copyright © 2015 juniper networks, inc. 1 1 juniper partner advantage enhanced partnering for ease...

Copyright © 2015 Juniper Networks, Inc. 1 Copyright © 2015 Juniper Networks, Inc. 1

Juniper Partner AdvantageEnhanced Partnering for Ease of Doing Business

Copyright © 2015 Juniper Networks, Inc. 2

Profitable partnering to reward growth

Next generation partneringfor revenue acceleration

Enhanced partnering for ease of doing business


Juniper Partner Advantage

DistributorPartner

Juniper Partner Advantage

Distributor ProgramPartner Program

Products Services Products Services

• Integrated Product, Services and Distribution Programs into single JPA framework

• Consolidated to 3 Partner Levels from 4

• Streamlined Product Authorizations to 3 from 7

• Added Cloud Accreditations

• Added Revenue requirements for Elite and Select

• Eliminated sales certifications requirements

• Champions is now a proxy for certification

• Added Services Specialization or Support Specialization requirements

• Select partners are eligible to specialize in Partner Support Specialization

• Extended MDF planning window to 6 months

• Half-year catch up for rebates

Elite

Select

Reseller


Consolidate Programs

(Services and Champions)

Enable CloudProvide Demand Generation Tools

ImprovePredictability,

Execution of MDFand Incentives

Simplify Program

Requirements

Partners Said JPA is Good. Let’s Make it Great!


Evolving Juniper Partner Advantage

2016 2015 201420132012

Launched (4 Partner Levels, 7 Product Specializations)

Marketing Concierge

New Performance Incentive Rebate

Product Promotions Catalog

Continuing Education Credits

JPA Services Launched (PSS, PPS)

Champions Partner SE Program

Product Accelerator Rebate

Distributor Program

Cloud Program

Partner Rewards (Partner Rep Level Spif)

Juniper Financial Services

Marketing for Business Growth (Educate, Equip, Grow)

One Framework, Products and Services, Partners and Distributors

Simplified: 3 Partner Levels and 3 Specializations)

Champions and Services Integrated

Enhanced MDF and Performance Incentive Rebate

Cloud Enablement (Private and Telco Cloud)

Build out of vertical enablement, cloud use cases and sales enablement


Enhanced Juniper Partner Advantage

Enhancements

• Consolidated to 3 from 4 differentiated partner levels- Elite, Select and Reseller

• Streamlined product authorizations to 3 from 7- Routing, Switching and Security

• Optional cloud accreditations (Private and Telco Cloud) for Elite partners

• Champion program is now a proxy for technical competency

• Eliminated sales certifications from program requirements- JNSA and CEC

• Revenue requirements for Elite and Select - Varies by theater or country

• Product, services and distribution programs are integrated into JPA framework

• Front-end product discount increases for Elite and Select levels

• Elite and Select partners are eligible to participate in incentive rebates

• Enhanced Product Incentive in 2H 2015:- Quarterly program with half-year catch up- Bonus for quarterly consistency- Simplified single stretch target

• NEW commercial accelerator incentive• MDF partner budget is now 6 months up from

3 months

Benefits


JPA – Product Program Requirements

Annual Revenue

Product Specialization

TechCompetency

Customer Life Cycle

Core Program Requirements

Accreditation

Optional

Elite

Select

Reseller

$$$ per year

$$$ per year

N/A

Routing, Switching or Security

Routing, Switching or Security

N/A

2 Ingenious Champions per product specialization

2 Innovative Champions perproduct specialization

N/A

Professional services or support services specialization

N/A

N/A

NEW Private and Telco Cloud

N/A

N/A


What is the Juniper Partner AdvantageCloud Accreditation Program?Framework to build a cloud offering

To enable partners to develop virtual offerings to their customers whether it is a Private or Telco Clouds

Leverage SDN offerings to orchestrate services from Juniper and third- parties

Reference architectures to help you get out of the box quickly


Getting StartedHow do I become a Juniper Cloud Provider?

JPA Elite Requirements

Two Ingenious Champions on staff

• Routing

• Switching

• Security

Professional Services and Support Specialization

Recommended

Partners can choose all or part of the reference framework which provides building blocks around sales, technical, post sales and service creation:

Reference Architecture

• Private Cloud

• Telco Cloud

Step 1 Step 2 Step 3

Partners need an understanding of Contrail. Other SDN controllers, to be announced.

Contrail Certifications

• Two JNSA Contrail certs

• Two JNSS Contrail certs

• Two configuring and monitoring Contrail certs


Evolution of Elite RequirementsCurrent JPA JPA 2015 Benefit

Elite Portfolio (NI or AS)Elite Specialized

(ANI, NI, AS, DCF, WLAN)Elite Align to Partner Business Models

Specialization Requirements

3 JNSS + 2 JNSA + 2 JNCIX + 2 CEC + 72 sales credits + 104 tech credits

• 2 Ingenious Champions per product specialization; same individual can carry multiple Ingenious Champion designations

• Sales Certifications (JNSA) and Continuing Education Credits are not required for compliance

• Leverage Champions as a proxy for partner competency

• Sales training materials will be available on demand on Learning Academy

Product Specializations

HE Routing, Routing, Switching, Policy & Access,

Firewall, Data Center Fabric, Wireless LAN

Routing, Switching and Security Align to partner business model

Services Specialization

Optional Either PSS or PPS specialization NEW requirement for Elite

Revenue Requirement

None today Administered in Theater NEW requirement for Elite


Evolution of Elite BenefitsCurrent JPA JPA 2015 Benefit

Standard Discounts

ProductSVC PAR

40%16%

40% + X%

45%16%

40% + X%

Increase in Standard Product Discounts

Product Incentive All Elite portfolio / specializedQuarterly program

2H 2015Quarterly with half year catch-upBonus for quarterly consistencySimplified single stretch target

SimplifiedIncreased predictability

More margin opportunity

Accelerators Product accelerators (security) Commercial Accelerator Rebate More margin opportunity

Services Incentive Based on case and RMA diagnosis combined

Decoupled based on case and RMA handling

Simplified More margin opportunity

Opportunity Registration

10% discount for new opportunity No change Deal protection

Partner Reward (Spif)

All Elites and Selects are eligible to participate – ORS deals

No changeRep level margin

opportunity

MDF(Discretionary)

Three month visibility Six month visibilityImproved visibility and

better alignment to partner business plans


Value for Elite in New ProgramProgram Feature Program Enhancements Benefits

Simplification of Requirements

From Certifications to Competency

Product Access

Services Competency

MDF and Incentive Rebate

Best-in-Class Tools/Resources

New Cloud Specialization

Elimination of Sales certifications andcontinuing education credits

Champion program integration

Access to restricted products(HE Routing, SRX, QFabric, etc.)

Services program integration

6 mos., half year catch up, consistency bonus, simplified targets and commercial accelerator

Learning Academy, Champions, Services, Marketing, Financial Services

Optional enablement tracks to build cloud

Partner focus on selling versus compliance

In-depth technical solutions skills and part of Juniper SE Family

Access to HE routing, switching and security products

Lead with Partner branded services(Support or PS)

Visibility and margin opportunity

Tools/resources for technical, servicesand marketing enablement

Business transformation to cloud


Evolution of Select Requirements Current JPA JPA 2015 Benefit

Select Select No Change


3 JNSS + 2 JNSA + 2 JNCIX + 2 CEC + 36 sales credits + 52 tech credits

2 Innovative Champions per product specialization; same individual can carry multiple Innovative

Champion designations

Sales Certifications (JNSA) and Continuing Education Credits are not

required for compliance

Leverage Champions as a proxy for Competency

Sales training materials will be available on demand on

Learning Academy


HE Routing, Routing, Switching, Policy and Access, Firewall, Data

Center Fabric, Wireless LANRouting, Switching and Security

Align to Partner Business Model


Not requiredNot required; Select Partners can

optionally obtain a Support Specialization

NEW for 2015 optional support specialization

Revenue Requirement

None today Administered in Theatre NEW requirement


Evolution of Select BenefitsCurrent JPA JPA 2015 Benefit

Standard Discounts

ProductSVC PAR

35%16%

None

40%16%

40% + X%

IncreaseNo change

New specialization

Product Incentive None2H 2015

NEW eligible to participate in product incentive

NEW margin opportunity

Accelerators NoneNEW eligible to participate in

commercial acceleratorNEW margin opportunity

Services Incentive None No change N/A

Opportunity Registration

10% discount for new opportunity

No change Deal protection

Partner Reward (Spif)

All Elites and Selects are eligible

to participate – ORS dealsNo change Rep level margin opportunity

MDF(Discretionary)

In-direct via distributors No change Discretionary


Value for Select in New ProgramProgram Feature Program Enhancements Benefits



Product Access

Services Competency

Incentive Rebate


Elimination of Sales Certifications andContinuing Education Credits

Champion Program integration


NEW support specialization for Select

NEW Product Incentive and Commercial Accelerator

Learning Academy, Champions, Services, Marketing



Access to high-end routing, switching and security products

Additional margin opportunity and build services practice

Additional margin opportunity

World-class tools/resources for technical, services and marketing enablement


Evolution of Reseller RequirementsCurrent JPA JPA 2015 Benefit


Not available Not available No change from current

Product Access

Access to generally available products only; cannot resell restricted products

Access to generally available products only; cannot resell restricted products

Can resell generally available products


Does not apply Does not apply No change from current

RevenueRequirement

None None No change from current


Evolution of Reseller BenefitsCurrent JPA JPA 2015 Benefit

Standard Discounts

ProductSVC

30%16%

30%16%

No change

ProductIncentive Rebate

None None No change

ServicesIncentive

None None No change

OpportunityRegistration

Eligible Eligible Deal protection

PartnerReward (Spif)

Not eligible Not eligible No change

MDF Not eligible Not eligible No change


Value for Reseller in New ProgramProgram Feature Program Enhancements Benefit



Product Access

Services Competency

Incentive Rebate


No change

Can enroll in the Champion Program

Access to generally available products only

Support and professional services specialization not available for resellers

Not eligible

Learning Academy, Champions, Services, Marketing



Access to generally available products (EX, low-end SRX and low-end MX)

Can resell SVC (Juniper Support)

No change

World-class tools/resources for technical, services and marketing enablement


Financial Benefits

Product

Elite

Select

Reseller

Eligible

Diff

ere

ntia

tion

Direct Support (SVC)

Partner Support (PAR)

Product Accelerator Services MDF ORS Reward

Front-End Discounts Incentives (Rebate) MDFDeal

RegistrationSpif

Eligible

No

Eligible

Eligible

No

Eligible

No

No

Direct(Eligible for discretionary MDF)

In-direct (Eligible for discretionary MDF)

No

Eligible

Eligible

Eligible

Eligible

Eligible

NoNo


Non-Financial Benefits

Elite

Select

Reseller

Diff

ere

ntia

tion

Partner Coverage

Juniper Field Engagement

Joint Business Plan

ProductAccess

PAMPartner SEField Marketing

Distribution

Distribution

Account andvertical basedannual planning

No

Deal based

Annualquarterly review

No

No

Restricted products and generally available products

Generally available products

Restricted products and generally available products

Resources

Champion Program Services ProgramLearning AcademyPartner MarketingJuniper Financial ServicesPartner Center

Champion ProgramLearning AcademyPartner MarketingJuniper Financial ServicesPartner Center

Champion Program Services ProgramLearning AcademyPartner MarketingJuniper Financial ServicesPartner Center


Support Specialization RequirementsCurrent JPA JPA 2015 Benefit


JNCIP-xx and JNCSP-xxHE Routing (4), NI (6),

Adv Security (5), WLAN (4), DC QF (4)

Routing (4), Switching (4), Security (4)Simple to monitor and manage;

more practical requirements


HE Routing, Routing, Switching, Policy & Access,

Firewall, Data Center Fabric, Wireless LAN

Routing, Switching and Security Align to Partner Business Model

Program integration

Services specialization is optional

PSS or PPS specialization is mandatory for Elite

Differentiation

Revenue Requirement

Minimum PAR and minimum total services

No changeMaintain minimum penetration

of services


Support Specialization BenefitsCurrent JPA JPA 2015 Benefit

ServicesIncentive

Based on case and RMA diagnosis combined

Decoupled & based on case and RMA handling

Stacked/modular; better margin opportunity

MDF(Discretionary)

Three month visibility

Primary focus on training and development for support

Six month visibility

Expanded focus on marketing and partner development

Improved visibility and better alignment to partner

business plans


Value for Support SpecializationProgram Feature Program Enhancements Benefit


Product Access

MDF

Services Incentive

Best-in-Class Tools

Field Coverage

Streamlined requirements


Refined metrics; stackable pay-outs

Six months planning

Continued evolution of support toolsImproved business performance analytics


Access to high-end routing, switching and security products

Better predictability; improved margin

Aligned to partner annual business planning

Tighter collaboration with Juniper to deliver remarkable customer experience

More focused support via service partner management function for Elite partners

Ease of doing business with Juniper


Professional Services Specialization RequirementsCurrent JPA JPA 2015 Benefit


Elite statusOnline assessment

Independent onsite audit of PS practice

Customer reference checks

Online PS assessment

Streamlined audit + customer reference check process

Potential Champions requirement

Faster onboarding

More effective assessment

High touch relationship with Juniper PS


HE Routing, Routing, Switching, Policy and Access, Firewall, Data Center Fabric, Wireless

LAN

Routing, switching and security Align to partner business model

Program integration

Optional for Elite statusOne of 2 mandatory specialization

requirements for Elite statusDifferentiation

Revenue Requirement

None today Evidence of an established PS practice Differentiation


Professional Services Specialization BenefitsCurrent JPA JPA 2015 Benefit

Technical Enablement

Traditional enablement via collateral, tools

Significant expansion to traditional enablement portfolio with new artifacts,

collateral, tools

More high touch enablement via customized workshops, TOI sessions

Enablement aligned to partner business model and PS practice

strength

Sales Enablement

PS Marketplace in North America

WW rollout of PS Marketplace;flexible commercial models in

Marketplace

Better awareness of PPS ecosystem; net-new revenue opportunities

MDF(Discretionary)

Three month visibility

Ability to leverage MDF to drive network

assessments

Six month visibility

Continue use of MDF for network assessments backed by Juniper training

and methodologies for enhanced assessments

Improved visibility and better alignment to partner business plans

Unlock new business opportunities


Value for Professional Services SpecializationProgram Feature Program Enhancements Benefit


Product Access

MDF

Focused Assessment

Field Coverage

Streamlined requirements

Access to restricted products(HE routing, SRX, QFabric etc.)

6 months planning

Continued evolution of high touch, customized, enablement model


Access to HE routing, switching and security products

Aligned to partner annual business planning

More focused support via service partner management function for Elite partners

Ease of doing business with Juniper

Relevant, practical enablement; emphasis on both sales and technical enablement


Partner Professional Services

Requirements Benefits

• Partner Advocacy

• Exclusive endorsement

• Promotion to Juniper sales teams

• Marketplace spotlight

• Practice Evolution

• TOI sessions w/Juniper PS

• Funding support for practice growth

• Sales Enablement

• Demand gen investments

• PS Marketplace access

• Custom workshops

• Delivery Enablement

• IP, collateral, tools

• PS Virtual Lab access

• Custom workshops

ServicesPrograms

ServicesLifecycle

Assessment

Design

Deployment

Migration

Maintenance

Optimization

Partner Support Services

• By Invitation

• Must have an established PS practice

• Must pass formal, independent PS audit + 3 customer reference checks

Enhancements

• Evidence of PS pipeline

• Verifiable Customer Satisfaction process

• Juniper PS Practice investments

• Targeted certification requirements

Ongoing

OPERATEBUILDPLAN



Services Program – Partner Support Services

• Differentiated up-front discount (performance-based incremental discounts)

• Rebates for meeting support SLAs (Elite only–up to 6%, stackable rebates)

• Elite and Select Partners eligible for all PAR benefits (direct ATAC access, tools)

• PAR orders can be placed via distributors

Requirements Benefits


Partner Support Services

• Elite and Select by invitation

• Aligned to product specialization – Routing, Switching, and Security

• 24/7 NOC, case handling, troubleshooting labs

• JNCIP and JNCSP Certifications

• Manage renewals training

• Minimum sales performance

Entry

• Certification compliance

• Minimum sales performance (sales achievement, attach rate, renewal rate)

Ongoing

PAR

OPERATEBUILDPLAN

Assessment

Design

Deployment

Migration

Maintenance

Optimization

ServicesPrograms

ServicesLifecycle


Select

Requirements

Distributor Program

Elite

Reseller

• Dedicated resources:• 1 Vendor/Product Manager

• 1 Sales BDM/Sales Master

• 1 Innovative Champion

• On-hand inventory levels

• POS compliance

• Annual Business Plan

• MDF eligible

• Performance rebates*

• Demo/lab equipment discount

Financial:

• Distributor partner account manager coverage

• Marketing resources

• Partner center

• Learning Academy

Non Financial:

Benefits

Performance Rebates*


Summary

Focused our channel investments on high growth opportunities for revenue acceleration

Enhancements made to Juniper Partner Advantage to better align to the way you want to work with us for ease of doing business

Rewarding you for growing your business practice with us in the high growth markets for improved profitability


Next StepsRegister to be a Juniper Partner at www.juniper.net/us/en/partners/sell-juniper/index.page

Once registration is approved, you will receive an email confirmation with an 8-digit VAR-ID and a 10-digit authorization code

Create a user account using your 10-digit authorization code to gain access to the Juniper Partner Center

Log in to Partner Center and review

Enter the Learning Academy (via Partner Center) to begin your training!

Become a Juniper Partner

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Copyright © 2015 Juniper Networks, Inc. 32 Copyright © 2015 Juniper Networks, Inc. 32

For more informationJuniper Partner Advantage Program (web page)

HTTPS://WWW.JUNIPER.NET/PARTNERS/PARTNER_CENTER/CONTENT/RESELLER/JUNIPER_PARTNER_ADVANTAGE.JSP

copyright © 2015 juniper networks, inc. 1 1 juniper partner advantage enhanced partnering for ease...

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