not want to trust their
business to the products without standard vendor support. OpenContrail on the other hand will make it
easier for customers to experiment, trial and customize.
Q: Do the open source and commercial versions compete with one another?
A: Realistically, no. Most customers who are deploying this as part of their production network will
require the service and support that are only available with the commercial version.
Q: How is Juniper supporting the developer community? What tools, guidance, etc. will you
provide?
A: We will build out a website and community forum at www.opencontrail.org with all the tools,
documentation and support developers need to build on OpenContrail and will be similar to other open
source project sites such as the various Apache Software Foundation pages, or OpenStack.
A: Juniper Networks firmly believes that open source and open standards lead the way to greater levels
of innovation, and Juniper continues to actively participate and contribute to key standards bodies
associated with SDN including OpenDaylight and the Open Networking Foundation. As such, we plan to
work with IBM to submit the OpenContrail source code to OpenDaylight project. The Contrail launch
announcement reinforces Junipers commitment to open, industry collaboration while continuing to
deliver on our clear 4-step SDN roadmap.
Q: Why would anybody go for OpenContrail rather than OpenDaylight?
A: Juniper is a strong believer that open source is not a zero sum gameopen source projects are
designed to foster innovation and further the rate of technology advancements. There arent any
winners or losers.
That said, we feel its important that customers and developers have a choice of platforms to develop
on, and eventually deploy. OpenContrail is different from existing open source SDN platforms in a
few ways. From an architectural perspective, Contrail is based on proven, stable networking protocols
such as BGP and MPLS. This will be important to customers and developers who value interoperability
and integration between physical and virtual networks. Additionally, with OpenContrail we have opened
up significantly more relevant functionality in our source code disclosure. This should make it easier to
use for testing and supporting and building a much broader range of customer relevant use cases than
current open source alternatives.
Q: Juniper talked about an open source controller back in Sept. of 2012 as a way to compete
with Cisco and VMware then backed off this strategy later. Why the flip flop?
A: Since then we have realized that the two approaches (open source and commercial) need not be
mutually exclusive, and really the best way for the industry and for our customers is to provide both
options: an open source controller that will help drive rapid adoption and foster innovation; and a fullysupported commercial controller that comes with all the services and support our customers require for
such a critical component of their business.
Q: How exactly does Contrail integrate with the MX Series? Does it also integrate with Junipers other
hardware lines?
A: Contrail leverages industry-standard routing protocols like BGP and MPLS over GRE to speak with
routers such as the MX Series. Its this use of standard routing protocols that enable Contrail to leverage
the MX Series as a physical gateway element, eliminating the need for a separate software gateway as
required with competitors solutions. Additionally Contrail supports NetConf which can be used to push
configuration changes to the MX.
Q: I have noticed VMware ESXi and HyperV are not supported; what was the rationale behind this?
A: We are open to supporting ESXi, but VMware is not exposing its APIs, proving they are still a
proprietary and closed system. This is a significant weakness of VMware NSX and the ESXi story and
should be exploited in discussions with our customers and prospects. The VMware strategy is based on
proprietary customer lock-in, which is inflexible and expensive from both a CapEx and OpEx perspective.
By open sourcing Contrail, we have achieved ultimate transparency and the openness that is unique to
all complete SDN solutions in the market.
We are working on building support for more hypervisors like HyperV as we speak. We will share a
roadmap with product updates as they become firm. The timeline for building support for additional
platforms is dependent on how much and how soon a particular vendor is willing to share product
libraries. We currently support Open Hypervisors KVM and Xen.
OPENCONTRAIL
Q: What is the code review process?
A: The code review process is going to remain very simple anyone can submit a pull request using
Github. We will populate the reviewer community with module developers from Juniper that will review
any code submissions. Over time, we will elect reviewers and approvers from the open source
community.
Q: How does one contribute to the project? Is it code submission, documentation, promotion,
reporting bugs, vulnerabilities?
A: Initially, there will be three types of submissions to the project:
Additional features
Bug fixes
Documentation improvements
In addition, we will allow the community to submit bugs using the Github issue tracker. Patches to bug
fixes, new features, and documentation enhancements will need to come through a pull request using
Github. The same applies to API documentation that is auto generated from the source code.
Q: When people contribute code, where does the copyright go?
A: The contributor retains the copyright to their contribution, and they grant a broad license back to the
Juniper and any recipients, as is standard under the Apache 2.0 Contributor License Agreement.
Q: As the product is released to the general audience, will there be 2 separate release lines (one for
Contrail and one for Open Source Community)?
A: The Open Source community will regularly get new functionality and/or fix bugs from Juniper
developers. We plan to move all our development to a public release line within 2 months of the public
launch and will release the commercially supported and validated releases every 3 months with
intermediate maintenance releases as dictated by our commercially supported customers.
Q: Are we going to having specific coding conventions and code contribution agreements?
A: Yes, all developers will be expected to follow coding and documentation conventions for their code to
be accepted, and we will post the coding convention to OpenContrail.org at launch time. We are going
to evolve the documentation convention and make it available within 3 months of the launch.
SALES QUESTIONS
Q: How can my customers order Contrail?
A: Commercial version of Contrail is available on our price list and is ordered like any other Juniper
product.
Customers who wish to evaluate the product can download the open source version of Contrail from
www.opencontrail.org
Q: Is there any sales training available for selling SDN/Contrail?
A: There will be a sales training available for selling SDN/Contrail. A notification will be emailed for the
same. You can also access recorded pitstop:
Enterprise Pit Stop https://learningportal.juniper.net/juniper/user_activity_info.aspx?id=8148
Service Providers Pit Stop
https://learningportal.juniper.net/juniper/user_activity_info.aspx?id=8123
Q: Where can I learn more about Contrail and how to stay in touch?
A: Collateral and supporting documents are all posted on Salesforce and can be searched using Contrail
tag. The best way to stay in touch is to join Software Defined Networking (SDN) Chatter group
(Chatter/Groups/SDN).
Q: What competitive tools are available to help me pitch against our competition?
A: Battlecards with high-level competitive information and competitor specific, Hot Sheets are posted
on Salesforce. Hot Sheets are available for the following competitors:
VMware (NSX platform)
Cisco (Insieme)
Alcatel Lucent (Nuage Networks)
Q: How does this compete with open source controllers like Floodlight and OpenDaylight?
A: Juniper is a strong believer that open source is not a zero sum gameopen source projects are
designed to foster innovation and further the rate of technology advancements, there arent any
winners or losers.
That said, we feel its important that customers and developers have a choice of platforms to develop
on, and eventually deploy. OpenContrail is different from existing open source SDN platforms in a few
ways. From an architectural perspective, Contrail is based on proven, stable networking protocols such
as BGP and MPLS. This will be important to customers and developers who value interoperability and
integration between physical and virtual networks.
Additionally, with OpenContrail we have opened up significantly more relevant functionality in our
source code disclosure. This should make it easier to use for testing and supporting and building a much
broader range of customer relevant use cases than current open source alternatives.
Q: Whats your perspective on Ciscos SDN strategy? They also champion open programmable
network environments isnt part of your approach similar to theirs?
A: Cisco has several fundamental problems with its SDN strategy. First, it has a very fragmented
software platform base to build upon. Its a company that has been built through the last two decades
of acquisitions with a low priority placed on unifying underlying operating systems and organization
silos. This lack of cohesion leaves them with an almost impossible basis to build a similar platform and
architecture that Juniper has outlined with its SDN strategy.
Second, a company with so much legacy business to protect is structurally incapable of fully embracing a
new technology or more importantly a new business model. For Juniper, SDN represents a chance to
further expand and grow our business. Much of the focus for SDN will be in the data center where we
have 3% market share today. By contrast, the picture looks very different for the dominant networking
vendor in the data center with 70% share. For them, SDN poses a threat to a $15B data center
networking business they want to protect. They have every reason to slow-roll the evolution of SDN.
Our approach is in no way similar to Ciscos. Juniper is embracing SDN with a comprehensive approach,
clearly defined principles, a four-step roadmap to help customers adopt SDN within their business, and
the networking industrys first and only software-centric business model.
Q: On one hand we are partnering with VMware on its NSX platform, and on the other, we are
positioning Contrail against NSX. How do I deliver separate message to my customers? What is the
benefit for supporting NSX?
A: VMware has a dominant position in Enterprise data centers and will continue to be dominant for a
while. We recognize that customer choice will be driven by a need/desire for ESXi and supporting
technologies/platforms. By supporting an SDN approach that has us partner with VMware, we are in a
good position to get our foot in the door and are consistent with our messaging of No rip-and-replace.
There is, however, an upcoming market opportunity with alternative solutions gaining ground. A lot of
Enterprise environments have multiple, hypervisor environments. We can position Contrail for nonVMware environments with these customers. Our positioning for these environments will be to pursue
an overlay approach with superior capabilities using open standards.
This also helps us differentiate our message from Cisco in a way that has us come off more positive and
less defensive and helps us make revenue in VMware based environments.
Q: VMware has dominant position in Enterprise datacenter market. How do I compete against them?
A: VMWare is by far the dominant player in the enterprise virtualization space and this is unlikely to
change in the foreseeable future. Its important to listen to customers needs and desires to understand
when to compete and when to partner. The options are as follows:
Cap and grow: Some customers are growing tired of VMware, and looking to migrate to a less
costly, open source based virtualization platform. This is the ideal opportunity to insert Contrail,
which doesnt require them to abandon VMware entirelythey can pursue a cap-and-grow
migration strategy
Sell hardware: For customers who are tied to VMware, this is where our integration partnership
is important. You can continue to sell Juniper routers and switches while waiting for an
opportunity to open up for Contrail
For a more detailed analysis, check out our VMware Hot Sheet.
Q: How does this impact Junipers relationship with VMware? You announced a partnership on the
hardware side, yet this directly competes with NSX.
A: Its really all about choice and protecting customers from lock-in. Junipers message and strategy
around SDN Controllers has been consistent. Almost a year ago, we clearly stated that a robust and
viable open source controller would be required by the market. At the same time, we recognize that
there are a variety of controllers on the marketsome open, and some proprietaryand we have also
committed to ensure our hardware platforms are interoperable with a wide variety of controllers.
Q: Big Switch announced they were shifting their strategy, so its solution can better merge the
physical and virtual worlds. How does this differ from Junipers approach?
A: Big Switches move further reinforces our approach to SDN, given we have advocated from the start
that the physical world needs to be more tightly integrated with the virtual world. In fact, Juniper
Networks Contrail, with its proactive overlay approach based on standards based protocols and our
recent partnership with VMware are both designed to do just that.
PARTNER PROGRAM
Q: You announced several SDN partnerships. What else are you doing to train and incentivize the
channel?
A: In terms of go to market (GTM) partners who will sell SDN solutions, we have added Contrail as an
authorization within Juniper Partner Advantage. This has two specific implications:
1. As an authorization, we will provision specific training for partners to ensure partners are able to
sell and support SDN solutions to a high level of customer satisfaction. We will bring JNSS and
JNSA SDN training online in the Learning Academy in Q1 2014, as well as create a JNCIX-SDN
post sales certification. Both will be required to qualify as an SDN authorized partner.
2. Contrail will be a restricted product, so the SDN authorization allows us to restrict access to
these products to SDN authorized partners. This creates real differentiation in the Juniper
partner program and incents partners to develop their SDN expertise and practices.
In the interim, before the SDN courses become main stream, we will run SDN boot camps to enable a
number of specially selected partners to increase their SDN expertise. These partners will be able to sell
SDN solutions until the permanent SDN authorizations become main stream, but they will be expected
to gain full authorization within one quarter of these courses being available in their geo.
Finally, SDN is one of the key requirements for partners to participate in the newly created Cloud
Specialization within the Juniper Partner Advantage. This is an invitation only specialization and
represents one of the key go to market sales plays for SDN. It includes the normal discretionary partner
support elements such as MDF, collateral, reference architectures plus a dedicated Juniper Cloud
Community of Interest.
Q: Why is it important for Juniper to partner with cloud solution providers?
A: Customers want choice, experience and simplicity when planning and migrating to cloud networks.
Thats why Juniper Networks is working with industry leaders such as, Citrix, Cloudscaling, IBM, Mirantis
and Red Hat, etc. With this collaboration, customers will have access to complete cloud-based solutions
based on OpenStack or CloudStack and built on open standards, virtualization protocols and
management of compute, storage and, for the first time networking capabilities to take private and
public clouds to new levels of performance.
Q: How does Juniper Networks Partner Advantage Cloud specialization support existing roadmaps and
market vision for technologies like data center, security, and SDN?
A: Juniper Networks Partner Advantage Cloud specialization delivers programming that encompasses a
holistic perspective across critical cloud infrastructure technologies, such as data center, security and
SDN, to help partners create cloud solutions and prepare for future product innovations.
Q: What is Juniper Networks Partner Advantage Cloud specialization?
A: Juniper Networks recognizes and understands the evolution and growth of cloud opportunities for
partners and has carefully crafted support for the channel by extending the Partner Advantage program
to help create cloud revenue and growth opportunities.
With this announcement, Juniper Networks is laying the foundation for a complete and compelling set
of cloud-enabling technologies and programming to help our partners prepare and deliver solutions for
evolving customer needs and demands for cloud-based scenarios.
The Partner Advantage Cloud specialization leverages key elements of Juniper Networks Partner
Advantage program and will recognize and reward partners who have either an existing Cloud or
Managed Service Provider (MSP) offering or wish to invest in developing their cloud capability.
To ensure partners can maximize their benefit from the Partner Advantage Cloud specialization, Juniper
Networks has defined three specific types of cloud partners, including:
o Cloud Infrastructure Partners (CIP) A partner that has the ability to sell Juniper
Networks cloud hardware and software solutions, including the companys Contrail SDN
product.
o Cloud Systems Integrators (CSI) A partner that has the assets and skills to implement
and deliver fully functional, customized cloud solutions, including professional services
to cloud service partners (CSPs) or private cloud providers, to end-user customers.
o Cloud Services Partners (CSP) A partner that sells and provisions cloud-based or
managed services based on Juniper Networks software and hardware products.
Q: What is the market opportunity or challenge Juniper Networks is addressing with Partner
Advantage Cloud?
A: With the Partner Advantage Cloud specialization, Juniper Networks is making a strategic investment
in the companys partner relationships to enable customer success in future cloud and SDN solutions
and services.
Juniper Networks is creating programming to help partners build their cloud practices and services to
better serve their customers in deploying Juniper Networks cloud solutions.
In addition, Juniper Networks is supporting SDN products and solutions through new training and
product authorizations providing partners access to industry-leading technologies and enabling them to
create advanced cloud solutions and services for customers.
Q: What are the specifics around Junipers partnership with IBM?
A: We are announcing a joint IBM/Juniper solution to enable customers to build enterprise-class private
clouds, with a focus on integration between the Juniper controller (Contrail) and IBM Orchestration
(Smart Cloud Orchestrator). IBM is a marquee partner with product and integration capabilities
spanning several of the above segments. We will announce a special partner relationship with IBM
focused on product level integration between IBMs Smart Cloud Orchestrator and Contrail. Specific
elements of the partnership include:
1. A reference architecture showing IBM/juniper cloud collaboration
2. Quotes and PR from IBM exec(s)
3. Availability of a Proof of Concept showing the 2 products jointly in action
Q: Some of the technology partners we announced compete with Juniper products (e.g., CheckPoint)?
Why are we doing this?
A: A platform like Contrail has to work with a range of virtualized applications. We cant assume that
customers are going to pick a purely Juniper solution. Contrail has to work in heterogeneous
environments. As such, integration will be importanteven with products that compete with Juniper
solutions. That said, we are working to ensure there is better together functionality between Contrail
and Juniper platforms and services.
Q: What retains partners like Riverbed if they interface thru Northbound APIs (like anybody else)?
A: Northbound APIs provide the ability to create a "single pane of glass" orchestration/management
system for the partner service in a virtual network setup. A validated solution (consisting of northbound
integration) ensures that a partner service can seamlessly operate and integrate with a customers
virtual network setup. This opens up opportunity for the partner within existing and potential Contrail
deployments.
Q: Where can I get more information about SDN technology partners?
A: An SDN Technology Partner cheat sheet is available with an overview, joint value proposition and
integration path listed for each technology partner.