Cloud Solutions and Partnering Strategies for High IQ Networks
Explore how businesses are adapting to the evolving market trends by becoming Cloud Providers, leveraging high IQ networks, and focusing on innovative technology solutions. Discover key insights on partnering strategies, growth opportunities, and proof points for successful collaboration in the cloud industry.
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Simplified Partnering for High IQ Networks & Cloud Solutions Mindware Synergy 2014 Fadi Chami Distribution & Broad Channel Manager Juniper Middle East & Africa
Business pressures facing our customers SERVICE PROVIDERS CONTENT AND CLOUD PROVIDERS ENTERPRISE IT Traditional markets have matured, and revenue growth has stalled Need to continually deliver innovation Shifting IT spend to Cloud Providers Building out global networks Building private clouds to drive IT agility Aspire to become Cloud Providers Demand best-of-breed, fully open, and lean technology Need help to automate, scale and create new services Juniper commercial customers need to build or buy cloud functionality 60% 14% 26% x% = % of JNPR 2013 revenue LOGOS NOT APPROVED FOR EXTERNAL USE
What do they have in common? They are all Cloud Builders (or want to use cloud others have built) LOGOS NOT APPROVED FOR EXTERNAL USE
High Growth Opportunities Cloud Builders High IQ Networks Switching Security Routing Silicon Software Systems
Partner Strategy Dependent Partnering ONE Integrated Juniper + Partner Field Team Extending Our Reach And Lift Through
Partner Framework Deliberately Dependent Enhanced Partnering Next Generation Partnering Profitable Partnering Revenue Acceleration Improved Profitability Ease of Doing Business
Proof Points Enhanced Partnering Next Generation Partnering Profitable Partnering JPA Simplification Best of Breed Solutions (High IQ and Cloud) Not over-distributed Champions and Services Integrated into JPA 4.0 Partner led Services Partner Professional Service leverage MDF Investment Improved MDF and Rebate Programs Product and Services Rebate Joint Co-Creation in Named Accounts Juniper Financing Solutions Best In Class Resources Ebook example Partner engagement in Named / Non-Named Accounts
Enhanced Partnering Proof Points: JPA, Ease of Doing Business Focus Area Today January 2015 Commitment Partner Benefit Specializations 7 specializations 3 specializations Simplification & focus Program Alignment Separate JPA, Services & Champions programs Integrated programs Single program framework Certifications Yearly recertification's through CE credits Streamlined recertification requirements More time w/ customers
PARTNER ADVANTAGE PROGRAM SEGMENTATION Domains Elite - Portfolio Elite Elite ANI Elite Network Infrastructure Elite Advanced Security Elite WLAN Firewall Policy Access & Control WAN High End Routing Routing Switching (Firewall/IPSec VPN & Intrusion Detection Prevention) WLAN Acceleration (optional) (Unified Access Control SSL VPN) Select E Series T Series M Series MX Series Media Flow VXA Series WX Series WXC Series WX CMS Junos Pulse M Series M7i M10i M120 MX 960, 480, 240 Q Fabric Unified Access Control Junos Pulse MAG4X, MAG6X Secure Access Firewall & IPSec VPN SRX Series IDP Series WLC WLA WLM Generally available products SSG Series SA2500 EX2200, EX3200, EX4200, EX4500, EX6200, EX8200, QFX3500, J Series STRM Series Security Threat Response Managers MAG 2610 Mykonos Network & Security Manager (NSM) SBR Enterprise Series Steel-Belted Radius Servers SRX Series for the Branch (100, 210, 240, 650) AX411 WLAN AP Junos Space MX80, 40, MX10, MX5 vGW Reseller
Partner Framework Distribution Value Add Classic Distribution Deliverables Added Value Offering Advanced Offering Logistics, Operations and Finance Demo Pool Proof of Concepts Lead Generation Focus Partner Approach: MDF, Rebate, Funded Heads and Marketing
