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Juniper Partner

Advantage Guide 2020


Partner with Juniper. Get the Advantage.

Get started
Welcome Value of Tiers/Benefits Training Specializations Partner Partner Partner Ease of Learn
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Welcome to the
Juniper Partner Advantage
(JPA) Guide 2020
By partnering with Juniper Networks through JPA, channel partners, distributors, service providers,
and systems integrators can accelerate business growth, boost revenue and jointly tap into new
business opportunities.

As we enter a new decade, new innovations and challenges are ahead for all of us. That’s why
in 2020, JPA will focus on boosting partner growth and delivering simplicity, including new
specializations, rebates on growth technologies, and offerings that cut the complexity from
embracing the future.

This guide introduces the features and benefits of the JPA program to current and prospective
partners alike. You’ll discover all the key elements of the program, how you can benefit from
becoming a partner, the requirements to qualify, and where to go to get more detailed information.

Your opportunity for growing with simplicity starts here.


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Value of Partnering
Why participate in JPA?
The Juniper Partner Advantage program gives businesses like yours the best possible
foundation for success, through access to Juniper’s complete set of enterprise
software, hardware, and service solutions. And like everything else we do at Juniper
Networks, simplicity is the primary focus.

The JPA program is reviewed annually to keep it closely aligned to company strategy
and market conditions, so it is always relevant to the challenges and opportunities
ahead. Our specializations, incentives, tools, and enablement assets combine with
clear and consistent rules for participation, and similarly well-defined branding and
valued rewards.

Partnering with Juniper Networks means you can benefit from a clear and consistent
go-to-market approach, with differentiated value across enterprise multicloud,
AI-driven enterprise, connected security, managed services and more.
Ultimately, we develop partnerships that carry:

● Influence across a mix of one-time projects, recurring revenue streams and


subscription models
● Integration across solutions, professional services, and managed services
● Hunger to retain a strong run rate of existing customers and hunt for new ones
in new areas
● Balance of opportunities between Juniper and partnership, with leadership in
the field from both parties
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Tiers/Benefits Required Benefit Reseller Select Elite

Juniper Partner Logo usage   


The three tiers of JPA program Juniper Rewards   

We have developed a simple three-tier system for JPA - Product discounts   


Reseller, Select and Elite - so that our partners can grow
Access to non-standard pricing   
their business and investment with Juniper over time.
Deal registration   
The different levels are:
Partner Marketing Central (PMC)   

Discounted demonstration equipment   

Access to Juniper Partner Center   

Requirement Reseller Select Elite Partner sales and technical training Disti  

Signed Juniper Terms and Conditions    Product promotion   

Juniper Partner Locator   


Invitation Only  
Rebate program based on eligibility  
Minimum sales achievement
 
(based on tier and country tier) Market Development Funds  

Minimum percentage of services sales


 
Juniper Services Partner eligibility * 
(or services partner status) Juniper Partner Summits and Councils

invitations
Sales accreditation  (1)  (1) Access to Juniper Worldwide Briefing

Centers
Technical accreditation  (1)  (2) Field marketing resources 

Access to Juniper Partner Account


Commitment to specializations  (1)  (2) 
Managers

*With Juniper Partner Account Manager nomination


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Key JPA 2020 Benefits Include:

Deal Registration: The JPA Deal Registration program rewards qualified Juniper
5-Step Deal Registration Process partners for identifying, developing, and selling eligible products and services to new
for Partners and Distributors customers. Juniper partners who register deals and are approved for deal registration
1. Submit your lead into Deal
are provided deal preferences and price advantages via nonstandard price discounts.
Registration Tool
Quarterly Performance Incentives (Rebate): The JPA Performance Incentives program
2. Partner and Distributor are notified rewards eligible Elite and Select partners with a quarterly incentive rebate if they
of approval
meet or exceed predetermined sales targets. Select and Elite partners are eligible
3. Partner or Distributor submits a Bill for Juniper’s Enterprise Channel Managed and Specialization quarterly performance
of Materials (BOM) incentives (with some exceptions), if they are compliant with JPA requirements.
4. Juniper sends approved price quote
(Quote must be raised under Deal Market Development Funds: Market Development Funds (MDF) program is designed
Registration in order for partner to foster joint Juniper and partner go-to-market activities, enabling demand generation
to claim rewards) for Juniper solutions and services by utilizing discretionary funding allocations for
5. Deal Won or Lost (for details on marketing and development activities and initiatives.
rewards visit the Rewards Page
on Partner Center) Juniper Rewards: Partner Rewards program aims to benefit partners’ sales
representatives by rewarding them for driving targeted sales focused activities
(including Deal Registration). The objective of the program is to grow our partner-led
business by incentivizing partner sales teams to close new opportunities where the
Start now partner is the deal originator and driver.

Visit Partner Center to learn more about each of these JPA Benefits
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Training Requirements
Education and Learning Academy
Technology doesn’t stand still, so your team shouldn’t, either. That’s why we have
updated our own internal training to help today’s sellers address the needs of the
modern enterprise customer. We have put this new approach to training in bite-size,
easy-to-consume modules that not only suit our own needs, but also maximize flexibility
for our partners.

The Juniper Networks Learning Academy is our one-stop e-learning platform. Delivering
valuable sales and technical curricula across webcasts, videos, virtual labs and online
testing, it is available to all JPA partners and keeps JPA in core focus throughout.

In the 2020 program you will find a range of training tools to support your education and
meet your programmatic compliance:

Sales training
• Introductory Solution Training - for new and existing sales representatives and
systems engineers looking to sharpen up on networking basics.

• Sales Professional Accreditation - empowers partner sales representatives to


strengthen their differentiation understanding, exposing partners to various sales
strategies, including points in-network, Juniper by solution, by vertical market,
and in partnership with key alliance partners.
• Virtual and Live Dedicated Partner Training - for Elite partners to leverage
the Juniper Sales Enablement Team for delivery of customized live or
virtual training to better sell the complete portfolio of Juniper products.
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Training and Learning Requirements


Technical baseline
Designed to support partner Sales Engineers and Solution Architects with a base
foundation of skills across the Juniper portfolio of solutions.

This accreditation includes Juniper associate level certifications for Design and
Junos. Along with essential training on building configurations, how to demo,
Juniper RFP tool, and how to use other key Juniper systems.

Specialization-centric training
Designed to provide the flexibility to build Juniper expertise in practice areas
which make sense for a partners’ business, Juniper offers training and focused
certifications to support the complexity you need to support your customers.

Designed to map to Juniper’s Specializations, partners can take advantage of Tech


Packs of training curriculum along with Specialist level certifications to build their
pre and post sales skills and support today’s enterprise customer demands.

Start your training - visit Learning Academy


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Partner Technical Community:


develop your champions.
Champion Program
The Champion Program enables Juniper’s partner technical community to develop
expertise in Juniper products, software and technologies. It is designed to effectively
position Juniper solutions in enterprise data center, routing, AI Access, and cloud
software, with unique access to Juniper resources.

The program consists of a prescriptive curriculum of content covering sales, pre-sales,


technical and design certifications, with courses on the use of Juniper System Engineering
(SE) tools. Specializations can be selected with a single or multi-disciplined focus for the
enterprise or service provider.

For 2020, the Champion Program is a freestanding program available to partners in all
three JPA tiers, with content made available in smaller, more consumable vignettes.

Learn more about the Champion Program


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Specializations
Specializations: focus and excel
Juniper Networks specializations are designed to ensure that JPA matches your business needs, thereby recognizing and
rewarding your unique skill sets and go-to-market models. The specializations cover several key areas of technology,
as well as services for strengthening customer relationships and improving margins (see next section for details).

For 2020, the requirements to adopt specializations continues to be an essential element to the program.
This year’s specialization are:

• Enterprise Datacenter: To support partners specializing in providing Data Center solutions to Enterprise and
Service Provider customers. It is designed to support the development of DC stacks and provide SDN, service chaining
and Dev Ops capabilities in the form of focused rebates on Junipers leading QFX portfolio & DC software.
• Routing: To support partners specializing in providing Routing solutions to Enterprise and Service Provider customers.
These partners are highly experienced and capable of building solutions providing core to edge routing, data center
interconnect and traffic management of carrier class, highly robust and highly available transport networks for critical
business services.
• Security: To support partners who provide dedicated or integrated security that includes Juniper Connected Security
solutions for enterprise and service provider customers. It provides rich support in the form of focused rebates on
Juniper’s security portfolio.

• AI Access (Mist): partners wishing to specialize in delivery of campus, branch and cloud-controlled enterprise solutions.
Focused solely on Mist solutions, partners can emphasize ultra-responsive AI driven traffic control, error mitigation and
performance enhancement while enabling secure and robust application delivery from edge to edge.

• Cloud Software: for partners specializing in public, private or hybrid cloud deployments, with a discount and rebate
structure that allows partners to grow profitability across various deployment models.
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Partner Services
Partner services: support and strengthen
Partnering with Juniper to add services to your portfolio is a great way for you to strengthen
customer relationships, deliver more complete solutions, lower operational costs and improve
recurring revenue and business margins.

The service offerings cover three key steps within the network lifecycle: Plan, where the network
is assessed and designed; Build, where a new or upgraded network and security system is deployed;
and Operate, which focuses on optimizing the network’s performance to keep it running.

These three types of services count as specializations for Select and Elite members needing to
meet the minimum JPA requirements. However, participation in these service options is by
invitation only and requires a separate services agreement.

• Managed Services: enable partners to differentiate with managed services solutions built
on Juniper infrastructure. This Specialization is designed for partners who maintain equipment
title and seek to deliver managed SD-WAN, Security, or Wireless offerings.
• Support Services: available as either Juniper-branded or partner-branded offerings, and
covering the Operate part of the life cycle. Resell or repackage Juniper products including
maintenance support, resident engineering services, focused technical support and more.
• Professional Services: available as either Juniper-branded or partner-branded offerings,
and covering the Plan and Build parts of the life cycle. Resell or repackage Juniper products
including assessments, design services, deployment, onboarding and migration services.
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Partner Selling
Partner selling: get your deals done
Being part of JPA goes beyond support for technology. After all, having the best solution on the market means nothing without
getting it into the hands of your customers. That’s why we offer our partners a wide range of services and resources to help your
sales teams reach new customers and win new business. Some of the essential tools include:

Awareness Sales Technical Sales


News on demand: gain access to Deal registration: get non-standard Juniper Configurator: easy to use tool
Juniper communications and tools price discounts that reward identifying, to assist with defining the proper
that can help you uncover the next developing and closing new business Juniper configuration for your
big opportunity within your enterprise opportunities. customer’s environment.
customer.
Product promotions: special limited- Demos: Access to Juniper Cloud Labs
time pricing catalogue available to JPA allows partners to model networking
Enablement partners via our distribution partners. and security solutions for inclusion in
customer networks, proof of concept
Sales training: introductory solution Quoting: the self-service MyJuniper activities, and customer or self-education.
training, along with virtual and live online dashboard makes renewal
training for dedicated partners, help quoting and online support fast, easy Pathfinder: Access to Juniper Pathfinder
to enable an end-to-end approach and customizable. allows partners to determine the proper
to partner sales enablement. software version for feature sets and
functions on platforms, as well as view
statements of product direction for
future functionality.
Visit Partner Center to get started
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Partner Marketing
Partner Marketing Central: build YOUR marketing momentum with Juniper
Joining JPA means access to a comprehensive suite of marketing tactics and resources within Juniper Partner Marketing Central
platform. Whatever your customer base and preferred marketing methods, we have the support you need to turbocharge your
marketing efforts, generate more leads, create upselling and cross-selling opportunities and generate pipeline.

No longer will you have to hunt for campaigns and marketing content to engage your customers, nurture leads, and drive revenue.

Co-Marketing Platform: Campaign Builder: Get the Scoop: Social Marketing:


Customize your campaigns Nurture prospects and leads Sign up for the Partner Customize and share posts
by inserting Juniper branding with a range of pre-produced Newsletter and get the from Juniper subject matter
partnership logos, digital assets including whitepapers, information you want experts, news articles
banners & positioning into campaign messaging, solution when you want it including from business papers
your own marketing materials briefs, copy blocks, social promotions, new product and magazines and other
and brand events via a single, posts, and infographics ready releases, selling guides and topics of interest with your
easy-to use co-marketing to use in your drip campaigns. much more. network then measure the
platform. effectiveness with in-depth
analytics.

Visit Partner Marketing Central today at https://partners.juniper.net/partnercenter/marketing/index.page


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Ease of Partnering
Cutting the complexity: partnering made easy.
Simplicity is our main focus at Juniper Networks, and we want it to be at the core
of everything you do, too. So for 2020, we’ve introduced several new features and
functions to make it even easier for you to take advantage of the opportunities
available within JPA.

• Incentives Dashboard that shows new and improved insights into your progress
towards rebates or sales targets.

• Market Development Funds (MDF) management with a new project builder


and improved claims process management to help plan, develop and execute
enablement and marketing activities with Juniper.

• New Partner Relationship Management framework with centralized PRM


dashboards and tools to manage your relationship with Juniper.

• Juniper Partner Center to access all your partner-related activities with a partner
chatbot for answers to FAQs, and additional marketing and vertical go-to-market
resources.

• Mist & Juniper onboarding has been simplified for new Mist or Juniper partners
with a new Mist Partner Portal.
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Learn More
Start your journey with Juniper Partner Advantage today
The Juniper Partner Advantage program makes it easier than ever for partners like you to grow
your business with Juniper. Working together, Juniper and JPA partners identify opportunities
to innovate, enhance, grow revenue, customer base and profit and strengthen the strategic
relationships with customers.

Ready to go? Visit the Juniper Partner Homepage today.

Any questions? We’re happy to help. Send us an email today.

Want to connect? Find JPA news on social media.  


About Juniper Networks
Juniper Networks brings simplicity to networking with products, solutions
and services that connect the world. Through engineering innovation,
we remove the constraints and complexities of networking in the cloud
era to solve the toughest challenges our customers and partners face daily.

At Juniper Networks, we believe that the network is a resource for sharing


knowledge and human advancement that changes the world. We are
committed to imagining ground-breaking ways to deliver automated,
scalable and secure networks to move at the speed of business.

Corporate and Sales Headquarters APAC and EMEA Headquarters


Juniper Networks, Inc. Juniper Networks International B.V.
1133 Innovation Way Boeing Avenue 240
Sunnyvale, CA 94089 USA 1119 PZ Schiphol-Rijk
Phone: 888.JUNIPER (888.586.4737) Amsterdam, The Netherlands
or +1.408.745.2000 Phone: +31.0.207.125.700
Fax: +1.408.745.2100 Fax: +31.0.207.125.701
www.juniper.net

Copyright 2020 Juniper Networks, Inc. All rights reserved. Juniper Networks, the Juniper Networks logo, Juniper, and Junos are registered trademarks of Juniper Networks, Inc. in the United States and other
countries. All other trademarks, service marks, registered marks, or registered service marks are the property of their respective owners. Juniper Networks assumes no responsibility for any inaccuracies in this
document. Juniper Networks reserves the right to change, modify, transfer, or otherwise revise this publication without notice.

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