Partner Overview. 1 Copyright 2014 Juniper Networks, Inc.

Transcription

1 Partner Overview 1 Copyright 2014 Juniper Networks, Inc.

2 OUR GOALS Differentiate high performance partners Deliver more compelling value to Partners 2 Copyright 2014 Juniper Networks, Inc.

3 WHY PARTNER ADVANTAGE? WHY NOW? Response to Mega Trends The Need to Build a New Network Power Of Simplicity Open + Programmable Efficient + Agile Support for our Corporate Strategy Driving New Network Platform Architectures SERVICE PROVIDERS ONE JUNOS HIGH QUALITY SECURE ENTERPRISE 3 Copyright 2014 Juniper Networks, Inc.

4 THE PARTNER ADVANTAGE STRATEGY Focus Juniper resources focused on key partnerships Investment rationale established for key partnerships Deeper Partner account engagement Drive Capability, Capacity & Coverage Capabilities drive technical, engagement AND industries expertise Capacity drives sales and market coverage Reward For Value Recognize partner value and reward accordingly Provide benefits and incentives tied to performance and achievement 4 Copyright 2014 Juniper Networks, Inc.

5 THE PARTNER ADVANTAGE FRAMEWORK 5 Copyright 2014 Juniper Networks, Inc.

6 JUNIPER PARTNER ADVANTAGE VALUE DELIVERY Learning Academy Continuing Education Program Champions Program Juniper 1on1 App Marketing Concierge InnoVAR Baseline discount Market Development Funds (MDF) Product Promotions Catalog Opportunity Registration Performance Incentives 6 Copyright 2014 Juniper Networks, Inc.

7 JUNIPER PARTNER ADVANTAGE LEVELS 1 ELITE 2 SELECT 3 RESELLER 7 Copyright 2014 Juniper Networks, Inc.

8 8 Copyright 2014 Juniper Networks, Inc. Reach, Accelerate & Reward

9 BUILDING CAPABILITIES & COMMUNITIES Learning Academy Champion Program Enhanced learning without the expense or down-time of classroom training Domain-based sales and technical accreditations Hands-on technical education through virtual labs Just-in-time training in the weekly webinar forums Earn rewards by completing your education plan Training counts toward partner achievement levels Access via Partner Center The Juniper Champion Program is: A multi-tiered offering that enables the Juniper Partner technical community to develop expertise in Juniper products, technologies and domains Provides unique access to Juniper resources, and consists of a prescriptive curriculum of product and domain courses and technical certifications Contains three consecutive levels including Aspiring, Innovative, and Ingenious with increased expertise and skill developed with each level Offered to Partner SEs to be considered part of an extended family of Juniper SEs Access via Partner Center 9 Copyright 2014 Juniper Networks, Inc.

10 JUNIPER 1ON1 MOBILE APP MOBILE PARTNER ENABLEMENT Delivers Juniper s portfolio, architectures and serves as a reference guide to the company all at your fingertips. Portfolio-wide customer endorsement data Real-time content push never obsolete Promotes customer and partner interaction with Juniper thought leadership through videos, social media Offline use mode for users in the field or remote locations Available for ipad and Android tablets Free 10 Copyright 2014 Juniper Networks, Inc.

11 MARKETING SUPPORT Marketing Concierge InnoVAR Leverage Juniper Networks market presence Create customized campaigns & events Develop compelling marketing collateral Integrate impactful social media jmc.juniper.net Monthly 1 hour Webcasts via Ustream Past Topics Communicate Your Brand Advantage Which Social Networks Matter Connecting with Customers via Mobile Media Social Business juniper-innovar.com 11 Copyright 2014 Juniper Networks, Inc.

12 REWARDS PARTNER VALUE Front-end Reward Back-end Reward Suggested Program Discount or + + Product Promotions Catalog Opportunity Registration Performance Incentives 40% Elite 35% Select 30% Reseller 39% to 59% discount on 326 of Juniper s most sold SKUs Discounts vary by SKU and Partner level in Program 10% discount to encourage Partners to register net-new business generation Stack with Product Promotions Catalog Reward for sales target achievement and accelerated business growth Up to 6% for Elite Portfolio Provides focus with upfront promotional discounts via distribution Up to 3% for Elite Specialized 12 Copyright 2014 Juniper Networks, Inc.

13 REWARDING PERFORMANCE Incentive Rebate up to 3% Incentive Rebate up to 6% ORS Discount 10% ORS Discount 10% ORS Discount 10% ORS Discount 10% Suggested Base Discount 30% Suggested Base Discount 35% Suggested Base Discount 40% Suggested Base Discount 40% Reseller Select Elite-Specialized Elite-Portfolio Access to Generally Available Products Access to Restricted Products Indirect MDF Access to Restricted Products Discretionary MDF Access to Restricted Products MDF PAM Coverage PAM Coverage Account Mapping Account Mapping 13 Copyright 2014 Juniper Networks, Inc.

14 Program Structure & Requirements 14 Copyright 2014 Juniper Networks, Inc.

15 METHODOLOGY FOR PRODUCT ACCESS Restricted versus Non-Restricted Category Criteria Price List Mapping to Restricted/ Non-Restricted Product Access Access to Restricted Products requires Authorization Access to Non- Restricted Products or Generally Available (GA) via Distributors Mapping to JPA Specialization Grouping of Product Authorization Select Specialization Elite Specialization 15 Copyright 2014 Juniper Networks, Inc.

16 RESTRICTED VERSUS NON-RESTRICTED PRODUCTS Criteria Restricted Non-Restricted Product Life Cycle Stage Product at Introduction / Growth Stage of Lifecycle Product at Maturity Stage of Lifecycle Ease of Deployment Customer Environment Product is complex and requires formal training and certification Product deployed in complex/business critical customer environment Product is fairly easy to deploy with minimal training Product deployed in less complex customer environment Competitive Landscape Competition does require mandatory certification Competition does not require mandatory formal training Note: Restricted Products require product authorization achievement for product access and are limited to Elite or Select Partners with appropriate authorization. Non-Restricted Products require no product authorization and are deemed Generally Available. Such products are available for all partner levels. 16 Copyright 2014 Juniper Networks, Inc.

17 RESTRICTED PRODUCT CATEGORY Routing Switching Security Software Core T4000, T1600, T640 PTX 3000, PTX5000 Access BX7000 CTP150, CTP2008, CPT2056 TCA Edge E120, E320, ERX310, ERX705, ERX710, ERX1410, ERX1440 JCS1200, M71i, M10i, M120, M320, MX240, MX480, MX960, MX2010, MX2020 Content & Media Delivery VXA1002, VXA2000, VXA2002, VXA2010 QFabric System QFX3000-M, QFX3000-G SRX Series for Data Center SRX1400, SRX3400, SRX3600, SRX5600, SRX5800 ISG Series ISG1000, ISG2000 IDP Series IDP 75, IDP250, IDP 800, IDP 8200 NS Series NS 5200, NS5400 IC Series IC4500, IC6500 C-Series C3000, C5000 Software Mobile Security Suite Webapp Secure DDoS Secure Spotlight Secure FireFly Perimeter Firefly Host 17 Copyright 2014 Juniper Networks, Inc.

18 NON-RESTRICTED PRODUCT CATEGORY* Routing Switching Security Software Access ACX1000, ACX1100, ACX2000, ACX2100 ACX4000 LN1000, LN2600 Edge MX5, MX10, MX40, MX80, MX104 Wireless WLA, WLC, WLM EX Series (Fixed) EX2200, EX3200,EX3300, EX4200, EX4300, EX4500, EX4550 EX Series (Modular) EX6200 EX8200 EX9200 QFabric (ToR Switch) QFX3500 QFX3600 QFX5100 SRX Series for Branch SRX100, SRX110, SRX210, SRX220, SRX240, SRX550, SRX650 MAG Series MAG2600, MAG4610, MAG4611, MAG6610, MAG6611 SSG Series SSG5, SSG20, SSG140, SSG320M, SSG350M, SSG520M, SSG550M STRM Series STRM 500, STRM 2500, STRM 5000 Network Management Security Design, Junos Sphere SBR Series * Non-Restricted Products are Generally Available and do not require formal authorization 18 Copyright 2014 Juniper Networks, Inc.

19 PRODUCT SPECIALIZATIONS AND AUTHORIZATIONS Elite Portfolio (NI & AS)* Elite 5 specializations available Advanced Network Infrastructure (ANI) Network Infrastructure (NI) Advanced Security (AS) Data Center Fabric WLAN Select 7 product authorizations available High-end Routing (HE Rtg) Switching (SW) Routing (Rtg) Policy Access & Control (PA&C) Firewall (FWV/IDP) Data Center Fabric WLAN * Elite Portfolio partners may substitute HE Rtg for Rtg authorization within the NI specialization 19 Copyright 2014 Juniper Networks, Inc.

20 STRUCTURE OF SELECT LEVEL Select Product Authorizations High-End Routing (HE Rtg) Switching (SW) Routing (Rtg) Policy Access & Control (PA&C) Firewall (FWV/IDP) Data Center Fabric WLAN There are seven product authorizations available for the Select Level High-End Routing, Switching, Routing, Policy Access & Control, Firewall & IDP, Data Center Fabric and WLAN Partners will be invited to apply for product access for each Product Authorization Each Authorization has a unique set of requirements, which are available in the Learning Academy, on the My Curriculum tab Each Authorization can be obtained separately from one another Applications are stand-alone for each Product Authorization 20 Copyright 2014 Juniper Networks, Inc.

21 STRUCTURE OF ELITE LEVEL Elite Portfolio (NI & AS) (Rtg or HE Rtg), SW, FWV/IDP, PA&C Specialized Advanced Network Infrastructure (ANI) HE Rtg & SW Network Infrastructure (NI) Routing & SW Advanced Security (AS) FWV/IDP & PA&C Data Center Fabric WLAN There are two categories of Elite Partners 1. Elite Portfolio Partners Consists of Routing (or High-end Routing), Switching, FWV/IDP and PA&C Optional to carry ANI, Data Center Fabric and WLAN 2. Specialized Partners (5 Specializations available) ANI, Network Infrastructure, Advanced Security, Data Center Fabric and WLAN o ANI consists of both HE Rtg & SW o NI consists of Rtg & SW Qualified partners must be invited to participate at the Elite level No automatic qualification to Elite Specialized or Portfolio 21 Copyright 2014 Juniper Networks, Inc.

22 PRODUCT AUTHORIZATION DICTATES PRODUCT ACCESS Product Authorization High-End Routing (HE Rtg) Switching (SW) Routing (Rtg) Policy Access & Control (PA&C) Firewall (FWV/IDP) Data Center Fabric WLAN Restricted Elite and Select Partners only T4000, T1600, T640 BX7000 CTP150, CTP2008, CTP2056, E120, E320, ERX310, ERX705, ERX710, ERX1410, ERX1440, JCS1200, M7i, M10I, M120, M320, MX240, MX480, MX960, MX2020 PTX5000, VXA1002, VXA2000, VXA2002, VA2010 QFabric System QFX3000-M, QFX3000-G M7i M10i M120 M320 MX240 MX480 MX960 Mobile Security Suite SRX1400 SRX3400 SRX3600 SRX5400 SRX5600 SRX5800 ISG1000 ISG2000 Webapp Secure DDoS Secure Spotlight Secure FireFly Perimeter Firefly Host QFX3000-M QFX3000-G Non-restricted (Generally Available) All Partner Levels have access ACX1000 ACX1100 ACX2000 ACX2100 ACX4000 LN1000, LN2600 EX2200, EX3200,EX3300 EX4200, EX4300, EX4500, EX4550, EX6200,EX8200 EX9200 MX5 MX10 MX40 MX80 MX104 MAG2600 MAG4610 MAG6610 MAG6611 SRX100 SRX110 SRX210 SRX220 SRX240 SRX550 SRX650 QFX3500 QFX3600 QFX5100 WLA WLC WLM 22 Copyright 2014 Juniper Networks, Inc.

23 PARTNER ADVANTAGE PRODUCT AUTHORIZATION REQUIREMENTS Exam Requirement # of People Required High End Routing (HE Rtg) Switching (SW) Routing (Rtg) Policy & Access (PA&C) Firewall (FWV/IDP ) Data Center Fabric WLAN JNSS 3 JNSS-MT JNSS-EX JNSS-MMX JNSS-PAC JNSS-FWV JNSS-IDP, (any 2) JNSS-QFabric JNSS-WLAN JNSA 2 JNSA-MT JNSA-EX JNSA-MMX JNSA-PAC JNSA-FWV JNSA-IDP, (any 2) JNSA-QFabric JNSA-WLAN Technical Certifications 2 JNCIx-SP or JNCIx -E JNCIx-ENT JNCIx-ENT or JNCIx-SP JNCIx-AC or JNCIx-SA or JNCIx-SSL JNCIx-SEC JNCIx-FWV JNCIA-IDP, (any 2) JNCIx-QF* JNCIx-WLAN Consolidating Service Provider Points of Presence IPv6 in the Enterprise using EX Series Switches Unlocking Video over Internet with MX Series Routers The Business Case for Building an Extranet Portal Powering Unified Communications with Branch SRX Series Services Gateways Migrating to QFabric Data Center Architecture- Data Center Infrastructure Solutions Coverage of Capacity Making the Best Use of n Continuing Education Courses 2 Best Practices for Video Transit on an MPLS Backbone Design Considerations for Next-Gen NTWK Addressing Solutions (CGN and IPv6 Transitions Network Simplification with Juniper Networks for Virtual Chassis Technology Latency: Not all numbers are measured the same Generating New Rev Streams & Increasing NTWK Security Tools and Strategies for Coping with IPV4 Address Depletion Security Best Practices for Mobility in Education Security in the Next-Generation Data Center The Evolving Threat Landscape Building a Universal Enterprise WAN QFabric Architecture Understanding Big Data and QFabric System--QFabric System Enables a High-performance, Scalable Big Data Infrastructure with Simplicity Security Best Practices for the Mobile Enterprise Wireless LAN Reliability in the Unwired Enterprise Legend All certs are valid 2 yrs from date achieved Only one competitive certification is allowed per applicable product authorization JNSx-UAC, JNSx-SSL are retired JNCIx-SSL is retired and replaced with JNCIx-SA * JNCIx-QF: Although not required, CMQS and TQS training is highly recommended to pass the exam 23 Copyright 2014 Juniper Networks, Inc.

24 EQUIVALENT AND COMPETITIVE CERTIFICATIONS CAN BE APPLIED Exam Requirement High End Routing (HE Rtg) Switching (SW) Routing (Rtg) Policy & Access (PA&C) Firewall (FWV/IDP) Data Center Fabric WLAN Technical Certifications JNCIx-SP JNCIx-ENT JNCIx-ENT JNCIx-SP JNCIx-AC or JNCIx-SA or JNCIx-SSL JNCIx-SEC JNCIx-FWV JNCIx-IDP JNCIx-QFX JNCIx-WLAN Competitive Certifications Not Applicable Cisco CSCO AR & LAN Spec CCIE-routing CCIP CCNP CCNP Security Extreme ENA ENS Foundry FNCNE FNCNP Cisco CSCO AR & LAN Spec CCIE-routing CCIP CCNP CCNP Security Nortel NCSS Brocade BCNE BCNP Not Applicable Cisco CCIE Security CCSP CCNP Security IPS Specialist ASA Specialist Not Applicable Cisco CCNP Wireless Aruba ACMP Brocade BCNE BCNP Nortel NCDE NCDS Only one competitive certification is allowed per applicable product authorization 24 Copyright 2014 Juniper Networks, Inc.

25 2014 ANNUAL JPA COMPLIANCE PROGRAM Between April 1 st, 2014 and March 31, 2015, Select and Elite Partners need to achieve: Select 36 Sales Credits 52 Technical Credits Elite 72 Sales Credits 104 Technical Credits CEP program period will operate on an April 1 March 31 basis annually Important! On April 1 st, your 2013 credits will be reset to zero. Any credits earned between January 1 st, 2014 and March 31, 2014 will apply towards your 2014 credit requirements. Credits earned by individuals roll-up to count toward company requirements Credits are obtained within the Learning Academy you choose areas of interest Compliance Program operates similar to frequent flyer program credits accrue towards lifetime learning balance CEP credits will reset to zero at start of new period, but individual status remains intact Individual status earned in previous period is applied to the current period Example: Earn Sales Master status in 2013 period and be given Sales Master status in To keep status in 2015, complete 36 new CEP credits to maintain Sales Master status. The same concept applies to Advisor and Generalist levels. New CEP credits accrue during the new period and are counted towards new status. Example: Enter 2014 as a Sales Learner and earn 36 sales credit to earn Sales Master in 2014 and 2015 program period. Questions? Contact your Juniper Partner Account Manager 25 Copyright 2014 Juniper Networks, Inc.

26 FAST TRACK COURSES ARE AVAILABLE TO ASSIST PARTNERS Tools Resources Online Study Guides Assessment Tests For Partners who need to re-certify on Routing, Switching and Security products, Fast Track courses are available (JNCIS-ENT, JNCIS-SEC and JNCIS-SP ) Details: 26 Copyright 2014 Juniper Networks, Inc.

27 Services 27 Copyright 2014 Juniper Networks, Inc.

28 PARTNER ADVANTAGE FOR SERVICES Market View Juniper View Plan Build Operate Juniper Services Offerings Professional Services Maintenance Services Advanced Services Partner Services Specialization (Consistent with JPA framework) Partner Professional Services Specialization New Services Specialization Opportunity Partner Support Services Specialization Evolution of current Operate Specialization 28 Copyright 2014 Juniper Networks, Inc.

29 PARTNER ADVANTAGE SERVICES OVERVIEW We have consolidated the current three Services Partner Programs (Operate, Design, and Implement) into Partner Advantage as two Services specializations: Partner Support Services Specialization Enables partners to offer a broader set of reactive and proactive support services and excel in the delivery of these services in the Operate phase of the infrastructure lifecycle. Partner Professional Services Specialization Built around the partner s existing service capabilities to lead a customer engagement with services and fully deliver services in the Plan and Build phases of the infrastructure lifecycle. 29 Copyright 2014 Juniper Networks, Inc.

30 PARTNER SUPPORT SERVICES SPECIALIZATION The Support Services Specialization are based on these building blocks: Partner Support Services Specialization Eligibility Enablement Metrics Rewards 30 Copyright 2014 Juniper Networks, Inc.

31 PROFESSIONAL SERVICES SPECIALIZATION The Professional Services Specialization are based on these building blocks: Professional Services Specialization Partner Selection & Verification Partner segmentation Partner advocacy Partner Enablement 31 Copyright 2014 Juniper Networks, Inc.

32 SPI 32 Copyright 2014 Juniper Networks, Inc.

33 SPI SPECIALIZATION Spi specialization SPI Overview Extend our reach with Partners Partner Benefits SPI is a program specialization within the Juniper Partner Advantage framework Tailor-made for Service Providers Partners with focused content, programs, tools and resources Qualified partners will have an established practice selling into service providers ANI Product Authorization Strong SP domain presence Program admission: by invitation only Dedicated MDF Dedicated Partner Support SP Specific Training and Enablement Webinars for NPI Pitstops Workshops Questions? [email protected] Champion Summit Tech Tuesday and Sales Thursdays SP Programs and Incentives 33 Copyright 2014 Juniper Networks, Inc.

34 Cloud 34 Copyright 2014 Juniper Networks, Inc.

35 PARTNER ADVANTAGE FOR CLOUD Cloud Services Partner Cloud Infrastructure Partner Communities of Interest Juniper Financial Services Partner Cloud Innovation Fund 35 Copyright 2014 Juniper Networks, Inc.

36 36 Copyright 2014 Juniper Networks, Inc.