Copyright © 2014 Juniper Networks, Inc. 1

Simplified Partnering for High IQ Networks & Cloud Solutions

Mindware Synergy 2014

Fadi Chami

Distribution & Broad Channel Manager

Juniper Middle East & Africa

Copyright © 2014 Juniper Networks, Inc. 2

Business pressures facing our customers

x% = % of JNPR 2013 revenue

CONTENT AND CLOUD PROVIDERS

14%

• Need to continually deliver innovation

• Building out global networks

• Demand best-of-breed, fully open, and lean technology

ENTERPRISE IT

• Shifting IT spend to Cloud Providers

• Building private clouds to drive IT agility

• Juniper commercial customers need to build or buy cloud functionality

26%

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%

LOGOS NOT APPROVED FOR EXTERNAL USE

Copyright © 2014 Juniper Networks, Inc. 3

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

Copyright © 2014 Juniper Networks, Inc. 4 Copyright © 2014 Juniper Networks, Inc. 4

SecurityRouting Switching

Silicon SystemsSoftware

Cloud Builders

High IQ Networks

High Growth Opportunities

Copyright © 2014 Juniper Networks, Inc. 5

Partner Strategy

Dependent Partnering

ONE Integrated Juniper + Partner Field Team Extending Our Reach And Lift Through

Copyright © 2014 Juniper Networks, Inc. 6 Copyright © 2014 Juniper Networks, Inc. 6

Partner Framework

Enhanced Partnering

Next Generation Partnering

Profitable Partnering

Deliberately Dependent

Ease of Doing Business

Revenue Acceleration

Improved Profitability

Copyright © 2014 Juniper Networks, Inc. 7 Copyright © 2014 Juniper Networks, Inc. 7

Proof Points

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

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

Copyright © 2014 Juniper Networks, Inc. 8 Copyright © 2014 Juniper Networks, Inc. 8

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

Copyright © 2014 Juniper Networks, Inc. 9

High EndRouting

WANAcceleration

(optional)Routing Switching

Policy Access & Control

(Unified Access ControlSSL VPN)

Firewall

(Firewall/IPSec VPN& Intrusion Detection

Prevention)

WLAN

E SeriesT SeriesM SeriesMX SeriesMedia FlowVXA Series

WX Series WXC SeriesWX CMSJunos Pulse

M SeriesM7iM10iM120MX 960, 480, 240

Q Fabric Unified Access Control

Junos PulseMAG4X, MAG6X

Secure Access

Firewall &IPSec VPN SRX SeriesIDP Series

WLCWLAWLM

Generally available products

SSG SeriesSA2500EX2200, EX3200, EX4200, EX4500, EX6200, EX8200, QFX3500, J SeriesSTRM Series Security Threat Response ManagersMAG 2610Mykonos

Network & Security Manager (NSM)SBR Enterprise Series Steel-Belted Radius ServersSRX Series for the Branch (100, 210, 240, 650)AX411 WLAN APJunos SpaceMX80, 40, MX10, MX5vGW

Select

Elite

Reseller

Dom

ains

Elite – Advanced SecurityElite – Network Infrastructure

Elite - Portfolio

Elite – ANI Elite – WLAN

PARTNER ADVANTAGE PROGRAM SEGMENTATION

Copyright © 2014 Juniper Networks, Inc. 10 Copyright © 2014 Juniper Networks, Inc. 10

Partner Framework

Classic Distribution Deliverables

Added Value Offering

Advanced Offering

Distribution Value Add

Logistics, Operations and

Finance

Demo PoolProof of ConceptsLead Generation

Focus Partner Approach: MDF, Rebate, Funded

Heads and Marketing

Thank you