Thank you everyone for joining us. Welcome to the Juniper Mist Customer Tech Talk. Joining me today will be Sujai Hajela, Juniper's Executive Vice President of the AI-Driven Enterprise. Today's call may contain forward-looking statements. Actual results may differ materially from these forward-looking statements as a result of various risk factors, including those found in our most recent 10-Q and in other documents that we file with the SEC from time to time. All statements made during this call are made only as of today. Juniper undertakes no obligation to update any forward-looking statements. Following our prepared remarks, Sujai will host a fireside chat with three of our customers to better understand their journey with the Juniper Mist platform. Following this discussion, there will be a Q&A session where you will have the opportunity to ask questions of either Sujai or our customers. If you would like to ask a question, you can use the Raise Your Hand feature in Zoom, or if you wish to ask a question but remain anonymous, you can email your question to me at jlupert@juniper.net. We would like to state that this is a tech talk, and we will not be taking financial questions as they are outside the scope of this call. With that, I'll now turn the call over to Sujai. Thank you, Jess. Good morning, good afternoon, and thank you for taking the time to join us for our tech talk today. We continue to experience durable momentum in our enterprise, campus, and branch business. In the tech talk today, you will hear from me my point of view on, number one, the Mist philosophy, actually, how it came into being, why it continues to be differentiated, and why we believe it continues to be sustainable to maintain the durable momentum which we have been experiencing. So let's talk about the Mist philosophy first. Let's just take a trip down memory lane. So before I started Mist, I was at Cisco as the Senior Vice President for product management and strategy for their enterprise, campus and branch business, the wireless, the branch routing, and the wired network. There are a few incidents, as I was at Cisco, which really helped form the Mist philosophy. One key one I distinctly remember is, we had just finished a large deployment, a multi-million-dollar deployment for wired and wireless, and we were having a celebratory dinner with the CIO. And the CIO walked up and asked us a very simple question. He says: "Sujai," and Bob, who was my mobility CTO at Cisco and is also a co-founder of Mist. He asked Bob and I, "How do I know that on Monday, when the employee walks in, he or she is not going to get that loading sign on their device of choice?" And guess what? Our answer was, "We don't." And his take was: "I've just paid multimillion dollars for this network refresh, and the network does not answer the basic question, what is happening to my end user experience?" That was one of the, like, you know what? The nuggets, which kind of stuck to my mind. As I continued on my journey at Cisco, in around 2012, I think, we acquired a company called Meraki to cloudify the Cisco business. There again, I noticed some of our medium to large enterprises, some of the higher education, the large campuses, retail, healthcare, they were not adopting the Meraki platform. In speaking with them, the customers, as to what is the issue, they said, "Sujai, it is easy to deploy Meraki, no problems there. But when it comes to operating that network at scale, when it comes to trying to find out what is happening to the end customer experience, Meraki doesn't give me any answers." And that led to these two distinct points, which led to the Mist philosophy, which was, number one, enriched end-user experience, and number two, reduce the cost of ownership of the network and make it easy for network IT to troubleshoot that network. And frankly, that became the Mist philosophy, and you can see this, video. And, you know, it's interesting. Every time I send this slide for a presentation, a keynote, oftentimes the AV team calls me back and says, "Hey, can you fix this slide?" I'm like: There's nothing wrong with this slide. This is a day in our lives, what we experience when we are on a team call or we are on a Zoom call. This pixelation, losing the voice, or suddenly, you know, Jeff Aaron, who's our marketing leader, becomes a bot on the other side. The thing is, basically, he's having a bad end user experience. That is what became the Mist philosophy, which is up is not the same as good, which means a network being up, an access point, a switch, or a router working, does not necessarily mean the end user connected to that network is having a good experience. Straight away, the Mist philosophy was, we will focus on the end user experience. While the world, the Ciscos, the HPE Aruba, and others were focused on making sure that the network is up or down, they were focused on managing the network. The Mist philosophy was, we will focus on managing the end user experience. The user, of course, could be a user or a thing. To deliver on this philosophy of enriched end user experience, our vision is client to cloud, which means right from my mobile device to the service running in the cloud, whether it's a private data center or a public cloud, we will ensure maniacal visibility, maniacal visibility to the end user experience from the device, to the Wi-Fi network, to the wired network, to the SD-WAN network, to the core network, to the data center, if it's private, and of course, to the public cloud, by continuously monitoring every entity in the path of the client to cloud. To deliver on that client to cloud vision, we had to make sure that we were able to look at the full stack, because today, when you connect, you connect onto a Wi-Fi network, which connects to a wired network, which then gets routed over a branch network outside to a public or a private data center. We also had to ensure that this was inherently secure. To deliver on this Mist philosophy of enriched end user experience, manifested by client to cloud, there were key, two key tenets, architectural tenets. One was the cloud-native architecture, and second one was AI-driven support. Let me explain. In the cloud-native architecture, instead of looking at the traditional way of developing software, which is what was being done by Cisco and Aruba, which is you take this big binary, put it onto a controller or put it as a virtual machine in the cloud, and you try to operate the network. Nothing wrong with that, but guess what? When you have to make a change, you have to change that whole binary, that whole monolithic blob of software code, then go and upgrade all your current controllers on premises or on the cloud, which leads to immense downtime. Trying to introduce a new service in this software architecture could not take just months, it could take 6 months, it could take a year, it could take 18 months. Welcome the Mist cloud-native microservices-based architecture, where you no longer have a monolithic blob of code, but you have software which has many task workers taking care of each function, which means now when you want to introduce a new service, your cloud service does not go down. It continues to operate. When you want to fix something, the service continues to operate. You just deprecate that task worker which needs to be fixed. I actually have a tech talk on a microservices architecture, which you can send out to you, which goes into more detail. The next part was AI driven. To really put it to test, we use our own AI engine, which we have lovingly named Marvis, to handle incoming support tickets. You know what was interesting? Just a few days back, I was in France talking to the enterprises there, and one major customer came and asked me, actually, a prospect, came and asked me and said, "Sujai, love this discussion I just had with you, but guess what? Just a few... Like, just before you, Cisco came in, Aruba came in, and frankly, Cisco's presentation was to you, Aruba's was orange, yours was green. There was no difference." Well, I just made a joke that at least I was sustainable. But ignoring that, I said, "You know, that's right. It's very easy to copy a message, but let's give me, let me give you two proof points. For Juniper Mist customers, Christmas comes every Thursday, because every Wednesday night, across instances globally, there's a production push happening. I would like to ask Cisco and Aruba, do they have that? Next part is AI driven. I would like to ask Cisco and Aruba, do they use their own AI engine to support their customers?" The answer would be no to both. If the customer is now getting convinced about a Juniper Mist platform, we sincerely ask for a proof of concept, because hear this very clearly, once you see a Juniper Mist product, you just cannot unsee it, and our chances to win after a POC go up to 90%, if not more. Why is this differentiation sustainable? First, it's about the right data. Now, let's take an example. As I said, Cisco and Aruba focus on the network. We not only focus inherently on the network, but we focus on the end user experience. Let's translate that into what it means in the right data. Let's take an example. Let's say a small office, which has got 10 network devices, and it is, let's say, managing 100 users. In our situation, in the 10 network devices, a Cisco or an Aruba is just looking at, hey, the 10 network devices. But in a Juniper Mist platform, we are looking at not just 10 network devices, but we are looking at the 100 users, and those users are moving all the time. A Juniper Mist platform is looking at every user, every minute for their connectivity experience, for their coverage experience. If it's a video camera connected to a switch, is the VLAN right? It's looking at every user and thing every minute. So guess what happens? The amount of information which is coming from a, a network which is being managed by Cisco and Aruba, it's just getting 10 data points at best. In Mist, it's huge amounts of data. To be able to handle this data, we had to come out with that microservices cloud architecture, which I spoke about. Now, with this huge amounts of data and a platform to handle this data, you have to use math and physics to sift through that data. You cannot have users having a swivel chair problem where they're looking at dashboards, trying to make sense of what the hell's going on. In a Juniper Mist environment, we are deploying math and physics to sift through the data and make sense of it, insights and assurance. These models evolve to our data science models. But guess what? Customer one is not the same as customer two, is not the same as customer three. These data science models had to learn the operations of that customer environment, and that is what led to our AI engine called Marvis. Marvis continues to learn, continues to handle customer situations, customer trouble tickets, and continues to grow. It is this platform which is also allowing us to do something called continuous learning. For the first time in the industry, now we have been able to integrate with Zoom and Teams. Now, guess what? Let us say, Jen, our erstwhile producer of this show, if she's having a problem on Teams, the Marvis AI engine is looking at her connectivity experience, is looking at the Teams call in real time to see what is going on, and if there is a problem, it's able to flag it. I'll take a customer example right now. We have deployed Juniper Mist there. They were using Zoom, and guess what? The network was showing things are fine. Actually, the Zoom service was showing it was fine. What we found out is the reason the customer was having a not-so-good experience was because at that point in time, the laptop was actually doing a virus scan, which means the CPU was pegged, hence, it was not able to deliver a great experience. Imagine your network IT trying to figure out if they get a call, "Hey, we had the board meeting, and the CEO said he could not connect to the network," or worse, the board, board president. Guess what? With Juniper Mist, all of these problems are solved. Last but not the least, 100% API-driven platform, which allows you to integrate with Teams, with Zoom, with Cradlepoint, with which security services out there to fundamentally build and bring to the customer an enterprise blueprint, which is unmatched in the industry. Welcome to Marvis, our AI assistant. You can literally talk to it. What's happening to my network? Who's having a good experience? Who's not having a good experience? But here is the main point. As we look at the focus on end-user experience, where we first differentiated from the cloud on philosophy, then cloud native and AI-driven architecture, which differentiated on the architecture itself, which led to the key Marvis AI engine. The thing which we are proudest about, proudest about, is we drive real AI outcomes. You talk about a global logistics company deployed across 128 countries, mean time to repair reduced by 96%. You talk to one of the Fortune 10 companies, they used to take months to a year to refresh the network. With the Juniper Mist portfolio, they do it in days. Yes, days. The gap, 85% reduction in site visit. Can you imagine what that means to their bottom line? ServiceNow, we all know ServiceNow, but when they say 90% reduction in trouble tickets, and we have our customers who you'll be hearing this from, but I'd definitely like to mention Dartmouth. For you to note, in 1956, the term AI was actually coined at Dartmouth College. So what a befitting thing that they are actually running an AI platform to manage that network. But you know what? It's best to hear from our customers on that, and I would like to introduce to you our customer panel, panel today. Mitch Davis, the CIO of Dartmouth, and if I'm not mistaken, Mitch, you may be joined by Felix. Right, the CTO. Exactly. Steve Mitzel, the Executive Director of Operations, Ashland School District, and it'll be really exciting to hear some of the stories from Steve. Chris, the CIO for the Northeast Georgia Health System. Chris, if I'm not mistaken, you've actually taken on additional responsibilities for ventures to be delivered by Northeast Georgia. With this, I would like to welcome our esteemed customer panel. Before we get into the questions from me to the panel, if we can please, Mitch and Felix, if you can first introduce yourself, then Steve, and then Chris. Sure. Mitch Davis, I'm the CIO for Dartmouth. Been here about 6 years. We cover everything from teaching, learning, and research. Prior to that, I was at Bowdoin for 14 years. There, we were a Cisco beta site, and then I was at Stanford, and at Stanford, we implemented the first wireless Cisco network. Hi, I'm Felix. I'm the CTO for Mitch. He does the what, I do the how. My pedigree there is a network engineer, so I've been working in networks for 2.5 decades, and I was part of the team that ended up choosing a Juniper Mist solution here at Dartmouth. Prior to Mist being- It was Cisco's help beforehand. Yeah. Yeah. Good morning. My name is Steve Mitzel. I'm at the Ashland School District in Ashland, Oregon. We're a small town in southern Oregon, that's known for the Oregon Shakespeare Festival, which is located here in Ashland. I work for a small school district. We have just over 3,000 staff and students. I've been here since 1997, serving in some capacity. I'm currently the Executive Director of Operations. Under that umbrella, I serve to take care of transportation, maintenance, IT, and food services. For the first 18 years of my time here, I was the IT director and focused on IT. I also have on the call here with me, Shahid Ali, who is our lead engineer, and so he'll be able to answer any questions that we might need on the technical side. Happy to be here. Good morning. Thank you, Steve and Shahid. Welcome. So, you know, I would like to start with a question to each of the customers. And the question is, you know, very simply said: Talk, and maybe we could start, you know, with Mitch, then we can go to, you know, Steve and Chris. But Mitch, talk about the problems you were previously dealing with in your network and what led to your Juniper Mist journey. I think the original problem was that we did have a lot of network downtime, where most of the clients, anything that would happen, they would blame the network, including wireless. A lot of those problems sort of centered around the ability to keep the network upgraded. We needed a change from Cisco. The change would be out in three months, and we'd have to deal with the problem in the interim. The other one was a controller-based system, where if we had to upgrade the system, it always required to take the whole network down. This added to the client driving a negative experience to the client. When I was looking at all of those problems, I was... When I first met with Mist, which was at Bowdoin, those problems sort of dissipated as I saw the microservices architecture, not non-controller-based, cloud-based, all of those things. Well, that one was that big problem, that one was that big problem, and then I just looked at the technology. Does it deliver the kind of environment? And back to what Sujai said, it was more looking at the client rather than looking at the technology and noticing that how do we provide a good experience for the client, even to the point where I could see the president utilizing wireless across the campus, watching how he was interacting with his phone and noticing that there could be a problem on that phone. Any comment on that? Yeah, I can't emphasize enough how much the architecture has made a difference. Not having to deal with... I'm not going back to anywhere that has controllers ever again. I'll just say that. It might be career limiting, but just for my own sanity. I think another huge opportunity at the time for us was that we were going to comprehensive network automation just to eliminate these human errors that occur when people, you know, write lines of configuration network equipment, or with a mouse, carefully click together from 10,000 checkboxes, the kind of service they want to configure. And Mist kind of did two things for us there. On the one hand, like, this really template-driven architecture, right? Allowed us to just carefully curate settings once and then be very confident that they were replicated across many thousands and tens of hundreds of thousands of configuration points. The other thing was that... What's the- Without giving away the actual secret sauce behind it? I'm blanking. That's fine, Felix. We could come to it, but that's fine. Felix, take your time, and I'm sure it'll come back. Felix, you've got so many things always going on in your mind. Yeah, I'll come back to it. Steve, would you like to talk about, you know, the problems you were previously dealing with in your network and what led to you starting your Mist journey? Yeah, I think I need to echo a lot of what Mitch and Felix had said, and we started with controllers. It's a very manual process, and we had a lot of network downtime as a result of that framework and that architecture. And I think one of the bigger issues for us was staffing. We are a very small school. We have a small IT staff, but we have really high expectations. We've been a silver medal high school several years running, and the academic rigor of our campus is really high. And so we're expected to do a lot. We're expected to have, you know, 99.999% uptime, and we were really struggling with that and really taking our school district into a, you know, what we consider a 21st century platform. The other thing was time. You know, again, with a small staff, we just didn't have time to manage all this, this we call it a sneaker net. If we had a problem, we had to get out and drive to a different campus and hope that that was the campus where the problem existed. We were able to eliminate that by moving to Mist. The other thing is time. Deployments now take hours versus days. I can say that our recent, not recent, but our previous deployment took upwards of, it was, I think, about 80 days before we were completely deployed. And, you know, going to Mist, you know, we cut that down to hours, and that was just a huge improvement for us, and that was a problem that we needed to resolve. And then sustainability. We just... Again, we're a small school district. We had to purchase technology with funds that were available to us and know that we're going to be able to be in that relationship for 5-7 years or longer. And I know, I think we committed to almost 10 years with Mist. You know, just the nature of funding and education, it was really difficult for us to continue to constantly forklift upgrade our network because we were required to for our previous framework. So yeah, sustainability, the controller, staffing, and time were our biggest problems we were trying to solve when we stepped into our relationship with Mist. Thank you, Steve. And, Chris, we've had multiple discussions, and yes, you did not make it easy when I was trying to, you know, start a partnership, which I have to say, you know, like with Mitch and Steve, has become extremely strategic. So first of all, thank you again for joining. I know you run a very, very mission-critical, not that others don't, healthcare-grade network, which is, I think, maybe even sometimes over mission-critical. Yeah. You know, what were the problems you were dealing with, and what led you to start the journey with Mist? Yeah, I think, you know, as taking this role, really focusing on our user experience. So we're a level four trauma center. We're one of three in the state of Georgia. So as I'm sitting here, I literally watched a helicopter fly in a minute ago... and that patient is critically ill. When they fly into that helipad, they fly into our wireless network. They start to transfer information. We don't even-- we may not even know that patient's name, but we may be already working on labs, critical values, clearing a cath lab, if it's an emergency STEMI patient, sending alerts, updating lab results, alerting teams, bringing teams into care delivery. All of that is on our Juniper network, and particularly on our wireless network. So being in the moment of that critical care means that you're not distracted by technology, but the technology is actually an assistant. Whether you're moving through flights of stairs, through a cellar of a hospital, through lead-lined walls in X-ray equipment, MRI equipment, it's essential that that data flows, and flows as seamlessly and consistently as possible. As we really started taking a look, we have been a Juniper customer for 13 years, but as we started looking at wireless, we were a Aruba client. The cost to uplift our controllers was obscene. So it really challenged us to look broadly, and my team had brought forward Mist, and I said, "Yeah, I've never heard of it. You know, let me understand a little bit more. You're gonna have to put a proof of concept together." And, and you're right, Jai, we've, you know, talked a lot about that, and, we put together a proof of concept. We deployed subsequently over 4,500 APs, across 5 hospitals, over 100 locations, providing acute care, ambulatory care. It's rock solid. And, you know, I've gone out and deployed with the teams just to understand it and, and to test it, and, and to validate, that things work. But it becomes a backbone of stability for a healthcare organization. The cost to support is significantly less. It... We have just taken a lot of complexity out of the environment. We also run real-time location tracking. We recently implemented staff duress system. So a badge that has a button on it that you can press, that travels through our BLE, Bluetooth, connectivity to our Mist APs, and it will alert silently security staff, but it also alerts silently peers to interact. As most of you know, in healthcare, there's not only what people are presenting with their critically ill issues, but everything that comes with that, behaviorally and socially. And so, we find that an incredible tool for us to increase our safety. Thank you. So, you know, as you've heard from, you know, from our customers, you know, if I was to just try to paraphrase, it fundamentally leads to, you know, day... If I were to break it down into day zero, which is about, you know, installing and deploying stuff, day one, which is more about provisioning, and then day two and beyond, which is about operations. You heard from them that we have fundamentally seen that with the Juniper Mist platform, day zero, I... And I'm gonna come to you, Mitch and Felix, about that amazing deployment story, you know, you shared regarding the dorms. But I wanna just come to say, like, day zero, we've made it radically simple. Day one, Felix, I love the templating example which you took, but to make it simple for our audience, think about it, just how do you make sophisticated deployments cookie cutter? Click of a button takes care of everything behind it, so we pretty much made it simple. And then to operate, like, Chris, you mentioned, Steve, you mentioned. So if you look at it from a Juniper Mist platform, what you've heard from our customers is, number one, we made it really simple to make the network just work. And number two, the cost of upgrading the network from a, you know, first of all, controller-based architectures, which was, you know, a monolithic software, which I mentioned. You know, upgrading to another monolithic architecture is just too expensive. Hence, going to this cloud-native architecture, which allows you to really, you know, do this digital transformation at a good cost point, was important. But the most important also for me was reduction in trouble tickets, you know, the user experience. That leads me to the next question. I know, Mitch, you have a good story to talk about the deployment. So if you could, like, share if you and Felix don't mind sharing that story about how you unleashed your army of students to help the network deployment. It was actually the army of students and the staff, but I'll let Felix tell it, since it was his idea. Yeah. So when we decided to go with Juniper Mist, at the same time, we decided to do the upgrade, not just in the sense of changing the wireless vendor, but we were also going from... And this, I'll go into more detail there. From 2.4 gigahertz to 5 gigahertz. So we were changing the architecture of the wireless network, and what that required is to put the access points closer together. So we weren't just able to, you know, remove a device from the ceiling, put a new device into the same spot, but we literally had to rewire all of these buildings. We started all that process in the fall of 2019. Then COVID happened, and as pretty much all universities everywhere, right, we basically closed down our campuses. We... We're doing classes through Zoom with students joining from home, and then during the summer of 2020, we decided that, because Dartmouth is in a rural environment in New Hampshire, that it would be safe enough to bring students back as long as they would quarantine for 10 days at the beginning of the term, where they would take classes via Zoom from their dorm rooms, and then we'd be able to kind of expand into classrooms. But for that, we needed a rock-solid dorm wireless system, right? We were literally talking about students, hundreds of students in the same building, all doing real-time Zoom with file uploads, all simultaneously. It had to be the best wireless network we ever built. So we got to work, pulling all the wires in the dorm rooms and managed to get the first shipment of hospitality-style APs from Mist. I think that was deployed in the US at all. And we enlisted about 80 or 90 staff volunteers that were all kind of eager to help us, you know, bring students back to campus. So students, too. Well, they weren't here. Yeah. Um, but- Oh, so- Yeah, a couple of international students also helped. Yeah, yeah, yeah. Yep. And, it was kind of depressing, right? An empty campus, university campus, is one of the more depressing things you can see. So everybody was super eager to help. We made a YouTube video that showed people how to put these APs into the wiring, and we managed to deploy 2,000 access points in 2 days. Wow! Yeah, I know. During Cisco times, it would take us approximately 60-70 minutes to deal with bringing an AP up from, you know, somebody holding the box to it being in service. With Mist, we got that down to 5 minutes. It was incredibly impressive. I want to make one thing more that's even more impressive. The only reason it took two days is because- Yeah ... we had two sets of volunteers. Yeah. We actually could have gotten it done in the first day, but we had to leave some for the next day of people so that they felt like they could participate. Mitch, Mitch and Felix, thank you for sharing that. You know, I always find that story really, really exciting because, you know, deployments, people normally assume that it's going to be months to years. And Felix, you've been a part of our advisory council a lot, continuing to push us every day on how we can make the product better. So thank you for that feedback to be able to do that. Steve, I know you have, you know. For me, when you first shared that story, it really touched my heart. It was emotional. And I just wanted to, if you don't mind, share in very simple terms, like, what is the wireless network mean for you? What was the, some of the mission-critical instances you would like to share with the team where the networks working critically becomes most important? Yeah, I'm happy to share. We have a... You know, we a lot often talk about the technology, and it gets, you know, the conversation gets really, really deep and sounds like a foreign language sometimes, but this one is a very human experience for us, and that we have... You know, we've been with Mist for a while now, and this year we had a new student that showed up, and it was a kindergartner at one of our campuses, and the parents reached out to us. This particular student has a condition that requires a monitor, and it's literally a life and death situation for this particular student. And they had had some recent and former experiences in other agencies where their the wireless, it goes both 5G, but also wireless. They like to have it on the wireless network, and they had so many inconsistencies and so many outages that they had dealt with in the past, that they were really concerned about bringing their student and allowing them to be here all day, and wanted to know about our wireless, what we were doing on that front. And so we were able to share with them what we've done with Mist and the visibility that we have and the responsiveness that we have, and the changes that we've made over the last few years as we've continued down this line with Mist and Juniper. And really offer this assurance that they're going to be safe on our campus, that our network's always up, that we're in a proactive state, and we often know the problems before the first staff member arrives in the morning. We're able to resolve those. And to this point, in the school year, we're just coming up on our winter break here, we haven't had a single issue with that particular student and their monitor. And I wish I could share more. There's a lot more to the story, but as you know, in public education, there's a lot that I have to just kind of keep closer to the chest and I can't share publicly. But I think you get the idea of how we went from, you know, a network that needed to be here so that kids could take state assessment tests, to a parent coming to me and saying, "This is literally a monitor that connects with local healthcare providers and the parents so that they know if there's a circumstance or a situation they have to address, and they can, they can respond appropriately." And it just gave everybody a sense of ease, but it really put this into a different place for me in terms of how important our network is and how much confidence we have in our current deployment, and we're able to say with confidence, "Yeah, our network's going to be up, and you're going to be fine." And we've been able to prove that time and time again. Steve, thank you so much. I know I've listened to this story twice before, but I think it's just—it just shows the network is not just about the network. Network fundamentally is, you know, is a digital connectivity, I would say, critical asset. But, Chris, I know we've spoken about this, before. What I would like to do is, if possible, I know that healthcare, again, you also have compliances you have to worry about, but if you're able to share some story with us, you know, where you felt the network helped, and also, you know, what do you feel have been significant, experience differentiators from your network before to network now? So if you can share a story and share something which you felt was significantly different and hopefully improved. Yeah. No, I appreciate that. And you know, commonly, as we continue to grow as a, as an organization, you know, just traveling across the hospital can take, you know, 20 minutes weaving through hallways. What we've recently done in the last couple of years is deploy a mobility strategy that runs on our Wi-Fi, our Juniper Mist system. That mobility platform enables everything from critical alerts t o real-time location tracking, the ability to follow up on patients, know what's going on, be able to connect both through text messaging as well as secured calling. Previously, this was run over a 5G network, and so it was very costly to the organization, and predominantly because our distributed antenna system was more stable than our Wi-Fi. We've since flipped that over to running that on Mist. We have over, just over 3,000 iPhones that are deployed across the system. And we also geo-locate, so as physicians come into the health system, we can say, "Welcome to Northeast Georgia. Would you like to log in? What role will you be serving in?" And when they leave, we can also disconnect them. So it's a mission-critical piece of functionality, and it really helps our clinicians just communicate and connect, and facilitate that care. So, you know, I'm sorry, Chris. While you were talking, I was trying to make sure our people could hear me, and they said, "Sujai, this is a Juniper Mist network. You're fine." No pun intended. But, you know, one of the things—one of the stories I would also like to bring forth is, you know, as we're also going a lot into retail, you know, into transportation and logistics, and it's interesting to note, even though there are many parallels in that industry, and Felix, you've actually met that customer, and you've met the people from there before, Steve, as you have recently. You know, it's interesting that they've got their warehouses, you know, where you're picking goods. You know, so an order comes in, they pick, and it's all robotics-based. What is exciting to note is all of these instructions are coming over the network. If one robot does not get the network, after a few minutes, it stops working. When that robot stops, four robots around it stop working, and soon, all the robots in that warehouse have stopped working, and every minute counts to significant dollars. So it's interesting to note, just here, we've heard from higher education, we've heard from, you know, a, a very esteemed school district. And for those of you who do not know Ashland, I'll be surprised if you don't. Call Steve and see if you want to go to some of those museums out there. They're just amazing. And then, Chris, we've heard about healthcare. But I would like to now make it more specific on certain things. If you are able to, and we'll start with you, Steve, first. Are you able to share any metrics specifically in terms of, "You know what? This is the network I had before, this is the network I have now," either in reduction, in trouble tickets or, or making changes in the system. Any metrics you could share on how this network has helped you? Yeah, I think your metrics from Mitch and Felix are going to be a lot more impressive because I heard they had 17 years of data that they can pull from, so that's pretty impressive. For us, again, a small school district, you know, we went from about 150 access points to about 334. I think the most impressive metric that we have is we went from about 35,000 active clients to up to upwards of 80,000 or more active clients, without seeing any degradation of network service, and actually, it's improved. You know, we increased our fleet, much like the higher education team here. You know, we went into the pandemic, and all of a sudden, we went from a brick-and-mortar school district to an online school district with, you know, almost over 2,500 kids. We had to deploy 2,000 laptops in very short order, which, you know, for a team our size, was really a challenge. But again, we brought all those devices back to us when the pandemic was over, so we increased our fleet and the devices that we're managing by three times. And then you add to that all the Internet of Things devices that are out there, all the monitors and everything that have been added. The metrics really are about those, those concurrent connections and the ability to actually serve over 80,000 clients in a small school district with the, with the team that we have, and the framework that we have here. I think that's the most impressive metric that we can offer. Thank you. Honestly, trouble tickets, I think that's a... We forget to mention that, 'cause that's almost a standard response to you know, this new solution that we have with Mist. It's not really new anymore, but you know, our trouble tickets around the wireless have almost disappeared. I'd say it's. They're just minimal. You know, we rarely get calls because we're usually in a very proactive state. We're able to solve problems before the staff even shows up in the morning. So, our trouble tickets around wireless are almost non-existent now. Steve, you know, even though it's always, you know, the wireless network is what your students are experiencing, online testing and so on and so forth, but of course, you've got the wired network, you know, behind it. Mm-hmm. which I'm sure, you know, also helps making the whole environment and experience better for the students. Absolutely. Mitch and Felix, I'm going to go to you to share some metrics. There's one metric which I, you know, Felix, I'm sorry, I shamelessly used, which was about, you know, the reduction in trouble tickets. But Felix and Mitch, if you could share certain metrics, you know, and I know that you have the wired and the wireless network for us. So some metrics which help the audience understand or appreciate the day zero, day one, day two experience improvements. So we had started putting in the network before COVID, and when COVID hit, we had to... When we were bringing students back, we had to deliver content to them, and without the Mist network, it just wouldn't have been possible. We wouldn't have been able to do our business. ... and extending that out is just the way the service we deliver now. The clients in the past used to say: "Oh, it's the network's the problem." And it may not have been the network, but it always defaulted that because there had been so many network problems. And now when you talk to the client, the network's never usually called out as the problem. They're calling out the individual problem, so our service desk can actually go right to the problem and not try to diagnose whether or not it's a network problem first. And that has just sped, basically, increased the sort of ability of our staff to deliver solutions quickly. It has changed the brand that we have as an organization to be going from a very negative one that always down, problems with IT, to one that's very positive, that we're actually there supporting and consulting with the client. You want to add something? Yeah, and putting numbers to that. So, pretty early on, we were deciding whether we would, you know, use... how heavily we would be using Marvis. And it turns out that that led to about a factor of 10 reduction in escalated tickets. That doesn't mean total number of tickets filed with our service desk is necessarily down by that factor, but, that also—so there's fewer of those. But the other metric I really cared about is how many of those tickets can be solved by the first contact, right? By the frontline service support instead of having to be escalated to an expert wireless engineer, and it turns out that has gone down by a factor of 10. Just because either fewer issues occur in general, but also because we give our service desk access to all those troubleshooting tools that Mist provides, particularly through the AI augmentation, and they just can enter plain English questions, right? And they get back plain English answers with very actionable things for either them or the end user directly to try, so that we don't have to take somebody who's... You know, we have few wireless experts on staff. They're busy with just making sure that service in new buildings or during construction, you know, is kind of meeting expectations. And whenever they get interrupted just to kind of go through gigabytes of logs and then come back with: "Well, why don't you try turning it on and off again?" Right? Like, that, that's a waste of time. So we can basically take care of that automatically now. We also have... And, and part of that is just a switch to automation that the Juniper on the wired side has also enabled for us, massively reduced the number of just errors we make. So we've always been internally very honest about... We, we flagged our tickets basically based on, did we cause this, or did something else cause this? Was this, you know, a bug or an externality influencing the network in a negative way? Or was it just that, in plain language, that a network engineer screwed up when they changed something? And a lot of root causes, particularly for larger scale events, were screw-ups. That's normal. I don't think that speaks negatively to our staff. That's just how these departments work. And by approaching everything through such a systematic way, where Mist also allows us to kind of... There's fewer nerd knobs in there, right? It just does the right thing out of the box, so we have to spend less time doing very complicated and complex things. And the number of times we screw up has just been dramatically decreased. I don't know the exact format here. I just want to point out, Alex Henderson has had his hand up for a while. Yeah. We will, we will take questions just later, probably. Just to- Hey, can I bring up one more thing that just sort of struck me when you talk about microservices? Sure, please. It's that if you think in the past, when I was always going, getting ready to upgrade my network, I was always looking at the technology, because pretty much it was the same thing. Replace controllers, replace access points. There was really no sort of differentiation between the group. When I look at Mist and its services, the way it's delivering them through, and its ability to constantly improve its network, it's once you're in with Mist and Juniper, with Marvis and all of these tools, you end up with a much more different decision than just replacing controllers and wireless. You end up in a situation where you are replacing it, you're replacing it almost weekly with new systems, new... So in the competitive environment that this is in, it's hard to compete with you because everybody is trying to get where you are, and you're already moving next week, the week after. So I see that the wireless solution that you've created is incredibly enduring, and that is not something I've been anywhere before. It takes the new stuff. In higher ed, the most fascinating time is January, when all the kids come back with all the gifts they got from their entire family, right? Like, they all ask for the latest tech gadgets, and all of them have to work in the dorm. I used to dread Januarys, because all of it would be just spent on troubleshooting stuff I'd never even heard of, right? And students loudly complaining that it's not working. Nowadays, these are non-events for us, pretty much. Yeah. We just throw them at the network, and it tends to just work. Well, thank you. And if it doesn't, we let you know, and within weeks or a week, it's fixed and right working, which we've seen consistently. And I think you can ask anybody here on that responsiveness nature as to the difference between working with Cisco, which would be like 3-4 months for a fix, to what we're getting today. Yeah. Actually, you know, it's good, it's a good segue for Chris. Chris? Yeah. Specific metrics like, you know, what Mitch and Steve said. Any specific metrics? So, you know, I... A lot of the similar themes, but maybe a little bit different. So what I maybe failed to share is that we attempted a mobility deployment on Aruba... and it failed. And the reason why it failed was the tool, the controllers were not, and the APs were not sophisticated enough to decide which AP it would hang on. So as you're walking down the hallway, which AP? Is it this one? Is it that one? Is it the one on the floor? Is it the one in the stairwell? You couldn't do it. And so taking a consumer-grade device, and Apple has a lot of controls, and bringing that live was a big deal. When you think about metrics, we have just over $2.6 billion in construction right now in two of our large hospitals. I will add one FTE to support the expansion of our Juniper and our Mist networks in those facilities. So we are able to grow significantly while not adding resources. Well, you say, well, why? Well, because the complexity is simple enough that, frankly, I can log into Marvis and hang some APs, and I have done that. But you don't have the complexity that Mitch mentioned, right? You know, you're basically, you're working with a software-defined wireless network, and that gives you it gives Juniper the ability to be nimble and be responsive and configure our solutions and changes as that market is changing. And so for me, I'm not nearly as sophisticated as Dartmouth in the way that they're managing their wireless. I'm a plug and play, and I need it to work, and I need it to work consistently, and be able to scale and grow, right? And so as you think about why did we choose Mist, that's exactly the reason why, you know, Home Depot's home office is here in Atlanta. I do a lot of work with Home Depot. The same reason why Home Depot made that decision, the same reason why Chick-fil-A made that decision. They don't need to spend a stack of resources to manage and configure a network. Particularly for healthcare, as I talk to my peers who are really deep in the Cisco, they're having to go to third parties to get the resources to manage the complexity of the environment that they've built. Juniper has been a strategic differentiator for my technology strategy. It's just, you know, when you think about metrics and performance, how quickly people get used to things just work, right? I'd be a lot more crisp on how many wireless tickets I had if wireless was a problem. It's just not. You know, I've got everything from IV poles pushing sensitive medications to patient monitoring, to, you know, families watching Netflix while they're taking care of their family members. It just works, and that's just the way I need it, right? I think I told you, Jai, a while ago, I don't want to be a special customer. I want to be right in the middle. I want to plug it. I want to play it. I want to be in your support bandwidth, and that's where we've been with Juniper. Thank you. Thank you, Chris. And, you know, for the audience, I just do want to point out, you know, that it's we fundamentally say that the Juniper Mist platform is a platform built by customers, for customers. So the strategic partnership element is pretty important. And, you know, Mitch, you mentioned the rapidity of deployment because of the microservices architecture. All of you mentioned the reduced trouble tickets. You know, I'm sure the audience would like to hear from you. They've heard it from me, but I think when it comes right from you all, it probably has more credibility. I don't know why. I think I speak the right things too, but ignoring my opinion on this, if I'm just gonna open this to the panel, our customer panel. If they were to ask you, "Well, what do you think will keep Juniper Mist ahead? Or what are the impediments for others to catch up with Juniper Mist?" What would you like to share? I think the ability to stay relevant, given the technologies that are changing on a regular basis, that your platform is built to be expanded on and grown. And you think about, you know, I just want to be a plug-and-play. Well, we're kind of not a plug-and-play kind of place, and I can talk about MIT and a number of other companies that aren't. We want to customize things. We want to understand it to the sort of end-to-detail as to how it works, and we want to make changes to it to make it work the way we need it to, whether it's in a medical network, on the hospital, I mean, at the medical school or wherever. But what the cool thing for us is, when we say, when we start sharing that, you, you kind of roll down the best ideas up into your system and take that away from us and let us have that resource then without having to maintain it ourselves. So you, you take the very best people that are doing everything they can to possibly deliver a quality network experience, and they are developers working with you to build a network that's solid for everyone else. Okay. And I think you take customer feedback the same way. Customers say, "Well, I'm not having a good experience." Pretty soon they are. You've resolved that issue. So how do you compete with that? One, they have to get to the point where they can compete, where they can upgrade weekly. That's one they haven't reached yet. The other one is that you have a whole team of people, very qualified, probably some of the network leaders in the industry, making adaptations within your system because of your open API network that they don't have, and probably are going to have struggling to do so. And then the enduring nature of that is that they have to compete with not who you are today, but who you become, which is undefined in the next 2-3 years, incorporating AI and everything else into it. Thank you. Yeah, I think in the short and medium term, it's exactly the architecture. And just to kind of... I know it's been said before, right? But this, the architecture that Juniper has, that Mist has for wireless, is unique right now in the market space, and that is exactly what enables them to move faster. That is the reason I bought into the platform. We saw that, and we saw immediately the benefits it offers and how it would, maybe not that day, but within a month or two, alleviate the root causes of all the pain we were feeling from other vendors. What that allows them to do is add features much, much faster. What that allows them to do is integrate with products that they don't even know about today, much, much faster, just because it is foundationally ready for that. Whereas the competitors right now in the marketplace literally need to just change the entire blueprint of the house they built in order to accommodate that. For Juniper, they just basically left all those opportunities open. In the long term, I think they're still an advantage because even if the competitors catch up and start building their platforms the same way, well, these guys will have a couple of years head start on how to exploit that. Also, they are really the only ones that have shown the ability to look at it and say, "This isn't good enough," and come up with a new paradigm. Nobody else does that. Yeah. I have one more thing, is Sujai, you remember, we bought Mist prior to Juniper. Mm-hmm. You being part of... So we bought Mist for everything it was going to be and bought into all of the structure. The cool thing that I've, and you've mentioned this, is that most of the Mist idea, how you work and how you run with Marvis and everything else, is now moving into the network. No one else is doing that. So, you know, everybody's going to be looking towards wireless, and you're going to be over in wired doing the same thing, and they're going to say, "Oh, huh, when did that happen? Well, thanks, Mitch. And, you know, it's interesting, but I'll make one more shameless plug. You know, from a differentiation perspective, it is very recently at Cisco Live, I think, Jess, it was last year or something, they finally said they're gonna move. Now, they think, they said two things: they'll move everything under Meraki, and number two, they said they will also start embracing the microservices architecture. They are making that statement in 2023, and Felix, I really liked it what you said, to your point. Mist started with a microservices architecture in 2014. 9 years ahead. Steve, I know that, you know, you and I have shared, but if someone asked you this question on differentiation, you know, what would you, what would your views be? Yeah, thank you. It's tough when you have a hard time stopping your clients from gushing about how great you are, because we can talk forever. I'd repeat everything that Mitch said, and it's, in all honesty, I mean, this is unscripted. A lot of these questions are coming at us in the last 24 hours. But I'd say, you know, completeness of platform is one thing that differentiates you. One platform to manage your wired, wireless, we've gone down that line. We've stepped into the data center. We're now looking at access control. And to be able to look at all that from a single pane of glass is really unique for us. Simplicity of deployment, again, we have a really small team. We're agile, and we can be very dexterous when we need to, but we're still small, and so the simplicity of deployment and the amount of actual physical, you know, getting out into the sites and managing these devices. Open API, I think you heard Mitch and Felix talk about, you know, the ability to go out and develop our own tools to get deeper insights into what's happening in our day-to-day operations. Your customer feedback loop is insanely genuine, and I know a lot of people say that. They say that we listen to the clients, but, you know, I'm here to say that that's— I've never experienced that in 27 years in IT. The amount of actual customer feedback they take and the responsiveness, the responsiveness they have to that feedback, it literally becomes a personal back and forth as we work through some of these, these issues. Then ultimately, you're leading the way, as Felix and Mitch said. Again, you've been doing this for eight or nine years, and you—I see every... We've been with Cisco. We left Cisco to go to Aruba. We left Aruba to go to Mist, and Mist brought us to Juniper. Similar story as starting it there. But you're leading the way. I see all the rest of these, these vendors out there trying to do what you've already done, and because you are so agile in how you improve your product line, I don't know that they're going to catch you. And as Felix said, if they do catch you, you know, we collectively have years of experience on them. And so I feel like we're perfectly situated. You know, I'm looking forward to the next 8-10 years with Mist and Juniper. I haven't said that about a vendor in a long time. I'm not sure if I ever have, but we're committed, and we saw what we saw right from the beginning. I think somebody mentioned that this was the dream that we all had. If you asked us, what would it look like to be in a perfect world around managing your wireless solution? This was the dream, and when they, you know, rolled out Mist, it was, "Okay, there it is. There's the visibility we're looking for. Here's the simplicity we were looking for. Here's the sustainability we were looking for." You know, so I can't say enough how differentiated you are. You are leading the way. We are leading the way with you. And we appreciate that. As a small school district, to have the customer feedback loops that we have is just amazing. The key part, Steve, is we all are leading the way collectively together, right? It's all about the network. Chris, anything else you would like to add before we open it up to questions? Yeah, maybe just one other. So Northeast Georgia is relatively small compared to some systems. We have about $150 million in software maintenance annually. We have about 600 different technology solutions. We have four strategic partners, and Juniper is one of those strategic partners. It's because I can call Sujai, and frankly, I'm a rounding error on your income statement. But you still take my call, you still are interested, you're connected with your customer base. That's a strategic differentiator in that I'm not working through a third-party integrator. I have a relationship with Juniper, and my third-party integrators, they're great, and they serve a role, but I have a first-person relationship with Juniper. That is super important to me because often when I come out to the Silicon Valley, I'm looking at technology that's five or six years ahead of me. So to have that insight and know where that's going, and to know that it really will fit into this tier and this market, is super, super important to me. So, I commend the Juniper team for having that relationship. Sounds like it's the same with Steve. I mean, frankly, Steve and I are probably combined, are probably a rounding error on that income statement, but we don't feel like that, so appreciate that. Sujai, can I comment on that a little bit? Yes, please. So that access is actually earned, Chris, I think, by you and other clients who are valued not just for what you're doing, but your feedback. Mm-hmm. in the industry and stuff. And because each of you sit in a different part of the industry, I think Mist, because you were so... You know your industry inside and out. You know how you want to utilize the tools, and that, that feedback back to Mist allows it to develop its company to basically take over that industry. Yeah. I see that. If you look at us and we go in Juniper Mist and then get involved with Juniper, we implement very quickly. We all share information. So with us, within our industry, we shared that information with MIT during COVID, and MIT saw what we were doing, basically doubled down on what we did. Yes. Why don't you explain what they did? You know better than I do. Yeah. I mean, they also rolled out extremely rapidly wireless to their entire campus and basically reaped the exact same benefits we did. Yeah, but they did it on the basis of basically talking to us. Yes. Yeah. We certainly were a reference call. Then you look at Stanford, and you look at all the- Yes. They're just seeing the ball one after another. Why? Because of the initial clients that actually benefited from that, and we have real stories to tell people to say, "Oh, if you're really interested, come and visit. You can just use it and see it," and they do. And I think that that has founded on, Sujai, knowing you from Bowdoin and on, is that we always try to be in the space where we're providing positive guidance to the companies that we work with. And you're Mist and Juniper are one of our major companies that we work with that works along those guidelines, that if we give back, you give to us a product that really delivers on- No, thank you, Mitch. So, Jess, I will, you know, I will give the floor to you to open it up for questions. Yeah, we're gonna move to the question part of the... If you want to ask a question, you can hit the Raise Your Hand feature under Reactions, or you can, if you want to be anonymous and ask a question, you can send me an email, jlubert@juniper.net. Alex, you've been very patient. You've had your hand up for a while, so we'll start with you. Can you hear me? Yes. Yes. So lots of alternative questions, and I appreciate everybody's great commentary. I was very interested in understanding whether you've gone from the wireless into, you know, the fixed wired segment into the data center with Apstra. And I think some of that was answered earlier, but I also would like to know how you're dealing with the multi-vendor infrastructure and whether ultimately being able to push microservice updates out to the endpoints is great, but it would be great to be able to do that to the fixed stuff as well, in both the data center and in the wiring closet. So are you moving away from, you know, the alternative vendors to consolidate onto the Juniper platform to be able to pull that off? Because I don't think you can update, you know, and do those microservice updates on stuff that's not designed for microservice updates. Alex, actually, it's a great question, and you, you may be surprised what we've been able to do. And I'll actually... You know, the customers who are here are not just on wireless, they're on wired, and actually, Chris is on data center, too, and Steve's looking at it. But I would actually let them answer. So, you know, Felix, Mitch, Steve, Chris, you know, on- Yeah. On the wired side, what would you like to add on how we have mystified that? Yeah. So we do. We run our data centers and all of our locations on the wired side of Juniper with Juniper switch gear, and had before Mist. What I would tell you, and it's no secret, if you look at any of the reports, is the integration of Mist AI and the basically rebirth of how code is being created at Juniper, has brought incredible stability to that gear. And frankly, you know, I've got another organization that's here in Atlanta, I used to work at it, and they're a Cisco shop. They're about the same size as us, but the scale and the complexity has gotten so difficult that upgrades are nearly impossible, and often they fall over their own infrastructure because of that closed design. Juniper code has gotten much more stable. Like I said, I'm not the first adopter. I'm not your beta site. We're going to take that general release code that we found since Mist has joined, and like I said, that restructuring of particularly the development team, code has been rock solid. You know, we had a quick prep call yesterday, and I went and looked at trying to find out when our last unplanned downtime was for a network or for Wi-Fi, and I need to like knock on wood somewhere back here. But we just— I couldn't find a ticket where we had an outage in the last two years. I think it's because of the influence of that microservices-type mentality, breaking up complex code in a chunk so that you're not, you understand the implications of what, how you're manipulating that code. So probably a long answer, but... Thank you. Can I say something else about that? When you're migrating to a new platform, you're going to get systems engineers and so the structure pointed towards the system they know, which is Cisco. I was a Cisco beta site for almost 15 years, and when I came here, the same thing. Cisco is what people understood. Cisco is what people wanted to do, and when I said, "Why don't you look at Mist?" It wasn't until Felix and some people got involved and really dived into what Mist was, and then came back to me with, "Mist is fine, but we needed a network that matched the wireless network." And at that time, Felix had already been sold on Juniper and didn't... And so we had a pretty easy jump at that point. You want to talk about that a little bit? Yeah, so, we went with Juniper specifically for automation angles. We don't use Apstra. We kind of wrote our own just because higher ed is such a weird beast, that a lot of the built-in functionality into off-the-shelf automation tools, at least I feel, are not covering all our use cases. But currently, we're enrolling all of our Juniper access layers, so the, you know, stuff out in the telco rooms out on campus. We're enrolling that in Wired Assurance, so basically, we're adding Marvis, in a sense, to the wired network, and that's for the exact same reasons we use it on the wireless side, right? It just cuts troubleshooting time down by a ton. We can ask the exact same plain language questions, get the same plain language answers back. It's just a really nice visualization of how the whole thing ties together. So we can now start reaping those same, same benefits on the wired side, where we have eliminated a huge amount of wired ports, probably somewhat to Sujai's chagrin. I'm not refreshing as many switches as I used to have, just because so much. The wireless is so good now that people just use that even for mission-critical stuff, right? So a lot of switch ports for us nowadays are to hook up phones and access points. One thing I wanted to just point to Alex, and if Steve wants to add something, I'll give him the floor. Alex, you know, if you just look at, you know, 4 of our Fortune 10-12 companies, 3 of them have already gone full stack, which means Wi-Fi, wired, SD-WAN, and the fourth one, we just went from Wi-Fi to wired. Mitch spoke about MIT, which is also a public reference. They went from Wi-Fi to wired. Stanford's doing the same thing. Oxford's doing the same thing. And this is not just true for healthcare. I can go into retail, transportation. But Steve, would you like to add some things, too? Because you're also a Wi-Fi and wired customer. Yeah, I think Chris and Mitch and Felix hit the nail on the head there. Mist brought us to Juniper. We were formerly Aruba, formerly Cisco, on the wired side, and we went Mist, and then shortly after, committed to Juniper on the wired side, moving into the data center now, and then we are also looking at access control. I do have Shitoli, our engineer, on the call. We feel like the response was pretty thorough there. That for all the same reasons we moved down that line. And to have that visibility that Felix was talking about on our entire network is a game changer. And, you know, Alex, I hope that answers your question, but, much like Mitch, if anybody on the call ever wants to take a look at it, you know, we've done this for a lot of prospective clients. We've done it for industry professionals that want to take a look at it. We're happy to open up the doors and show you how it works, so just get in touch with us. Thank you. Great. Thanks. Happy holidays. Thanks. We'll take the next question from George. Hi, guys. Thanks a lot. It's George Notter from Jefferies. I wanted to ask about just the ability to get visibility into the application. I heard about the integrations with Zoom and Teams, certainly, but are there other applications you can get visibility into? And obviously, there's a whole universe of observability tools in the marketplace. You know, how do you think about Juniper Mist, you know, in terms of understanding what's going on at the application layer and how it relates to the other tools that are out there? Thanks. So, George, it's great to hear from you. I'll give you a product point of view, and then if our esteemed customers want to jump in, great. So fundamentally, you know, there are two things which are happening more and more, which are making the application observability a lot easier for us. The first thing, which is critical, is 100% open API, which allows us to mash in the network and the application context. So what we're doing with Zoom, what we're doing with Teams, what we're doing with Cradlepoint, what we're doing with some of the 5G partners, what we're doing with security partners, that is what we are bringing to the fore, the 100% open API. And actually, Mitch mentioned the same, too. The second part is we have evolved our Marvis model to what we call a Continuous User Understanding on Learning. Actually, the acronym is CUUL, but it is with CUUL with a C-U. But fundamentally, what it is, we have the ability to label data. So when we are looking at application traversing a network, we can label the data and then start feeding it into, for example, a Shapley model, which has been there since the 1950s, which allows us to mash in the network and the application to really give the context to the observability from a networking perspective. So the Marvis data science toolkit and fundamentally, the open APIs allow us to bring in applications. But if anyone on this, you know, panel wants to share, Mitch, if you want to share something, or Chris or Steve, please. I guess I would, you know, first of all, those tools are incredibly complex and require pretty advanced skills, and I think as Mitch's team mentioned earlier, we've pushed more of the basic troubleshooting to the help desk, right? We measure first call resolution is a really big deal, and frankly, when you call the help desk, you've exhausted every single thing possible, so you're pretty frustrated. The help desk is able to resolve a lot of those types of problems. We found that the Marvis toolkits helped us diagnose pretty complex issues with Citrix XenApp, and the way that we're deploying Epic across our environment, and really kind of trace route out which application is causing problems. Occasionally, we see that they're very hard to diagnose, and you can buy pretty darn sophisticated tools and find yourself not having the skill set to do that. So I wouldn't say it's, you know, I've got an answer for everything, but what I would tell you is it significantly helped us understand that traffic. The other thing is, you know, some of that stuff gets pretty sophisticated. We can call Juniper support, get them on the phone with Citrix and Epic, and really collaborate and try to find that. So that's a pretty significant value add for me, when the chips are down, and I'm really trying to figure out, is it an application-level issue or is it a networking issue or something? So that, that's a little probably good. I don't know, Mitch, you guys are probably a little bit further along in some of the tool sets. We—I mean, the main one we use, because we're such a heavy user of it, is the Zoom integration. And, I don't know if we were that specific example Sujai gave earlier, but I've sat in my provost's office, where the provost told me, "Hey, my Zoom call quality is terrible." And I just, you know, opened up my laptop, had a look. We determined it was CPU utilization, and to reschedule his virus test, his virus scanner. Yes. At which point the problem went away. And that, to him, was magic. Like, genuinely. Like, that was a moment that for an end user was—a dmittedly, our provost is a CS professor, so he's more technical, right, than many. But still, that that could even happen at all, to him, was absolutely magic. Thank you. I'm very much looking forward to any and all integrations Juniper and Mist can start building here. Sitting on the customer advisory board, I'm not going to go into the ideas specifically of integrations that we've thrown around because we don't know which ones we'll actually develop. But from my experience, they are very open to working with anyone that has an API they can harvest, where they can get labeled data and test it and put something useful out. The amount of troubleshooting time this cuts out of troubleshooting genuinely can't be overstated. I mean, to go from something that would've been hours to figure out, to just looking at a graph and within seconds be able to pinpoint a root point, a root cause, is amazing to me. Thank you, Felix. Jess, back to you. Yes. George, are you good? We'll move on to Simon. Great. Thanks a lot for, for doing this. It's great to hear about the, the customer experiences here. I guess what I'm really looking for is, what can Juniper do for you next? In, in other words, what is sort of your biggest ask of what are you not getting today that you want? Is it about the evolution to Wi-Fi 7 or integration with other systems? Help us understand your priorities of what you're looking for for your next phase of, of activity with Mist. Thanks. Mitch, Felix, Steve? Well, I have one that has been a pet peeve of mine for a while, which is the BLE integration. I would like the discreteness of that BLE integration to go down, because there was a project that we worked on, which was to build a virtual docent within the museum and to use BLE to guide people through our museum or tours across the campus. Because the discreteness of that BLE isn't there, I can't deliver on that particular product. And what I would like to do is I think that that would be something that I have asked for, for a long time, but also there probably aren't a lot of clients that are asking for the same thing. And I think Felix probably has a different app completely foreign to mine. Well, I'm trying to decide how much to annoy the lead of product. So one of my pet peeves with all of this AI stuff—I'm sorry, Sujai is shaking his head. We have, in our very special vertical, I think some amount of users that would appreciate self-service, where I could use my cell phone, right? Like, that is a wireless client, to directly ask, "Hey, I just had a terrible experience. What can I do to make this better?" And Marvis, instead of through a help desk person mediating that experience, tells me directly. Like, I could build a cell phone app, integrate those SDKs, and it can collect information both from the wireless network and the endpoint and just tell the user what's wrong. I know I'm a very special use case there, but that is just my pet peeve that I'm chasing. But, Felix, you know that a lot of people had the same request. Sujai, unleash Marvis to everybody. And, yeah, as we continue to nurture that, and I think definitely the integration with ChatGPT is helping to make that more English-like. So we're definitely getting that, Felix. It's not lost on me. And yes, I know that feedback is important. I'm kinda like Mitch. I got a one-off ask. I need ultra-wideband in my AP so that I can—a nd I need, I need Apple to open up that spectrum so I can, I can consolidate real-time location tracking from that device. So, you know, if you got a magic wand, that's, that's my ask. I know, like, that's completely out of your control, you know? Yeah. You're closer to them than I am. Yes. I think it says something, though, that all we all had was very specific asks. I'm more happy with the platform in general than I've ever been with a wireless platform or wire platform before, that I'm digging into, you know, depths of, I want this specific thing, instead of I would like your support to get better. Actually, it says a lot, and that should be called out. I think, Simon, what you brought up is we don't have any fear of Juniper not being there with the tools you mentioned. We- they're going to have the next generation wireless. They're going to be pushing this, their product line on that, in that direction. So what, what I asked for are sort of, sort of totally unreasonable things. Well, the thing is, but I have to say, and I know Steve and Felix are trying it, and Chris, I know we're having discussions with you, with Ryan and your team. You know, Simon, we just released something called Cloud NAC. Now, NAC is a technology, you know, network admission control. Some people call it network access control, but basically, it's controlling when people come into the network, right? NAC, the way it was architected before, is you had to put appliances, you had to put load balancers, and you had to put a big, complicated server farm. It could take, you know, months, and it could even... Even adding a new appliance could take yet another month to increase capacity. It is this, you know, this esteemed group of customers and some of their peers who really basically said, "No, no, no, we need to demystify NAC." It's very brittle. You've got the legacy Cisco ISE, you've got the legacy Aruba ClearPass, which were conceived in 2006, 2007, and they still continue to operate in the network. And the same esteemed panel said, "You've got to demystify NAC." And that's what we did. We introduced it to the base. So definitely, Simon, we are going to make sure that we continue to take out, we introduce simplicity and continue to take out any issues which get in the way of, you know, ease of troubleshooting. And frankly, our vision, collective vision, frankly, is a self-driving network. Thanks for that. So we're running up on time. We have two questions online. One is: How do you think about the closest competitive architecture versus Mist? And what issues have you had with your Juniper Mist deployment, and how have they compared to other vendors? So our point of view on this, Jess, I think some of this, this was covered. So from, from my perspective, and then I'll, I'll let the others join in. I mean, what you've heard from the panel very clearly is the microservices architecture, which leads to rapid service deployment, right? And Mitch said it himself, like, no one else is doing Mist the way you do. And the fact that Cisco just announced a microservices architecture 9 years after Mist started, you know, implementing that and taking it across the Juniper portfolio. So I think that speaks to the sustainable differentiation. And the second, from my point of view, is I'd like Cisco and Aruba to tell me when they're gonna be using their own AI engine to support their customers. Here, our customer panel is already talking about release Marvis to everybody, right? Make it self-serving. Well, Cisco and Aruba are not even there, where Marvis can support their own, or a Marvis for them can support their own organization. So my take is, I always say this, right? I'm not endorsing any technology or company when I say this, but, you know, Tesla was built from the ground up to be an EV, to be an electronic vehicle - electrical vehicle. You can't just take another car, some amazing cars in the industry, and put an iPad on it or some more tablet on it and say, "Hey, I now have an even car." That's why with Mist, it was built from a blank sheet of paper, ground up, to support what it is doing with microservices and AI. And with, you know, Cisco and Aruba, they already had existing architectures. They're now trying to say: How do I put AI on it? And it just doesn't work. But that is just my point of view. So Steve, Chris, Mitch, if you want to add anything, please. Go ahead. Yeah, I'll jump in first this time. I think everything you said is true, Sujai. We came from a multi-vendor deployment prior, and had a lot of finger pointing between vendors and a lot of, you know, they weren't necessarily engineered to work perfectly together. They weren't engineered to be compatible, and so we found ourselves in that support loop quite frequently and oftentimes without resolution. As you said, Juniper Mist, the solution's purpose-built. It was purpose-built from the ground up to achieve what we've achieved today, and I think it's going to continue to lead the way in this market. As you said, we came from Aruba, and prior to that, Cisco, and a lot of those other vendors are trying to duplicate what's been done, but they're trying to bolt on a lot of these services to what they already had in the framework. And you know, I just think being purpose-built has such an advantage. Also, you know, I can't say it enough, the differentiating piece for me is I've been in relationships with all of those other vendors at some point in my career here, and the level of involvement and feedback loop that we have with Juniper and Mist is unheard of in the market. It's unprecedented, and I know you keep hearing it, but it is absolutely true, and it is a deal breaker for us to be able to pick up a phone and call Sujai or to even just get a Happy New Year text message is out of this world. In this world we live in today, to have that kind of relationship with your vendors and your partners is incredible. Thank you. Yeah, I think the other thing I would tell you is, I'd look at Juniper as a software company that's leveraging hardware to achieve a result. I think of Cisco as a hardware company, trying to figure out how to use software to make that hardware work. It's just an inverse relationship, I mean. When you think about Tesla, you don't think of Tesla as an automotive company, you think of them as a technology company that's providing an automotive product. That's pretty significantly different, and I think that's what, frankly, Mist has brought to Juniper, and what I see distinctly different is, they've come up not trying to figure out how to make a piece of hardware work, but how to drive software to control a piece of hardware. Jess, do we have any time left, or I would give the floor back to you to close the session out if we don't? Yeah, we're up on questions, we're up on time, so thank you, everyone, for participating in this call. Thank you, everybody, again. Mitch, Felix, thank you. Shahid, Steve, thank you. Chris, thank you so much. What I would like to say is, look, I know that I can already... I've been told that there are many other questions which have come in. Please do send them to Jess Lubert. I will make sure that I dispatch it to the, to the appropriate, you know, customer base here, or if Juniper can answer it, we will. But again, thank you for taking the time, and if I don't meet some of you or any of you, very, very happy holidays to you and your family. Thank you so much again. Thanks, guys.