YOUR HOSTS. Martin Hester // Head of Channels & Alliances Sarah Ralston-Good // Director, Channel & Alliances Marketing

Transcription

1 YOUR HOSTS Martin Hester // Head of Channels & Alliances Sarah Ralston-Good // Director, Channel & Alliances Marketing

2 OBJECTIVES

3 ACCELERATE

4 FUN

5 MUSIC

6 POLL

7 Vote using the Polling Navigate to this meeting s agenda item Select Join Poll to enter the meeting (refresh if button doesn t appear ) You will receive a poll once it has been broadcast. Please note, if you leave this page you will need to re-join.

8 PRIZES

9 Engage on Social Media & WIN a

10 Ask the Experts JUNIPER SERVICES CUSTOMER REFERENCE PROGRAM

11 Helping Channel Partners with the Tools to Succeed 10 Welcome & Objectives Martin Hester & Sarah Ralston-Good 20 Juniper Partner Advantage James Worrall 15 Opportunity Acceleration Program Offer Leila Schwarz 20 Partners First - Building Success Louise Hunter & Christian Obando 15 Services Opportunity & Tools Joe Robertson 15 Partner Advantage Operations Nicky Williamson & Mario Georgiou 30 BREAK

12 Helping Channel Partners with the Tools to Succeed 30 AFTER THE BREAK 05 Welcome back & What s next Martin & SRG 15 JMC - Top Tips Louise Hunter & Ramzi Gharbi 15 Winning with Partner s Services Joe Robertson & Axians Margy Millar 15 Music Quiz, Prizes & Wrap Up Martin & SRG

13 Juniper Partner Advantage James Worrall // Snr Director EMEA Channel Engagement

14 So Who Do We Have In The Room?

15 Demand Generation Funds Leads & Marketing Support Account Mapping Rewards Dependent Partnering Demo Kit Funds Advisory Councils PAM & SE support Quarterly Rebates Training

16 Juniper Partner Advantage (JPA) Performance Incentives

17 Juniper Partner Advantage Performance Incentive Eligible Partners Approved Elite and Select level members of Juniper Partner Advantage Description Rebate paid as % of Net Sales ($SA) of hardware & software products (Services not included) if Targets are met or exceeded. Products must ship within 90 days after quarter close. Defined minimum threshold must be met. Incentive includes caps. Structure Program Period Quarterly Targets Half-Yearly Targets Base Stretch Base Stretch Bonus Elite 2% 5% 2% 5%.5% Select 1% 2.5% 1% 2.5%.25% Quarterly, Half-yearly targets

18 Juniper Partner Advantage Commercial Accelerator Eligible Partners Approved Elite and Select level members of Juniper Partner Advantage Description Rebate paid on Net Sales ($SA) of hardware & software products (Services not included) sold to defined Commercial End User accounts if Targets are met or exceeded. Products must ship within 90 days after quarter close. Incremental to Juniper Partner Advantage Performance Incentive. Incentive includes caps. Structure Program Period 2H15 Quarterly Targets Base Stretch Elite 1.5% 2.5% Select 1.5% 2.5% Quarterly. Incentive effective July 1, 2015.

19 Support Services Specialist Incentive Eligible Partners Approved members of the Support Services Specialist program Description Rebates are paid based on a % of PAR Services sales achievement ($SA). Percentages are determined based on performance of handling cases and RMAs. The two metrics are Services Effectiveness Rate (SER) and RMA Handling (RMA). Structure Program Period SER % RMA % 50% 1% 25% 1% 40% 2% 20% 2% 30% 3% 10% 3% Quarterly SER % + RMA % = Rebate % For example, SER of 50% and RMA of 10% = 4% (1% + 3% = 4%)

20 THANK YOU

21 Opportunity Acceleration Program Leila Schwarz // EMEA Channel Marketing Manager

22 Opportunity Acceleration Program Solving a critical Marketing Challenge Secures more meetings than with other tactics Start securing meetings in a week

23 5 Steps To Secure Appointments 1 Prospects ed 2 Prospect Identifies Top Priorities & Challenges 3 Thank You s to Prospects Alert s To Stakeholders

24 5 Steps To Secure Appointments 4 Inside Sales/TM Secure Sales Meetings At Fastest Rate Ever 5 Sales Reps Meet Prospects And Deliver Account-Specific Analysis & Benchmarking

25 Are IT Priorities Solving Key Challenges? Your organization's top business priority is reducing operating costs. Which is likewise true for 10% of your peers Speeding Up Delivery of New Services Lack Detailed Road Map Global 34% 28% Local 37% 42% Healthcare 11% 24% You are to be commended because your top IT and data center priorities are increasing automation in order to reduce the level of manual tasks which is directly aligned with your business priority. But you mentioned a critical challenge that is keeping your organization from achieving its top goals a lack of a roadmap or strategy. This is likewise a challenge for 12% of your peers.

26 Program Results US Region Meetings # of Opps Pipeline # of Closed Revenue Programs Amount Invested USA $51,709,215 $7,725, $273,800 EMEA Region Meetings # of Opps Pipeline Closed Revenue # of Programs Amount Invested UK $5,724,883 $2,633,039 1 $15,000 South Africa 18 3 $1,328,426 $684,534 1 $15,000 Spain 47 7 $2,145,529 $943,201 1 $15,000 France $3,187,507 $1,491,327 1 $15,000 Netherlands 20 7 $1,177,621 $713,403 1 $15, $ 13,563,966 $6,465,504 5 $75,000

27 THANK YOU

28 Partners First Building Success with Juniper Louise Hunter // Snr. Marketing Manager Christian Obando // Director Inside Sales EMEA

29 It s getting complex

30 today s buyers might be anywhere from two-thirds to 90% of the way through their journey before they reach out to a vendor. Lori Wizdo Principal Analyst, Forrester Research Source link

31 7 step campaign process with CAD 1 Agree Objectives 2 Choose a JMC campaign 3 Choose a Bundle 4 Database Selection 5 Agree Automation 6 Organize CAD 7 Review

32 STEP 1: Agree objectives Identify campaign objective Agree on Pipeline targets

33 STEP 2: Chose from 20+ JMC campaigns NEW CAMPAIGN NEW CAMPAIGN NEW CAMPAIGN NEW CAMPAIGN GO WITH VIRTUAL MX MID MARKET SIMPLER SAFER JUNIPER SOFTWARE-DEFINED SECURE NETWORKS BETTER TOGETHER: VMWARE & JUNIPER GREAT RESULTS COMING SOON CLOSE BUSINESS COMING SOON DATA CENTER INSTANT EVOLUTION SKY ADVANCED THREAT PROTECTION JUNIPER FINANCIAL SERVICES CLOUD ENABLED NETWORK

34 STEP 3: Choose a bundle What does it provide Position a Bundle Utilize a Promotion

35 STEP 4: Database selection

36 STEP 5: Agree automation

37 STEP 6: Organize a CAD Call Blitz Webinar Customer Round Table Workshop And more Example Leader Board

38 STEP 7: Review Review results Agree on next campaign Agree on action steps Review campaign Document it

39 THANK YOU

40 Services Joe Robertson, Services and Solutions Marketing, EMEA

41 Services What is New and Exciting Premium Partner Enablement New offerings ASAP New QuickStart for Service Now for Partners Security New migration programme with support offers

42 The Networking Lifecycle Networking Lifecycle Plan Build Operate Assessment Design Deployment Migration Maintenance Optimization Juniper Offerings For Partners PARTNER PROFESSIONAL SERVICES (PPS) PARTNER SUPPORT SPECIALIST (PSS) PREMIUM PARTNER ENABLEMENT (PPE) Automated Support And Prevention (ASAP) Juniper Education / JNAEP

43 Premium Partner Enablement (PPE) Current Offering Technical Assessment Readiness Plan Mentor Program $25K per yr Software Upgrade Analysis $7K per engagement Software Version Analysis $6K per engagement Product Health Analysis $6K per engagement Proactive Tech Support $20K per yr Installed Base True Up $35K per end customer Additional Esc Mgt $45K per 10 cases Value Added Options Primarily Advanced Services Tools Training Education Best Practices $25K per yr Technical Q & A Service Automation Pro Notifications SW Feature Analysis $20K per yr SPOC/Advocate Service Management Root Cause Analysis Technical Support $125K per yr Code Assurance Proactive Notifications Release Note Assessment Remote Tech Assistance $42K per yr Standard Deliverables (Annual Fee) Resident Engineer Practice Advanced Services Practice Partner Service Manager Mobile Backhaul Service

44 Premium Partner Enablement (PPE) New Offering - Partner Design Validation Testing Service Technical Assessment Readiness Plan Mentor Program $25K per yr Software Upgrade Analysis $7K per engagement Software Version Analysis $6K per engagement Product Health Analysis $6K per engagement Proactive Tech Support $20K per yr Installed Base True Up $35K per end customer Additional Esc Mgt $45K per 10 cases Professional Services Tools Training Education Best Practices $25K per yr Resident Engineer Practice Technical Q & A Service Automation Pro Notifications SW Feature Analysis $20K per yr Advanced Services Practice SPOC/Advocate Service Management Root Cause Analysis Technical Support $125K per yr Partner Service Manager Code Assurance Proactive Notifications Release Note Assessment Remote Tech Assistance $42K per yr Mobile Backhaul Service PS Partner LLD Test Plan Test Execution Validation Final Report $Custom Price Partner Design Validation Testing Service

45 Premium Partner Enablement (PPE) New Offering - Partner Service Advisor Option Technical Assessment Readiness Plan Mentor Program $25K per yr Software Upgrade Analysis $7K per engagement Software Version Analysis $6K per engagement Product Health Analysis $6K per engagement Proactive Tech Support $20K per yr Installed Base True Up $35K per end customer Additional Esc Mgt $45K per 10 cases Tools Training Education Best Practices $25K per yr Resident Engineer Practice Technical Q & A Service Automation Pro Notifications SW Feature Analysis $20K per yr Partner Service Manager Advanced Services Practice SPOC/Advocate Service Management Root Cause Analysis Technical Support $125K per yr Partner Service Advisor $50K per year Code Assurance Proactive Notifications Release Note Assessment Remote Tech Assistance $42K per yr Mobile Backhaul Service PS Partner LLD Test Plan Test Execution Validation Final Report $Custom Price Partner Design Validation Testing Service

46 Partner Service Advisor - Key Features Partner Service Advisor Focus on services cases, issues, and entitlements Case handling assistance: Case monitoring and tracking from initial notification through lifecycle until closure. Case escalation facilitation and coordination. Case escalation management for high-priority issues (P1 only). Remote monthly service reviews Annual fee: $50,000

47 New Offering for ASAP Service Now Partner Quick Start Feature Feature Description Benefit Step 1: The Webinar Step 2: The Workshop Step 3: The On-site QuickStart 90 minute webinar: Overview of Service Now Features, capabilities, and value. How to deploy, configure, and operate: Service Now Junos Space platform Actual deployment of Junos Space: Partner Proxy Config at your site One end customer site Free webinar for foundational understanding of Service Now s features and benefits Comprehensive on-site learning workshop allows you to skill up quickly while reducing your learning curve Acquire real world skills and hands on experience to confidently deploy Service Now for all your endcustomers 1. Webinar 3. On-site QuickStart 2. Workshop

48 Juniper 20 th Anniversary Legacy Netscreen to SRX Support Programme Distributor and Reseller Features FREE Firewall Migration Cloud TOOL (Simplify and speed-up the migration of legacy Firewall configurations) Customer Program Features Juniper Special 20 Yrs anniversary : 24 months of maintenance for the price of 20 CREDIT for un-used support period on the legacy Hardware as additional months of maintenance on the New kit Optional Customer Options Basic Firewall Conversion Service Assisted Firewall Conversion Service Quickstart JunosSpace Security Director 15.2 with NSM Import For more information: Contact your Distributor

49 The Triangle of Trust Customer

50 THANK YOU

51 Partner Operations Nicky Williamson // Snr. Manager, Partner Operations Mario Georgiou // Director, Partner Operations & Alliances

52 EMEA Partner Operations Juniper Partner Advantage Program Deal Registration Partner Rewards ROHS

53 Partnering for Business Growth Enhanced partnering for ease of doing business Next generation partnering for revenue acceleration Profitable partnering to reward growth

54 The Approach to Juniper Partner Advantage Simple Program Requirements Predictability, Execution of MDF and Incentives Consolidated Programs (Services and Champions) Demand Generation Tools Cloud Enablement

55 Distributor Juniper Partner Advantage 2016 Juniper Partner Advantage Partner Advantage Specializations Elite / Alliance Select Reseller Partner Support Services Partner Professional Services Cloud Service Partner * Data Centre Specialist * Products Services Software Next Generation Specialist *

56 Partner Advantage Requirements Annual Revenue Requirements Champions Services Elite Tier 1* Tier 2* Tier 3* $2m product SA $1m product SA $600k product SA 2 Ingenious Champions per Prod. Authorization Partner Support Services Specialization or Partner Professional Services Specialization Select Tier 1* Tier 2* Tier 3* $350k product SA $275k product SA $200k product SA 2 Innovative Champions per Prod. Authorization Elite Partners must have a valid agreed business plan 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

57 Differentiation Financial Benefits Front-End Discounts Incentives (Rebate) MDF Deal Registration SPIF Product Direct Support (SVC) Partner Support (PAR) Product Accelerator Services MDF Deal Registration Partner Rewards Elite Eligible Eligible Eligible Direct (Eligible for discretionary MDF) Eligible Eligible Select Eligible Eligible No In-direct (May be eligible for discretionary MDF) Eligible Eligible Reseller No No No No No Eligible No

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

59 Enhanced Deal Registration System Launching Q316 True deal protection and price gapping Deal Registration System Lead Opportunity Quote Close

60 Enhanced Deal Registration Specifics Launching Q316 Program Details Min. deal size: $30K list price Named and Commercial accounts Net new business Partner Benefits Deal protection All other Partners price gapped Faster approvals

61 New Partner Rewards Program Rewards Sales Reps Launching Q316 Links to Deal Reg Points based Rewards Convert to Products / Gift Cards* Faster issue of Rewards New Modern Tool *Offerings vary by partner country. Rewards are subject to availability.

62 Example - Sales Rep Dashboard

63 Example - Sales Claim

64 Example - Reward Catalog

65 ROHS 2 Effective 21 st July Categories of Juniper Product SKUs ROHS 2 Compliant Not Compliant EOL Not Compliant RESTRICTED

66 Summary Revenue Growth Profitability Ease of Doing Business

67 THANK YOU

68 Juniper Marketing Concierge Top Tips Louise Hunter // Snr. Marketing Manager Ramzi Gharbi // JMC Marketing Specialist

69 JUNIPER MARKETING CONCIERGE jmc.juniper.net YOY Campaign Growth ( ) 2,795 Campaigns Built 2,408,226 s Delivered 4,368 Leads Recorded 519 Active Partners 16 Languages 5 JMC Specialists

70 If you think JMC is only about marketing you are missing a big part of the story. To maximise successes look at all the different ways you can integrate the assets & campaigns into your marketing plan. As JMC is not only about sending marketing campaigns, we are very happy that we can benefit from the great Marketing Collateral section. Alexandra Georgescu

71 If you think JMC is only about marketing you are missing a big part of the story. To maximise successes look at all the different ways you can integrate the assets & campaigns into your marketing plan. We had a really great event with Juniper; we used all the assets from the JMC and it was a huge success Alexandra Georgescu

72 If you think JMC is only about marketing you are missing a big part of the story. To maximise successes look at all the different ways you can integrate the assets & campaigns into your marketing plan. We inserted the banners and information on our website to get more traffic, it was successful as what are we delivering is much clearer now. Alexandra Georgescu

73 If you think JMC is only about marketing you are missing a big part of the story. To maximise successes look at all the different ways you can integrate the assets & campaigns into your marketing plan. It was a big help to have the flyers at hand and share them with customers. Alexandra Georgescu

74 Every Juniper Elite Partner should have a rolling plan of Social Media Campaigns to raise awareness and help gain new followers. Good results as usual. Once again we gained more followers after launching campaigns on social media. James Dunlap

75 Every Juniper Elite Partner should have a rolling plan of Social Media Campaigns to raise awareness and help gain new followers. It's great to see that the tool is helping us on social media. We can be more active and also inform our followers about Juniper solutions James Dunlap

76 Every Juniper Elite Partner should have a rolling plan of Social Media Campaigns to raise awareness and help gain new followers. One of my customers who saw the campaign on social media gave us a project to redesign their DMZ LAN James Dunlap

77 Every Juniper Elite Partner should have a rolling plan of Social Media Campaigns to raise awareness and help gain new followers. I have over 65 new followers on Twitter, which shows the power of social selling James Dunlap

78 A strong campaign is just the start you ll also need a good list to generate results. If you need help acquiring new data we can introduce you to recommended third party suppliers. It was a bad list we are going to organize more the list and target better customers. Igor Turcanu

79 A strong campaign is just the start you ll also need a good list to generate results. If you need help acquiring new data we can introduce you to recommended third party suppliers. So far no leads as we think the main problem is the database. Igor Turcanu

80 A strong campaign is just the start you ll also need a good list to generate results. If you need help acquiring new data we can introduce you to recommended third party suppliers. We are having discussions to launch other campaigns on the tool as we are very pleased with it, but we have to find other databases. Igor Turcanu

81 A strong campaign is just the start you ll also need a good list to generate results. If you need help acquiring new data we can introduce you to recommended third party suppliers. We must generate new audiences and we need to engage new markets, our list is bad. Igor Turcanu

82 A strong campaign is just the start you ll also need a good list to generate results. If you need help acquiring new data we can introduce you to recommended third party suppliers. We are working on a larger database to make a better campaign as we like the tool very much. Igor Turcanu

83 Think about who you are targeting and what you want to achieve when selecting which campaign to send. All the end-users who visited our site are already our customers, JMC helped to generate leads but didn't sell. Fergie Yang

84 Think about who you are targeting and what you want to achieve when selecting which campaign to send. We have sent the to specific contacts, knowing exactly that they will be interested in our offers; we expect to turn more contacts into sales. Fergie Yang

85 Think about who you are targeting and what you want to achieve when selecting which campaign to send. We had very positive feedback on this campaign as it also included information about our business and promotions we are running. Fergie Yang

86 Think about who you are targeting and what you want to achieve when selecting which campaign to send. What I liked most about this campaign was that it was in Turkish and because of this it raised many responses. Fergie Yang

87 Sales & Marketing need to work together closely to ensure leads are followed-up properly. A call-out day targeting opens is often a great way to bring in new opportunities. We did not have leads, but we contacted the opens and we had over 100 appointments; it was a really successful campaign. Ramzi Gharbi

88 Sales & Marketing need to work together closely to ensure leads are followed-up properly. A call-out day targeting opens is often a great way to bring in new opportunities. We have contacted the all the leads; until now we managed to have 20 very good appointments out of which we will have sales. Ramzi Gharbi

89 Sales & Marketing need to work together closely to ensure leads are followed-up properly. A call-out day targeting opens is often a great way to bring in new opportunities. Ramzi Gharbi This campaign has been unsuccessful, because our team did not make the follow up properly; we are going to launch a new campaign which will be closely monitored by our CEO.

90 Sales & Marketing need to work together closely to ensure leads are followed-up properly. A call-out day targeting opens is often a great way to bring in new opportunities. I was busy with the Juniper Summit and didn t have time to call leads and check the results. Ramzi Gharbi

91 Our JMC Specialists can help with advice and training on how to use the JMC and will hand-hold you all the way if you need support. It`s just a great tool with really helpful support. Louise Hunter

92 Our JMC Specialists can help with advice and training on how to use the JMC and will hand-hold you all the way if you need support. The JMC team is very kind & always ready to jump in; great support. Louise Hunter

93 Our JMC Specialists can help with advice and training on how to use the JMC and will hand-hold you all the way if you need support. Alexandra helps us a lot generating more leads and revenue; she is willing to implement our ideas and turn them into sales. Louise Hunter

94 Our JMC Specialists can help with advice and training on how to use the JMC and will hand-hold you all the way if you need support. Always very supportive, he is constantly updating us on the latest news and assists us in implementing Juniper s solutions. Louise Hunter

95 Our JMC Specialists can help with advice and training on how to use the JMC and will hand-hold you all the way if you need support. Approachable and professional, always supporting my partners above and beyond, ensuring that they can achieve the most out of the JMC. Louise Hunter

96 THANK YOU

97 Partner Testimonial: Services Margy Millar // Professional Services Director, Axians Joe Robertson // Services and Solutions Marketing, EMEA

98 Axians Network Lifecycle Services

99 Take-aways Partners need to differentiate themselves; services are a good way Need complete buy-in across the organisation Understand where your strengths are, and act on them Assessments let you get in on the ground floor

100 THANK YOU