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Partner Operations Nicky Williamson // Snr. Manager, Partner Operations
Mario Georgiou // Director, Partner Operations & Alliances
EMEA Partner Operations
• Juniper Partner Advantage Program
• Deal Registration
• Partner Rewards
• ROHS
Partnering for Business Growth
Profitable partnering
to reward growth
Next generation partnering
for revenue acceleration
Enhanced partnering
for ease of doing business
Consolidated Programs
(Services and Champions)
Cloud Enablement
Demand Generation Tools
Predictability, Execution of MDF
and Incentives
Simple Program Requirements
The Approach to Juniper Partner Advantage
Juniper Partner Advantage 2016
Dis
trib
uto
r Juniper Partner Advantage
Products Services
Elite / Alliance
Select
Reseller
Partner Advantage Specializations
Software
Partner Support Services
Partner Professional Services
Data Centre Specialist *
Next Generation Specialist *
Cloud Service Partner *
Partner Advantage Requirements
Annual Revenue Requirements
Tier 1*
Elite
$2m product SA
Tier 2* $1m product SA
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
Tier 3* $600k product SA
Champions Services
2 Ingenious Champions
per Prod. Authorization
Partner Support Services Specialization or
Partner Professional Services Specialization
Tier 1*
Select
$350k product SA
Tier 2* $275k product SA
Tier 3* $200k product SA
2 Innovative Champions
per Prod. Authorization
Elite Partners must have a valid agreed business plan
Financial Benefits
Product
Elite
Select
Reseller
Eligible
Diffe
rentiation
Direct Support (SVC)
Partner Support (PAR)
Product Accelerator Services MDF Deal Registration Partner Rewards
Front-End Discounts Incentives (Rebate) MDF Deal
Registration SPIF
Eligible
No
Eligible
Eligible
No
Eligible
No
No
Direct (Eligible for
discretionary MDF)
In-direct (May be eligible for
discretionary MDF)
No
Eligible
Eligible
Eligible
Eligible
Eligible
No No
Non-Financial Benefits
Elite
Select
Reseller
Diffe
rentiation
Partner Coverage
Juniper Field Engagement
Joint Business Plan
Product Access
PAM
Partner SE
Field Marketing
Distribution
Distribution
Account and
vertical based
annual planning
No
Deal based
Annual
quarterly review
No
No
Restricted products
and generally
available products
Generally available
products
Restricted products
and generally
available products
Resources
Champion Program
Services Program
Learning Academy
Partner Marketing
Juniper Financial Services
Partner Center
Champion Program
Learning Academy
Partner Marketing
Juniper Financial Services
Partner Center
Champion Program
Services Program
Learning Academy
Partner Marketing
Juniper Financial Services
Partner Center
Enhanced Deal Registration System
True deal protection and price gapping
Lead Opportunity Quote Close
Deal Registration System
Launching Q316
Enhanced Deal Registration Specifics
Deal protection
All other Partners price gapped
Faster approvals
Partner Benefits
Min. deal size: $30K product @ list price
Named and Commercial accounts
Net new business
Program Details
Launching Q316
New Partner Rewards Program
New Modern
Tool
Rewards Sales Reps
Links to Deal
Reg
Points based
Rewards
Faster issue of Rewards
Convert to Products /
Gift Cards*
Launching Q316
*Offerings vary by partner country. Rewards are subject to availability.
Example - Sales Rep Dashboard
Example - Sales Claim
Example - Reward Catalog
ROHS 2 – Effective 21st July 2016
3 Categories of Juniper Product SKUs
ROHS 2 Compliant Not Compliant
– EOL Not Compliant – RESTRICTED
Summary
Ease of Doing Business Revenue Growth Profitability
THANK YOU