Simplified Partnering for High IQ
Networks & Cloud Solutions
Mindware Synergy 2014
Fadi Chami
Distribution & Broad Channel Manager
Juniper Middle East & Africa
Business pressures facing our customers
SERVICE
PROVIDERS
• Traditional markets have matured,
and revenue growth has stalled
• Aspire to become Cloud Providers
• Need help to automate, scale and
create new services
60%
x%
CONTENT AND
CLOUD PROVIDERS
ENTERPRISE IT
• Need to continually deliver innovation
• Shifting IT spend to Cloud Providers
• Building out global networks
• Building private clouds to drive
IT agility
• Demand best-of-breed, fully open,
and lean technology
14%
• Juniper commercial customers need
to build or buy cloud functionality
26%
= % of JNPR 2013 revenue
LOGOS NOT APPROVED FOR EXTERNAL USE
What do they have in common?
They are all
Cloud Builders
(or want to use cloud others have built)
LOGOS NOT APPROVED FOR EXTERNAL USE
High Growth Opportunities
Cloud
Builders
Routing
Silicon
High IQ
Networks
Switching
Software
Security
Systems
Partner Strategy
Dependent Partnering
ONE Integrated Juniper + Partner Field Team Extending Our Reach And Lift Through
Partner Framework
Deliberately Dependent
Enhanced
Partnering
Next Generation
Partnering
Profitable
Partnering
Ease of Doing
Business
Revenue
Acceleration
Improved
Profitability
Proof Points
Enhanced Partnering
 JPA Simplification
 Champions and Services
Integrated into JPA 4.0
 Improved MDF and Rebate
Programs
 Best In Class Resources Ebook
example
 Partner engagement in
Named / Non-Named
Accounts
Next Generation
Partnering
 Best of Breed Solutions (High
IQ and Cloud)
 Partner Professional Service
leverage
 Joint Co-Creation in Named
Accounts
Profitable Partnering
 Not over-distributed
 Partner led Services
 MDF Investment
 Product and Services Rebate
 Juniper Financing Solutions
Enhanced Partnering Proof Points:
JPA, Ease of Doing Business
Focus Area
Today
January 2015 Commitment
Partner Benefit
Specializations
7 specializations
3 specializations
Simplification & focus
Program
Alignment
Separate JPA, Services &
Champions programs
Integrated programs
Single program framework
Certifications
Yearly recertification's through
CE credits
Streamlined recertification
requirements
More time w/ customers
Elite - Portfolio
Elite
Elite – ANI
High End
Routing
Select
Domains
PARTNER ADVANTAGE PROGRAM SEGMENTATION
E Series
T Series
M Series
MX Series
Media Flow
VXA Series
Elite – Network Infrastructure
WAN
Acceleration
(optional)
WX Series
WXC Series
WX CMS
Junos Pulse
Elite – Advanced Security
Policy Access & Control
Routing
M Series
M7i
M10i
M120
MX 960, 480, 240
Switching
(Unified Access Control
SSL VPN)
Q Fabric
Unified
Access
Control
Junos Pulse
MAG4X, MAG6X
Secure
Access
Elite – WLAN
Firewall
(Firewall/IPSec VPN
& Intrusion Detection
Prevention)
Firewall &
IPSec VPN
SRX Series
IDP Series
Generally available products
Reseller
SSG Series
SA2500
EX2200, EX3200, EX4200, EX4500, EX6200, EX8200, QFX3500, J
Series
STRM Series Security Threat Response Managers
MAG 2610
Mykonos
Network & Security Manager (NSM)
SBR Enterprise Series Steel-Belted Radius Servers
SRX Series for the Branch (100, 210, 240, 650)
AX411 WLAN AP
Junos Space
MX80, 40, MX10, MX5
vGW
WLAN
WLC
WLA
WLM
Partner Framework
Distribution Value Add
Classic
Distribution
Deliverables
Added Value
Offering
Advanced
Offering
Logistics,
Operations and
Finance
Demo Pool
Proof of Concepts
Lead Generation
Focus Partner
Approach: MDF,
Rebate, Funded
Heads and Marketing
Thank you