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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