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Corporate Vision &
Enterprise Strategy
Eddie MinshullSVP, WW Field Operations
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2007 2007 2007 2007 –––– Another Great Year!Another Great Year!Another Great Year!Another Great Year!
Revenue
5,800+5,800+5,800+5,800+5,800+5,800+5,800+5,800+ $600M$600M$600M$600M$600M$600M$600M$600MDedicated EmployeesDedicated EmployeesDedicated EmployeesDedicated EmployeesDedicated EmployeesDedicated EmployeesDedicated EmployeesDedicated Employees Annual R&D EngineAnnual R&D EngineAnnual R&D EngineAnnual R&D EngineAnnual R&D EngineAnnual R&D EngineAnnual R&D EngineAnnual R&D EngineCash and InvestmentsCash and InvestmentsCash and InvestmentsCash and InvestmentsCash and InvestmentsCash and InvestmentsCash and InvestmentsCash and Investments
$2.0B$2.0B$2.0B$2.0B$2.0B$2.0B$2.0B$2.0B
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Building Momentum in all MarketsBuilding Momentum in all MarketsBuilding Momentum in all MarketsBuilding Momentum in all Markets
% of ww traffic
# of daily financial
transactions
# governments secured ww
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HighHighHighHigh----Performance DNAPerformance DNAPerformance DNAPerformance DNA
Power, Cooling, Space
Silicon Design
Security
Real-time Embedded Software
Routing Protocols
1996 200820051999 2002Time
Revenue
$2B
$3B
$1B
System Design
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What Matters Most to Your Customers?What Matters Most to Your Customers?What Matters Most to Your Customers?What Matters Most to Your Customers?
Speed is the New Currency
Dynamic Business Models
Networking Critical to Success
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The Network is at the Center of Your CustomerThe Network is at the Center of Your CustomerThe Network is at the Center of Your CustomerThe Network is at the Center of Your Customer’’’’s s s s BusinessBusinessBusinessBusiness
� Differentiated multiDifferentiated multiDifferentiated multiDifferentiated multi----play servicesplay servicesplay servicesplay services
� Quick and costQuick and costQuick and costQuick and cost----effective deploymenteffective deploymenteffective deploymenteffective deployment
� New revenue New revenue New revenue New revenue sourcessourcessourcessources
� Converged Converged Converged Converged applicationsapplicationsapplicationsapplications
� Improve user Improve user Improve user Improve user experienceexperienceexperienceexperience
� Sustained revenue Sustained revenue Sustained revenue Sustained revenue growthgrowthgrowthgrowth
� Access to Access to Access to Access to intelligenceintelligenceintelligenceintelligence
� Improve operating Improve operating Improve operating Improve operating efficienciesefficienciesefficienciesefficiencies
� Serve and protect Serve and protect Serve and protect Serve and protect citizenscitizenscitizenscitizens
FASTFASTFASTFAST
RELIABLERELIABLERELIABLERELIABLE
SECURESECURESECURESECURE
FASTFASTFASTFAST
RELIABLERELIABLERELIABLERELIABLE
SECURESECURESECURESECURE
FASTFASTFASTFAST
RELIABLERELIABLERELIABLERELIABLE
SECURESECURESECURESECURE
FASTFASTFASTFAST RELIABLERELIABLERELIABLERELIABLE SECURESECURESECURESECURE
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How Can You Drive High Performance Networking? How Can You Drive High Performance Networking? How Can You Drive High Performance Networking? How Can You Drive High Performance Networking?
High-Performance
NetworkSimplification
Reduces Costs
Innovation Drives Growth
IT Budgets
Operating Costs
Innovation Innovation Innovation
Time
$
Operating Costs
Operating Costs
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Our Opportunity: Advance the Fundamentals Our Opportunity: Advance the Fundamentals Our Opportunity: Advance the Fundamentals Our Opportunity: Advance the Fundamentals and Economics of Networkingand Economics of Networkingand Economics of Networkingand Economics of Networking
FASTFASTFASTFAST
RELIABLERELIABLERELIABLERELIABLE
SECURESECURESECURESECURE Integrated security and visibilityIntegrated security and visibilityIntegrated security and visibilityIntegrated security and visibilityIntegration = fewer devicesIntegration = fewer devicesIntegration = fewer devicesIntegration = fewer devicesIT Risk ManagementIT Risk ManagementIT Risk ManagementIT Risk Management
Performance at scalePerformance at scalePerformance at scalePerformance at scaleInvestment protectionInvestment protectionInvestment protectionInvestment protectionExpedite customer satisfactionExpedite customer satisfactionExpedite customer satisfactionExpedite customer satisfaction
CarrierCarrierCarrierCarrier----classclassclassclassOperational simplicityOperational simplicityOperational simplicityOperational simplicityFaster timeFaster timeFaster timeFaster time----totototo----innovateinnovateinnovateinnovate
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Enterprise StrategyEnterprise StrategyEnterprise StrategyEnterprise Strategy
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Routing & Switching
Acceleration and Optimization Security Access
Enterprise Strategy: Best in Class TechnologiesEnterprise Strategy: Best in Class TechnologiesEnterprise Strategy: Best in Class TechnologiesEnterprise Strategy: Best in Class Technologies
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Routing & Switching
Acceleration and Optimization Security Access
Enterprise Strategy: Open NetworksEnterprise Strategy: Open NetworksEnterprise Strategy: Open NetworksEnterprise Strategy: Open NetworksEnterprise Strategy: Best in Class PartnershipsEnterprise Strategy: Best in Class PartnershipsEnterprise Strategy: Best in Class PartnershipsEnterprise Strategy: Best in Class Partnerships
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Focus: Enterprise GoFocus: Enterprise GoFocus: Enterprise GoFocus: Enterprise Go----ToToToTo----Market StrategyMarket StrategyMarket StrategyMarket Strategy
TEAMTEAMTEAMTEAMQUALIFYQUALIFYQUALIFYQUALIFY SERVICESERVICESERVICESERVICE
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Enterprise GoEnterprise GoEnterprise GoEnterprise Go----ToToToTo----Market StrategyMarket StrategyMarket StrategyMarket StrategyQUALIFYQUALIFYQUALIFYQUALIFY
TEAMTEAMTEAMTEAM
SERVICESERVICESERVICESERVICE Implementation and Optimization Services Implementation and Optimization Services Implementation and Optimization Services Implementation and Optimization Services Maintenance ServicesMaintenance ServicesMaintenance ServicesMaintenance ServicesOngoing Customer Lifecycle ManagementOngoing Customer Lifecycle ManagementOngoing Customer Lifecycle ManagementOngoing Customer Lifecycle Management
Speed is the New CurrencySpeed is the New CurrencySpeed is the New CurrencySpeed is the New CurrencyDynamic Business ModelsDynamic Business ModelsDynamic Business ModelsDynamic Business ModelsNetworking Critical to SuccessNetworking Critical to SuccessNetworking Critical to SuccessNetworking Critical to Success
Customer Choice is ParamountCustomer Choice is ParamountCustomer Choice is ParamountCustomer Choice is ParamountPartner Capabilities must be LeveragedPartner Capabilities must be LeveragedPartner Capabilities must be LeveragedPartner Capabilities must be LeveragedJuniper Resources Focused and AlignedJuniper Resources Focused and AlignedJuniper Resources Focused and AlignedJuniper Resources Focused and Aligned
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PanPanPanPan----Theater/GlobalTheater/GlobalTheater/GlobalTheater/Global>$2M per annum>$2M per annum>$2M per annum>$2M per annum
Capable JCapable JCapable JCapable J----PartnerPartnerPartnerPartner+PLUS++PLUS++PLUS++PLUS+Global Account ManagerGlobal Account ManagerGlobal Account ManagerGlobal Account Manager
JJJJ----Partner DependantPartner DependantPartner DependantPartner DependantJuniper EnabledJuniper EnabledJuniper EnabledJuniper EnabledJuniper AugmentedJuniper AugmentedJuniper AugmentedJuniper Augmented
How Do We Seize This Opportunity?How Do We Seize This Opportunity?How Do We Seize This Opportunity?How Do We Seize This Opportunity?
Large IntraLarge IntraLarge IntraLarge Intra----TheaterTheaterTheaterTheater>$300K per annum>$300K per annum>$300K per annum>$300K per annum
Capable JCapable JCapable JCapable J----PartnerPartnerPartnerPartner+PLUS++PLUS++PLUS++PLUS+Named Account ManagerNamed Account ManagerNamed Account ManagerNamed Account Manager
JJJJ----Partner DependantPartner DependantPartner DependantPartner DependantJuniper EnabledJuniper EnabledJuniper EnabledJuniper EnabledJuniper AugmentedJuniper AugmentedJuniper AugmentedJuniper Augmented
RegionalRegionalRegionalRegional<$300K per annum<$300K per annum<$300K per annum<$300K per annum
Capable JCapable JCapable JCapable J----PartnerPartnerPartnerPartner+SUPPORTED BY++SUPPORTED BY++SUPPORTED BY++SUPPORTED BY+Territory Account ManagerTerritory Account ManagerTerritory Account ManagerTerritory Account ManagerChannel Account ManagerChannel Account ManagerChannel Account ManagerChannel Account ManagerInside SalesInside SalesInside SalesInside Sales
JJJJ----Partner DependantPartner DependantPartner DependantPartner DependantJuniper EnabledJuniper EnabledJuniper EnabledJuniper Enabled
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What You Can Expect From JuniperWhat You Can Expect From JuniperWhat You Can Expect From JuniperWhat You Can Expect From Juniper� Juniper sales resources better aligned to market Juniper sales resources better aligned to market Juniper sales resources better aligned to market Juniper sales resources better aligned to market
opportunityopportunityopportunityopportunity� Incremental Field Sales resourcesIncremental Field Sales resourcesIncremental Field Sales resourcesIncremental Field Sales resources� Newly chartered Inside Sales OrganizationNewly chartered Inside Sales OrganizationNewly chartered Inside Sales OrganizationNewly chartered Inside Sales Organization� Enhanced enterprise alliance partnershipsEnhanced enterprise alliance partnershipsEnhanced enterprise alliance partnershipsEnhanced enterprise alliance partnerships
• Oracle• Microsoft
� New Enterprise marketing campaigns focused on New Enterprise marketing campaigns focused on New Enterprise marketing campaigns focused on New Enterprise marketing campaigns focused on security and network infrastructuresecurity and network infrastructuresecurity and network infrastructuresecurity and network infrastructure
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We Will Win!We Will Win!We Will Win!We Will Win!� Clear, targeted market visionClear, targeted market visionClear, targeted market visionClear, targeted market vision� Expanding BestExpanding BestExpanding BestExpanding Best----inininin----Class Class Class Class
enterprise portfolio enterprise portfolio enterprise portfolio enterprise portfolio � Focused Enterprise strategy for Focused Enterprise strategy for Focused Enterprise strategy for Focused Enterprise strategy for
High Performance NetworkingHigh Performance NetworkingHigh Performance NetworkingHigh Performance Networking� Optimized Enterprise Optimized Enterprise Optimized Enterprise Optimized Enterprise
GoGoGoGo----totototo----Market strategyMarket strategyMarket strategyMarket strategy� MomentumMomentumMomentumMomentum
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