The Juniper Networks Partner Advantage (JPA)

Deal Registration Program

IntroductionThe Juniper Networks Partner Advantage (JPA) Deal Registration Program rewards Juniper Networks Advantage Partners for identifying and developing new business opportunities when selling Juniper Networks Products and Services. Juniper Networks will protect a Partner’s presales investments by rewarding them and providing the “best competitive price” to win the deal.

The five step end-to-end Deal Registration Platform enables authorized JPA Partners to easily register new opportunities, track status, access reports, and get support when you need it.

This document provides the policies and procedures for Deal Submission. It will cover:

LOGGING ONTO PARTNER CENTER

NAVIGATING THE DEAL

REGISTRATION TOOL

OVERVIEW OF THE DEAL

REGISTRATION LANDING PAGE

AND TOOL

HOW TO CREATE AN OPPORTUNITY

EMAIL NOTIFICATIONS

EXAMPLES NEXT STEPS

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Raising your own deals will benefit your sales representatives by rewarding them as part of the Juniper Partner Rewards Program. Points earned can be redeemed towards a variety of exciting Rewards are available via the on-line catalogue that include travel experiences, merchandise, gift-cards, electronic gift certificates and charity donations. Find out more here.

If you’d prefer to offload deals so you can focus on more than one at a time, Westcoast can do this on your behalf. If you would like us to raise your deal registrations, please provide the following detail to juniper@westcoast.co.uk:

• Full end user name• Address (including postcode)• Contact number• Contact name (including email, website)• Estimated deal value £ RRP• Bill of Materials (BOM)

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Logging onto Partner Center

1 Navigate to URL: https://www.juniper.net and scroll to the bottom of the page and click ‘Partner Login’

https://www.juniper.net

2 Launching the tool is easy, simply click on Deal Registration located under Quick Links as shown below.

Scroll down and click the launch button

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Navigating the tool

There are five tabs providing access to a multitude of information, status, reporting and collaboration tools.

1. Home - Information at your fingertips 2. Leads – Create and Review a Lead 3. Opportunities – View your opportunities 4. Reports - Access to key reports and dashboards to track business results 5. Profile – Your personal information

The Home, Opportunities, and Reports tabs will assist with management of your pipeline.

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Create a New Lead

To create a new opportunity you first must create a new Lead. To create a New Lead:

• Click on “Leads” Tab and then click on “New”• “Create New” - then click on “Lead”

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Lead Form Submission

The Deal Registration Lead Submission form contains 5 Sections.

1. Deal Information Partner Account information and status Partner Account is the partner that is working on the deal.

2. End Customer Information The entire End Customer Information section is required. The address must be the location the project is being work from, not the address of the company headquarters.

Note: All red marked fields are MANDATORY except Lead Status. Do not change the Lead Status field value

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3. Deal Registration Details - Partner Account information and status

4. Fulfillment – Enter the distributor to be used to assist with this deal.

If you check the Auto-communicate to Distributor? box the distributor will receive email communications on this deal automatically. If you check the Distributors to Upload BOM? box the Distributor will take the lead on uploading the BOM.

5. Sales Lead Drivers – Select the option of how deal was identified; Juniper Marketing Campaign, Inside Sales Lead, Commercial Acceleration Day (CAD) or Partner Campaign.

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Lead Form Submission (cont...)

Once completed, click on “Save” the lead and later editing, or submit immediately and proceed to “Step 2 – Approval Notification”. An email will provide whether a deal has been approved or denied within 1-3 days.

Note: Editing a Lead can only be done when “Status” = “New”. When “Deal Registration Status” is “Submitted” then the record is locked and in Juniper review.

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Additional Features - Cloning a Lead

To expedite entering additional deals please leverage the “Clone” button. You can amend any relevant information regarding the new lead before submission.

Use the Clone feature to copy an existing deal for multiple deals

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Partner Review of a Distributor Raised Lead

If a lead is raised on your behalf by a distributor, you will be sent an email notification requesting you to approve the lead. Once this is done, Juniper will be notified and the approval process can commence.

There is also an option to “Deny or Request Info”

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Uploading a Bill of Materials (BOM)

After your lead has been reviewed and approved by Juniper, you will be sent an email notification asking you to upload the BOM to the Deal Registration ID.

This can be done via the configurator tool in the Juniper portal or more commonly, uploaded using the following template.

All fields in yellow need to be completed and then uploaded to the relevant ID in the Deal Registration Tool.

Once the BOM has been reviewed and approved, Juniper will issue pricing to your chosen distributor who will then send you an official quote.

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Accessing the Deal Registration Leads Tab

To check the status or update a Lead click on the “Leads” Tab and select the “All Deal Reg Leads” view and press “Go”

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The dropdown box within this tab allows you to choose: “All Disti DR Leads” (all leads raised by Distributor on behalf of Partner) or, “All Deal Registration Leads” (all leads raised by Distributor, AND those raised by a Partner referencing the Distributor).

* Deal Registration Status and Deal Lead Code columns are used to track the progress of the lead until it is approved by Juniper. When approved the lead is converted to an opportunity and will appear in your Opportunities tab.

** The red highlighted area illustrates a Lead which needs to be reviewed.

Training

Visit the Deal Registration training information available on Partner Center for more details, including how to load the Bill of Materials to request a quote against the Deal Registration opportunity.

Support

For support on Deal Registration, please email:

juniper@westcoast.co.uk