1. Juniper Partner Advantage
Enhanced Partnering for Ease of Doing Business

2. Enhanced partnering for ease of doing business
With Partnering for Business Growth, Juniper Networks is evolving the partner experience by:
Enhancing our award winning partner programs for ease of use
Focusing our investments on next-generation high growth areas for revenue acceleration
Rewarding partners with improved profitability for growing their business with Juniper in the high growth areas.
Enhanced partnering for ease of doing business
Next generation partnering for revenue acceleration
Profitable partnering
to reward growth

3. Juniper Partner Advantage
Integrated Product, Services and Distribution Programs into single JPA framework
Consolidated to 3 Partner Levels from 4
Streamlined Product Authorizations to 3 from 7
Added Cloud Accreditations
Added Revenue requirements for Elite and Select
Eliminated sales certifications requirements
Champions is now a proxy for certification
Added Services Specialization or Support Specialization requirements
Select partners are eligible to specialize in Partner Support Specialization
Extended MDF planning window to 6 months
Half-year catch up for rebates
Elite
Select
Reseller
Partner
Distributor
Partner Program
Distributor Program
Products
Services
Products
Services

4. Partners Said JPA is Good. Let’s Make it Great!
Simplify Program Requirements
Improve Predictability, Execution of MDF and Incentives
Consolidate Programs
(Services and Champions)
Provide Demand Generation Tools
Enable Cloud

5. Evolving Juniper Partner Advantage
2016
2015
2014
2013
2012
Launched (4 Partner Levels, 7 Product Specializations)
Marketing Concierge
New Performance Incentive Rebate
Product Promotions Catalog
Continuing Education Credits
JPA Services Launched (PSS, PPS)
Champions Partner SE Program
Product Accelerator Rebate
Distributor Program
Cloud Program
Partner Rewards (Partner Rep Level Spif)
Juniper Financial Services
Marketing for Business Growth (Educate, Equip, Grow)
One Framework, Products and Services, Partners and Distributors
Simplified: 3 Partner Levels and 3 Specializations)
Champions and Services Integrated
Enhanced MDF and Performance Incentive Rebate
Cloud Enablement (Private and Telco Cloud)
Build out of vertical enablement, cloud use cases and sales enablement

6. Enhanced Juniper Partner Advantage
Enhancements
Benefits
Consolidated to 3 from 4 differentiated partner levels
Elite, Select and Reseller
Streamlined product authorizations to 3 from 7
Routing, Switching and Security
Optional cloud accreditations (Private and Telco Cloud) for Elite partners
Champion program is now a proxy for technical competency
Eliminated sales certifications from program requirements
JNSA and CEC
Revenue requirements for Elite and Select
Varies by theater or country
Product, services and distribution programs are integrated into JPA framework
Front-end product discount increases for Elite and Select levels
Elite and Select partners are eligible to participate in incentive rebates
Enhanced Product Incentive in 2H 2015:
Quarterly program with half-year catch up
Bonus for quarterly consistency
Simplified single stretch target
NEW commercial accelerator incentive
MDF partner budget is now 6 months up from 3 months

7. JPA – Product Program Requirements
Core Program Requirements
Optional
Annual Revenue
Product Specialization
Tech Competency
Customer Life Cycle
Accreditation
Elite
$$$ per year
Routing, Switching or Security
2 Ingenious Champions per product specialization
Professional services or support services specialization
NEW Private and Telco Cloud
Select
$$$ per year
Routing, Switching or Security
2 Innovative Champions per product specialization
N/A
N/A
Reseller
N/A
N/A
N/A
N/A
N/A

8. What is the Juniper Partner Advantage Cloud Accreditation Program?
Framework to build a cloud offering
To enable partners to develop virtual offerings to their customers whether it is a Private or Telco Clouds
Leverage SDN offerings to orchestrate services from Juniper and third- parties
Reference architectures to help you get out of the box quickly

9. Getting Started How do I become a Juniper Cloud Provider? Step 1
JPA Elite Requirements
Two Ingenious Champions on staff
Routing
Switching
Security
Professional Services and Support Specialization
Partners need an understanding of Contrail. Other SDN controllers, to be announced.
Contrail Certifications
Two JNSA Contrail certs
Two JNSS Contrail certs
Two configuring and monitoring Contrail certs
Recommended
Partners can choose all or part of the reference framework which provides building blocks around sales, technical, post sales and service creation:
Reference Architecture
Private Cloud
Telco Cloud

10. Evolution of Elite Requirements
Current JPA
JPA 2015
Benefit
Elite Portfolio (NI or AS)
Elite Specialized (ANI, NI, AS, DCF, WLAN)
Elite
Align to Partner Business Models
Specialization Requirements
3 JNSS + 2 JNSA + 2 JNCIX + 2 CEC + 72 sales credits tech credits
2 Ingenious Champions per product specialization; same individual can carry multiple Ingenious Champion designations
Sales Certifications (JNSA) and Continuing Education Credits are not required for compliance
Leverage Champions as a proxy for partner competency
Sales training materials will be available on demand on Learning Academy
Product Specializations
HE Routing, Routing, Switching, Policy & Access, Firewall, Data Center Fabric, Wireless LAN
Routing, Switching and Security
Align to partner business model
Services Specialization
Optional
Either PSS or PPS specialization
NEW requirement for Elite
Revenue Requirement
None today
Administered in Theater

11. Evolution of Elite Benefits
Current JPA
JPA 2015
Benefit
Standard Discounts
Product
SVC
PAR
40%
16%
40% + X%
45%
Increase in Standard Product Discounts
Product Incentive
All Elite portfolio / specialized
Quarterly program
2H 2015
Quarterly with half year catch-up
Bonus for quarterly consistency
Simplified single stretch target
Simplified
Increased predictability
More margin opportunity
Accelerators
Product accelerators (security)
Commercial Accelerator Rebate
Services Incentive
Based on case and RMA diagnosis combined
Decoupled based on case and RMA handling
Opportunity Registration
10% discount for new opportunity
No change
Deal protection
Partner Reward (Spif)
All Elites and Selects are eligible to participate – ORS deals
Rep level margin opportunity
MDF
(Discretionary)
Three month visibility
Six month visibility
Improved visibility and better alignment to partner business plans

12. Value for Elite in New Program
Program Feature
Program Enhancements
Benefits
Elimination of Sales certifications and continuing education credits
Partner focus on selling versus compliance
Simplification of Requirements
In-depth technical solutions skills and part of Juniper SE Family
From Certifications to Competency
Champion program integration
Access to restricted products (HE Routing, SRX, QFabric, etc.)
Access to HE routing, switching and security products
Product Access
Lead with Partner branded services (Support or PS)
Services Competency
Services program integration
6 mos., half year catch up, consistency bonus, simplified targets and commercial accelerator
MDF and Incentive Rebate
Visibility and margin opportunity
Learning Academy, Champions, Services, Marketing, Financial Services
Tools/resources for technical, services and marketing enablement
Best-in-Class Tools/Resources
Optional enablement tracks to build cloud
New Cloud Specialization
Business transformation to cloud

13. Evolution of Select Requirements
Current JPA
JPA 2015
Benefit
Select
No Change
Specialization Requirements
3 JNSS + 2 JNSA + 2 JNCIX + 2 CEC + 36 sales credits + 52 tech credits
2 Innovative Champions per product specialization; same individual can carry multiple Innovative Champion designations
Sales Certifications (JNSA) and Continuing Education Credits are not required for compliance
Leverage Champions as a proxy for Competency
Sales training materials will be available on demand on Learning Academy
Product Specializations
HE Routing, Routing, Switching, Policy and Access, Firewall, Data Center Fabric, Wireless LAN
Routing, Switching and Security
Align to Partner Business Model
Services Specialization
Not required
Not required; Select Partners can optionally obtain a Support Specialization
NEW for 2015 optional support specialization
Revenue Requirement
None today
Administered in Theatre
NEW requirement

14. Evolution of Select Benefits
Current JPA
JPA 2015
Benefit
Standard Discounts
Product
SVC
PAR
35%
16%
None
40%
40% + X%
Increase
No change
New specialization
Product Incentive
2H 2015
NEW eligible to participate in product incentive
NEW margin opportunity
Accelerators
NEW eligible to participate in commercial accelerator
Services Incentive
N/A
Opportunity Registration
10% discount for new opportunity
Deal protection
Partner Reward (Spif)
All Elites and Selects
are eligible to participate – ORS deals
Rep level margin opportunity
MDF
(Discretionary)
In-direct via distributors
Discretionary

15. Value for Select in New Program
Program Feature
Program Enhancements
Benefits
Elimination of Sales Certifications and Continuing Education Credits
Partner focus on selling versus compliance
Simplification of Requirements
In-depth technical solutions skills and part of Juniper SE Family
From Certifications to Competency
Champion Program integration
Access to restricted products (HE Routing, SRX, QFabric, etc.)
Access to high-end routing, switching and security products
Product Access
Additional margin opportunity and build services practice
Services Competency
NEW support specialization for Select
NEW Product Incentive and Commercial Accelerator
Incentive Rebate
Additional margin opportunity
Learning Academy, Champions, Services, Marketing
World-class tools/resources for technical, services and marketing enablement
Best-in-Class Tools/Resources

16. Evolution of Reseller Requirements
Current JPA
JPA 2015
Benefit
Product Specializations
Not available
No change from current
Product Access
Access to generally available products only; cannot resell restricted products
Can resell generally available products
Services Specialization
Does not apply
Revenue Requirement
None

17. Evolution of Reseller Benefits
Current JPA
JPA 2015
Benefit
Standard Discounts
Product
SVC
30%
16%
No change
Product Incentive Rebate
None
Services Incentive
Opportunity Registration
Eligible
Deal protection
Partner Reward (Spif)
Not eligible
MDF

18. Value for Reseller in New Program
Program Feature
Program Enhancements
Benefit
Partner focus on selling versus compliance
Simplification of Requirements
No change
In-depth technical solutions skills and part of Juniper SE Family
From Certifications to Competency
Can enroll in the Champion Program
Access to generally available products only
Access to generally available products
(EX, low-end SRX and low-end MX)
Product Access
Support and professional services specialization not available for resellers
Services Competency
Can resell SVC (Juniper Support)
Incentive Rebate
Not eligible
No change
Learning Academy, Champions, Services, Marketing
World-class tools/resources for technical, services and marketing enablement
Best-in-Class Tools/Resources

19. Financial Benefits Elite    Select    Reseller  
Front-End Discounts
Incentives (Rebate)
MDF
Deal Registration
Spif
Product
Direct Support (SVC)
Partner Support (PAR)
Product
Accelerator
Services
MDF
ORS
Reward
Differentiation
Elite   
Eligible
Eligible
Eligible
Direct
(Eligible for discretionary MDF)
Eligible
Eligible
Select   
Eligible
Eligible No
In-direct (Eligible for discretionary MDF)
Eligible
Eligible
Reseller   No No No No No
Eligible No

20. Non-Financial Benefits
Partner Coverage
Juniper Field Engagement
Joint Business Plan
Product Access
Resources
Differentiation
Elite
Champion Program
Services Program
Learning Academy
Partner Marketing
Juniper Financial Services
Partner Center
PAM
Partner SE
Field Marketing
Account and
vertical based
annual planning
Annual
quarterly review
Restricted products and generally available products
Select
Champion Program
Services Program
Learning Academy
Partner Marketing
Juniper Financial Services
Partner Center
Distribution
Deal based No
Restricted products and generally available products
Reseller
Champion Program
Learning Academy
Partner Marketing
Juniper Financial Services
Partner Center
Generally available products
Distribution No No

21. Support Specialization Requirements
Current JPA
JPA 2015
Benefit
Specialization Requirements
JNCIP-xx and JNCSP-xx
HE Routing (4), NI (6), Adv Security (5), WLAN (4), DC QF (4)
Routing (4), Switching (4), Security (4)
Simple to monitor and manage; more practical requirements
Product Specializations
HE Routing, Routing, Switching, Policy & Access, Firewall, Data Center Fabric, Wireless LAN
Routing, Switching and Security
Align to Partner Business Model
Program integration
Services specialization is optional
PSS or PPS specialization is mandatory for Elite
Differentiation
Revenue Requirement
Minimum PAR and minimum total services
No change
Maintain minimum penetration of services

22. Support Specialization Benefits
Current JPA
JPA 2015
Benefit
Services
Incentive
Based on case and RMA diagnosis combined
Decoupled & based on case and RMA handling
Stacked/modular; better margin opportunity
MDF
(Discretionary)
Three month visibility
Primary focus on training and development for support
Six month visibility
Expanded focus on marketing and partner development
Improved visibility and better alignment to partner business plans

23. Value for Support Specialization
Program Feature
Program Enhancements
Benefit
Partner focus on selling versus compliance
Simplification of Requirements
Streamlined requirements
Access to restricted products (HE Routing, SRX, QFabric, etc.)
Access to high-end routing, switching and security products
Product Access
Aligned to partner annual business planning
MDF
Six months planning
Services Incentive
Refined metrics; stackable pay-outs
Better predictability; improved margin
Continued evolution of support tools
Improved business performance analytics
Tighter collaboration with Juniper to deliver remarkable customer experience
Best-in-Class Tools
More focused support via service partner management function for Elite partners
Field Coverage
Ease of doing business with Juniper

24. Professional Services Specialization Requirements
Current JPA
JPA 2015
Benefit
Specialization Requirements
Elite status
Online assessment
Independent onsite audit of PS practice
Customer reference checks
Online PS assessment
Streamlined audit + customer reference check process
Potential Champions requirement
Faster onboarding
More effective assessment
High touch relationship with Juniper PS
Product Specializations
HE Routing, Routing, Switching, Policy and Access, Firewall, Data Center Fabric, Wireless LAN
Routing, switching and security
Align to partner business model
Program integration
Optional for Elite status
One of 2 mandatory specialization requirements for Elite status
Differentiation
Revenue Requirement
None today
Evidence of an established PS practice

25. Professional Services Specialization Benefits
Current JPA
JPA 2015
Benefit
Technical Enablement
Traditional enablement via collateral, tools
Significant expansion to traditional enablement portfolio with new artifacts, collateral, tools
More high touch enablement via customized workshops, TOI sessions
Enablement aligned to partner business model and PS practice strength
Sales Enablement
PS Marketplace in North America
WW rollout of PS Marketplace;
flexible commercial models in Marketplace
Better awareness of PPS ecosystem; net-new revenue opportunities
MDF
(Discretionary)
Three month visibility
Ability to leverage MDF to drive network assessments
Six month visibility
Continue use of MDF for network assessments backed by Juniper training and methodologies for enhanced assessments
Improved visibility and better alignment to partner business plans
Unlock new business opportunities

26. Value for Professional Services Specialization
Program Feature
Program Enhancements
Benefit
Partner focus on selling versus compliance
Simplification of Requirements
Streamlined requirements
Access to restricted products (HE routing, SRX, QFabric etc.)
Access to HE routing, switching and security products
Product Access
Aligned to partner annual business planning
MDF
6 months planning
Continued evolution of high touch, customized, enablement model
Relevant, practical enablement; emphasis on both sales and technical enablement
Focused Assessment
More focused support via service partner management function for Elite partners
Field Coverage
Ease of doing business with Juniper

27. Partner Professional Services
Requirements
Benefits
Enhancements
Partner Advocacy
Exclusive endorsement
Promotion to Juniper sales teams
Marketplace spotlight
Practice Evolution
TOI sessions w/Juniper PS
Funding support for practice growth
Sales Enablement
Demand gen investments
PS Marketplace access
Custom workshops
Delivery Enablement
IP, collateral, tools
PS Virtual Lab access
OPERATE
BUILD
PLAN
By Invitation
Must have an established PS practice
Must pass formal, independent PS audit + 3 customer reference checks
Services
Lifecycle
Assessment
Deployment
Maintenance
Design
Migration
Optimization
Ongoing
Evidence of PS pipeline
Verifiable Customer Satisfaction process
Juniper PS Practice investments
Targeted certification requirements
Services
Programs
Partner Professional Services
Partner Support Services

28. Services Program – Partner Support Services
Requirements
Benefits
Entry
PAR
OPERATE
BUILD
PLAN
Elite and Select by invitation
Aligned to product specialization – Routing, Switching, and Security
24/7 NOC, case handling, troubleshooting labs
JNCIP and JNCSP Certifications
Manage renewals training
Minimum sales performance
Differentiated up-front discount (performance-based incremental discounts)
Rebates for meeting support SLAs (Elite only–up to 6%, stackable rebates)
Elite and Select Partners eligible for all PAR benefits (direct ATAC access, tools)
PAR orders can be placed via distributors
Services
Lifecycle
Assessment
Deployment
Maintenance
Design
Migration
Optimization
Ongoing
Services
Programs
Partner Professional Services
Partner Support Services
Certification compliance
Minimum sales performance (sales achievement, attach rate, renewal rate)

29. Distributor Program Elite Select Reseller Requirements Benefits
Dedicated resources:
1 Vendor/Product Manager
1 Sales BDM/Sales Master
1 Innovative Champion
On-hand inventory levels
POS compliance
Annual Business Plan
Financial:
Select
MDF eligible
Performance rebates*
Demo/lab equipment discount
Reseller
Non Financial:
Performance Rebates*
Distributor partner account manager coverage
Marketing resources
Partner center
Learning Academy

30. Summary
Enhancements made to Juniper Partner Advantage to better align to the way you want to work with us for ease of doing business
Focused our channel investments on high growth opportunities for revenue acceleration
Rewarding you for growing your business practice with us in the high growth markets for improved profitability

31. Next Steps 1 2 3 4 5 Become a Juniper Partner
Register to be a Juniper Partner at 1
Once registration is approved, you will receive an confirmation with an 8-digit VAR-ID and a 10-digit authorization code 2
Create a user account using your 10-digit authorization code to gain access to the Juniper Partner Center 3
Log in to Partner Center and review 4
Enter the Learning Academy (via Partner Center) to begin your training! 5

32. Juniper Partner Advantage Program (web page)
For more information
Juniper Partner Advantage Program (web page)
reseller/juniper_partner_advantage.jsp