Partner Operations Nicky Williamson // Snr. Manager, Partner Operations Mario Georgiou // Director, Partner Operations & Alliances
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1 Partner Operations Nicky Williamson // Snr. Manager, Partner Operations Mario Georgiou // Director, Partner Operations & Alliances
2 EMEA Partner Operations Juniper Partner Advantage Program Deal Registration Partner Rewards ROHS
3 Partnering for Business Growth Enhanced partnering for ease of doing business Next generation partnering for revenue acceleration Profitable partnering to reward growth
4 The Approach to Juniper Partner Advantage Simple Program Requirements Predictability, Execution of MDF and Incentives Consolidated Programs (Services and Champions) Demand Generation Tools Cloud Enablement
5 Distributor Juniper Partner Advantage 2016 Juniper Partner Advantage Partner Advantage Specializations Elite / Alliance Select Reseller Partner Support Services Partner Professional Services Cloud Service Partner * Data Centre Specialist * Products Services Software Next Generation Specialist *
6 Partner Advantage Requirements Annual Revenue Requirements Champions Services Elite Tier 1* Tier 2* Tier 3* $2m product SA $1m product SA $600k product SA 2 Ingenious Champions per Prod. Authorization Partner Support Services Specialization or Partner Professional Services Specialization Select Tier 1* Tier 2* Tier 3* $350k product SA $275k product SA $200k product SA 2 Innovative Champions per Prod. Authorization Elite Partners must have a valid agreed business plan Tier 1 USA, Germany, UK, France Tier 2 Gt China, Japan, Russia, Netherlands, Italy, KSA, Belgium, Spain, UAE, Canada, Brazil, India, Australia, S Korea, Indonesia, Mexico Tier 3 - all others with Juniper coverage
7 Differentiation Financial Benefits Front-End Discounts Incentives (Rebate) MDF Deal Registration SPIF Product Direct Support (SVC) Partner Support (PAR) Product Accelerator Services MDF Deal Registration Partner Rewards Elite Direct ( for discretionary MDF) Select In-direct (May be eligible for discretionary MDF) Reseller
8 Differentiation n-financial Benefits Partner Coverage Juniper Field Engagement Joint Business Plan Product Access Resources Elite PAM Partner SE Field Marketing Account and vertical based annual planning Annual quarterly review Restricted products and generally available products Champion Program Services Program Learning Academy Partner Marketing Juniper Financial Services Partner Center Select Distribution Deal based Restricted products and generally available products Champion Program Services Program Learning Academy Partner Marketing Juniper Financial Services Partner Center Reseller Distribution Generally available products Champion Program Learning Academy Partner Marketing Juniper Financial Services Partner Center
9 Enhanced Deal Registration System Launching Q316 True deal protection and price gapping Deal Registration System Lead Opportunity Quote Close
10 Enhanced Deal Registration Specifics Launching Q316 Program Details Min. deal size: $30K list price Named and Commercial accounts Net new business Partner Benefits Deal protection All other Partners price gapped Faster approvals
11 New Partner Rewards Program Rewards Sales Reps Launching Q316 Links to Deal Reg Points based Rewards Convert to Products / Gift Cards* Faster issue of Rewards New Modern Tool *Offerings vary by partner country. Rewards are subject to availability.
12 Example - Sales Rep Dashboard
13 Example - Sales Claim
14 Example - Reward Catalog
15 ROHS 2 Effective 21 st July Categories of Juniper Product SKUs ROHS 2 Compliant t Compliant EOL t Compliant RESTRICTED
16 Summary Revenue Growth Profitability Ease of Doing Business
17 THANK YOU
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