Partner Overview. 1 Copyright 2014 Juniper Networks, Inc.

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OUR GOALS

Differentiate high

performance partners

Deliver more compelling

value to Partners

WHY PARTNER ADVANTAGE? WHY NOW?

Response to Mega Trends

Support for our Corporate Strategy

Driving New Network

Platform Architectures

The Need to Build a New Network

SERVICE PROVIDERS ENTERPRISE

ONE JUNOS HIGH QUALITY SECURE

Power Of

Simplicity

Open +

Programmable

Efficient +

Agile

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THE PARTNER ADVANTAGE STRATEGY

Focus

Drive Capability,

Capacity & Coverage

Reward For Value



Juniper resources

focused on key

partnerships



Investment rationale

established for key

partnerships



Deeper Partner

account engagement



Capabilities drive

technical,

engagement AND

industries expertise



Capacity drives sales

and market coverage



Recognize partner

value and reward

accordingly



Provide benefits and

incentives tied to

performance and

achievement

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JUNIPER PARTNER ADVANTAGE VALUE DELIVERY



Marketing Concierge



InnoVAR



Baseline discount



Market Development

Funds (MDF)



Product

Promotions Catalog



Opportunity

Registration



Performance

Incentives



Learning Academy



Continuing

Education Program



Champions Program

JUNIPER PARTNER ADVANTAGE LEVELS

ELITE

SELECT

RESELLER

1

2

3

8

BUILDING CAPABILITIES & COMMUNITIES

Enhanced learning without the expense or

down-time of classroom training

 Domain-based sales and technical accreditations

 Hands-on technical education through virtual labs

 Just-in-time training in the weekly webinar forums

 Earn rewards by completing your education plan

 Training counts toward partner achievement levels

Learning Academy

Champion Program

The Juniper Champion Program is:

 A multi-tiered offering that enables the Juniper

Partner technical community to develop expertise

in Juniper products, technologies and domains

 Provides unique access to Juniper resources,

and consists of a prescriptive curriculum of product

and domain courses and technical certifications

 Contains three consecutive levels including –

Aspiring, Innovative, and Ingenious – with increased

expertise and skill developed with each level

 Offered to Partner SEs to be considered part of an

extended family of Juniper SEs

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JUNIPER 1ON1 MOBILE APP

MOBILE PARTNER ENABLEMENT

Delivers Juniper’s portfolio,

architectures and serves

as a reference guide to the

company all at your fingertips.



Portfolio-wide customer

endorsement data



Real-time content push –

never obsolete



Promotes customer and partner

interaction with Juniper thought

leadership through videos,

social media



Offline use mode for users in the

field or remote locations



Available for

iPad

and

Android

tablets ‒ Free

MARKETING SUPPORT



Leverage Juniper Networks‟ market presence

 Create customized campaigns & events

 Develop compelling marketing collateral

 Integrate impactful social media

Marketing Concierge

InnoVAR

Monthly 1 hour Webcasts via Ustream

Past Topics

 Communicate Your Brand Advantage

 Which Social Networks Matter

 Connecting with Customers via Mobile Media

 Social Business

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REWARDS PARTNER VALUE

Front-end Reward

Back-end Reward

Performance

Incentives



Reward for sales

target achievement

and accelerated

business growth



Up to 6% for Elite

Portfolio



Up to 3% for Elite

Specialized

Suggested Program

Discount



40% Elite



35% Select



30% Reseller

Product Promotions

Catalog



39% to 59% discount

on 326 of Juniper‟s

most sold SKUs



Discounts vary by

SKU and Partner

level in Program



Provides focus with

upfront promotional

discounts via

distribution

Opportunity

Registration



10% discount to

encourage Partners

to register net-new

business generation



Stack with Product

Promotions Catalog

REWARDING PERFORMANCE

Elite-Specialized

Select

Reseller

Incentive Rebate

up to 3%

ORS Discount 10%

Suggested

Base Discount 40%

ORS Discount 10%

Suggested

Base Discount 30%

Suggested

Base Discount 35%

ORS Discount 10%

Account Mapping

PAM Coverage

Discretionary MDF

Access to Restricted

Products

Access to

Generally Available

Products

Indirect MDF

Access to Restricted

Products

Elite-Portfolio

Suggested

Base Discount 40%

Account Mapping

PAM Coverage

MDF

Access to Restricted

Products

Incentive Rebate

up to 6%

ORS Discount 10%

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Program Structure &

Requirements

Restricted versus

Non-Restricted

Category



Criteria



Price List Mapping

to Restricted/

Non-Restricted

Product

Access



Access to Restricted

Products requires

Authorization



Access to

Non-Restricted Products or

Generally Available

(GA) via Distributors

Mapping to JPA

Specialization



Grouping of Product

Authorization

‒

Select

Specialization

‒

Elite Specialization

METHODOLOGY FOR PRODUCT ACCESS

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RESTRICTED VERSUS NON-RESTRICTED PRODUCTS

Criteria

Restricted

Non-Restricted

Product Life Cycle Stage

Product

at “Introduction /

Growth Stage” of Lifecycle

Product at “Maturity Stage”

of Lifecycle

Ease of Deployment

Product is complex and

requires formal training and

certification

Product is fairly easy to deploy

with minimal training

Customer Environment

Product deployed in

complex/business critical

customer environment

Product deployed in less

complex customer environment

Competitive Landscape

Competition does require

mandatory certification

Competition does not require

mandatory formal training

Note:



Restricted Products require product authorization achievement for product access and are limited to Elite or

Select Partners with appropriate authorization.



Non-Restricted Products require no product authorization and are deemed “Generally Available”. Such products

are available for all partner levels.

RESTRICTED PRODUCT CATEGORY

Routing

Switching

Security

Software

Core

T4000, T1600, T640

PTX 3000,

PTX5000

Access

BX7000

CTP150, CTP2008,

CPT2056

TCA

Edge

E120, E320, ERX310,

ERX705, ERX710,

ERX1410, ERX1440

JCS1200, M71i, M10i, M120,

M320, MX240, MX480,

MX960,

MX2010,

MX2020

Content & Media Delivery

VXA1002, VXA2000,

VXA2002, VXA2010

QFabric System

QFX3000-M, QFX3000-G

SRX Series for Data Center

SRX1400, SRX3400,

SRX3600, SRX5600,

SRX5800

ISG Series

ISG1000, ISG2000

IDP Series

IDP 75, IDP250, IDP 800, IDP

8200

NS Series

NS 5200, NS5400

IC Series

IC4500, IC6500

C-Series

C3000, C5000

Software

Mobile Security Suite

Webapp Secure

DDoS Secure

Spotlight Secure

FireFly Perimeter

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NON-RESTRICTED PRODUCT CATEGORY*

Routing

Switching

Security

Software

Access

ACX1000, ACX1100,

ACX2000, ACX2100

ACX4000

LN1000, LN2600

Edge

MX5, MX10, MX40, MX80,

MX104

Wireless

WLA, WLC, WLM

EX Series (Fixed)

EX2200, EX3200,EX3300,

EX4200, EX4300, EX4500,

EX4550

EX Series (Modular)

EX6200

EX8200

EX9200

QFabric (ToR Switch)

QFX3500

QFX3600

QFX5100

SRX Series for Branch

SRX100, SRX110, SRX210,

SRX220, SRX240, SRX550,

SRX650

MAG Series

MAG2600, MAG4610,

MAG4611, MAG6610,

MAG6611

SSG Series

SSG5, SSG20, SSG140,

SSG320M, SSG350M,

SSG520M, SSG550M

STRM Series

STRM 500, STRM 2500,

STRM 5000

SBR Series

Network Management

Security Design,

Junos Sphere

* Non-Restricted Products are

“Generally Available” and do not

PRODUCT SPECIALIZATIONS AND AUTHORIZATIONS

Elite Portfolio (NI & AS)*

Elite

5

specializations

available

Network Infrastructure

(NI)

Advanced Security

(AS)

Data Center

Fabric

WLAN

Advanced Network

Infrastructure

(ANI)

Select

7 product

authorizations

available

High-end

Routing

(HE Rtg)

Switching

(SW)

Routing

(Rtg)

Policy

Access &

Control

(PA&C)

Firewall

(FWV/IDP)

Data Center

Fabric

WLAN

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STRUCTURE OF SELECT LEVEL

Select Product Authorizations

High-End

Routing

(HE Rtg)

Switching

(SW)

Routing

(Rtg)

Policy Access

& Control

(PA&C)

Firewall

(FWV/IDP)

Data Center

Fabric

WLAN

There are seven product authorizations available for the Select Level



High-End Routing, Switching, Routing, Policy Access & Control, Firewall & IDP,

Data Center Fabric and WLAN

Partners will be invited to apply for product access for each Product Authorization



Each Authorization has a unique set of requirements, which are available in

the Learning Academy, on the My Curriculum tab



Each Authorization can be obtained separately from one another



Applications are stand-alone for each Product Authorization

STRUCTURE OF ELITE LEVEL

There are two categories of Elite Partners

1.

Elite Portfolio Partners



Consists of Routing

(or High-end Routing)

, Switching, FWV/IDP and PA&C



Optional to carry ANI, Data Center Fabric and WLAN

2.

Specialized Partners (5 Specializations available)



ANI, Network Infrastructure, Advanced Security, Data Center Fabric and WLAN

o

ANI consists of both HE Rtg & SW

o

NI consists of Rtg & SW

Qualified partners must be invited to participate at the Elite level



No automatic qualification to Elite Specialized or Portfolio

Elite

Portfolio

(NI & AS)

(Rtg or HE Rtg), SW, FWV/IDP, PA&C

Specialized

Advanced

Network

Infrastructure

(ANI)

HE Rtg & SW

Network Infrastructure

(NI)

Routing & SW

Advanced Security

(AS)

FWV/IDP & PA&C

Data

Center

Fabric

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PRODUCT AUTHORIZATION DICTATES

PRODUCT ACCESS

Product

Authorization

High-End Routing

(HE Rtg)

Switching

(SW)

Routing

(Rtg)

Policy

Access

& Control

(PA&C)

Firewall

(FWV/IDP)

Data Center

Fabric

WLAN

Restricted

Elite and Select

Partners only

T4000, T1600, T640

BX7000

CTP150, CTP2008,

CTP2056,

E120, E320,

ERX310, ERX705,

ERX710, ERX1410,

ERX1440,

JCS1200,

M7i, M10I, M120, M320,

MX240, MX480,

MX960, MX2020

PTX5000,

VXA1002, VXA2000,

VXA2002, VA2010

QFabric System

QFX3000-M,

QFX3000-G

M7i

M10i

M120

M320

MX240

MX480

MX960

Mobile

Security Suite

SRX1400 SRX3400

SRX3600

SRX5400

SRX5600 SRX5800

ISG1000

ISG2000

Webapp Secure

DDoS Secure

Spotlight Secure

FireFly Perimeter

F

irefly Host

QFX3000-M

QFX3000-G

Non-restricted

(Generally

Available)

All Partner Levels

have access

ACX1000 ACX1100

ACX2000 ACX2100

ACX4000

LN1000 , LN2600

EX2200,

EX3200,EX3300

EX4200, EX4300,

EX4500 , EX4550,

EX6200,EX8200

EX9200

MX5

MX10

MX40

MX80

MX104

MAG2600

MAG4610

MAG6610

MAG6611

SRX100 SRX110

SRX210 SRX220

SRX240 SRX550

SRX650

QFX3500

QFX3600

QFX5100

WLA

WLC

WLM

Exam Requirement # of People Required High End Routing (HE Rtg) Switching (SW) Routing (Rtg)

Policy & Access (PA&C)

Firewall

(FWV/IDP ) Data Center Fabric WLAN

JNSS 3 JNSS-MT JNSS-EX JNSS-MMX JNSS-PAC JNSS-FWV _{JNSS-IDP, (any 2)} JNSS-QFabric JNSS-WLAN

JNSA 2 JNSA-MT JNSA-EX JNSA-MMX JNSA-PAC JNSA-FWV _{JNSA-IDP, (any 2)} JNSA-QFabric JNSA-WLAN

Technical Certifications 2 JNCIx-SP or JNCIx -E JNCIx-ENT JNCIx-ENT or JNCIx-SP JNCIx-AC or JNCIx-SA or JNCIx-SSL JNCIx-SEC JNCIx-FWV JNCIA-IDP, (any 2) JNCIx-QF* JNCIx-WLAN Continuing Education Courses 2 Consolidating Service Provider Points of Presence IPv6 in the Enterprise using EX Series Switches Unlocking Video over Internet with MX Series Routers

The Business Case for Building an Extranet Portal Powering Unified Communications with Branch SRX Series Services Gateways Migrating to QFabric Data Center Architecture- Data Center Infrastructure Solutions Coverage of Capacity – Making the Best Use of 802.11n

Best Practices for Video Transit on an MPLS Backbone

Network

Simplification with Juniper Networks for Virtual Chassis Technology

Generating New Rev Streams & Increasing NTWK Security Security Best Practices for Mobility in Education

The Evolving Threat Landscape

QFabric Architecture Security Best Practices for the Mobile Enterprise Design Considerations for Next-Gen NTWK Addressing Solutions (CGN and IPv6 Transitions

Latency: Not all numbers are measured the same

Tools and Strategies for Coping with IPV4 Address Depletion Security in the Next-Generation Data Center Building a Universal Enterprise WAN Understanding Big Data and QFabric System--QFabric System Enables a High-performance, Scalable Big Data Infrastructure with Simplicity Wireless LAN Reliability in the Unwired Enterprise Legend

• All certs are valid 2 yrs from date achieved • Only one competitive

certification is allowed per applicable product authorization • JNSx-UAC, JNSx-SSL are retired • JNCIx-SSL is retired and replaced with JNCIx-SA * JNCIx-QF: Although not required, CMQS and TQS training is highly recommended to pass the exam

PARTNER ADVANTAGE PRODUCT AUTHORIZATION

REQUIREMENTS

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EQUIVALENT AND COMPETITIVE CERTIFICATIONS

CAN BE APPLIED

Exam

Requirement

High End

Routing

(HE Rtg)

Switching

(SW)

Routing

(Rtg)

Policy & Access

(PA&C)

Firewall

(FWV/IDP)

Data

Center

Fabric

WLAN

Technical

Certifications

JNCIx-SP JNCIx-ENT JNCIx-ENT JNCIx-SP JNCIx-AC or JNCIx-SA or JNCIx-SSL JNCIx-SEC JNCIx-FWV JNCIx-IDP JNCIx-QFX JNCIx-WLAN

Competitive

Certifications

CSCO AR & LAN Spec

CCIE-routing CCIP CCNP CCNP Security Extreme ENA ENS Foundry FNCNE FNCNP Brocade BCNE BCNP Nortel NCDE 920-465 NCDS 920-220 Cisco

CSCO AR & LAN Spec CCIE-routing CCIP CCNP CCNP Security Nortel NCSS 920-260 Brocade BCNE BCNP

Not Applicable Cisco

CCIE Security CCSP CCNP Security IPS Specialist ASA Specialist Not Applicable Cisco CCNP Wireless Aruba ACMP

2014 ANNUAL JPA COMPLIANCE PROGRAM



CEP program period will operate on an April 1 – March 31 basis annually



Important! On April 1

_{, your 2013 credits will be reset to zero. Any credits earned between January 1}

_{, 2014 and}

March 31, 2014 will apply towards your 2014 credit requirements.



Credits earned by individuals roll-up to count toward „company‟ requirements



Credits are obtained within the Learning Academy – you choose areas of interest



Compliance Program operates similar to frequent flyer program – credits accrue towards lifetime learning balance



CEP credits will reset to zero at start of new period, but individual status remains intact



Individual status earned in previous period is applied to the current period



Example: Earn Sales Master status in 2013 period and be given Sales „Master‟ status in 2014. To keep status in

2015, complete 36 new CEP credits to maintain Sales „Master‟ status. The same concept applies to Advisor and

Generalist levels.



New CEP credits accrue during the new period and are counted towards new status.



Example: Enter 2014 as a Sales „Learner‟ and earn 36 sales credit to earn Sales „Master‟ in 2014 and 2015

program period.

Questions? Contact your Juniper Partner Account Manager

Between April 1

st

_{, 2014 and March 31, 2015, Select and Elite Partners need to achieve:}

Select

Elite



36 Sales Credits



52 Technical Credits



72 Sales Credits

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FAST TRACK COURSES ARE AVAILABLE

TO ASSIST PARTNERS

Tools

Resources

Online

Study Guides

Assessment

Tests

For Partners who need to re-certify on Routing, Switching

and Security products, Fast Track courses are available

(JNCIS-ENT, JNCIS-SEC and JNCIS-SP )

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PARTNER ADVANTAGE FOR SERVICES

Market

View

Juniper

Services

Offerings

Professional

Services

Advanced

Services

Maintenance

Services

Partner Professional

Services Specialization

Partner Support Services

Specialization

New Services Specialization

Opportunity

Evolution of current “Operate” Specialization

Plan

Build

Operate

Juniper

View

Partner

Services

Specialization

(Consistent with

JPA framework)

Enables partners to offer a broader set of

reactive and proactive support services and

excel in the delivery of these services in the

Operate phase of the infrastructure lifecycle.

Built around the partner‟s existing service

capabilities to lead a customer engagement

with services and fully deliver services in

the Plan and Build phases of the

infrastructure lifecycle.

PARTNER ADVANTAGE SERVICES OVERVIEW

We have consolidated the current three Services Partner

Programs (Operate, Design, and Implement) into Partner

Advantage as two Services specializations:

Partner Support

Services

Specialization

Partner Professional

Services

Specialization

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PARTNER SUPPORT SERVICES SPECIALIZATION

Enablement

Metrics

Eligibility

Rewards

Partner Support Services Specialization

The Support Services Specialization are based on these building

blocks:

PROFESSIONAL SERVICES SPECIALIZATION

Partner Selection

&

Verification

Partner

segmentation

Partner

advocacy

Professional Services Specialization

Partner

Enablement

The Professional Services Specialization are based on these

building blocks:

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SPI

SPI SPECIALIZATION

Spi specialization

Extend our reach with Partners

SPI Overview



SPI is a program specialization

within the Juniper Partner Advantage

framework



Tailor-made for Service Providers

Partners with focused content,

programs, tools and resources



Qualified partners will have an

established practice selling into

service providers



ANI Product Authorization



Strong SP domain presence



Program admission: by invitation

only

Partner Benefits



Dedicated MDF



Dedicated Partner Support



SP Specific Training and

Enablement



Webinars for NPI



Pitstops



Workshops



Champion Summit



Tech Tuesday and Sales

Thursdays



SP Programs and Incentives

34

Cloud

PARTNER ADVANTAGE FOR CLOUD

Cloud Services

Partner

Cloud Infrastructure

Partner

Communities

of Interest

Juniper Financial

Services

Partner Cloud

Innovation Fund