Juniper Networks Corporate PowerPoint Template · 2016. 5. 25. · Your organization's top business priority is reducing operating costs. Which is likewise true for 10% of your peers

YOUR HOSTS Martin Hester // Head of Channels & Alliances

Sarah Ralston-Good // Director, Channel & Alliances Marketing

OBJECTIVES

ACCELERATE

FUN

MUSIC

POLL

Vote using the Polling

Navigate to this meeting’s agenda

item

Select ‘Join Poll’ to enter the

meeting (refresh if button doesn’t

appear )

You will receive a poll once it has

been broadcast. Please note, if

you leave this page you will need

to re-join.

PRIZES

Engage on Social Media & WIN a prize!

#JuniperIDEAS

@Juniper_Partner

@juniperpartners

Ask the Experts

JUNIPER

SERVICES

CUSTOMER REFERENCE PROGRAM

Helping Channel Partners with the Tools to Succeed

10 Welcome & Objectives Martin Hester & Sarah Ralston-Good

20 Juniper Partner Advantage James Worrall

15 Opportunity Acceleration Program Offer Leila Schwarz

20 Partners First - Building Success Louise Hunter & Christian Obando

15 Services Opportunity & Tools Joe Robertson

15 Partner Advantage Operations Nicky Williamson & Mario Georgiou

30 BREAK

Helping Channel Partners with the Tools to Succeed

30 AFTER THE BREAK

05 Welcome back & What’s next Martin & SRG

15 JMC - Top Tips Louise Hunter & Ramzi Gharbi

15 Winning with Partner’s Services Joe Robertson & Axians – Margy Millar

15 Music Quiz, Prizes & Wrap Up Martin & SRG

Juniper Partner Advantage

James Worrall // Snr Director EMEA Channel Engagement

So Who Do We Have In The Room?

Demand Generation Funds

Quarterly Rebates

PAM & SE support

Training

Demo Kit Funds

Advisory Councils Rewards

Account Mapping

Leads & Marketing Support

Dependent Partnering

Juniper Partner Advantage (JPA) Performance Incentives

Juniper Partner Advantage Performance Incentive

Rebate paid as % of Net Sales ($SA) of hardware & software products (Services not included) if Targets are met or exceeded. Products must ship within 90 days after quarter close. Defined minimum threshold must be met. Incentive includes caps.

Eligible

Partners

Description

Structure

Program

Period Quarterly, Half-yearly targets

Quarterly Targets Half-Yearly Targets

Base Stretch Base Stretch Bonus

Elite 2% 5% 2% 5% .5%

Select 1% 2.5% 1% 2.5% .25%

Approved Elite and Select level members of Juniper Partner Advantage

Juniper Partner Advantage Commercial Accelerator

Rebate paid on Net Sales ($SA) of hardware & software products (Services not included) sold to defined Commercial End User accounts if Targets are met or exceeded. Products must ship within 90 days after quarter close. Incremental to Juniper Partner Advantage Performance Incentive. Incentive includes caps.

Eligible

Partners

Description

Structure

Program

Period Quarterly. Incentive effective July 1, 2015.

2H15 Quarterly Targets

Base Stretch

Elite 1.5% 2.5%

Select 1.5% 2.5%

Approved Elite and Select level members of Juniper Partner Advantage

Support Services Specialist Incentive

Rebates are paid based on a % of PAR Services sales achievement ($SA). Percentages are determined based on performance of handling cases and RMAs. The two metrics are Services Effectiveness Rate (SER) and RMA Handling (RMA).

Eligible

Partners

Description

Structure

Program

Period Quarterly

Approved members of the Support Services Specialist program

SER % RMA %

≤ 50% 1% ≤ 25% 1%

≤ 40% 2% ≤ 20% 2%

≤ 30% 3% ≤ 10% 3%

SER % + RMA % = Rebate %

For example, SER of 50% and RMA of 10% = 4% (1% + 3% = 4%)

THANK YOU

Opportunity Acceleration Program

Leila Schwarz // EMEA Channel Marketing Manager

Opportunity Acceleration Program … Solving a critical Marketing Challenge

Secures more meetings than with other tactics Start securing meetings in a week

5 Steps To Secure Appointments 3 Thank You Emails to Prospects

Alert Emails To Stakeholders 1 Prospects Emailed 2 Prospect Identifies Top

Priorities & Challenges

5 Steps To Secure Appointments

5 Sales Reps Meet Prospects And Deliver

Account-Specific Analysis & Benchmarking

4 Inside Sales/TM Secure

Sales Meetings At Fastest Rate Ever

Are IT Priorities Solving Key Challenges?

Speeding Up Delivery of New Services

Lack Detailed Road Map

34%

28%

Global

37%

42%

Local

11%

24%

Healthcare

Your organization's top business priority is

reducing operating costs.

Which is likewise true for 10% of your peers

You are to be commended because your

top IT and data center priorities are

increasing automation in order to reduce the

level of manual tasks – which is directly

aligned with your business priority.

But you mentioned a critical challenge that

is keeping your organization from achieving

its top goals – a lack of a roadmap or

strategy .

This is likewise a challenge for 12% of your

peers.

Region Meetings # of Opps Pipeline

Closed Revenue

# of Programs

Amount Invested

UK 17 27 $5,724,883 $2,633,039 1 $15,000

South Africa 18 3 $1,328,426 $684,534 1 $15,000

Spain 47 7 $2,145,529 $943,201 1 $15,000

France 23 16 $3,187,507 $1,491,327 1 $15,000

Netherlands 20 7 $1,177,621 $713,403 1 $15,000

125 60 $ 13,563,966 $6,465,504 5 $75,000

EMEA

Region Meetings # of Opps Pipeline Closed Revenue

# of Programs

Amount Invested

USA 617 396 $51,709,215 $7,725,164 23 $273,800

US

Program Results

THANK YOU

Partners First Building Success with Juniper

Louise Hunter // Snr. Marketing Manager

Christian Obando // Director Inside Sales EMEA

It’s getting complex

“…today’s buyers might be anywhere

from two-thirds to 90% of the way

through their journey before they reach

out to a vendor.”

Lori Wizdo

Principal Analyst, Forrester Research

Source link

http://blogs.forrester.com/lori_wizdo/12-10-04-buyer_behavior_helps_b2b_marketers_guide_the_buyers_journey

7 step campaign process with CAD

1 Agree

Objectives

2 Choose a JMC

campaign

3 Choose a

Bundle

4 Database Selection

5

Agree Automation

6

Organize CAD

7

Review

STEP 1: Agree objectives

• Identify campaign objective

• Agree on Pipeline targets

NEW CAMPAIGN

MID MARKET SIMPLER

SAFER JUNIPER

CLOSE BUSINESS

JUNIPER FINANCIAL

SERVICES

GREAT RESULTS

DATA CENTER INSTANT

EVOLUTION

NEW CAMPAIGN

GO WITH VIRTUAL MX

NEW CAMPAIGN

SOFTWARE-DEFINED

SECURE NETWORKS

NEW CAMPAIGN

BETTER TOGETHER:

VMWARE & JUNIPER

COMING SOON

CLOUD ENABLED

NETWORK

COMING SOON

SKY ADVANCED

THREAT PROTECTION

STEP 2: Chose from 20+ JMC campaigns

STEP 3: Choose a bundle

What does

it provide

Position a

Bundle

Utilize a

Promotion

STEP 4: Database selection

STEP 5: Agree automation

STEP 6: Organize a CAD

Example Leader Board • Call Blitz

• Webinar

• Customer Round Table

• Workshop

• And more…

Review

results

Agree on action steps

Document it

Review campaign

Agree on next

campaign

STEP 7: Review

THANK YOU

Services Joe Robertson, Services and Solutions Marketing, EMEA

Services – What is New and Exciting

Premium Partner Enablement

• New offerings

ASAP

• New QuickStart for Service Now for Partners

Security

• New migration programme with support offers

The Networking Lifecycle

Networking Lifecycle Plan Build

Assessment

Design

Deployment

Migration

Operate

Maintenance

Optimization

Juniper Education / JNAEP

Automated Support And Prevention (ASAP)

Juniper Offerings

For Partners

PARTNER SUPPORT SPECIALIST (PSS)

PARTNER PROFESSIONAL SERVICES (PPS) PREMIUM PARTNER ENABLEMENT (PPE)

Resident Engineer Practice

• Technical

Assessment

• Readiness

Plan

• Mentor

Program

$25K per yr

• Tools

• Training

• Education

• Best Practices

$25K per yr

Mobile Backhaul Service

• Code Assurance • Proactive Notifications • Release Note Assessment • Remote Tech Assistance

$42K per yr

Advanced Services Practice

• Software Upgrade

Analysis $7K per

engagement

• Technical Q & A

• Service

Automation

• Pro Notifications

• SW Feature

Analysis

$20K per yr

• Software Version

Analysis $6K per

engagement

• Product Health Analysis

$6K per engagement

Premium Partner Enablement (PPE) Current Offering

Valu

e Ad

ded

O

ptio

ns

Stand

ard D

eliverables

(An

nu

al Fee)

Partner Service Manager

• Proactive Tech Support

$20K per yr

• Installed Base True Up

$35K per end customer

• Additional Esc Mgt

$45K per 10 cases

• SPOC/Advocate

• Service Management

• Root Cause Analysis

• Technical Support

$125K per yr

Primarily

Advanced

Services


• Technical

Assessment

• Readiness

Plan

• Mentor

Program

$25K per yr

• Tools

• Training

• Education

• Best Practices

$25K per yr



$42K per yr



Analysis $7K per

engagement

• Technical Q & A

• Service

Automation


• SW Feature

Analysis

$20K per yr

Partner Service Manager


$20K per yr


Analysis $6K per

engagement


$6K per engagement




$45K per 10 cases

Partner Design Validation Testing

Service

• PS Partner LLD • Test Plan • Test Execution • Validation • Final Report

$Custom Price

Premium Partner Enablement (PPE) New Offering - Partner Design Validation Testing Service

Professional

Services

• SPOC/Advocate




$125K per yr


• Technical

Assessment

• Readiness

Plan

• Mentor

Program

$25K per yr

• Tools

• Training

• Education

• Best Practices

$25K per yr



$42K per yr



Analysis $7K per

engagement

• Technical Q & A

• Service

Automation


• SW Feature

Analysis

$20K per yr Partner Service

Manager


$20K per yr


Analysis $6K per

engagement


$6K per engagement




$45K per 10 cases

Partner Design Validation Testing

Service

• PS Partner LLD • Test Plan • Test Execution • Validation • Final Report

$Custom Price

Premium Partner Enablement (PPE) New Offering - Partner Service Advisor Option

Partner Service Advisor $50K per year

• SPOC/Advocate




$125K per yr

Partner Service Advisor

Partner Service Advisor - Key Features

• Focus on services cases, issues, and entitlements

• Case handling assistance:

Case monitoring and tracking from initial

notification through lifecycle until closure.

Case escalation facilitation and coordination.

Case escalation management for high-priority

issues (P1 only).

• Remote monthly service reviews

• Annual fee: $50,000

New Offering for ASAP Service Now Partner Quick Start

Feature Feature Description Benefit

Step 1:

The Webinar

90 minute webinar:

• Overview of Service Now

• Features, capabilities, and

value.

Free webinar for foundational

understanding of Service

Now’s features and benefits

Step 2:

The Workshop

How to deploy, configure,

and operate:

• Service Now

• Junos Space platform

Comprehensive on-site

learning workshop allows

you to skill up quickly while

reducing your learning curve

Step 3:

The On-site

QuickStart

Actual deployment of Junos

Space:

• Partner Proxy Config at

your site

• One end customer site

Acquire real world skills and

hands on experience to

confidently deploy Service

Now for all your end-

customers

2.

Workshop

3. On-site

QuickStart

1. Webinar

Juniper 20th Anniversary Legacy Netscreen to SRX Support Programme

Distributor and Reseller Features

•FREE Firewall Migration Cloud TOOL (Simplify and speed-up the migration of legacy Firewall configurations)

Customer Program Features

•Juniper Special 20 Yrs anniversary : 24 months of maintenance for the price of 20

•CREDIT for un-used support period on the legacy Hardware as additional months of maintenance on the New kit

Optional Customer Options

• Basic Firewall Conversion Service

• Assisted Firewall Conversion Service

• Quickstart JunosSpace Security Director 15.2 with NSM Import

For more information: Contact your Distributor

Customer

The Triangle of Trust

THANK YOU

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



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


Partner Center

Champion Program

Services Program

Learning Academy

Partner Marketing


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

Juniper Marketing Concierge

Top Tips Louise Hunter // Snr. Marketing Manager

Ramzi Gharbi // JMC Marketing Specialist

JUNIPER MARKETING CONCIERGE jmc.juniper.net

2,795 Campaigns Built

2,408,226 Emails Delivered

4,368 Leads Recorded

519 Active Partners

16 Languages

5 JMC Specialists

0

20

40

60

80

100

120

YOY Campaign Growth (2014-16)

If you think JMC is only about email marketing you are missing a big part of

the story. To maximise successes look at all the different ways you can

integrate the assets & campaigns into your marketing plan.

Alexandra Georgescu https://jmc.juniper.net

“As JMC is not only about

sending email marketing

campaigns, we are very happy

that we can benefit from the great

Marketing Collateral section.”





“We had a really great event with

Juniper; we used all the assets

from the JMC and it was a huge

success”





“We inserted the banners and

information on our website to get

more traffic, it was successful as

what are we delivering is much

clearer now.”





“It was a big help to have the

flyers at hand and share them

with customers.”

Every Juniper Elite Partner should have a rolling plan of Social Media

Campaigns to raise awareness and help gain new followers.

James Dunlap James Dunlap https://jmc.juniper.net

“Good results as usual. Once

again we gained more followers

after launching campaigns on

social media.”




“It's great to see that the tool is

helping us on social media. We

can be more active and also

inform our followers about

Juniper solutions”




“One of my customers who saw

the campaign on social media

gave us a project to redesign

their DMZ LAN”




“I have over 65 new followers on

Twitter, which shows the power of

social selling”

A strong campaign is just the start you’ll also need a good list to generate

results. If you need help acquiring new data we can introduce you to

recommended third party suppliers.

Igor Turcanu Igor Turcanu https://jmc.juniper.net

“It was a bad list we are going to

organize more the list and target

better customers.”





“So far no leads as we think the

main problem is the database.”





“We are having discussions to

launch other campaigns on the

tool as we are very pleased with

it, but we have to find other

databases.”





“We must generate new

audiences and we need to

engage new markets, our list is

bad.”





“We are working on a larger

database to make a better

campaign as we like the tool very

much.”

Think about who you are targeting and what you want to achieve when

selecting which campaign to send.

Fergie Yang Fergie Yang https://jmc.juniper.net

“All the end-users who visited our

site are already our customers,

JMC helped to generate leads

but didn't sell.”




“We have sent the email to specific

contacts, knowing exactly that they

will be interested in our offers; we

expect to turn more contacts

into sales.”




“We had very positive feedback on

this campaign as it also included

information about our business

and promotions we are running.”




“What I liked most about this

campaign was that it was in

Turkish and because of this it

raised many responses.”

Sales & Marketing need to work together closely to ensure leads are

followed-up properly. A call-out day targeting email opens is often a great

way to bring in new opportunities.

Ramzi Gharbi Ramzi Gharbi https://jmc.juniper.net

“We did not have leads, but we

contacted the email opens and we

had over 100 appointments; it was

a really successful campaign.”





“We have contacted the all the

leads; until now we managed to

have 20 very good appointments

out of which we will have sales.”





“This campaign has been

unsuccessful, because our team

did not make the follow up

properly; we are going to launch a

new campaign which will be

closely monitored by our CEO.”





“I was busy with the Juniper

Summit and didn’t have time to call

leads and check the results.”

Our JMC Specialists can help with advice and training on how to use the

JMC and will hand-hold you all the way if you need support.

Louise Hunter https://jmc.juniper.net

“It`s just a great tool with really helpful support.”




“The JMC team is very kind &

always ready to jump in;

great support.”




“Alexandra helps us a lot

generating more leads and

revenue; she is willing to

implement our ideas and turn

them into sales.”




“Always very supportive, he is

constantly updating us on the

latest news and assists us in

implementing Juniper’s solutions.”




“Approachable and professional,

always supporting my partners

above and beyond, ensuring that

they can achieve the most out of

the JMC.”

THANK YOU

Partner Testimonial: Services

Margy Millar // Professional Services Director, Axians

Joe Robertson // Services and Solutions Marketing, EMEA

Axians Network Lifecycle Services

Take-aways

• Partners need to differentiate themselves; services are a good way

• Need complete buy-in across the organisation

• Understand where your strengths are, and act on them

• Assessments let you get in on the ground floor

THANK YOU

Documents

Juniper Networks Corporate PowerPoint Template · 2016. 5. 25. · Your organization's top business priority is reducing operating costs. Which is likewise true for 10% of your peers