GO-TO-MARKET EXECUTION -...

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Juniper Networks Dark Template / FAM 2012 / V7 WIP Slide Type This template is a work-in-progress working copy. Executive Intro Slide

Illustration

Gerri Elliott

EVP & CHIEF SALES OFFICER

GO-TO-MARKET EXECUTION


Juniper Networks Dark Template / FAM 2012 / V7 WIP Slide Type This template is a work-in-progress working copy. Blank Slide Title and Content

One Column

OUR STRATEGY

Enterprise Service Providers

Expand & Grow

Extend Our Capabilities with Partners

Deliver Customer Value

Penetrate Growth Markets

Win with Great Products & Architectures

Scale with Precision



One Column

EXECUTING THE STRATEGY

Customer

Engagement

Operational

Excellence

Scaling with

Partners

1 2 3


Juniper Networks Dark Template / FAM 2012 / V7 WIP Slide Type This template is a work-in-progress working copy. Big Concept Slide

CUSTOMER

ENGAGEMENT


Juniper Networks Dark Template / FAM 2012 / V7 WIP Slide Type This template is a work-in-progress working copy. Blank Slide

Super Core

Campus

& Branch

Video & CDN

Data Center

& Cloud

Security

Platform

& Management

Mobility

ADVANCED

TECH TEAM


Juniper Networks Dark Template / FAM 2012 / V7 WIP Slide Type This template is a work-in-progress working copy. Quote Slide

Two Column

As a global leader in video

collaboration, the network is a critical

part of all that we do. Juniper's Simply

Connected portfolio is easy to deploy

and manage with limited IT staff. As

we continue to build out our mobile

infrastructure, we are confident that

our network can deliver the

performance we need while

simplifying and securing access for

our employees, and their personal

and corporate-issued mobile devices.

Dan Case

DIRECTOR OF GLOBAL SERVICES

POLYCOM



OPERATIONAL

EXCELLENCE



One Column

PREDICTABILITY, PRODUCTIVITY, PROCESS AND PLATFORM



One Column


Deliver Customize Close Propose Qualify Target



One Column


Deliver Customize Close Propose Qualify Target

Opportunity Management Capabilities Quote/Configurator



SCALE WITH

PARTNERS



One Column

JUNIPER PARTNER ADVANTAGE PROGRAM

Accelerate

Reward

Reach


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Juniper Networks Dark Template / FAM 2012 / V7 WIP Slide Type This template is a work-in-progress working copy. Begin/End Slide

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Illustration

Vince Molinaro

SVP SERVICE PROVIDER SALES

SERVICE PROVIDER SALES



One Column

Help our customers

grow profitability faster

SERVICE PROVIDER SECTOR GROWTH PLAYS

Expand

& Grow

Create economic

advantage

Win With

Disruptive

Architectures

Better for Juniper,

our partners, our

customers

Extend Our

Capabilities

With Partners

Extend innovation

& follow globally

Penetrate

Growth

Markets



One Column

Wireline

Verticals

SERVICE PROVIDER OPERATIONAL EXCELLENCE

Team Leader

Sales

Architecture

Technology

Specialist

Services

Partners

Marketing & Sell-thru/Sell-with

Customer Sponsorships

Wireless Cable Content & Media Web & Hosting

Sales Plays Customer Team Model

Win

the Core

Mobile

Insertion

Own the

Data Center

Win

the Edge



One Column

SERVICE PROVIDER VERTICALS

Wireline Wireless Cable Content & Media Web & Hosting



One Column

SERVICE PROVIDER SALES PLAYS

Win

the Core

Mobile

Insertion

Own the

Data Center

Win

the Edge

The leader in SCALE,

service acceleration and

quality of customer’s

customer experience

Recognized as an

INNOVATOR in the

mobile revolution

Be the on-ramp to

CLOUD-based

services

The ECONOMIC

disruptor by

optimizing cost

per bit consumed



One Column

SERVICE PROVIDER CUSTOMER TEAM MODEL

Team Leader

Sales

Architecture

Technology

Specialist

Services

Partners

Marketing & Sell-thru/Sell-with

Customer Sponsors



Two Column

What Juniper did is they

pitched to us a resident

engineer that worked out

magnificently, and that gave us

confidence to get us through

the scary period of changing

architectures… we had

consulting engineers, as well,

of astonishing caliber and they

made a big difference.

John Souter

CEO

LONDON INTERNET EXCHANGE



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Illustration

Dan Miller

SVP ENTERPRISE SALES

ENTERPRISE SALES


Juniper Networks Dark Template / FAM 2012 / V7 WIP Slide Type This template is a work-in-progress working copy. Title and Content

Three Column

ENTERPRISE GROWTH INITIATIVES

Delivering

Customer

Value

Scale with

Precision

Segment and

Sequence



One Column


Segment and Sequence: Vertical Markets

Government

/Federal

Financial Services Energy Healthcare Education

Enterprise Verticals



One Column


Commercial

Key

/Major

Industry

Specialists

Advanced

Tech

Specialists

Partners Accelerate

Reach

Reward

Scaling with Precision



One Column


Transition Our

Security base

End to End

Security

Wireless

+Wired

Synergy

Campus

& Branch

Win WAN

Scale QFabric

Data

Center

Delivering Customer Value through Sales Plays



One Column

ENTERPRISE WINS

Sales

Specialist Teams

Partners

Services

Future Today Before

Security WAN Data Center

Fortune 20 Financial Services Company



Two Column w/ Title

Tulane is one of the most highly

regarded research universities in the

U.S. And we need a network that can

keep pace. Juniper’s Simply Connected

solutions – featuring the Wired-Less

combination of EX Series and

WLC/WLA Series devices – helped us

achieve our technical and security

goals, along with significant OPEX

savings.

Charlie McMahon VICE PRESIDENT OF INFORMATION TECHNOLOGY

& CHIEF TECHNOLOGY OFFICER

TULANE UNIVERSITY

ENTERPRISE WINS



Two Column w/ Title

One of the key aspects of the

relationship with Juniper is their ability

to listen to what the customer needs.

We’ve developed a long-term

relationship. We have helped influence

some of the evolution of the products

and features that we as well as other

customers would see as a benefit.

Eric Walters

NETWORK MANAGER

7-ELEVEN

ENTERPRISE WINS



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