EMEA Strategy / Outlook

Gerard Allison, SVP EMEA

• Ingram Micro

• Sales Manager - Borland

• UK Channel Director, Wall Data

• EMEA Channel Director, Network Associates (McAfee)

• UK Country Manager - Netscreen

• Channel Director for UKI, MEA – Juniper

• Vice President EMEA Enterprise Sales - Juniper

• EMEA VP Channel & Alliances - Juniper

Gerard Allison - Bio

New Winners Will Emerge

Now is the Time to Challenge

Disruption = Opportunity

Changing Rapidly

OUR INDUSTRY

ACROSS OUR

VERTICALS

Strategic Enterprise

Verticals Telecom Cable / MSO

Cloud Providers

National Government

Financial Services

MARKET TRENDS CREATING

TRANSITIONS

Cyber Security Operational

Transformation M2M / IoT

Connected Devices Small Cell

Deployment Cloud & DC

Transformation Mobile &

Online Video

INFLECTION POINTS

OUR OPPORTUNITY

Number of User Devices By 2020

Number of Connected Devices By 2020

Number of Tablets, Smartphones and Computers By 2020

7.6 Billion

26 Billion

11 Billion

EMEA $13B+

2015 THOUGHT BIG TOOK RISK MADE BOLD MOVES

Virtualized Flagship Products

Diversified Customers Served

Integrated Partners Into Our Work

Disaggregated Junos

Accelerated Marketing & Services Transformation

Enabled Orchestration via Contrail Cloud Platform

Strategic Enterprise

Verticals

Telecom Cable / MSO Cloud

Providers

National

Government

Financial

Services

CUSTOMERS

44% YoY Growth Took Market Share

15% YoY Growth Took Market Share

35% YoY Growth On Portfolio with BT, DT, Orange and Telefonica

Team Established Initial Wins in Telecom

Response Rate 79% (+4%) Engagement 89% (+11%) 5

People

4 Sub Sahara Africa

3 SPaaC

2 Routing

1 Datacenter

FY15 Priority Results

Telecom Cable / MSO Cloud

Providers National

Government Financial Services

Strategic Enterprise Verticals

17 of the Top 20 Largest World Banks

9 of the Top 12 Largest Global

Financial Exchanges

6 of the Top 8 Insurance Providers

run on Juniper Networks

10 of the World’s 10 Largest Wireless

and Wireline Telecom

Companies run on Juniper Networks

14 of the Top 15 Largest US/EMEA Cable Companies

run on Juniper Networks

9 of the Top 10 Global Web

Services Providers

16 of the Top 20 Hosting & Colo

Providers

15 of the Top 20 XaaS Providers run on

Juniper Networks

Over 1,400 locations for

National Governments around the world, run on Juniper Networks

10 of the Top 12 Global Technology

7 of the Top 11

Best Global Universities

5 of the 7

World’s Largest Energy Companies

run on Juniper Networks

SUCCESS ACROSS VERTICALS

“Juniper Networks’ media and analyst event, London 12/3, coincided with the announcement of several new products and upgrades at its Innovation Showcase in Silicon Valley. It also points to a renewed confidence and more aggressive stance in the market after restructuring and a change in leadership.” Chris Barnard, IDC, (March 2015)

“It seems that for every challenge,

Rahim has an answer, and based on

a strong performance in the first

year of his tenure, Juniper’s future

looks promising.”

Edward Attwood, Arabian Business

(December 2015)

“Juniper’s scale and openness are a strength, and a single OS is very fortunate as we move into the automated/virtual world. Juniper’s message is increasingly strong.” Laurent Lachal – Ovum Research (October 2015)

With new hardware components, Juniper

raises the firewall throughput for its SRX5800

service gateways up to 2tbps after IMIX.”

Dušan Zivadinović, c’t, (May 2015)

“Performance has long been the top priority at Juniper Networks. The

network company doesn’t want to lose this design target out of sight -

but wants to add a further dimension now: Automation.”

Stefan Mutschler, LANLine (April 2015)

Press Quotes

Customer/Partner Quotes

“After seeing what Juniper are delivering and understanding more about the company, we can definitely go bigger in 2016 and will be investing accordingly” CEO Xantaro, Europe

“Juniper are on a roll and we will be increasing our investments to sell more Juniper equipment in 2016” ‘ CoreSec, Sweden

“We’re really happy with the reliable Juniper equipment, our relationship with Juniper and the support JTAC provide to us. Choosing a supplier like Juniper isn’t just about an RFP process, it’s about getting honest advice and creative ideas.” Jeroen Stevens, CTO, Interconnect

"We know we can count on Juniper to deliver, they bring us the best knowledge—both in terms of technology but also in terms of a new business model approach for SDN and NFV.“ Pierre-Louis Biaggi Head of Network Solutions, Orange

“Our entire architecture is a software-defined structure, and everything we do must work over the network. We knew that Juniper’s technical philosophy fitted what we wanted to do, and how we wanted to do it.“ Kevin Fibich, Founder and Managing Director, CloudSeeds

“It was important that our own team could support everything going forward. Juniper and Alternative Networks showed us best practices, and transferred knowledge and skills so now we are completely self-sufficient.” David Ford, CIO, the University of Hertfordshire

Steve Dalton Managing Director Network Services

FY16

Globalize Customer Team Model and Verticals

Disrupt with Open Software Solutions, Automation, and Services-led Mindset & Business Value

Get Certified and Measure Outcomes

Accelerate Partner Ecosystem Engine

Live a Culture of Compliance

Maximize Portfolio Share Across Geographies

2016 Priorities

VISION: To Be the Worldwide Leader of Network Innovation.

Grow Revenue Faster Than the Market

Alliance, Channel, and Commercial Engines

TECHNOLOGY

PERFORMANCE

AU

TOM

ATIO

N

ROUTING SECURITY SWITCHING

CLOUD PROVIDERS

4.6B 14% CAGR

FINANCIAL SERVICES

4.1B 1% CAGR

NATIONAL GOVERNMENT

2.8B 0% CAGR

MOBILE

Incl. w/telecom 3% CAGR

CABLE / MSO

2.5B 6% CAGR

TELECOM

11.6B 3% CAGR

STRATEGIC ENT VERTICALS

12.6B -2% CAGR

COMMERCIAL

GTM – Built for Growth

UKI

FRANCE

GERMANY

ENA & R

SPAIN MEA

MANAGE LOCALLY EXECUTE VERTICALLY

• Vertical Focus • Manage Locally / Execute Vertically • Increase Productivity • Focus: Listening, Follow Through, Customer Purchase Cycle • Execution & Predictability

FO

CU

S IN

FIE

LD

• Training and Development • Regular Account and Opportunity Reviews. • Earlier Exec Customer Engagement • Play to Win • Pipeline Management

IN T

HE

FIE

LD

• Bring to market new products and solutions • Focus GTM activities around verticals with commercial underlay • Dependence on partners to scale and integrate • Value / Volume strategy

PA

RT

NE

R L

IFT

EMEA – Theatre of Innovation

• Lead with Services • New Product Introduction • Align portfolios to verticals & domains. Services wrapper. • Turn sales efforts to Expansion business. Network Integration. • Expand commercial offerings. Big Bets.

GR

OW

TH

EN

GIN

E

• Marketing Alignment • Partner Alignment • Resources Alignment • Graduate Program M

AX

IMIZ

E R

OI

• 6 C’s • Committed Collaborative Customer Focused • Creative Competitive Compliant • Focus + Knowledge + Relationship = Success

LE

AD

ER

SH

IP

EMEA – Theatre of Innovation

DATACENTER

SECURITY

SOFTWARE

SPaaC

PEOPLE

4 3 2 1 Brett Ley

Colin Evans

James Reeves

Francois Gutierrez

Francoise Sagorin 5

ROUTING

SERVICES

EXCEL IN OUR CORE BUSINESS ESTABLISH LEADERSHIP IN TARGETED AREAS

Key Asks

• Listen, Learn, Understand and take this back to your business for delivery through your teams.

• Software Is Key. Position value in software with your customers and build a path for account protection and annuity based selling for now and the future.

• Security. • Understand the needs of your customers, their use cases and how to position to win their business. Together we can grow this space and build upon the security sales

• Create Value by evolving your service capabilities and differentiation with Data Center, Security, SDN, NFV and the Distributed Enterprise

“Great things in business are never done by one person. They’re done by a team of people.” Steve Jobs

Thank you