CSI-CLI-00356028
`
`Case 5:14-cv-05344-BLF Document 337-12 Filed 07/01/16 Page 2 of 7
`
`Wtry yo~t St'J(dJ!Q 11"1¥-~S\ !t1 U.lf•)j)£>(cid:173)
`noi"i -~'~', >->!=~:r:
`
`fb;:. p:~Obdii·: ~:t~ll~ rlf drl~lO! tm~~~
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`Y>?>iH' t<J qcwn-••l'S 1-if"r,-,•s v,t;y_ >-::<"·"'' '"-~
`
`Elair·,,-, 'JifyP<'> I.::- '58">- 2nd ~fwr~~ ·, ·f'~f~'-"'
`t~• cnme '''~ ''':J u:c
`
`Rep-of!:: G?lli.i1-£,rmsy'rh4'<'"' T~m<i:
`Wsr:t-:H CattlO tJ!,j ;;-:p ~UW
`
`Th"' hettly CiJspw:ed tl:\ack mf!g!(: t~f
`dl:illa bP:>et<.:h (:i:J";'I H'::tillm!~o>':-! J'~~:o;< o:i
`
`roll om; t ;.,·,;fo-r 1\prtl :1-"l, 2otf.: LHll
`'Natcl1, ald ~:.K.o~=d~
`and T ~f¥']()f.
`hl·11h N-">"·'''1·1'
`
`yC<l in si)"B:t
`A-hx#
`
`An ex-Cisco exec reflects
`
`In conversation with Jayshr..., Ullal, CEO of
`Arlsta Networks.
`
`FORTUNE- JG:ydn<Y iJi{cl mad!" he~· nTrct•!· ct
`ndn'-mking leao.>t- ()_\e.:-• SyMnn-.!5. l».fOre h'<lt•ing [tl: 2008
`<_1nd 1;h1Jrily r:f:-n frhot Jo,;ltiHg u <?Pi!' n:-mpa·np r·!a dtr! h;j
`,-irniJJ Ue<hto.T-;fnim, gfiJ'Ut-r-lN- qfSnn. P..ru.-l s~;,nTu] athe; <.
`In a Fl'c> Ft !_r, ir-i'z'ic ''·'· .sla.' diu:w,·~a! t.:.lutt .du: !earm:'t-i at
`('jj;r'O O!!d hml' hr---r Nfif' t"{J'!l'jH_I_IIf/, 1Tfsfu .V~·/;-,.',£JrJt.<i.
`r:onr JN'.fn n,~ni n J d. !Jdot<:c. h~e:r ;,:o:rds o-:.:: to{d to Fnrhme ·;"
`•. -{d,:_un LtH.:hhv},·_y.
`
`In 2D(J8 Arista 1,\<a:S 50 cnginc·ers f>.nd ge-tting ITctdyto
`bullt'h prod ad. I lcfl Ci.~:l..'-D iu iv:lay uf 2008, auJ I iuok
`the nnniner off to E'''>.lluat€' e-:ean t€-Cb and social
`nt~tv:mJ.jng, and finally ca:rne back to mr I'o:nt~.
`
`-f1¥! hn:mkffHI WfE bi-l-twi-lfl'l
`flh:Do:-;,;:,kf-:; :a-,d T:J~'o 8-<i!'t:
`QHWi5
`
`SS<::rsb nf bu-ying hew ar:d
`'-i-!-<Hin~ hi<_Jll
`
`
`
`Exhibit 2034 Page 1 of 6
`IPR2016-00309
`
`

`
`CSI-CLI-00356029
`
`Case 5:14-cv-05344-BLF Document 337-12 Filed 07/01/16 Page 3 of 7
`
`Svn~hwny FEn<Jncbl CEO:
`tii~1hednt!2l'BSt rat._,-; 'not,,
`Lctd Hl~lf(
`
`Why '{'AJ :sfJvuiU inwtt;;l -,iJ E'lJHliJ~1-
`''''"!"
`nnw-
`
`Thu pdli(flb~ ~o~t<:: c.:f ;;idirw t!<t>.ld
`I·OdN~' 1'/b:C>fJ!\-Kh>:l<o-'d lU!I!J b:!JU" '<~ 'f'
`"~
`
`Heme's h:..w·w_uGh ft: GGsts ~;:: b(} ~Il
`.f\pp!\J UM])" a.dc.Jpk>r OJ} ;-r,: fll'
`
`H<>::=l·Kl•-te(.;_ hitkl¥; N<nd::::q <:)b
`hiulmc;;lJY>;::t ~~t:<.::<! ;;>;:;(~:) ,.,:-,·1; t'-"
`
`A:::fhtisJon £ii.<C'$ aw.'t~' $1
`)WW W iJWiol(l>:. f-bF:':s. ~-h~•-
`
`D<Ji:w W~r.'il. b~:>e:::: - ;;;nd tho;n;'~ r:m::;r'(!
`to GQ:11G ?SiC'>! fei'
`
`RG!JOr't Gt!&illla rr:.cw H!."'lw- Tlnl'<'
`Wurmr C-?.bh; t>\1::;::;--;~:m_,---:
`
`fh~,l !m~l'{ t!l:>iM1~d t*lm::Y. :ll11qix:: nf
`d'ltl:l. l)riXlGh <)()$! ,,-c;tlm<~1f!CI ;, , .iW:f:O\
`
`r mtuns l hrB for Apt· 24. :201 :-,: t orci
`l
`. '.Vti!J.:!J, i:tm.l ,,;,;;;uni-
`
`T1w:re is n. let -of Ci~co DNA in this comp.'lny her-;~:us.e
`Gsc<J is the bi];pst n<:'b:vorldng; ?;i<mt. Pe-opl<:' ti10rdor('
`<1SS-.UJnect ~w: ~vere natnr:dy go-'ing to bt' ac-quired by
`('i~i"O. Tiw l'~fmvidirm 1-;,·-~th whkh ·,w hrd1f'\'f-t-l eve wer-<?
`lmi]ding :J.n i.!ldtTt:rld,•:tl (~;rupa:t.Y \<~:-t•m'l u:llk~rslood
`tliink Jt is tod.ay, Dut it Y{a,sn ';:very dear tl1en. Being
`;1a1uired lw Ciscc :,v:-:<!:.n'!. lhe goal or Lb.,. )n!o,;nl. \\-'e ~vere
`l'lf:aEy louk:ing to build a comJKmyv,·ith le·gs, and there's
`a ~ot of Ari.5t{:. p:ride in bu:ilding great tec.1mology,
`delivering a gl'€~-~ t customH €:iper:.ence, pr-o·v:diJ.J.g
`out.stilllding and ex.:eptivnal senice, and offering our
`ce.stor.aers the (iJ.srr;:ptE'd sc.l!ntion t11E'Y\N8ioe looldng f(;.L
`
`There 'ii'<'<l'S no doubt ill mer minds that yve Y>'DWd prmide
`t>?ehnologytii:Sruption. BD.t I think what ~makes us really
`~xcited i:-; th~1t tlw-rp's ;J f'll~~tnnw-r- '1-hsmption 'm bnying
`beh,tv:ors. Lolc-; of ::;tar!upt-< cuuJt:: ·'-"n.:l.::>p <l!id build ~yeat
`t~dnwlogy l"mt v.~e <:~~f,rf' ::1.hl~ trl.:'.;;tl:'h the cloud '~\·;:rv€,
`And there were time:'l 1vhen A.nrly [Bedltols}winl] ;md T
`f<?mw1v.-e 'i-l.rere late to tla: ma1·keL The halhi.lfH'k of a
`good company is not .JU!:t executwn bu: some set of
`cuslomet· z.cce:ptance v..-hicll is defined by 1uek and
`tim:ing: ;.1-Z well P..nd I thJnk. 'V"E' ,,.:ere able to :;et the
`cenfh1ene-e of aH that
`
`I-..vas at Cisr-o for I,"i years. The ~C~nivalen>: of105 -
`every year is 7 :"?t"ars. I .eamt" '\V:ith their \.'el':_l,' first
`acquisitio-n, Cr-esc,erldo. This \Vas in 1993, -,:\'lwn the
`t~U-'EJ.!i:lll._" wac'< S6oo million, S700 milliuu ii< n'Vl'iH!e,
`fl.nd mo~tly J routing comp:tnyc A.nd ..1o1m Ivforgridge
`
`
`
`Exhibit 2034 Page 2 of 6
`IPR2016-00309
`
`

`
`CSI-CLI-00356030
`
`Case 5:14-cv-05344-BLF Document 337-12 Filed 07/01/16 Page 4 of 7
`
`~xas the CEO . .],)}m Chambers was t]le head of sJ.lt>-s.
`And 1h~~~ ~wquisitimJ n~;olly pllt .John {Ch~1mlx:r~"'J m~ thf'
`nlilp, Cres('el.da, bes:::;m~e Hwy ;§_npdn~d !'l1e (':Omp<my
`for $93 nliliion, and we 1-Yent on to do ::un"v,-here from, I
`rlmd 1-.nrm:, pnt flw m:anh-~n, nt Sto hi11ion lo $-JS
`bilb:m in .$W!b:hirlg ~·~vem_~e OY~l- th.1t period cf hme. All
`of~xhich is not just credit to ';.lS.111er;:o was.;:, signifiea.nt
`tnvestm.('nt
`
`l\·10RE: :Plb!\tfm·~--. a hip; <l;rt;: eneJ:yt:k.s (:{nnp,--,.rsy, '-"<'i.O;>:''S
`$!}Xn:dlkm
`
`A side stm'Y ttN'e you'd be interested 1TL First of rJl,
`when dncy hu_y at:umpany ib:.•y <L<::k all Lb.' kt•y chief
`e:-tecut-ives to sig-n up for hn:'J years. l a_gmrized over h;m
`yf'ars. I szJd, "[Im~;: e-.o1.n I '2VBT stay :in a big e0mpan:.,, for(cid:173)
`t',·\'0 years?"' T«W.l years felt like an etf'mity. I wc.pt ::tbout
`that pror:ess. So I 11vtd in Ciscn two yectrs a.1 H t-ime for
`IJ ~y~;,rs:. But I think part vf 'why Ciscoo beeam<:< an
`addiction for me was they reatly c:t1ltivat:ed a startup
`a;1d z.n entre}.>teueudal enviromnent through that
`Cl·c5cmKlo acquisitim1 25 part of zc lm-g:cr com:pan}-'.
`
`The cornpany had T-shirt~- z.t th;:-tt time with a:r:. an'o::.•w
`that said, ··_p:atl; to c. '0illim:::. ·· T!.l€Y
`'.Vel'€ 6oo-s-omef1ing
`mlHion, and their g_o8l'·-"<'~o:; to hit a biHion [rioL·us in
`fWii-':~1:~; C't~:.f'Cl·~; lh;<::lJ-yt->:t!' :JO!::J ~'t-'NPl't~t'"' WHf"P 84;!5_-f,
`billioD]. A.ud John Chambers came to we aud said, "I
`vv;mt yo-u to rlo Sl.'iitc11ing, anrl thc.t nms:t be c.nother
`billion.'""
`
`Wtry yo~t St'J(dJ!Q 11"1¥-~S\ !t1 U.lf•)j)£>(cid:173)
`noi"i -~'~', >->!=~:r:
`
`fb;:. p:~Obdii·: ~:t~ll~ rlf drl~lO! tm~~~
`l9,1<.t'{ W4':i P!8o(~i,·l~>d b! HJ <t~W ·= '-·<=~'·1
`0:'
`
`H;<JI<=>':o how mud• i::t::P:>~:>- to OO:.en
`AppW-*.n{ a.•:l<;pt« -k':'>'>"m'
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`FIEt"<:lh!<d< Hifl;,y: ~n;;fl;;q !lib
`hi:q~JB:;-1 vu<q:_ ~iq1~ 2()01.)
`""'''~''-'
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`A(~:hth:#_>f' gi¥<'~<~<~w:~y $i miilk>!: llo'VW !i
`Y>?>iH' t<J qcwn-••l'S 1-if"r,-,•s v,t;y_ >-::<"·"'' '"-~
`
`Elair·,,-, 'JifyP<'> I.::- '58">- 2nd ~fwr~~ ·, ·f'~f~'-"'
`t~• cnme '''~ ''':J u:c
`
`Rep-of!:: G?lli.i1-£,rmsy'rh4'<'"' T~m<i:
`Wsr:t-:H CattlO tJ!,j ;;-:p ~UW
`
`Th"' hettly CiJspw:ed tl:\ack mf!g!(: t~f
`dl:illa bP:>et<.:h (:i:J";'I H'::tillm!~o>':-! J'~~:o;< o:i
`
`roll om; t ;.,·,;fo-r 1\prtl :1-"l, 2otf.: LHll
`'Natcl1, ald ~:.K.o~=d~
`and T ~f¥']()f.
`hl·11h N-">"·'''1·1'
`
`
`
`Exhibit 2034 Page 3 of 6
`IPR2016-00309
`
`

`
`CSI-CLI-00356031
`
`Case 5:14-cv-05344-BLF Document 337-12 Filed 07/01/16 Page 5 of 7
`
`Sn I lnllt:<(l H\~'('J'f~~ Ekf~ tf~cn;ogt~r~~ do ;mrl s;~id, ·"iVlr~ll
`>_lrt> thes~C:guys tall-dng ;~lxm:t? They h.JYe~J-t hila bHHon
`in theil' mcUnstrt>am market.·~ Crescendo \\-T~s a.ll of 10
`million iH n'V(Tim' wl1l~l'l tfH~}' bought 11~~, ~n~l ~~ :~eellwd
`>_lhsmd to mt> th,Jt they ·vvo~Jld a'5k me h:J d~;- ;t hi them,
`
`_.\l."Jd I tUak I even m-ad.: s-o-me- flip comment to him lil:..:·,
`~,Jn<>t bceomse you 1id lt :i:n router:; doesnt give you a
`righlltl do thit: in swiLc.hes.'·" So tLal was John
`Chambe-rs -
`-vE"r:-r aspiration.al and Yery optimistic and
`-Yes IJ.,'E' ~~an do it.· It \·vasn't Crese<2ndo :that n'iade Cisco,
`it \Vas: ihe eom:mit:ment, the vislon, and the inspiration
`of i_nvesiing )_n ~h~i ~-·qui:o.iUon
`
`I think they·\-e a l.'t'I'}-' tough eomp8titor, and I thirJz
`tl:ey·:~e doing;~ fme job ot holdir:g iheir own. Ch.;eo sti11
`iv.s vei}' large m11rk'8t shJ:re-. I 1,·<;-ould 3rg;_w ;1!rnost
`um1atm·ally high mitl'ke-t sh<.'I.H'. It's .somewher1'.' behve'i"n
`50% and ;oW;; oftlle switching, and illltac-e-uter n:ark?t.
`\\'8 don't p:ntidp<1h" in thP fmi'ire i'.-,'\ikhing m<1rket that
`Cis!:'c- has. A:rista is only ±0..-:·use-d m: the data <::·enter ,and
`fu€ doud piece of it.. But I guess I ~vould -c-om€ batJ.;: to
`yon and say that no market is for<cV('l'. :\Jl n1ari.::etrs
`rrraltrr-r:> :J~Hl \vha!'-~; t''\cil in g. f11r Ci'-'f~o i;.; ln fr;n_;p ~;nmH­
`tou_gh -competito:::s that kt>-r::>p them nimble-, aid
`-certa:i.n1y, Arista's an f'x.arnple of that.
`
`Wtry yo~t St'J(dJ!Q 11"1¥-~S\ !t1 U.lf•)j)£>(cid:173)
`noi"i -~'~', >->!=~:r:
`
`fb;:. p:~Obdii·: ~:t~ll~ rlf drl~lO! tm~~~
`l9,1<.t'{ W4':i P!8o(~i,·l~>d b! HJ <t~W ·= '-·<=~'·1
`0:'
`
`H;<JI<=>':o how mud• i::t::P:>~:>- to OO:.en
`AppW-*.n{ a.•:l<;pt« -k':'>'>"m'
`
`FIEt"<:lh!<d< Hifl;,y: ~n;;fl;;q !lib
`hi:q~JB:;-1 vu<q:_ ~iq1~ 2()01.)
`""'''~''-'
`
`A(~:hth:#_>f' gi¥<'~<~<~w:~y $i miilk>!: llo'VW !i
`Y>?>iH' t<J qcwn-••l'S 1-if"r,-,•s v,t;y_ >-::<"·"'' '"-~
`
`Elair·,,-, 'JifyP<'> I.::- '58">- 2nd ~fwr~~ ·, ·f'~f~'-"'
`t~• cnme '''~ ''':J u:c
`
`Rep-of!:: G?lli.i1-£,rmsy'rh4'<'"' T~m<i:
`Wsr:t-:H CattlO tJ!,j ;;-:p ~UW
`
`Th"' hettly CiJspw:ed tl:\ack mf!g!(: t~f
`dl:illa bP:>et<.:h (:i:J";'I H'::tillm!~o>':-! J'~~:o;< o:i
`
`roll om; t ;.,·,;fo-r 1\prtl :1-"l, 2otf.: LHll
`'Natcl1, ald ~:.K.o~=d~
`and T ~f¥']()f.
`hl·11h N-">"·'''1·1'
`
`
`
`Exhibit 2034 Page 4 of 6
`IPR2016-00309
`
`

`
`CSI-CLI-00356032
`
`Case 5:14-cv-05344-BLF Document 337-12 Filed 07/01/16 Page 6 of 7
`
`5lll3ceed hem use Cisco bib or >oiee versa. Tlw Hl<u·ket,
`tb.e· total available m.z1rket, is so br,ge th.0.i: '"':t both :::an
`succeed 'Acit]:wut Peter l'Obbing ra.u1, 01 "vhJ:.te•.'e-I. So ill
`my-,•1c1<.." C:lJstmnfO;·~ <J:·e lm:;ki:1gtm· .i1n nhr~rTii!tiv<:. Tfw
`mo-re ·wm.erYatiYt:: custom en \YhQ have grO'~''ll U_h:t \Yitb
`Cl.Sco- ill their tradition.PJ enterprises zertainl)riNillstay
`"~Aith Cisco-. Jt:st hl:e :rou don't get fired for buying IBM,
`y<HJ vo·oH'l get Llred .J.iJr lmying, C_b~·o, ;_md_ !h-o~:w ;:_m:' nul
`fue traditiona1 tedmica1 cuot0me~· community that
`-cornes to Arist.a fir:ct'. Th~}· might come Dater.
`
`\-VE'.rE' very .11Tl_Wh in t1w E<lrly adopte· pha':>e \VhNE' t1le
`one-s ·who come tons are the ones ·who are really looking
`to build this open modern neh~·ork .awllmcn.,, they tlelxi
`;,_ multt-vend.or solution toth;1.t.
`
`If~ r:e·a.liy d lip_pillg_ jtUilll HlUHHCll-l lJ.et~dUZ:e telllemh•I;:T,
`tll€ data center market right 1::01-v b 2-utidp-ated to .be
`a:.·o1md $:3. billion or ~H billion .. A.nd in the :next thrc·c·
`y~ars, ;;';-; sHppo~ed lu J:;_+-'l !n $Jn Loillinn. Sonwevt--'" :-;ay
`$16 billion. But let's take the low-end of lhb. S-o, the
`way we- look at it is B'E'-11 if you s:ay half or ;o:.\; of C:sco,
`bc:canse tl}at's tlw 1vay Hf.;_' go-es, even \\'jLl. the best
`;vill go w i:Lh old habHs. \·V <:> Lhjnk thai
`ledmolugy 1Jeo_pl€
`tllE>re is enough market, -enough •::pportrm.ity and
`enough. cn~tomel'S •xho want a st~-ond \'E-ndor. _,\_nd
`bee a use ',"'e dou·t tmvc• the k·.sacy of bavilt_g built an
`pnJerpt"ise, \VP c'Ou1d .~tart with a t·lp;m sheel of pa_pH"
`and only offer that. Ciseo ~,\iJl conw fr-cnn their stn~ng:th
`
`Wtry yo~t St'J(dJ!Q 11"1¥-~S\ !t1 U.lf•)j)£>(cid:173)
`noi"i -~'~', >->!=~:r:
`
`fb;:. p:~Obdii·: ~:t~ll~ rlf drl~lO! tm~~~
`l9,1<.t'{ W4':i P!8o(~i,·l~>d b! HJ <t~W ·= '-·<=~'·1
`0:'
`
`H;<JI<=>':o how mud• i::t::P:>~:>- to OO:.en
`AppW-*.n{ a.•:l<;pt« -k':'>'>"m'
`
`FIEt"<:lh!<d< Hifl;,y: ~n;;fl;;q !lib
`hi:q~JB:;-1 vu<q:_ ~iq1~ 2()01.)
`""'''~''-'
`
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`Y>?>iH' t<J qcwn-••l'S 1-if"r,-,•s v,t;y_ >-::<"·"'' '"-~
`
`Elair·,,-, 'JifyP<'> I.::- '58">- 2nd ~fwr~~ ·, ·f'~f~'-"'
`t~• cnme '''~ ''':J u:c
`
`Rep-of!:: G?lli.i1-£,rmsy'rh4'<'"' T~m<i:
`Wsr:t-:H CattlO tJ!,j ;;-:p ~UW
`
`Th"' hettly CiJspw:ed tl:\ack mf!g!(: t~f
`dl:illa bP:>et<.:h (:i:J";'I H'::tillm!~o>':-! J'~~:o;< o:i
`
`roll om; t ;.,·,;fo-r 1\prtl :1-"l, 2otf.: LHll
`'Natcl1, ald ~:.K.o~=d~
`and T ~f¥']()f.
`hl·11h N-">"·'''1·1'
`
`
`
`Exhibit 2034 Page 5 of 6
`IPR2016-00309
`
`

`
`CSI-CLI-00356033
`
`Case 5:14-cv-05344-BLF Document 337-12 Filed 07/01/16 Page 7 of 7
`
`Arista will come from its str-ength of 1Wi.'f'lty
`
`'l,..Ve h;n-·e ;t g,re;-:<t de:_d o.f respi"rl for ihenm.lp;Jny ;md in
`fact I th:i.nk om ~!pp~"'aehes ar<? entirely diffe-rent, Since I
`helped build the enterp1ise, I ·~'l.·on1d nf'ver compete \\ith
`Ci"'f.'D d_irect!v in thf' "'nterpri5f' in r; cmwt>ntionnJ wav. lt
`males :10 sense-. It \\·cmld bke me 15 ye.:us: a:1d 15,000
`engineers, and tbafs not :a res:--:ipe for success.
`
`AROUND THE WEi:·
`
`Thinking Oi P.~;ttlng :lr;
`SGkl:r Po:JlBis? R<Md This
`Flist
`
`A!ienw:;;re> A.!~B 51 '3 Criad Whict'l low <:--BrboP
`O>O!siq11 bmds lts8lfto
`tBGhlwtogy is n:;w a
`Steilal ...
`Pkliltv?
`
`1'2 Ten·ib!e- Mi'st;;;k::es Yc.:;
`Am M<!kin~J Wllh YQr.N
`lPitofllf
`
`Sul:l..,.;b<> to Too Iwm Shm!ll m<l get
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`Exhibit 2034 Page 6 of 6
`IPR2016-00309