& cplSiteName &

Cisco Starts Totally Ragging on Juniper

Craig Matsumoto
9/12/2011
50%
50%

For years, Cisco Systems Inc. (Nasdaq: CSCO) generally avoided mentioning Juniper Networks Inc. (NYSE: JNPR) by name.

That changed Monday when Cisco unveiled a special Juniper-ragging website at www.overpromisesunderdelivers.net.

Cisco's claim is that Juniper has yet to deliver on some of its most highly anticipated products, such as QFabric, and hasn't technically come through on certain promises, such as the claim of a single operating system for all products.

This being Cisco, they make their point using video.



Put another way: Are you ready for some football?!

This is new. For years, Cisco avoided discussing its competitors directly, at least in keynotes and media briefings, and in many cases wouldn't even mention Juniper by name.

Cisco executives haven't precisely spelled out why they're changing tactics, but it sounds like the company has been frustrated with -- even jealous of -- the market's love affair with Juniper during the past year or so.

"Some vendors have repeatedly over-promised and under delivered, and still somehow receive credit for their vision!" writes Rob Lloyd, Cisco's executive vice president of worldwide operations, in a blog entry published Monday.

Cisco's stagnant stock price has made it a Wall Street punching bag lately, forcing moves such as the closure of Flip camera unit. Some are questioning the company's entire future and wondering why CEO John Chambers hasn't been ousted.

Juniper, by contrast, went back to being a bright up-and-comer, thanks to products such as QFabric and MobileNext (Juniper's mobile packet core, previously named Falcon). Its stock price had been climbing, although the economy put a stop to that. (See Juniper Darkens 2011 Outlook.)

A major part of Cisco's needling centers on the amount of time it's taken to bring these products to market, but Juniper is refuting those points, according to a Monday Wall Street Journal story (registration required). Falcon, for instance, has been shipping for a while, Executive Vice President Stefan Dyckerhoff is quoted as saying.

Might Juniper retaliate? Actually, considering that Cisco competitors rarely have a problem calling out Cisco by name, that question feels a little obvious.

The more serious question might be whether the campaign could backfire. Cisco had some sound PR reasons for not acknowledging Juniper by name. Juniper executives could pretty easily claim that Cisco's new tactics are a reaction to Juniper's power in the market.

UPDATE: Juniper has issued this statement from David Shane, vice president of global corporate communications: "We're not going to comment on a competitor's publicity stunt. Customers tell us they want an alternative to the legacy approach, and we're focused on delivering innovation for them. It appears as if Cisco has once again lost focus."

— Craig Matsumoto, West Coast Editor, Light Reading

(37)  | 
Comment  | 
Print  | 
Newest First  |  Oldest First  |  Threaded View        ADD A COMMENT
Page 1 / 4   >   >>
Michelle Donegan
50%
50%
Michelle Donegan,
User Rank: Light Beer
12/5/2012 | 4:54:15 PM
re: Cisco Starts Totally Ragging on Juniper


Watching Cisco's video is an entertaining way to start my week, and I have the same question Craig raised -- I wonder how/if this could backfire.

digits
50%
50%
digits,
User Rank: Light Beer
12/5/2012 | 4:54:14 PM
re: Cisco Starts Totally Ragging on Juniper


My initial reaction is -- why is Cisco suddenly kicking off? Is it seeing worried that Juniper is streets ahead in term of product capabilities? 


This looks at first glance like the action of a company worried about a rival and not so confident in its own abilities.

DCITDave
50%
50%
DCITDave,
User Rank: Light Beer
12/5/2012 | 4:54:13 PM
re: Cisco Starts Totally Ragging on Juniper


Is anything the ad alleges true?


Does Juniper announce products and hype them for an entire year before they show up in the market? Is using Juniper a perceived risk because they don't have products out on time?


It'd be interesting to hear from a Juniper customer on these issues.


 

photon2
50%
50%
photon2,
User Rank: Light Beer
12/5/2012 | 4:54:13 PM
re: Cisco Starts Totally Ragging on Juniper


Video is funny.  Analogy is not.  It's easy to get this reversed on Cisco, and ALU must just be laughing it's way to the next outstanding quarter.

cnwedit
50%
50%
cnwedit,
User Rank: Light Beer
12/5/2012 | 4:54:13 PM
re: Cisco Starts Totally Ragging on Juniper


This seems kinda bush league to me. How much time/effort is going into writing and producing a web site to trash a competitor? The video is funny for the first 15-20 seconds, but like a lot of SNL sketches, gets a bit tedious.

^Eagle^
50%
50%
^Eagle^,
User Rank: Light Beer
12/5/2012 | 4:54:12 PM
re: Cisco Starts Totally Ragging on Juniper


Note: Years ago, I went to several Cisco sales training seminars.  One of them led by Chambers himself.  (I worked for a major Cisco rep at one time).  


In those trainings, Cisco consistently stated that the way to sell against competition was to NOT bash the competition but to win based on selling the strong features of the Cisco platforms and show that there was better value and better performance.  We were told to never attack the competition and never bash them in any way.


Given this, these moves by Cisco makes me wonder if things are more "rotten in Denmark" than we outsiders believe.


seems pretty desperate in many levels.


I wonder is Cisco now training the sales teams to take this "new" approach?  if so, it would be interesting to measure the results.


sailboat

^Eagle^
50%
50%
^Eagle^,
User Rank: Light Beer
12/5/2012 | 4:54:12 PM
re: Cisco Starts Totally Ragging on Juniper


I am sure that this approach by Cisco is working to inspire confidence in it's customers.  we all know how much we enjoy FUD.  Especially FUD warmed by scorched earth.


hmmm, let me see:


1) FUD and scorched earth advertising and blogs.... shows fear not confidence


2) insiders selling like crazy at Cisco..... hmmmmmm.


3) Cisco throwing obscene amounts of money to pirate sales staff from Juniper... to attempt to slow down Juniper's sales by taking talent via showering them with $$...   This sure shows confidence doesn't it? This strategy both causes Cisco to SPEND more money on sales and also at the same time insults customers.  Does Cisco really think that customers make the buying decisions for large network applications based on the personality and skill of executive level sales teams?  (I think for these kind of purchases, the decisions are mostly based on technology, performance of the platforms, support, and price... the sales teams are only facilitators).  I think customers are a bit more intelligent that that.


Really, absolutely, I am sure that these moves are helping Cisco.....  yes sirree!  more FUD please!


sailboat

scottdTBR
50%
50%
scottdTBR,
User Rank: Light Beer
12/5/2012 | 4:54:11 PM
re: Cisco Starts Totally Ragging on Juniper


I don't like this move - there is way too much downside and not enough upside for Cisco. It also reminds me of the ill-fated "Cisco Sucks" marketing campaign that switching vendor Cabletron executed back in the mid-90's. Customers thought it was petty and all it did was make Cabletron look like a bunch of immature schmucks (not that they were perceived as incredibly mature to begin with).

yarn
50%
50%
yarn,
User Rank: Light Sabre
12/5/2012 | 4:54:10 PM
re: Cisco Starts Totally Ragging on Juniper


Wow, this is really a great example of gorilla marketing!


The video is a bit cheesy but that's how I like my pizza:-)

maxwell.smart
50%
50%
maxwell.smart,
User Rank: Light Beer
12/5/2012 | 4:54:10 PM
re: Cisco Starts Totally Ragging on Juniper


People love to bash Cisco, specially on anonymous message boards :). Reality is quite another thing. Take a look at some recent actual facts and numbers from the carrier core and edge router spaces (supposedly these are Juniper's strongest areas).


http://www.marketwire.com/pres...


http://www.bloomberg.com/news/...


 

Page 1 / 4   >   >>
From The Founder
Kicking off BCE 2017, Light Reading founder Steve Saunders lays blame for NFV's slow ramp-up and urges telecom to return to old-fashioned standards building and interoperability.
Flash Poll
Live Streaming Video
Charting the CSP's Future
Six different communications service providers join to debate their visions of the future CSP, following a landmark presentation from AT&T on its massive virtualization efforts and a look back on where the telecom industry has been and where it's going from two industry veterans.
Women in Comms Introduction Videos
Infinera's Sales Director Paints Tech's Big Picture

6|21|17   |   4:14   |   (1) comment


Shannon Williams, Infinera's director of sales, shares how she achieves work's many balancing acts -- between her role and the broader company, today and tomorrow's tech and more.
LRTV Custom TV
SD-WAN Innovation & Trends

6|20|17   |     |   (0) comments


Versa CEO Kelly Ahuja discusses with Carol Wilson the current status and trends in the SD-WAN market, Versa's innovation around building a software platform with broad contextualization, and the advantages that startups can bring to the SD-WAN market.
LRTV Interviews
Ovum's Dario Talmesio on 5G in Europe

6|20|17   |   02:16   |   (0) comments


At 5G World 2017, Dario Talmesio, principal analyst and practice leader on Ovum's fixed and mobile telecoms European team, explains the emerging trends amongst European operators as they prepare for 5G.
LRTV Custom TV
Putting Power on a Pedestal

6|19|17   |     |   (0) comments


ARRIS's John Ulm says a major accomplishment of SCTE•ISBE's Energy 2020 program is increased focus on power cost and consumption, including inclusion of energy requirements in operators' RFPs and RFIs.
LRTV Custom TV
Gigabit Access: The Last-Mile Pipe for All Future Services

6|19|17   |     |   (0) comments


A Gigabit access platform being deployed today must be able to deliver all types of services to an increasing number of devices. A non-blocking architecture is necessary to support the ever-increasing growth in bandwidth demand. The Huawei Gigabit access solution is based on a distributed design that is fully scalable to deliver a unprecedented performance.
LRTV Custom TV
Key Factors to Successfully Deploy an SD-WAN Service

6|19|17   |     |   (0) comments


As service providers transition their SD-WAN solution from trials and limited deployments into production at large scale, there are important considerations to successfully operationalize these solutions and realize their full potential, without adding complexity, introducing uncertainty or disrupting current business operations. Sunil Khandekar, CEO and Founder ...
LRTV Custom TV
IoT Solutions: Rational Exuberance

6|19|17   |     |   (0) comments


IoT solutions are morphing from hype into viable business opportunities. Huawei has the platform and ecosystem support to help carriers successfully address new business opportunities in the IoT space.
LRTV Custom TV
Realizing ICN as a Network Slice for Mobile Data Distribution

6|19|17   |     |   (1) comment


Network slicing in 5G allows the potential introduction of new network architectures such as Information-centric Networks (ICN) as a slice, managed over a shared pool of compute, storage and bandwidth resource. Services over an ICN slice can benefit from many architectural features such as Name Based Networking, Security, Multicasting, Multi-homing, Mobility, ...
LRTV Interviews
Ovum's Mike Roberts on 5G Uptake

6|19|17   |   04:08   |   (0) comments


Mike Roberts, research director for Ovum's service provider markets group, explains why he has boosted his 5G subscriptions forecast.
LRTV Interviews
AT&T's Hubbard on Intersection of SD-WAN & MPLS

6|15|17   |     |   (0) comments


Rick Hubbard, SVP of Network Product Management for AT&T Business Solutions, discusses how AT&T's approach to SD-WAN fits in with its overall virtualization strategy, explains how SD-WAN can improve enterprise customers' use of the cloud and addresses the intersection of SD-WAN and MPLS.
Telecom Innovators Video Showcase
Keep Connected IoT Devices Under Control With Allot

6|15|17   |     |   (0) comments


Allot AVP of International Pre-Sales, Daniel Keidar, explains how communications service providers can protect infrastructure and service availability from flooding attacks caused by malfunctioning or bot-infected devices connected to their network.
LRTV Custom TV
ZTE 5G World Highlights

6|15|17   |     |   (0) comments


ZTE showcases its leading 5G innovations at 5G World in London.
Infographics
With the mobile ecosystem becoming increasingly vulnerable to security threats, AdaptiveMobile has laid out some of the key considerations for the wireless community.
Hot Topics
Verizon Warns of $500M Hit From Yahoo Deal
Iain Morris, News Editor, 6/16/2017
Netflix's Lesson in Culture Expectation Settings
Sarah Thomas, Director, Women in Comms, 6/21/2017
Can Comcast Beat Customer Hate With a Private Cloud?
Mitch Wagner, Editor, Enterprise Cloud, 6/15/2017
Kalanick Steps Down as Uber CEO
Sarah Thomas, Director, Women in Comms, 6/21/2017
Like Us on Facebook
Twitter Feed
BETWEEN THE CEOs - Executive Interviews
Following a recent board meeting, the New IP Agency (NIA) has a new strategy to help accelerate the adoption of NFV capabilities, explains the Agency's Founder and Secretary, Steve Saunders.
One of the nice bits of my job (other than the teeny tiny salary, obviously) is that I get to pick and choose who I interview for this slot on the Light Reading home ...
Animals with Phones
Live Digital Audio

Playing it safe can only get you so far. Sometimes the biggest bets have the biggest payouts, and that is true in your career as well. For this radio show, Caroline Chan, general manager of the 5G Infrastructure Division of the Network Platform Group at Intel, will share her own personal story of how she successfully took big bets to build a successful career, as well as offer advice on how you can do the same. We’ll cover everything from how to overcome fear and manage risk, how to be prepared for where technology is going in the future and how to structure your career in a way to ensure you keep progressing. Chan, a seasoned telecom veteran and effective risk taker herself, will also leave plenty of time to answer all your questions live on the air.