Education is key to some vendors' programs. Juniper Networks hosts workshops to introduce service providers to NFV and demonstrate the vendor's solutions, Donyel Jones-Williams, director of service provider portfolio marketing, tells the New IP Agency in CSP WOW! Awestruck by Virtualization. To complement the more than 200 workshops it held this year, Juniper's business service modeling group also talks individually to prospects about their specific needs or pain points, he says.
"We say, 'Let's work hand in hand to understand 'What are your operational pain points?' and look at how we can flow that into a model so that we can together roll out a cure -- in actual dollars -- that you can justify back up to your board or CEO or CFO in why you want to move in this direction. So that's the next step in the process," he says.